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Scanned from the collections of
The Library of Congress
Packard Campus
for Audio Visual Conservation
www. loc.gov/avconservation
Motion Picture and Television Reading Room
www.loc.gov/rr/mopic
Recorded Sound Reference Center
www.loc.gov/rr/record
VOL. XVIII. NO. 1
SINGLE COPIES, 35 CENTS
PER YEAR. TWO OOS.1ARS
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, January 15, 1922
V! c t rola
REG. U. S. PAT. OFF.
The word "Victrola" as well as the picture "His
Master's Voice" is an exclusive trademark of the
Victor Talking Machine Company. Being registered
trademarks they cannot lawfully be applied to other
than Victor products.
HIS MASTER'S VOICE
REG. U.S. PAT. OFF.
Victor Talking Machine Company; Cairden,N. J*
Entered as second-class matter May 2, 190S, at the pott office at New York, N. Y., under the act of Congress of March 3, 1879.
THE TALKING MACHINE WORLD
TUm DNST&UM!MT-@IF QUMJW
onor
ILL
THE SONORA STORE
A National Institution
Throughout the great cities of this country the best
music stores are rapidly becoming Sonora Stores.
The "Sonora Store" has become a national institution
— one of the landmarks of retail business.
Without universal recognition of Sonora Quality —
Sonora Leadership — Sonora Profit — this result could never
have happened.
For it has been the more substantial Dealers, and the
Dealers most closely in touch with the public, whose com-
bined efforts have made "Sonora Store" synonymous with
leadership wherever you go.
Equipped with the highest class talking machine in the
world — developed in the most attractive and popular
models, the prestige of years of National Advertising — and
a Dealer Service of real daily benefit — Sonora Dealers have
the very finest proposition in the Phonograph Industry.
Hence their success.
Write for information — today
SONORA PHONOGRAPH COMPANY, Inc.
GEORGE E. BRIGHTSON, President
New York: 279 Broadway
Canadian Distributors: I. Montagnea & Co., Toronto
Two New Sonora
Phonographs
of wonderful value
The Imperial
$140
The Intermezzo
$175
The Talking Machine World
Vol. 18. No. 1
New York, January 15, 1922
Price Twenty-five Cents
TALKER" INTERESTS INVENTORS GETTING IDEAS THROUGH EMPLOYES AUTO OWNERS ARE GOOD PROSPECTS
Articles Appearing in Scientific Magazines Indi-
cate That Inventors and Theorists Are Watch-
ing the Talking Machine Trend These Days
That young inventors and persons with an
original trend of thought are more and more
considering the development of the talking ma-
chine as a field for their activities is evidenced
from the number of new ideas both practical
and fantastic which are appearing in a number of
publications devoted to various branches of
science and invention.
In a recent issue of Science and Invention
there appeared no less than seven articles deal-
ing with the talking machine. One article deals
with a recordless talking machine, on which
selected selections may be played by pressing a
series of electrical buttons, which make contact
with a central exchange, similar to the telephone
exchange. At the exchange there are hundreds
of miniature records electrically connected and
any number of people can listen in.
Another article deals with a novel talking ma-
chine cabinet which was presented to E. C.
Morse as a surprise by the joiner shop in his
shipyard. Dr. Harry A. Knauss, inventor of a
metal phonograph record, describes his inven-
tion and other articles deal with a home-made
electric talking machine and a patented appa-
ratus for recording and reproducing sound.
A lengthy article entitled "A Scientist's Dream
of Future Movies" describes a motion picture
theatre which is equipped with various electrical
switches at the seats. Several different photo-
plays are flashed on the screen simultaneously
and spectators can view either picture by simply
pressing a button. This also has the effect of
providing synchronized talking machine music
for the picture which the spectator desires to
see. The music is heard through an apparatus
similar to a telephone receiver which fits over
the head. Verily, the world does move!
JONES CO. OPENS IN GRAND ISLAND
Grand Island, Neb., January 7. — The Jones
Music Co. has recently opened a new music
store at this point, carrying a complete line of
Brunswick phonographs and records, and also the
leading lines of pianos and sheet music. Mr.
Jones is very well known throughout the Middle
West, having formerly been connected with the
Gaston Music Co. as manager of its Grand
Island branch. He was connected in this capacity
for a good many years, and has proved himself a
real live musical merchandise man.
Mr. Jones has one of the finest music houses
in Grand Island, and anticipates a wonderful
amount of business from this new location. He
has working with him in the business his two
sons, who are both very aggressive salesmen.
NEW VICTOR SHOP IN JOHNSON CITY
Johnson City, N. Y., January 6. — A new exclu-
sive Victor establishment, to be known as the
Music Shop, has been opened at 237 Main street
here. This is one of the most attractive stores
in this vicinity. Complete modern equipment,
consisting of record demonstration booths and
record racks and a complete stock of Victrolas
and Victor records, has been installed.
THE BRUNSWICK IN MOUNT VERNON
E. Brodbeck & Sons, the well-known music
dealers of Mount Vernon, N. Y, have secured
the representation of the Brunswick phonograph
and records in addition to their other lines for
the Mount Vernon territory.
The chronic kicker has a bootless occupation.
Most generally he hasn't a leg to stand on.
Merchant Forms Idea Club and Awards Prizes
to Employes Submitting Best Suggestions
There is great danger in every business estab-
lishment of getting into a rut. The talking
machine business is no exception and when
the manager or head of the business depends
upon his own ideas exclusively and neglects to
weigh the opinions and suggestions of the mem-
bers of his staff he is soon operating his busi-
ness on a stereotyped basis and that vital ele-
ment which we know as originality is lost.
One merchant has overcome this danger by
instituting an "Idea Club," of which all the
employes of the establishment are members.
Each employe is expected to submit a number
of ideas in written form each month to the
manager, the most practical of which are selected
by the head of the firm and then discussed in
a general meeting of the staff. Prizes are
awarded each month to the three employes sub-
mitting the best suggestions. The success of the
innovation is evident from the fact that out
of thirty-five suggestions submitted twenty-one
were adopted and put into immediate practice.
NEW RAINBOW RECORD DISTRIBUTOR
Cabinet & Accessories Co. to Look After Whole-
sale Distribution of the Rainbow Records in
Rapidly Growing Metropolitan Territory
The Rodeheaver Record Co., manufacturer of
the Rainbow records, with headquarters in New
York, announces the appointment of the Cabinet
& Accessories Co., Inc., 145 East Thirty-fourth
street, New York, as exclusive joober for Rain-
bow records in the metropolitan district, and ali
orders from dealers will be handled through the
new distributor in the future.
A. J. Heath & Co., recently appointed Rain-
bow record distributors in the Philadelphia and
Baltimore territories, have done a substantial
business in those records during and since the
holiday season, according to reports received at
the Rodeheaver Co. offices.
URGE PATENT OFFICE PAY RAISE
Victor Talking Machine Co. and Edison Co.
Notify Congressmen of Their Desire for Ac-
tion on Patent Office Pay Raise Bill
The Victor Talking Machine Co. and the Thos.
A. Edison Co. are actively engaged in the move
to stimulate action on the bill providing for in-
creases in the pay of patent office employes. In
addition to a large delegation of patent attorneys
and business men from New York and New Jer-
sey which visited Washington to attend a con-
ference with New Jersey Congressmen for the
purpose of speeding up action on the bill, which
is in committee in the House of Representatives,
the Victor Talking Machine Co. and the Edison
Co., as well as other business houses, sent letters
to the Congressmen strongly urging that action
be taken immediately.
CONCERTS AID SALES CAMPAIGN
George M. Burt Co. Inaugurates a Series of Con-
certs as Part of Its Sales Campaign
Endicott, N. Y., January 7. — The talking ma-
chine department of the George M. Burt Co.'s
store here has been making an effective sales
drive in the interests of Victor, Edison and
Brunswick machines, which it handles. A series
of concerts and extensive advertising in the local
papers are proving of considerable value in in-
creasing sales. In addition to the talking ma-
chines an extensive stock of Victor, Brunswick
and Edison records has been installed for the
benefit of patrons.
Names of Automobile Owners in the Community
Can Be Secured From Local Garages
A live prospect list is one of the most impor-
tant adjuncts to a successful business; therefore
the talking machine dealer should pay particular
attention to the formation of these lists and he
should be sure not to overlook any good tips.
Automobile owners now form a large part of
any community and as a rule this class of people
have the money to indulge their tastes in music.
One way of getting the names of automobile
owners is through the local automobile agencies
and garages. Some of these may be reluctant to
give out any information which they have, but
the dealer can overcome this by making a trade;
that is, by offering in return for the desired in-
formation a selected Hst of names which he
already possesses and which might make good
automobile prospects — -with the understanding, of
course, that the matter be entirely confidential.
AN INGENIOUS ADVERTISING IDEA
Victor Dealer Gains Publicity and Stimulates
Caruso Record Sales by Furnishing Musical
Prologue to Moving Picture Show in His City
Lynn, Mass., January 2. — Some valuable adver-
tising was obtained recently by John Z. Kelley,
Victor dealer of this city, through an ingenious
publicity stunt. Mr. Kelley persuaded the man-
ager of the Waldorf Theatre in Lynn to allow
him to furnish a free "act" consisting of Caruso
records exclusively, to be used as a prologue
to the regular moving picture show. Permis-
sion was granted and when the curtain was
raised there appeared a room in the center of
which was a Victrola. On one side of the
stage was a sign bearing in letters large enough
to be seen at the back of the theatre the an-
nouncement "Memories of Caruso," and beneath
this, in smaller letters, the name of the dealer
who furnished the instrument. In the lobby of
the theatre was shown a large picture of Caruso.
The reception of this novelty was enthusiastic
and the sale of Caruso records was considerably
stimulated. The manager of the theatre, who
operates several of them, is trying to arrange
to have this same feature embodied as part of
the program in his other theatres.
MAKES RECORDS OF INDIAN MUSIC
Indian Songs and Chants of Seven Tribes Re-
corded by Native Singers for Miss Frances
Densmore, Who Is Doing Much Good Work
Red Wing, Minn., January 2. — A valuable and
interesting series of records of Indian war songs,
folk songs and chants has been made by Miss
Frances Densmore here. Miss Densmore goes
among the various tribes, selects the best and
most typical musicians and persuades them to
sing into her talking machine. The songs of
seven tribes of Indians living on reservations
have been gathered in this manner. These in-
clude songs of all phases of their every-day life,
those used in treating the sick, dance songs, war
songs and Indian drum playing.
GOES AFTER TRADE AND GETS IT
Burgettstown, Pa., January 3. — "If Mahomet
won't go to the mountain the mountain will come
to Mahomet." L. M. Lytton, of this city, be-
lieves in this proverb and is proving it every day
by taking a Granby on the rear of his Ford and
going out through the mud-roads to the mining
communities. Mr. Lytton also believes in selling
the higher-priced Granby, and is now introducing
Granby consoles. He wastes no time in his
store, but puts his faith in the above quoted
proverb.
See tecond last page for Index of Articles of Interest :n this issue of The World
4
THE TALKING MACHINE WORLD
January 15, 1922
UlllllllltlllllllllllllllllUIIIIIIIIll!
1 Making Record Buying Too Easy for the 1
I Customer and Some of Its Obvious Dangers
miuiiumiimQiumuiuimtmiiiiunniuiuiiiiuDiuiiuiiiiiiiiiiiuiuiiiHiii
A question that interests a number of talking-
machine dealers is just how far to go and when
to stop in their efforts to make record buying
easy for the customer and save him from the
confusion that results when he is handed the com-
plete catalog or a supplement and left to select
the records that he may feel desirous of buying.
The practice of having close at hand, either
as the part of a supplement or a separate hanger,
a list of a dozen or more specially selected
records calculated to appeal to the average talk-
ing machine owner is not a new one and has
been found quite effective from the fact that the
selections are changed at intervals and after a
time give to the talking machine owner an in-
sight into practically all the good things in the
catalog.
The practice, too, of determining the particular
musical taste of the customer and putting before
him either by word of mouth or in printed form
the titles of a half dozen or a dozen records of
that particular type of music from which to make
his selections has also been used effectively and
is still a standby of many retailers.
In the way of publicity, of course, it has been
found highly desirable to feature one or two
records at a time, changing the titles sufficiently
to enable the prospective purchaser to become
acquainted with practically all the good things
in the list before the next supplement appears.
All these methods, of course, are used by the
majority of record dealers and may be termed
standard to the trade. In view of this fact,
therefore, there is brought to light at intervals
new ideas developed by various dealers for pre-
senting the new records and particularly standard
selections to talking machine owners in ways that
will appeal by their originality and at the same
time produce the desired results in the matter
of sales.
As has been said before, however, there is a
question as to just how far the dealer should or
can go in limiting the list from which his cus-
tomer may select without either killing all interest
in the main catalog or at least interfering with
the sale of the general line of records.
One retailer, for instance, conceived the idea
of having a local musical authority of consider-
able reputation pass on the new records each
month and select four or five of those which he
considered to be the best along musical lines,
lllllllllUlllllllllllUlllllllUIIIIIIIIIIIII!
perfection in recording, etc. On the face of it
the idea seems to be a good one, giving the aver-
age purchaser the benefit of expert opinion to
guide him in selecting the new additions to his
record library. From another angle, however, as
has been pointed out by another retailer, the an-
nouncement that the musical authority considers
three or four records to be the cream of the list,
from both musical and mechanical standards, in-
timates that the balance of the records in the cur-
rent month's list are below par. Meanwhile it
may be that the great majority of those who read
| Too Much Concentra- ||
[j tion on Special Num- J
■ bers Liable to Force
\ Main Record Catalog [§
!| in the Background B
aillllllHll
the announcements or have the expert opinion
brought to them some other way may not stop
to analyze the matter so carefully, but the think-
ing individual will naturally feel that after he has
listened to or purchased the selected records the
balance of the list are mediocre. It is self-evident
that the average person is not enthusiastic over
buying a product that is not the best in his own
opinion and particularly one that is not the best
in the opinion of the expert in the employ of the
seller.
On the face of it the employment of an expert
to give to the record purchaser the benefit of his
mature and trained judgment regarding the offer-
ings on the current record lists represents a highly
commendable bit of service on the part of the
dealer. But the question to be considered is just
how far it is liable to react and affect the sale
of records not among the chosen few.
On a straight merchandising basis all records
are deemed to be well selected and salable and
are issued on that basis. For a musical expert
ilililiilllllllillllllllllllllllllllllllllllllllM
to advise his particular friends, or to offer his
opinion to those who seek it, is as it should be.
For him to call attention to some of the special
features of the list as being worth while from
his viewpoint is also quite in order, but when he
publicly announces a half dozen records or less
as being far ahead of the rest of the list from every
angle, then there is danger of killing possible
sales of other records.
One has but to put himself in the position of
the purchaser of some other article of merchan-
dise. Say he is about to select a cravat from a
line of a hundred or more all offered at the same
price. The salesman does not tell him that only
five of the cravats are worth while and far superior
to the rest. He simply calls his attention to the
desirable features of the design and texture of
several of the line and lets him use his own judg-
ment regarding the rest.
The services of a musical expert are highly de-
sirable in the talking machine store, for his advice
should prove of inestimable value to those who,
being more or less in the dark regarding music,
are somewhat at a loss about selecting records
that will tend to improve their musical culture.
In offering such advice he can do it without re-
flecting upon other records.
To have him make definite selections from the
list, however, and advertise the fact seems to be
a good idea gone wrong.
HOSPE CO. ADDS BRUNSWICK LINE
Large Omaha Concern Adds Brunswick Line to
Its Extensive Stock of Talking Machines
Omaha, Neb., January 7. The Brunswick line
was recently added to the talking machine de-
partment of the A. Hospe Co. of this city. This
concern is one of the oldest and largest musical
instrument houses in the Middle West, and for
the past twenty-five years has been an exclusive
Victor dealer and until recently also a Victor
jobber.
This is quite an important addition to the list
of Brunswick dealers as the Hospe Co. will nat-
urally dispose of a great many phonographs and
records in the Omaha territory. Mr. Zitzman,
general manager of the Hospe Co., is very much
enthused over the latest acquisition to his talk-
ing machine department.
NYACCO RECORD ALBUMS for 1922
THE TALKING MACHINE'S HELPMATE
MEAN:
RIGHT PRICES
SERVICE
INCREASED SALES
QUALITY
STRENGTH
DURABILITY
Keep in mind our two factories and
order from nearest point.
It means a saving in transportation
to you.
The Only Loose-Leaf Record
Album on the Market
Quotations and Prices on Request,
New York Album & Card Co., Inc.
NEW YORK
23-25 Lispenard St.
A. W. CHAMBERLAIN
New England Factory Representative
26 Broad St., Boston, Mass.
CHICAGO
415-417 S. Jefferson St.
January 15, 1922
THE TALKING MACHINE WORLD
5
Victor
Supremacy
is lasting
It is built on the solid foundation
of great things actually accomplished.
And the success of everv dealer in
Victor products increases with every
new development of this wonderful
instrument.
"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company
designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
Victor Wholesalers
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hushes
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. T American Talking Mach. Co
G. T. Williams Co., Inc.
Buffalo, N. Y Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, 111. Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. H Bergstrom Music Co.,
Houston, Tex The Talking Machine
Texas.
Indianapolis, Ind. .. Stewart Talking Machine Co.
Jacksonville, Fla. .. .Florida Talking Machine Co.
Kansas City, Mo. .. .1. W. Jenkins Sons Music
Co.
The Schmelzer Co.
.Sherman, Clay & Co.
.0. K. Houck Piano Co.
Music
Ltd.
Co. of
Los Angeles, Cal..
Memphis, Tenn...
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn . . Beckwith, O'Neill Co.
Mobile, Ala Wm, H. Reynalds
Newark, N. J Collings & Co.
New Haven, Conn... The Horton-Gallo-Creamer -
Co.
New Orleans, La Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Oklahoma City,
Okla Oklahoma Talking Machine
Co.
Omaba, Nebr. Ross P. Curtice Co.
Mickel Bros. Co.
Peoria, III Putnam-Page Co., Inc.
Philadelphia, Pa.... Louis Buehn Co., Inc.
C. J. Heppe & Son.
The George D. Ornstein Co.
Perm Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa......W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y E. J. Chapman.
Salt Lake City, U... The John Elliott Clark Co.
San Francisco, Cal. .Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
1 ' Co.
Washington, D. C... Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer
Victor Talking Machine Co,
Camden, N. J., U. S. A.
Victrola VI, $35
Mahogany or oak
Victrola IX, $75
Mahogany or oak
Victrola No. 120, $275
Victrola No. 120, electric, $337.50
Mahogany or oak .
6
THE TALKING MACHINE WORLD
January 15, 1922
What Is a Live Prospect and How Much Is
He Really Worth to the Dealer? :
By G. H. Howe I
llUllllllllllllillllllllllllllllllllllllllllllllllllllllllllllllllllllllll
What is a prospect and how much is he worth
to the dealer? That was the question recently
brought up at a meeting of talking machine
dealers and proved a greater problem than ap-
peared on the surface. One dealer, for instance,
declared that he had practically 1,500 live pros-
pects on his cards and stated that they had only
cost him between $75 and $100, or a little over
5 cents apiece. Another said he had about 1,200
prospects and they had cost him something
over 10 cents apiece. Finally an old veteran in
the game declared that he had about 150 pros-
pects, that they had cost him over $1 apiece, and
were worth the money.
The difference between the various figures of-
fered by the dealers naturally brought forth some
quick questioning. It resolved itself into the
query, "What is a prospect?" The old-timer,
who has been selling musical instruments for a
quarter of a century or more, practically settled
the matter when he gave as his definition of a
prospect a person who, to the best of the dealer's
knowledge and belief, is going to buy a talk-
ing machine and some records from that par-
ticular dealer. When it comes down to lists,
he declared, "I have lists of probably 3,000 names
and out of these 3,000 names I have one thou-
sand that may be considered in the selected
class, and of that thousand there are at least
500 who are worth following up right now, but
when it comes down to prospects I have only
about 150, but these people are going to buy
from me within the next few months. I know
in most cases what they desire, what they want
to pay and how. I know their financial standing
to be satisfactory and I am all ready to deliver
the goods when the opportune moment arrives.
1111
Some are waiting for birthdays — some are going
to move into new homes — some are waiting for
this event or that, but they know what they want
and I know what they want, and it is simply a
question of getting together. Those are what
I call prospects.
"A good list of several thousand names is not
to be sneezed at, because it gives the dealer
some basis upon which to work, but that list is
simply a directory of possible customers. A
careful weeding out will bring the list down to a
; How One Veteran ■
- Salesman Differenti- B
m ates Between Lists |§
II of Names and Lists jj
B of Definite Prospects
llll
piano dealer, and finally one day ran across a
woman who said she had no piano, but hoped to
buy one some day in the future. I came in very
cheerfully and reported to the dealer that I had
discovered a prospect. When will she be in
to buy?' he said. 'Oh, some time when she has
the money,' was my answer. 'In other words,
son, what you got is a name,' and I have never
mixed names and prospects since that time.
"I can best describe my idea this way: When
a man puts an advertisement in a newspaper
the entire circulation of that newspaper repre-
sents his list. The answers to the advertise-
ment represent his selected list and those who
eventually get down to the closing point, or to
the point that promises a definite closing within
a reasonable time, are his prospects. Perhaps
my idea may appeal more to the pessimist than
to the optimist, but at the same time it does
not raise false hopes and gives the dealer a bet-
ter and more certain working basis."
ARTHUR HAMANN OPENS BUSINESS
Former Manager of Starck Piano Co. Returns to
Old Home in Sheboygan to Open Store
llll
few hundred or a thousand names of those who
probably will buy talking machines some day,
and then the process of elimination is carried
out until we have the final list of those who have
committed themselves definitely as to price,
terms and style, have agreed that we have what
they want and are simply waiting. It may be a
few days or several months.
"When I was a younger man I worked for a
Sheboygan, Wis., January 2. — Arthur Hamann,
who for the past eighteen years has been man-
ager of the Starck Piano Co. in Chicago, has
returned to Sheboygan, his old home, to open a
talking machine business at 922 Michigan ave-
nue. Although Mr. Hamann will specialize in
talking machines he will eventually branch out
into the piano business. His plans include the
erection of a modern building on the site now
occupied by his present store.
JANUARY SALES
The large distribution of records over
the holidays makes this the one month
of the year to develop the "home library
of records" idea among your customers.
This set of Peerless Classification
labels is designed to sell Peerless albums
in your store.
Every labeled Peerless album you sell
to-day paves the way for the sale of
twelve more records later on.
A set of Peerless album labels is fur-
nished free with each set of albums
lettered for Victrolas Nos. 80, 90 and 100.
Write for Our Reduced Prices
Peerless albums are cov-
ered and bound with
Interlaken cloth.
Peerless Album Company
Phil Ravi; Pres.
636-638 Broadway
Boston Representative
L. W. HOUGH, 20 Sudbury St.
New York City
San Francisco Representative
WALTER S. GRAY CO., 942 Market St.
January 15, 1922
THE TALKING MACHINE WORLD
7
Victor
Supremacy
Victor supremacy points the
way to success for every music
retailer.
It marks the "path of least
"Victrola" is the Registered Trade-mark of the Victor' Talking Machine Company
designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
n
i
Victrola No 120, $275
Victrola No. 120, electric, $337.50
Mahogany or oak
Victrola No. 130, $350
Victrola No. 130, electric, $415
Mahogany or oak
3
THE TALKING MACHINE WORLD
January 15, 1922
(Registered In the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager
Trade Representatives: A. F. Carter, Wilson D. Bush, C Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tighe, Scott Kingwill, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, IU. Telephone,
Wabash 5242
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, JANUARY 15, 1922
I VIEWS RETROSPECTIVE AND PROSPECTIVE
WE have turned over a new leaf — we have started a new chapter
— 1922 is with us. It is a period for retrospective and prospec-
tive thought. We have just witnessed the passing of one of the most
trying years in the history of the industry — a year in which every
manufacturer, distributor and merchant had to fight strenuously
to score any kind of accomplishment. This striving has brought with
it many evils consequent upon the unusually keen competition in the
price field, due to overproduction and overstocking. Indeed, the
closing months of the year witnessed a veritable orgy of price-
cutting in machines and selling on terms that can only be considered
unhealthy and dangerous to the stability and progress of the industry.
Such a condition should not be allowed to continue during the
year 1922. It should be the aim of every business man to discard
those policies which work" to the detriment of his business and the
industry as a whole. The talking machine industry has long
been recognized for its splendid trade practices — its adherence to
price-maintenance and the utilization of business methods that have
come in for no inconsiderable amount of commendation. A departure
from this high standard is to be deplored, and it is time that manu-
facturers, distributors and dealers arrived at a common understanding
that this price anarchy in the retail field should cease.
There must be a close line of demarcation drawn as to the kind
of men who are entrusted with the retailing of talking machines. A
man has the right to be a free agent, but he has no right to endanger
the entire industry in his desire to make money at the expense of the
well-being of the entire trade. The situation in the retail field to-day
needs remedial action, and the question arises : What policy can best
be adopted to make the talking machine business better for 1922 ?
Are there weaknesses discoverable when we analyze the several poli-
cies and systems now in vogue? These and other queries are timely
and worth considering by talking machine men everywhere.
There is something more in life than the mere acquisition of
money — there is honor and reputation. The dealer who desires to
build a business that will be enduring must have a definite selling
policy — one that will augment the reputation of his house for correct
business methods. It is not a time to inject any methods which
detract in any way from the stability of the trade. There is no good
reason why dealers should announce that a talking machine can be
purchased for so many cents a day, or no initial payment on a time
sale. Such publicity has the effect on the public mind of cheapening
the talking machine, and that is the very thing that men interested in
its future should avoid.
When we consider the wonderful strides made by the talking
machine musically and commercially within recent years it seems
criminal for any member of the trade to indulge in practices that
cheapen this instrument and undermine the industry. To our mind
the public should not be encouraged in the belief that a talking
machine can be purchased in this way. It is much more advisable to
educate the public to a higher conception of trading ethics.
The Talking Machine World has always preached and believed
that price-maintenance is the foundation upon which the security of
this industry rests. It believes that the trade should oppose strongly
the attempt on the part of any of its members to shatter this founda-
tion by indiscriminate price-cutting.
NO ROOM FOR THE MAN WHO DRIFTS IN 1922
COME members of the industry, both manufacturers and dealers,
^ have drifted into the new year without any fixed plans, and have
simply waited for developments, hoping for the best. Others have
entered the new year with a comprehensive program elastic enough
to meet any conditions, but sufficiently firm to permit of development
and the carrying out of definite plans calculated to bring in the maxi-
mum amount of the business available.
During some of the past years in the trade the drifter has man-
aged to get along without any great difficulty because there was
more business than all the dealers combined could take care of, and
he naturally got a substantial share simply through accident. The
dealer who drifts along to-day, however, and has not developed a
definite advertising and selling campaign is putting an awful burden
on Lady Tuck.
We have found retailers who have talked a good deal but have
not had one concrete idea regarding special exploitation plans for
the year ; meanwhile they dwell upon the things they are going to do
when "the time is right." On the other hand, we have run across
dealers who have mapped out regular advertising campaigns; have
arranged for concerts and recitals ; have surveyed new fields which
they hope to conquer and, altogether, are in a position to give an out-
line of what their activities are going to be for every month of the
year.
It may be that conditions will cause a switch in the program,
either in the matter of curtailment or expansion, but at least there is
a definite foundation upon which the dealer may work. He is not
spending his money for exploitation work in spurts, but has a fixed
schedule, knows what it is going to cost him each month and realizes
how much business he will have to do to cover that cost, in addition
to his other overhead. It is simply a necessary factor in conducting
all modern business, whether in selling talking machines or carpets.
No merchant can simply drift along. He must have his trade com-
pass arid- his business charts and be prepared to steer a straight
course.
THE TREND IN CABINET DESIGNING
THE putting on the market in recent years of many new styles of
talking machine cabinets, including those known as period styles,
and particularly the various console models, has naturally encour-
aged the seekers after new business to endeavor to evolve case de-
signs which would have a strong appeal through their distinctiveness.
For years the trade, and public for that matter, were satisfied
with the ordinary upright type of talking machine. Everyone knew
what it looked like and recognized it in the home. Eventually it was
felt that distinctive designs would make an appeal to those who,
although in a position to spend substantial sums for talking machines,
found that though they could buy more elaborate cabinets of an
accepted design they could not secure anything that was really ex-
clusive and emphasized the fact.
Then came the craze for something different — something that
was a talking machine and yet was not a talking machine so far as
appearances went, with the result that the console models and the
other new styles that have become familiar to the trade were evolved.
It is now maintained, however, that, in the effort to get away
from sameness in cabinet design, the pendulum has been swung too
far in the other direction, and we are now faced with the danger of
seeing a number of freak styles offered to the public. In fact, there
already have been evidences of a tendency in this direction.
January 15, 1922
THE TALKING MACHINE WORLD
9
It is very likely that a variety of styles of talking machine
cabinets is to be desired in order that all tastes may be satisfied, but
it is a grave question whether the talking machine revealed by the
opening of a desk or the moving of a shelf of books, or the sliding
of a wall panel, is calculated to help trade development.
There is a wide difference between the artistic and the freak
styles. There are so many opportunities for casing the talking
machine mechanism so that the result will be distinctive and artistic,
while still remaining a talking machine, that there seems to be no real
reason to resort to camouflage. It is much better for the industry to
offer something that is recognized as a talking machine, although
beautifully and expensively cased, than it is to offer some article of
furniture or equipment that unexpectedly turns into a talking
machine.
Bitter medicine is sugar-coated in order to fool children and
placate elders, but the talking machine of to-day is too well known
and too widely appreciated to require this coating of camouflage. It
is all right to have it different, but at least have it sensible and artistic.
MUSICAL EDUCATION BY MEANS OF RADIO
THE transmitting of talking machine music by radio has become
so prominent and so universal within the past few months that
the stories of such events have been crowded off the front pages of
the newspapers and are now handled as ordinary events, but the open-
ing of this new field for the exploitation of the talking machine is a
matter that is of general interest to the trade, for it all means pub-
licity and publicity means business.
The Westinghouse Co. has been for some time past holding
a series of nightly radio concerts from its sending stations in Newark,
N. J. ; Pittsburgh, Pa., and other cities, covering a radius of prac-
tically a thousand miles and interesting many thousands of amateurs
and radio enthusiasts and their friends.
The sending of music by radio may be considered in the nature
of a novelty and without any great value, but the fact that the talking
machine has been so closely associated with such work at the outset
is a matter of congratulation.
THE NEEDS OF THE PATENT OFFICE
FOR a number of years there has been a persistent demand for
Congressional attention to the needs of the United States Patent
Office, but the demand has been neglected to such a degree that a
situation has developed that represents a real menace to the business
life of the country. Two years ago, for instance, the Patent Office
was 15,000 applications in arrears, and to-day, according to the
Commissioner of Patents, it is 56,000 applications in arrears. These
figures offer convincing proof of the seriousness of the situation.
The efficient handling of the business at the Patent Office is a
most important matter, for both the development or the ruination
of a business may depend upon the decision of the Patent Office
regarding the strength of patents under which it operates. There
is no question but that the revival of business is hindered to a
material extent as a result of this situation, for, of the thousands
of patents being handled, there are unquestionably many that, put
into force, would mean the establishment of new industries, the
employment of many new workers and a material increase in the
business activity of the country.
Expert examiners in the Patent Office are paid only from $1,500
to $2,700, ridiculously small salaries in the face of existing conditions
and the work the men are called upon to perform. The result is
that skilled examiners are resigning from the Patent Office service
and finding more profitable employment elsewhere.
In view of the situation, which is now so generally recognized, it
would seem that members of the music industry, as well as business
men generally, should support strongly the bill now before Congress
providing for fair increases in the salaries of Patent Office employes.
The fact that the bill provides for an increase of $5 in the patent fee
(from $35 to $40) should not serve to weigh against the great relief
that the passage of the bill may be expected to afford to industry
as a whole.
AIDING SELLING ABILITY OF RETAILERS
WHEN the word school is mentioned in connection with busi-
ness there is, naturally, a feeling that it is intended for the
instruction of the amateur — the man who is seeking to break into the
field. It has been demonstrated most impressively, however,
during the past couple of years that the veteran salesman and dealer
is in a position to gain quite as much from a course in salesmanship
as is the beginner and, in fact, to gain more, because he has been
drilled in the fundamentals of the business and can profit the
greatest from the suggestions offered in the selling course.
The Victor Red Seal School is perhaps an outstanding example
in this trade, for not only has it served to add immeasurably to
the selling ability of retailers, but it has offered instruction that has
proven profitable to leading wholesalers — men who have been in
business almost from the time of its inception. Other salesmanship
courses and classes have been conducted by various manufacturers
and wholesalers, with excellent results in every case, where the
instruction is based upon actual experience, and where the classes
provide for an interchange of ideas. The individual is handicapped,
indeed, who cannot secure from that mass of practical information
ideas that can be introduced immediately and advantageously into
his own business.
Many of the general salesmanship courses, represent simply
a mass of theory which depends upon the natural intelligence of
the student to put into practical use; but in this industry, at least,
the selling instruction has been practical and has, without doubt,
proven a tremendous factor in not only keeping the business going
as well as it has during the past few months, but it has helped to
give many retailers handling talking machines a proper conception of
the importance and dignity of the industry.
REG. U.S. PAT. OFF
-par-
NEW TELEPHONE NUMBER
FITZROY 3271—3272—3273
VICTOR SUPREMACY
meant much to the Victor retailer during the past year-
ticularly the retailer who was exclusively Victor.
We believe that the Supremacy of Victor merchandise, plus the
wholehearted efforts of the retailer, will make 1922 the biggest
and best Victor year.
To this end we extend our services.
ORMES, Inc.
Wholesale Exclusively
15 West 37th Street New York
10
THE TALKING MACHINE WORLD
January 15, 192;
■
Developing a Valentine Music Campaign and
Other Business-Building Means - bv w. b. stoddard
"Say It With Music," one of the most popular
songs of the past season, suggested to the Ru-
dolph Wurlitzer Co. store in St. Louis, Mo., the
idea for a Valentine Music Campaign, which
proved very successful as a sales maker.
Through the papers a special Valentine concert
was announced, scheduled to take place a week
before St. Valentine's Day. To all of the com-
pany's patrons who had purchased machines ot
records during the past year special invitations
were issued. These were heart-shaped, red in
color and bore the invitation in gold letters on
the first page. Inside was the program: "Little
Gray House in the West," Gluck; "Last Rose of
Summer," Tetrazzini; "Sunshine of Your Smile,"
McCormack; "Call Me Thine Own," Garrison;
"Mighty Lak a Rose," Farrar and Kreisler;
"Roses of Picardy," McCormack; "A Dream,"
Caruso; "Kiss Me Again," Garrison; "For You
Alone," Caruso; "When You Look in the Heart
of a Rose," McCormack.
The newspaper invitation was a double-column
ad, with a border simulating a lace paper valen-
tine, and after extending an invitation to the
concert, the date and hour being mentioned, the ad
concluded: "Real Love Messages of All Sweet-
hearts— Victor Love Records in Valentine En-
velopes. Come and hear these tender songs
by the world's greatest artists and then pick
out one or more of them and let them be your
valentine. Say it with music."
The concert lasted an hour, with an intermis-
sion of twenty minutes, during which the opera-
tion of the machine was explained, special re-
quest records played and any questions an-
swered. No one was asked or expected to buy,
but many were anxious to avail themselves of
iiiiiiiiiiiiiiiiiiiiim
the opportunity, especially after hearing some of
the concert records played. Particular interest
centered in the valentine records, which were
displayed on a table in a bower of red and white,
set off with a number of hearts and darts. All
of the records played at the concert, and fully
a hundred other ballads, ancient and modern,
were included in the list. Each was enclosed
in a stout manila envelope, with lines for the
address of the recipient, and in the corner a
fat Cupid and the little verse:
I wish you'd be my Valentine, I haven't words to say it;
I'm sending you this record, so put it on and play it.
The window that complemented the other
publicity features showed an outline heart six
feet high, the wire frame being completely cov-
ered with red paper roses. Inside the heart was
a Victrola, and red ribbons ran from it to a
number of records set in racks down close to the
glass. Each record had a red heart pasted to
the center, on which in black letters was the
name of the selection, and all of them were
records to be played at the Valentine concert.
A card set on an easel and bordered with red
hearts extended a cordial invition to the general
public to attend the concert.
Catering to the American Legion
The glorious American Legion is an organiza-
tion that will have to be reckoned with from
now on. Its numbers are increasing daily, as
more and more of the boys join, and it will pay
dealers to make an occasional special appeal to
its members. Of course, the most advantageous
time to do this is when there is a district or
State meeting and large numbers of them are
gathered together. Such a plan was adopted
during the national gathering at Kansas City last
Fall. In order to make a more forcible appeal.
SEND FOR YOUR SAMPLE TO-DAY
Mr. Victor Retailer-
Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?
We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building-Record
YOUR ad inserted without extra charge.
KNICKERBOCKER TALKING MACHINE CO.
Victor Wholesalers
138 West 124th St. New York City
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiii
instead of individual advertising, all of the lead-
ing music dealers joined together in a full-page
co-operative ad:
BOYS OF THE AMERICAN LEGION
Here's the best thing you've seen or heard since
you first caught sight of the Statue of Liberty.
While P. W. L. drop into any of these dugouts and
hear the new Legion song, "Hurrah, American
Legion!" It's a whiz bang!
Then followed the list of firms: Paul Talk-
ing Machine Shop, J. W. Jenkins Sons' Music
Co., Eddie Kuhn Song Shop and S. S. Kresge
Co. Of course, any other desired records could
be substituted for the one advertised here.
Hamburger Gives Wireless Concerts
Hamburger's, Los Angeles. Gal., recently in-
troduced a distinct novelty in the way of increas-
ing the sales of its phonograph department. A
short time ago wireless operators, both amateurs
and professionals, were surprised to get the fol-
lowing announcement through their receivers:
"This is experimental station 6XAK speaking,
Hamburger's wireless station, located on the roof
of the store. Commencing to-day and continu-
ing for an indefinite period there will be various
concerts and other announcements. We will
now have a selection from the phonograph."
Then followed one of the latest records and
thousands of radio operators — there are 10,000
within reach of the instrument — listened in while
Hamburger's gave a concert lasting from 4 to 5
p. m. Announcement of the new service was
made in the papers, with the statement that in
addition to the afternoon concerts the store will
give concerts on Monday, Wednesday and Sat-
urday nights, from 8 to 9 o'clock, and will later
establish a service between 8 and 9 o'clock in
the morning.
Linking Up With the Concert Artists
Now that so many of the world's most famous
artists are making records for talking machines,
it is very easy to tie up their names with the
records. Comparatively few can hear the origi-
nal artist, even when he appears in the city, but
everyone who possesses a talking machine can
hear his music. This was the argument ad-
vanced by the Powers Co., Portland, Ore., at
the time of the recent appearance in the city of
Jascha Heifetz, the brilliant young violinist. At
the time of his appearance this concern ar-
ranged a window fitted up as a sun parlor, with
wicker furniture and cretonne draperies in maroon
and black. The entire background was given
over to a bust painting of Heifetz of heroic size
— six feet square. At one side was a talking
machine and on a long, low mound, draped
with maroon silk, were shown a number of his
records. A card advised: "Hear Jascha Heifetz,
the wonder vioilnist, and then come down and
make a selection of his records, so that you can
continue to enjoy his music regularly until he
comes again."
NEW GRANBY DISTRIBUTORS
High Point, N. C, January 6. — The Granby
Phonograph Corp., Norfolk, Va., has announced
that the Shipman Organ Co., of this city, has
taken on the Granby line in the South as dis-
tributors. W. J. Shipman, treasurer and vice-
president of the Shipman Organ Co., recently
spent a few days at the factory of the Granby
Phonograph Corp. at Newport News. Va., and
consummated the deal. Through the large busi-
ness in organs which this company does through
the South, it is well known to practically every
music dealer, and it is expected that this new
connection will greatly increase Granby prestige
throughout the Southern States.
The good will of customers is the greatest
asset a merchant can have. Without it he is in
danger of going on the rocks.
January 15, 1922
THE TALKING MACHINE WORLD
11
Clip out, pin to your business
letterhead and mail to
The Globe-Wernicke Co., Cincinnati, Ohio:
Please send me information on
your cabinet which will interest the
people steadily buying records of
me. This without obligation. P W ,
A coupon that opens new profits to you
When people accumulate books they buy
extra bookcases. Today the very same people
are looking for something to keep their surplus
phonograph records in, records bought steadily
for the past two years. You should be equipped
to fill this ever-growing demand.
The popular console machines hold about eighty records.
Think how quick a family assembles eighty records !
Brown Disc Record Cabinets made by The Globe-Wernicke
Company will fill this need in thousands of homes. Their con-
struction is completely unique. Like all Globe-Wernicke
products, they are "built to endure."
Nowhere can be found such
an adequate method for filing
records. The Brown Disc Record
Cabinet is very simple, but tre-
mendously serviceable. The
mechanical features form real
selling points. You will find both
men and women appreciate
them.
Brown Disc Record Cabinets come
in varying sizes, from two to twelve
drawers. They are finished to match
any talking machine. As a neat, use-
ful piece of furniture they can find a
place in any home. Some with bevelled
edges permit of a small machine fit-
ting into the cabinet.
Clip out the coupon above. It will bring you details of a plan that
means extra profits for you. Such a cabinet is marketable NOW.
Makers of Sectional Bookcases, Filing Cabinets in Wood and Steel, Office Furniture,
Steel Safes, Stationers' Supplies, Filing Cabinet Supplies and Disc Record Cabinets
5bc 9loWAi£rmcfce Co.
CINCINNATI
Winter is the time rehen folks
buy records. You can sell
them cabinets, too, if you'll try.
12
THE TALKING MACHINE WORLD
January 15, 1922
COLUMBIA PRIZE-WINNERS
Harry R. Lamoreaux Wins First Prize in Co-
lumbia Dealers' Advertising Contest
The judges in the dealers' advertising contest
sponsored by the Columbia Graphophone Co.
announced their decision recently and the win-
ner of the first prize was Harry R. Lamoreux,
Columbia dealer at Cherokee, la. Hundreds of
advertisements were received by the judges and
Columbia dealers in all parts of the country
participated in this unique advertising idea. The
contest started on November 1 and finished on
December 1, and the only provision was to the
effect that all advertisements entered in the con-
test must be devoted exclusively to Columbia
products and carry the Columbia trade-mark.
Mr. Lamoreux, -in the winning advertisement,
offered the farmers 40 cents a bushel for their
corn, to be applied as payment for a Grafonola.
Mr. Lamoreux offered to deliver the Grafonola
by truck and cart away the corn with the same
truck. As winner of the first prize this enter-
prising dealer will receive free advertising in his
local newspaper totaling six times the space of
the winning advertisement, which was a full page.
The Hook Drug Co., Indianapolis, Ind., was
the winner of the second prize, which consisted
of free advertising space totaling five times the
space of the winning advertisement. The Type-
writer Supply Co., Ft. Worth, Tex., won the
third prize, consisting of free advertising space
totaling four times the space of the winning ad-
vertisement. The Haverty Furniture Co., Hous-
ton, Tex., was the winner of the fourth prize,
which consisted of free advertising space totaling
three times the space of the winning advertise-
ment. H. B. Vanosdall & Bro., Ashland, O., was
the winner of the fifth prize, consisting of free
advertising space totaling twice the space of the
winning advertisement. The Farrar Furniture
Co., Bangor, Me., was the winner of the sixth
prize, consisting of free advertising space total-
ing the same size as the winning advertisement.
Optimism is a fine thing, but it doesn't count
for much without a little hustle behind it. Pessi-
mism and laziness often travel together hand in
hand, and they're going down hill all the time.
Here are the Tonepen
display box and the dis- \
play cards supplied free \
of charge to dealers.
Join the Army
of TONEPEN Dealers
A large number of dealers are now selling TONEPENS
because they are better than ordinary phonograph needles.
A TONEPEN plays loud, soft and medium. Our TONE-
PEN is good for at least one hundred records without remov-
ing it from the reproducer.
As soon as a prospect hears the results obtained with the
marvelous TONEPEN he buys a set of three for fifteen cents
— the retail price.
Display Cases and Cards
Every dealer who orders a gross of
TONEPENS receives free of charge
the TONEPEN display box and four
of the attractive display cards shown
on this page.
Attractive Dealer Offer
TONEPENS are sold at such a lib-
eral discount to the trade that it pays
to handle them.
Write today for our attractive dealer
offer. Let us send you a gross of
TONEPENS with the free display box
and the free display cards.
Fifty Sample Cards
FREE
With every initial order we give 50
cards of Tonepens FREE for distribu-
tion as samples.
TONEPENS are guaranteed. If
any dealer or user finds that TONE-
PENS do not live up to our claims we
will refund his money. No dealer runs
any risk in stocking up with TONE-
PENS.
THE TONEPEN CO.
217A Center Street New York
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Best Oil For Any Talking Machine
In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from aoid and will not gum, or become rancid.
Sportsmen find it best for guns because it prevents
rust.
NYOIL is put up in 1-oz., 3-oz. and 8-oz. Bottler
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIAM F. NYE, New Bedford, Mass., U.S.A
HOPE TO EFFECT A REORGANIZATION
Creditors of the Remington Phonograph Co.
Meet in Philadelphia — Disposition Manifested
to Effect Reorganization of Business
Philadelphia, Pa., January 3. — At a meeting of
the stockholders of the Remington Phonograph
Co., held at the Continental Hotel, this city, dur-
ing the past month, a committee of five of the
most active stockholders was selected with in-
structions to make all the necessary investiga-
tion relative to the advisability of continuing the
business and report back to a full meeting to be
held some time during this month. The meet-
ing was attended by more than 400 stockholders.
Addresses were made by Louis Jersawit, receiver
in equity; James S. Holmes, vice-president; B.
H. Stern, attorney, and P. E. Remington, presi-
dent. A general disposition was manifested to
effect a reorganization with as little delay as
possible.
VOCALION DISTRIBUTORS ACTIVE
Both in Detroit and Cleveland Territories Many
New Dealers Have Been Appointed
Oscar W. Ray, head of the wholesale Vocalion
record department of the Aeolian Co., returned
recently from a trip through the Middle West
in the course of which he visited the Lind &
Marks Co., Vocalion distributors in Detroit, as
well as the Vocalion Co. of Ohio, distributors in
Cleveland. Mr. Ray was enthusiastic over the
progress being made in both territories.
The Vocalion Co. of Ohio, which is among the
newer distributors, has provided commodious
and elaborate quarters for handling the Vocalion
line, including over 4,000 square feet of store-
room space. The company has already estab-
lished seventeen new dealers for the Vocalion in
Cleveland and vicinity.
ABOUT A CERTAIN SALESMAN
Two business men were talking about a
salesman who had made a record.
"Yes," said one, "he has made big sales this
year, but I wonder how long he can continue
doing the work."
"Why?"
"Because he makes people buy instead of
making them want to buy."
In that last sentence is a whole book of wis-
dom for every salesman.
Every salesman should ask himself: "Am I
making them buy my goods or am I making
them want to buy my goods?"
It is one thing to cram goods down the throat
of the customer. It is another thing to handle
him so that he will reach for the goods him-
self, says the Treasure Chest.
Januaky 15, 1922
THE TALKING MACHINE WORLD
13
NEW REGULATIONS REGARDING CLAIMS FOR TAX REFUNDS
Excess Payments Will Be Returned to Taxpayer Immediately Under New Ruling Issued by Inter-
nal Revenue Bureau — No Change in Rules Regarding the Taking of Inventories
Washington, Di> C, January 5. — New regula-
tions regarding the procedure to be followed by
the Internal Revenue Bureau in dealing with
claims for refund and abatement of Federal taxes
have been issued by Commissioner David H.
Blair and will result, it is declared by officials of
the Bureau, in the more prompt adjustment of
such claims.
Heretofore, when an overassessment or over-
payment was disclosed by the Bureau in audit-
ing a tax return, the taxpayer was invited to file
a claim for the abatement of the overassessment
]or the refund of the overpayment. When re-
ceived the claim was filed until reached in due
'.course for consideration, which often meant a
delay of many months.
; Hereafter taxpayers will not be advised of
their privilege of filing such claims, but instead
will receive a certificate of overassessment and
■a. check in correction of the error, or, if an as-
sessment is outstanding against the taxpayer for
income or excess profits tax, the overpayment
will be applied against the assessment and any
balance remaining- immediately refunded. Al-
though it will no longer be necessary for tax-
payers to file such claims when they themselves
'discover errors, they may continue to do so if
.they wish.
•' This action on the part of the Bureau is taken
;^s a result of the inclusion in the new revenue
,'law of a provision requiring the Government to
jpay interest upon claims for refund in an effort
.to reduce the amount which must be paid in
that way. This provision, according to business
men and tax experts, will do more to bring the
'work of the Bureau up to date and bring about
the prompt settlement of claims than any other
method which has yet been devised for this pur-
pose.
■ • Instructions for taking inventories under the
new revenue law have been prepared by the
Bureau of Internal Revenue and transmitted to
collectors throughout the country. Merchants,
manufacturers and business men generally, it is
pointed out, need experience no difficulty in tak-
ing their inventories for 1921, as no change has
been made in that section of the revenue law re-
lating to inventories.
Present Treasury regulations provide that in-
ventories must now be valued at "cost or mar-
ket, whichever is lower," the Bureau explains.
Taxpayers were permitted, regardless of their
past practice, to adopt the "cost or market, which-
ever is lower" basis in taking their inventories
for 1920, but thereafter, the regulations provide,
changes can be made only after permission is
obtained from the Commissioner of Internal
Revenue.
"In the case of a merchant," it is pointed out,
" 'cost' means the invoice price less trade or other
discounts, excepting strictly cash discounts ap-
proximating a fair rate of interest, which may
be deducted or not at the option of the taxpayer,
provided a consistent course is followed. To
the net invoice price should be added the cost
of transportation and other necessary charges in-
curred in acquiring possession of the goods.
"In the case of a manufacturer 'cost' means the
cost of raw materials and supplies, expenditures
for labor and indirect costs incident to produc-
tion, including a reasonable proportion of man-
agement expenses, but not including any cost of
selling or securing return on capital.
"'Market' means the current bid price prevail-
ing at the date of the inventory for the particular
merchandise. The burden of proof as to the
correctness of the price rests upon the taxpayer
in each case. Where no open market quotations
are available the taxpayer must use such evi-
dence of a fair market price at the dates nearest
the inventory as may be available, such as spe-
cific transactions or compensation paid for Can-
cellation of contracts or purchase commitments
Where, because of abnormal conditions, the tax-
payer has regularly sold merchandise at prices
lower than the market bid price the inventory
may be valued at such prices. The correctness
of such prices will be determined by reference to
the actual sales of the taxpayer for a reasonable
period before and after the date of inventory.
Prices which vary materially from the actual
prices so ascertained will not be accepted as re-
flecting the market.
"The value of each item in the inventory may
be measured by cost or market, whichever is
lower. An entire stock may not be inventoried
at cost and also at market price, and the lower
of the two inventories used. Inventories on
whatever basis taken will be subject to investiga-
tion by the Commissioner of Internal Revenue,
and the taxpayer must satisfy the Commissioner
of the correctness of the prices adopted. He
must be prepared to show both the cost and the
market price of each article included in the in-
ventory.
"In the conduct of modern business it is of the
utmost importance that every business, large or
small, whether corporation, partnership or indi-
vidual, shall maintain an exact record of receipts
and expenses. No special system of accounts is
prescribed by the Bureau of Internal Revenue,
but the books should show in detail inventories,
purchases, sales, capital investments, deprecia-
tion and similar items required in making up in-
come tax returns."
Forms for the making of returns of 1921 in-
come will be available at an early date.
ROGERS & FISHER IN NEW HOME
Washington, D. C, January 2. — The firm of
Rogers & Fisher, local Victor wholesalers, is
now established in its new home at 1219 I street,
Northwest. The structure is modern through-
out and one of the most attractive in the city.
The man who really "delivers the goods"
doesn't have to knock at back doors.
Sherman, lMay& Go.
Pacific Coast Distributors
Main Wholesale Depot:
741 Mission Street, San Francisco
Branch Wholesale Depots:
444 So. Broadway, Los Angeles, California
45 Fourth St., Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.,
Seattle, Washington
427 West First Ave., Spokane, Washington
Victor Victrolas
Victor Records
Victor Accessories
r
14
THE TALKING MACHINE WORLD
January 15, 1922
iersoi\y <rRgcprds
always have been, and still are, predominantly
popular for dancing.
Each month the latest hits are carefully selected
and recorded with the inimitable tone depth and
clarity that make Emerson dance records superior.
Ten Latest Fox Trot Releases
f THE SHEIK. Fox Trot Lanin's Roseland Orchestra
10480 1 KA-LU-A. From the Musical Production, "Good Morning, Dearie." Fox Trot.
L Natz/s Biltmore Hotel Orchestra
BLUE DANUBE BLUES. Medley. From the Musical Production, "Good
Morning, Dearie." Fox Trot Natzy's Biltmore Hotel Orchestra
I AIN'T NOBODY'S DARLING. Fox Trot.
Ray Miller's Black and White Melody Boys
10481
10477
10482
WHEN BUDDHA SMILES. Fox Trot 1 D , , u, n ... .
.LEAVE ME WITH A SMILE. Fox Trot J Rudy Wiedoeft s Cahformans
IT'S YOU. Fox Trot
IN SOMEBODY'S ARMS. Fox Trot.
:}
Sherbo's Little Club Orchestra
10481 I STARS- Fox Trot 1 Glantz and His Orchestra
1048.3 1 d A-DA-D A-M Y DARLING. Fox Trot J
10479 |
10478
10484
10485 |
10490
VOCAL NUMBERS
WHEN SHALL WE MEET AGAIN? Male Quartet. Orchestra Acc.
Broadway Quartet
BIRDS OF A FEATHER. Tenor Solo. Orchestra Accompaniment Vernon Dalhart
WEEP NO MORE, MY MAMMY. Tenor Duet. Orchestra Accompaniment.
Charles Harrison and Everett Clark
SOMEBODY'S MOTHER. Tenor Solo. Orchestra Accompaniment Sam Ash
I'VE GOT THE RED, WHITE AND BLUES. "Blues" Novelty ......... Noble Sissle
Piano Accompaniment, Eubie Blake
I'M A DOGGONE STRUTTIN' FOOL. "Blues" Novelty Noble Sissle
Piano Accompaniment. Eubie Blake
BROTHER LOW DOWN. "Blues" Char. Song. Orchestra Acc Al Bernard
DOWN IN MIDNIGHT TOWN. Character Song. Orchestra Acc Billy Jones
APRIL SHOWERS. From the Musical Production, "Bombo." Novelty Song.
Orchestra Accompaniment Arthur Fields
THOSE OLD-FASHIONED DAYS. Tenor Solo. Orchestra Acc. ........ Richard Bold
STANDARD SELECTIONS
10486
10487
POOR BUTTERMILK. Piano Solo
KITTEN ON THE KEYS. Piano
MELODY IN F. Instrumental Trio
soio'. : '. : *. '. '. '. '. '. '. '. : *. ''. '. '. \ '. : ; *. '. }Zez Confrey
Adler Trio
SALUT D'AMOUR (Love's Greeting). Instrumental Trio
10488 j SPRING r SONG. Violin Sola Piano Accompaniment 1 Maximilian Rose
(CANZONETTA. Violin Solo. Piano Accompaniment )
rA PERFECT DAY. Contralto Solo ■■ Louise Terrell
10489 THEN YOU'LL REMEMBER ME. From "The Bohemian Girl." Tenor Solo
t Stassio Berini
Emerson foreign records for the new year
are paramount in their respective languages
All Emerson Records play on any phonograph
Emerson Phonograph Co., Inc.
Emerson.
Records hid v
New York City
206 Fifth Avenue
Chicago
315 So. Wabash Avenue
January 15, 1922
THE TALKING MACHINE WORLD
15
lUllilllllllHH
The "Musical Instrument Theory" of Talking |
Machine Salesmanship Works Out in Practice I
PIIIIIIIIIIIIIIH
The merchant who reads each month a whole
magazine full of articles intended to tell him
how to run his business must sometimes think
that trade papers are run entirely by men who
never sold a thing in their lives. The more ab-
stract, the more general a salesmanship article
may be, the less readily is it likely to be swal-
lowed by the merchant who is hungering for
something "practical"; that is to say, who wants
to know some definite thing which he can do,
here and now, to bring in new business, improve
collections, move his stationary stock and make
himself feel happier generally.
No one writer, of course, possesses any magic
key to unlock the secrets of salesmanship. After
all, there is a plaguey lot more in selling to an
unresponsive public than can be summed up in
any course of lectures in salesmanship. It is, no
doubt, true that salesmanship is the power (in
the words of an authority on the subject) "to
persuade people to purchase goods at a profit,"
but there are a great many possibilities wrapped
up in that definition, and a great many of what
may rightly be termed impossibilities, too.
The Fundamental Fact
The value of salesmanship articles, of dis-
cussions of salesmanship, or of anything else
of the kind, rests upon the fact that in modern
conditions of life the task of discovering and
meeting the needs of the people is often not
easily disentangled from the parallel task of in-
venting articles for sale and then creating a
demand for them. The two ideas are not on the
same level. But they are parallel.
Now, when the merchant says that he is an-
noyed by what he calls "theoretical" advice, he
is making two different and separate mistakes.
He is supposing that general principles cannot
be easily applied to concrete cases, and he is
confusing the marked difference between the
salesmanship that fills acknowledged needs and
the salesmanship which has first to prove that
the need exists before it can begin to seek that
which will fill the need.
Creating the Need
What, for instance, is the talking machine, and
what are the records it uses but excellent exam-
ples of this second great class of commodities?
Before the talking machine was invented its
usefulness may, indeed, have been dreamed of
by some prophetic-minded writer or thinker,
but until it actually came into existence the gen-
eral public was not so much as conscious that
any need, use or place for it existed or could
exist. There was not merely indifference, there
was complete ignorance. So, from the start,
in the talking machine business it has always
been necessary to demonstrate the need for the
llllllllllllllllillllllllllllll
machine and its accessories, to show that the
industry itself is legitimate and has its place as
a beneficial, indeed an actively benevolent force,
not merely for entertaining society, but for help-
ing to make life better worth living. That idea
has had to be beaten into the consciousness of
the people by slow and persistent effort. To
accomplish this task has called for the best
brand of salesmanship, whether by the printed
or the spoken word. But it has had to be theo-
retical salesmanship from the start.
That is to say, it has had to be based on some
definitely conceived and deliberately worked-out
plan, originally deduced not from experience, but
from analogy, imagination and logic. When
there is no actual previous experience to go upon
the man who undertakes to work out a plan of
salesmanship must be able to draw upon a wide
is
■ Proper Advertising Is ■
B a Force Which Gradu- m
jj ally but Steadily Pulls |
jj Its Object Along With ■
H // to Fullest Success ■
knowledge of the workings of parallel though
different branches of business. He must know
what other men, creating demand for other ar-
ticles, have had to discover, to experience, to
achieve. He must know how their plans were
conceived, how they were worked out and what
lines of reasoning guided those who devised
them. He must, therefore, be able to reason
according to sound logical processes, and must
possess a large fund of historical knowledge (as
it may rightly be called) of business processes,
upon which to build the new structure of sales-
manship which he is planning to erect.
A Theory of Salesmanship
In a word, he must have the materials for a
theory of salesmanship and the ability to con-
struct a workable theory out of these mate-
rials. He must, therefore, be a "theorist," hor-
rid-sounding as the word may be in the ears of
the man who delights in calling himself prac-
tical. All salesmanship in the talking machine
business began as purely theoretical and was only
changed as the terms of the theory were found
In?
to agree with the facts actually developed.
Where the reasoning was sound the theory re-
mained unchanged; where the reasoning was
seen to be unsound it was changed. Finally, in
the consciousness of the biggest men of the in-
dustry arose the generally perfected theory on
which all high-class talking machine salesman-
ship has been built. This theory may be called
the "musical instrument theory" of selling talk-
ing machines and records.
Upon this theory, developed in various ways,
enlarged here and contracted there, sometimes
modified in one way and sometimes in another,
has been built up the extraordinary success
which has greeted the talking machine during
the last fifteen years. It would be highly absurd
to reject this theory because one does not under-
stand it or because it is not quite so simple a
matter as it seems to be at first sight.
It is, however, evident, from what one hears
among dealers and the retail trade generally, that
this great theory, which has been so marvelously
carried to success by the great manufacturers
who have made our industry what it is, finds
itself in grave danger. It is in danger from
neglect and in equal danger from that impatient
earnestness which wants to understand every-
thing in a moment and is always rejecting ideas
because they cannot be brought under this mo-
mentary yoke.
The Chill Breath of Neglect
Now is the time when the merchants through-
out the country who have talking machines and
records to sell are asking themselves how they
may get larger returns from their efforts. Let
them pause and think. A structure built on pub-
lic confidence and public interest is slow a-build-
ing, yet quickly disappears under the chill of
neglect. It took fifteen years of advertising ac-
cording to a carefully developed theory of sales-
manship to bring the talking machine to the posi-
tion it was occupying when the great war-time
prosperity was at its height. But the structure
thus built up is a structure which cannot be
made permanent by any wishing. It must be
kept up constantly, it must persistently be built
on, over and over again; for it vanishes as a
dream before the cold breath of neglect. Adver-
tising is a force which gradually, very slowly but
very steadily, pulls its object along with it to
success. But advertising is like a gas engine. It
must be constantly replenished with fuel. The
finest motor car ever made is useless on a rainy
night, ten miles from anywhere, with an empty
gasoline tank.
Now we accuse the retail trade of failing to
replenish their gasoline. They are in danger, that
(Continued on page 18)
Quality Distinction
The "VICSONIA" Reproducer
Recognized for its Perfect interpretation of Edison Disc Records on
Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Note: The Vicsonia is made of Bronze, sand casted and machined to measure-
ment. Finished in heavy Nickel or Gold plate. Flexible stylus.
Meet the demand — Serve your customers
Sample Model "A" or "B" Vicsonia will be sent on receipt of $4.50. Retail
price $7.50.
Note: Model "B" Vicsonia plays both Edison and Pathe records.
VICSONIA MFG. CO., Inc.
313 E. 134th STREET NEW YORK, N. Y.
16
THE TALKING MACHINE WORLD
January 15, 1922
Helping You to Sell
oA "Happy
Jfeu) year
1
-lit
Keep
hoir
icaDdanc
late
inventory
member to iirll and re"
br,nff von oil l Records
enjoy it. friends
DEALER'S NAME
r
needn't " dress "
for the opera
home in shirt sleeves and slippers if
Relax in your easiest chair.
your favorite selections from opera and
I as sung by the great artists of the day.
Columbia Grafonola and Columbia
is bring all the music of all the world
lo your living-room. A small first pay-
ent delivers any latest model Grafonola
your home. You pay for it as you and
aur family and friends enjoy it.
You can start at once, tomorrow.
(DEALER'S NAME)
rolled around.
Resolve to have music
*S,r"'now with a
Cotambia Gra ouota
of all the world.
A small first payment
toyourhome.JaOuPoy
and your jam-
1 ily and friends
enjoy it.
(DEALER'S NAME)
■ - „
Columbia
January 15, 1922
THE TALKING MACHINE WORLD
17
Records for the Graf onolas
You Sold at Christmas
New Columbia Grafonolas
in thousands and thousands
of homes — the Grafonolas
that were sold at Christmas!
You sold some of these
Grafonolas. Now sell the
records that people want, and
must have, in order to get
real enjoyment, all through
the year, from the Grafonolas
they bought at Christmas.
Don't wait till they find
out for themselves that they
want new records. Tell them,
in your circulars, your
hangers, your window dis-
plays, and in the newspapers,
all about Columbia
Records. Use the news-
paper advertisements
which we offer to you in
the Columbia Dealers'
Advertisement Service for
January — shown on the op-
posite page. Order from us
today electrotypes of the ones
you want.
These advertisements will
remind your customers of the
new Columbia Records they
can get from you, to give
them increased enjoyment
from their Christmas
Grafonolas.
Of course these advertise-
ments will help you to sell
more Grafonolas, too — nearly
all of them mention the
easy-payment plan. Order
your electrotypes at
once, and use these at-
tractive advertisements to
bring customers to your
store.
COLUMBIA GRAPHOPHONE COMPANY
New York
Grafonola
18
THE TALKING MACHINE WORLD
January 15, 1922
The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED
We are at your service
for 1922
In wishing our customers business prosperity,
we also add that our aim and desire will be
to serve them satisfactorily in every way — the
very best possible in exchange for their money,
ethical business co-operation included.
May 1922 be a year during which we can all
say our dealings together have been enjoyable
as well as satisfactory.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA, EDISON, PATHE. VOCALION AND
ALL OTHER DISC RECORDS
SELECTING THEIR FAVORITES
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
THE PERFECT PLAN
TALKING MACHINE SALESMANSHIP MATHUSHEK ADDS VOCALION LINE
(Continued from page 15)
is to say, of forgetting that a structure has been
built up of public confidence and public interest
in the talking machine. They are actually for-
getting that the "musical instrument" theory is
the only one which has ever sold talking ma-
chines profitably. They are forgetting how to
sell music and are trying to sell furniture, terms
and talk. They are making a mistake. This
trade needs to forget consideration based upon
temporary panic and to go back to the well-
tested and sound theories of salesmanship al-
ready described. Then we shall have that re-
vival for which we are all asking.
Theories of salesmanship, then, are not non-
sense. When they are based upon sound prin-
ciples they are simply systematic rules for prac-
tical application. All great work is done on the
basis of sound theory; and the "musical instru-
ment" theory of talking machine salesmanship,
the theory which has made the names Victor,
Edison, Columbia, Brunswick, Sonora names of
world-wide import, known from North to South,
from East to West, is the only theory which has
ever worked or ever will work. We want more
"theory," not less of it: and we want it to be
sound theory, unshrinkingly applied.
Merideri-, Conn., Branch of the Mathushek
Piano Mfg. Co. Occupies New Store and
Secures Aeolian-Vocalion Agency
Meriden, Conn., December 20. — The local retail
branch of the Mathushek Piano Mfg. Co., at 31
West Main street, which recently moved into its
present quarters, has secured the agency for the
Aeolian-Vocalion arid Vocalion records, accord-
ing to Carl Strauss, manager of the establish-
ment.
Seven sound-proof record demonstration
booths have been constructed, and in order to
facilitate the service to customers the store will
be conducted on a self-service plan to a certain
extent. Each month's latest records will be
placed on a counter, and customers will be privi-
leged to select records and try them in the
booths.
The new establishment offers unusual oppor-
tunities for the display of the full line of
Mathushek pianos, which are carried in stock.
The road of failure is strewn with merchants
who didn't believe in advertising.
BRONX RECORD STORES CHARTERED
The Bronx Record Stores, talking machine
dealers, of New York City, have been granted
a charter of incorporation under the laws of New
York State, with a capital of $10,000. Incorpora-
tors are R. and F. Duff and J. Greenwald.
ARE YOU PREPARED?
Patented
1914
Patented
1914
W.BUM
Keen competition is the keynote of business for 1922. Goods of quality will
rule the day. If you handle goods of high quality — Particularly Boston
Albums — you need have no fear of the future. Your business is assured.
Boston Albums are made right — To satisfy your most exacting customers.
BOSTON BOOK COMPANY
501-509 Plymouth Court CHICAGO, ILL.
ENGLISH LIKE AMBEROL RECORDS
Jake Graham Establishment in Liverpool Finds
Ready Market for Edison Blue Amberol Cylin-
der Records and Amberolas
The accompanying illustration shows part of
the record department of the Jake Graham estab-
lishment, factors for Thos. A. Edison in Liver-
pool, among the oldest concerns in England, and
one of the early subscribers to The Talking Ma-
chine World. The Edison Blue Amberol cylin-
der records and Amberolas are handled here and
Jake Graham's Amberol Department
it is interesting to know that the old-style cylin-
der is still finding a ready market among British
music lovers.
In a letter to The World, Burt Reynolds, man-
ager of the cylinder department, says in part:
"A big majority of people consider the Blue
Amberol and the Amberola to all intents and
purposes dead. As far as we are concerned it is
not dead — it is a pretty 'live' business."
The Jake Graham establishment, of which W.
A. Hunt is proprietor, is one of the widely known
talking machine houses in Liverpool, and, in ad-
dition to featuring Amberola phonographs and
Blue Amberol records, various talking machine
novelties are handled. The concern also has a
large repair parts department in which parts for
any make of machine may be obtained.
INTERESTED IN NEW VENTURE
G. Howlett Davis, president of the Standard
Music Roll Co., Standard Paper Box Co. and
the organizer of the Arto Co., is one of the active
figures in the newly organized Newark Record-
ing Laboratory, which has opened up offices at
15 West Park street, Newark, N. J. The com-
pany has several contracts to record for fecord
manufacturing companies and in addition will
specialize in individual voice and instrumental
recordings and will give particular service to
teachers and students.
Never imagine that only facts matter. Senti-
ment is a fact, too, and an important one.
The Talking Machine World, New York, January 15
NONE
BETTER
MADE
Territory
Open for
Live Distributors
DEAN
UNIFORM
POINTS
UNIFORM
LENGTHS
PERFECT
REPRODUCTION
/
i: u„ ■„, mm 111 in mm, J
Write for
Our 1922
Prices
Manufactured by
GENERAL PHONOGRAPH CORPORATION
OTTO HEINEMAN. President
25 West 45th Street, New York
January IS, 1922
THE TALKING MACHINE WORLD
13
i.i: !'i:i!in i ij1;!;!'.!1.;.!!';.!!.! i1!!:!:!!!!;1!!!*!. :r. ■imiiih n,i;i::- : !,i;r;!,i.i ;ii!:i:i:ii;iii;!i:iii m;i:i
[ Ways and Means of Getting People Into
I the Store as a Stimulus to Business - by f. h. p
arsons ■
Jin
It is an idea, generally accepted as sound,
that the more people that can be brought into a
j store by one means or another the more busi-
ness will result. In other words, out of 100
, people sales are made to ten; a proportionate
ratio of sales will be realized if 500 or 1,000
people are brought in contact with the store.
It is this idea that is influencing a great many
talking machine dealers in the establishing of
rest rooms for women shoppers, offices for han-
dling of theatre and concert tickets and other
facilities for the comfort and convenience of the
public, but which are not ordinarily a part of
the talking machine dealer's business.
One retailer has even gone so far as to pro-
vide quarters suitably furnished and with com-
petent attendants where children may be left
while their mothers are shopping or attending
to other affairs in the business section of the
city. It all means a certain investment and a
certain cost for maintenance, but under most
conditions it has been found that these little
courtesies extended to the public result in a
volume of business that is worth the time and
the energy.
There is a certain and very substantial ele-
ment who, when they make use of conveniences
such as are offered by talking machine dealers
and others who have carried out the same idea,
feel more or less obligated to show their appre-
ciation, and whenever the opportunity presents
itself make purchases at the store offering such
conveniences. Then, again, there are those who,
while ordinarily making their record purchases
at other stores, are inclined to switch their busi-
ness when they find that one particular dealer is
willing to provide for their comfort. There are
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
still others who, knowing little or nothing of the
talking machine and its musical value, build up
an acquaintance as the result of repeated visits
to the rest room, the ticket office or the nursery,
and eventually make substantial purchases.
The question is how far it -is advisable for the
retailer to go in providing facilities for comfort
and convenience without putting himself under
a financial burden out of proportion to the direct
results realized. Simply to open a rest room
Dealers Who Have m
Arranged Their Store ■
So as to Command ■
Public Patronage Are m
on the Road to Success ■
mil
the year. The rooms are elaborately and ex-
pensively furnished and provided with suitable
attendants, and the managers of the stores are
able to trace a surprisingly large volume of busi-
ness to the publicity of these lounging rooms.
The retailer who can teach the women of his
town to accept his rest room as a general meet-
ing place is building up a following not only
among those who actually make use of his facili-
ties, but among those who become acquainted
with those facilities indirectly. But, having done
all this for the good of the public, the retailer
is quite within his right in calling attention, deli-
cately, of course, but persistently, to the fact
that he is selling talking machines and perhaps
other musical instruments. Having of his own
free will provided comfort for the public, he is
at least entitled to a fair return from his efforts,
and a surprising number of people, it has been
found, appreciate that fact.
and nursery, for instance, is not sufficient. The
fact must be advertised broadly, and advertised
in a way that will attract the attention of the
female element. On top of this there must be
provided some means for entertaining and for
taking care of such simple wants as may result
from the use of the various facilities. There
are stores in the larger cities whose rest rooms
provide a. rendezvous for thousands of women,
and quite frequently their men friends, during
■ THE QUEENS MUSIC SHOP OPENS
Jamaica, N. Y., January 7. — The Queens Music
Shop, exclusive Victor establishment, was opened
here recently by R. Bruckner and A. Platz, the
latter having been connected with the Victor
Talking Machine Co. for a period of fifteen
years. A number of sound-proof record demon-
stration booths have been constructed for the
convenience of patrons also a spacious, hand-
somely decorated talking machine display room.
The Long Music Store, of Winchester, Ky.,
has moved its talking machine shop from the
Sympson Building, on Main street, to the Sara-
bach Building.
'.it ;hcM y
NEW YEAR S GREETINGS
We extend to you, our many Business Friends and
Customers our heartiest Greetings and Best Wishes for the
New Year.
■
We are deeply grateful to you for not only the business
with which you have favored us, but for the friendly courtesy
which has made our business with you such a pleasure.
We hope that you share with us the entire confidence
and optimism that The Musical )Trade Jiusiness in the com-
ing year will be sound, healthy and prosperous.
It's up to each and every one of us to make it so.
Faithfully yours,
Duo-Jone Company, Incorporated
Sole Mfr». DeLuxe Needle. ANSONIA, CONN.
1
'k!
20
THE TALKING MACHINE WORLD
January 15, 1922
ETCHED METAL NAME-PLATES
SJHITHOLA
DMADE BY
JOHN SMITH & CO. %
NEW YORK, U.S.A.
MODEL BE SERIAL N0.|
FOR MANUFACTURERS AND DEALERS
Write for prices
stating quantity
desired
SOLD BY
| HENRY JONES ® CO.
81 UNION ST.
ALLEGHENY, PA.
EVERLASTING
NEAT IN APPEARANCE
ELECTRO-CHEMICAL ENGRAVING CO., Inc., 52 VanderbHt Avenne, New York, N. Y.
GIVES OPINION- ON EXCISE TAXES
Geo. W. Pound Defines Tax Status of Certain
Orders and Delayed Deliveries
George W. Pound, general counsel of the
Music Industries Chamber of Commerce, has
issued the following interesting bulletin regard-
ing the payment of excise tax on goods ordered
prior to August 15, 1921, but not paid for or deliv-
ered until after December 31, 1921. In this con-
nection Mr. Pound said:
"Section 906 of the Revenue Act of 1921
carries a long and somewhat complicated series
of provisions concerning goods subject to the
excise tax which were contracted for prior to
August 15, 1921, but upon which delivery will
not be effected until after December 31, 1921.
Perhaps it would be more intelligent if I reduced
to a simple statement of fact the principles of
law involved in this section. August 15th is
supposed to be the date upon which business was
put upon its guard regarding these taxes, the
date of the introduction in the House of the
Tax Bill.
"Most provisions of this section do not apply
to our industry in the light of the repeal of the
tax upon music. However, under (C) it is pro-
vided that any person who prior to August 15,
1921, made a bona fide contract with any other
person for the sale or lease after December 31,
1921, of any article taxed under Section 900 of
the Act of 1918 (including phonographs, pianos,
etc.), but which is not taxed in the new Act, and
where the contract price included the tax, and
such contract does not permit the deduction of
such tax on such goods, then the vendor or lessor
shall refund to the dealer such portion of such
contract price as includes such portion of the
tax.
"Ordinarily in such cases the tax should be
simply deducted after December 31, 1921.
"This provision does not in any way affect
the tax on band instruments."
OTTO HEINEMAN'S BIRTHDAY
Otto Heineman, president of the General
Phonograph Corp., was the recipient of con-
gratulatory letters and telegrams from all parts
of the country on Tuesday, December 20, the
occasion being his birthday. Floral gifts from
the employes were placed in Mr. Heineman's
office before he reached there in the morning,
and he also received a handsome cigar holder
from the employes as a mark of their affection
and esteem.
DISTINCT TURN FOR THE BETTER
Charles A. O'Malley, of Silent Motor Corp.,
Brings Good Report From the West
Charles A. O'Malley, president of the Silent
Motor Corp., Brooklyn, N. Y., returned late last
Monday from a trade trip covering many of the
central northwest States. After spending sev-
eral days at the New York offices of the com-
pany Mr. O'Malley made an additional trip cov-
ering the States of New York, Ohio, Michigan
and Illinois. In a statement upon his return Mr.
O'Malley said:
"There is a distinct turn toward more pros-
perous conditions. However, there is no time
like the present to go after business. I have
found conditions quite improved and the demand
for silent motors shows very substantial in-
creases. At the present time the Silent Motor
plant is working at capacity, but the demand for
single and double motors well exceeds produc-
tion."
TYING UP WITH THE RECITAL
Kay-Graham Co. Arranges a Special Display to
Mark Visit of Werrenrath
The Kay-Graham Co., music merchant of
Portsmouth, O., had a very elaborate window
display lately in connection with the appearance
in that city of Reinald Werrenrath, the noted
baritone and Victor artist. Mr. Werrenrath's
picture was displayed in the center of the
window, against one of the new Victor 300
models, and a score or more of his most popular
records were also featured.
The Kay-Graham Co. operates a model estab-
lishment in every particular, having a large,
well-equipped showroom and a battery of five
sound-proof demonstrating booths.
GIVES CHEER TO EXPORTERS
Dr. Julius Klein, Director of the Bureau of
Foreign and Domestic Commerce, Tells Ex-
porters Their Feet Are "on Solid Ground"
Philadelphia, Pa., January 3. — American ex-
porters were told to "hold their heads up, as
their feet were on solid ground," by Dr. Julius
Klein, director of the Bureau of Foreign and
Domestic Commerce of the Commerce Depart-
ment, in an address late last month before the
Philadelphia Export Club.
Despite the wounds suffered by America's for-
eign trade during the last year, he declared, there
was nothing radically wrong with the export sit-
uation and no cause for despondency, although
there was need for the exercise of prudence and
shrewdness.
"The decrease in the value of American export
trade in the fiscal year 1920-21," Dr. Klein said,
"as compared with the preceding year, was due
largely to lower prices rather than to diminished
quantities. Considering exports for that year
from a weight basis, we find increases of 34 per
cent for the groups of raw materials and of 39
per cent for the foodstuffs, with a slight decrease
for such manufactured products as can be indi-
cated by weight."
The present situation, he continued, required
the most careful selection of American salesmen
abroad to avoid entrusting the country's foreign
business to representatives connected racially or
socially with competitor nations.
"This means," he said, "that we must under
no circumstances put our commercial future in
Latin America or in Russia in the hands of Ger-
man agencies, and that our business in the Far
East should be conducted as far as possible
through American houses, or at least through
native rather than European agencies.
"Good times will return to Latin America,"
he continued, "on a sound basis when the rest
of the world's industrial nations, particularly such
as Great Britain and the United States, are in a
position to buy more of the products of Latin
America."
JOINS THE ELITE MUSIC CO.
George T. Cooper Now Memher of Staff of
Columbus Talking Machine Store
Columbus, O., January 3. — George T. Cooper,
for the past several years manager of the Vic-
trola department of the Goldsmith Music Store,
has joined the Elite Music Co., South High
street, it was announced Saturday. When the
Goldsmith store sold out its Victor department
Cooper was much in demand by local music
dealers, but he chose the Elite Music Co. be-
cause of the fact that this firm specialized in
Victor products exclusively. Cooper has built
up a strong following of friends while selling
Victrolas, and they will be interested to know
of his change in connections.
NEW RECORD EQUIPMENT
The Circle Talking Machine Shop, Indian-
apolis, Ind., has recently rearranged its entire
record department in order to provide for a
larger stock of records, while at the same time
allowing ample space for the display of ma-
chines. The department is equipped through-
out with Ogden sectional filing cabinets.
99
"PURPOSE
To Our Customers Wc Owe All— To Them We Give All
A tie that strongly links
the retailer and Cohen
& Hughes is
unity of purpose —
the purpose of most
efficient merchandising.
COHEN & HUGHES
Wholesale Exclusively
BALTIMORE
WASHINGTON
January 15, 1922
THE TALKING MACHINE WORLD
21
THE LYON & HEALY
Revised price list and supplementary merchandise catalog listing the most desirable
lines of domestic and foreign musical merchandise obtainable is now ready for distribu-
tion to the trade.
The revision of prices has not been a halfway measure with us* We took the
revision bull by the horns and slashed to the bone.
"QUALITY ALWAYS" Has Been Our Shibboleth—
The Best Goods at the Price
Leaders since the inception of this house in 1864, leaders we propose to remain.
Note our lines which form the logical basis for our claim to leadership.
AMERICAN MADE
"OWN MAKE" Band Instruments.
"OWN MAKE" Mandolins, Mandolas, Mandocellos, Banjos and
Ukuleles.
L. &. H. AMERICAN PROFESSIONAL Band Instruments.
L. &. H. AMERICAN CLIMAX Band Instruments.
WASHBURN Guitars, Mandolins, Banjos and Ukuleles.
LYON &. HEALY CAMP-UKES.
LYON & HEALY Professional Saxophones.
VAN EPS Recording Banjos.
LION BRAND Drums.
L. & H. Professional Xylophones.
MARAVIGLIA (Italian System) Accordeons.
LYON & HEALY HARPS— The World's Standard.
AMERICAN CONSERVATORY, LAKESIDE and
JUPITER Guitars and Mandolins.
Where will be found another such array as this? A big item which should
not be overlooked is our National Advertising Campaign : we are continually
popularizing the goods we make and handle, in the columns of national
magazines and papers throughout the United States. The benefit of
this advertising will accrue to the dealers handling our goods. All
inquiries received by us are referred back to the local dealer.
If not already handling small musical merchandise lay your
plans to do so. A more propitious time could not be chosen
than now. Wholesale catalogs to the trade only.
FOREIGN MADE
CREMONATONE Violins and Cellos.
MAESTRO Violins and Cellos.
STUDENT Violins.
HANS NEUNER Violins and Cellos.
AD PLESS Violins.
Wm. E. HILL & SONS Violin, Viola and Cello Bows.
LYON &. HEALY Violin, Viola, Bass and Cello Bows.
CARL SCHREIBER Boehm Flutes.
TRIEBERT Clarinets and Oboes.
ADLER Clarinets.
NEW CHAMPION Band Instruments.
MAJESTIC Concertinas. „ ,=
Herm. PRELL Artist Bows.
RENAISSANCE Model Lutes and Leading Makes of
Accordeons, Harmonicas, Strings, Etc.
LYON & HEALY
Wabash Ave. at Jackson Blvd.
Chicago
5y
J"
/'
y
The Lyon &. Healy Own Make Mandolins
should be on. sale in your music store
/
/
/
/
/
/
22
THE TALKING MACHINE WORLD
January 15, 1922
J2E
Katy won't dance on the Bowery now.
Frank Crumit tells why in his new song
"When Francis Dances With Me." It's a
knockout. Also "Da Da Da My Darling" on
the same record. A-3521.
Columbia Graphophone Co.
NEW YORK
PERSISTENCY IN ADVERTISING ESSENTIAL TO SUCCESS
Continuous Publicity Is a Necessary Factor in the Conduct of a Successful Retail Business — To
Indulge in It Haphazardly Is to Invite Failure and Undermine Confidence
There appears to be a more general realization
among retail talking machine merchants of the
fact that steady advertising is both a legitimate
and important factor in the conduct of a suc-
cessful retail business, and is not something to
be indulged in occasionally when the retailer
has a little extra money to spend.
Apparently, not all retailers in the industry
have succeeded in placing their advertising on
an i entirely successful and scientific basis. A
great many of them are using publicity, in one
form or another, steadily and consistently, and
this individual publicity, coupled with that of
otbjer retailers, large or small, gives to the in-
dustry a standing and stability that cannot be
redkoned on a cold dollar-and-cents basis.
tn an article in Collier's Weekly recently, en-
titled "The Punching Bag of Business," the
writer, I. H. Doutrich, in telling the story of
his success as a merchant, sums up the matter
of publicity in the following interesting para-
graphs:
"Advertising is a most vital part of business.
There is no such thing as an 'advertising cam-
paign'— unless you want to admit there is such
a thing as a 'breathing campaign' or a 'bathing
campaign.' You can stop breathing and let the
lungs rest, as Stephen Leacock once said, but
more of you will soon be at rest than your lungs.
Just so with advertising. It goes on all the
time — your advertising or your competitor's ad-
vertising. You can make a short, special drive
in some one city if you are a manufacturer or a
retailer, and you can call that a campaign. But
Seaburg Mfg.Co.
Jamestown, N. Y.
No. 250T,List Price $195.00
Usual discounts to dealers
48"x28"x31" high. Finished all
around
Solid Mahogany. Walnut or Oak
the bread-and-butter advertising which you do
for a living can't be defined by any such limited
word.
"When Billy Sunday, who is a great adver-
tiser, was in Pennsylvania some time ago a
minister told him that his conversions were not
permanent. 'Neither is a bath,' said Sunday. If
you have something to sell — commodity or serv-
ice— you must tell the world about it. You
can't expect that people will remember you if
you give them any interval at all to do the
quickest and easiest thing in all the world, which
is to forget you."
Mr. Doutrich has hit the nail on the head when
he emphasizes the necessity of steadiness and
persistency in advertising, rather than the plan
of carrying on spasmodic campaigns. It is the
constant reiteration of the name of the dealer
and of the products he handles that gets under
the skin of the public and makes the publicity
as a whole prove resultful.
There are many so-called advertising experts
who stand out firmly for this or that method of
advertising. There are those who insist that
under present conditions the thing to do is to
advertise a specific product and by concentrating
on that one item bring the public to a point
where there comes the inclination to purchase.
On the other hand, there are advertising men
who are just as strongly in favor of institu-
tional advertising — advertising which emphasizes
the reputation and standing of the house and
which lets that reputation stand as a guarantee
of the products offered.
There is no question but that in certain locali-
ties and under certain conditions institutional
advertising will pay, especially where a concern
has followed that practice for many years and
is firmly established in the public mind. More-
over, it cannot be disputed that concentration
on one or two articles will create a certain de-
mand for those articles. Just what form the
advertising should take is largely a matter of
location and the situation that exists, but the
rule that constant and persistent advertising is
necessary — more necessary right now, perhaps,
than for many years past — cannot be overlooked.
It is doubtful if any single dealer in the coun-
try has so far lost confidence and optimism re-
garding business as to neglect his advertising
entirely, and the retailer who lets down on. his
publicity campaign is making a grave mistake.
The momentum that is lost between periods of
spasmodic advertising costs too much money.
The live dealer needs to keep moving every
minute.
C. E. BYRNE INTERESTED
5
C. E. Byrne, vice-president and advertising
manager of the Steger & Sons Piano Mfg. Cd., is
chairman of the by-laws committee of the recent-
ly organized Western Advertising Managers' As-
sociation, whose headquarters are located in
Chicago.
Charles V. Ortner, music dealer of Darien
Center, N. Y., is featuring the Pathe line.
January IS, 1922
THE TALKING MACHINE WORLD
23
J. J. DAVIN ELECTED SECRETARY
Popular Talking Machine Man Now an Officer
of Reincke-Ellis Co.— Well Entitled to Im-
portant Promotion — Capable and Talented
The Reincke-Ellis Co., Chicago, has just an-
nounced the appointment of J. J. Davin as sec-
retary of the company. This appointment will be
welcomed by all the Victor dealers who know
of Mr. Davin's work in the promotion of sales
and service items for Victor dealers exclusively,
for it means they will have some one active and
J. J. Davin
alert in planning and creating business builders
for them for some time to come.
■ Mr.' Davin for many years was connected with
the Xew York Talking Machine Co. and is per-
sonally acquainted with almost every Victor
dealer in the East. Since August, 1920, he has
been actively engaged in the promotion of the
Reincke-Ellis Victor department and his hard
plugging has earned him his new promotion.
Mr. Davin was recently in the East for the
holidays and stated that the dealers all over the
country are taking advantage of the many sales-
producing items the Reincke-Ellis Co. has created
during 1921, and stated that this support has
made possible for release early in 1922 three
new items that have long been needed by the
Victor dealers.
The first Reincke-Ellis catalog of "Business
Builders for Victor Dealers" was placed in the
mails the first week in January and the 1922
campaign will be full of interesting and profitable
releases.
NOVEL COLUMBIA DISPLAYS
Live Columbia Dealer Getting Business Through
Window Exhibits
Lincoln, Neb., January 3. — L. N. Cline, of
Schmoller & Mueller, Columbia dealers of this
city, is utilizing to splendid advantage the at-
tractive show windows in this establishment. He
is- continually introducing novel ideas in the way
of window displays and, recently, the Royal Mel-
ody Boys, a popular local orchestra, played in
the window during the entire evening. The boys
were dressed in proper costumes for the occa-
sion and a young lady also appeared in the win-
dow, calling the attention of the crowds to the
latest Columbia dance records which were being
featured by the orchestra.
The sidewalk was crowded with people all eve-
ning and Mr. Cline states that the sale of records
was far beyond expectations. While this enter-
prising dealer has been featuring records ex-
clusively he has by no means neglected Grafonola
sales and, within a period of thirteen days, sold
twenty-eight standard and two period models.
FEATURES M'CORMACK RECORDS
J. A. Bleisenick, of Hahne & Co., Utilizes
Victor Artist's Appearance in Concert in
Newark to Stimulate Record Sales
CARUSO ANNIVERSARY WEEK
Executive Committee of Caruso Memorial
Foundation Endorses National Project
Newark, N. J., January 6. — A clever sales stunt
was put into effect by J. A. Bleisenick, manager
of the talking machine department of Hahne &
Co., in which the appearance of John McCor-
mack in a local concert was featured. The plan
consisted of placing a postcard in every program
at the concert on one- side of which appeared
a picture of the Victor artist and an invitation
to visit the Victor department of Hahne & Co.
The other side of the card contained a list of
McCormack records following the words, "After
hearing John McCormack in person this evening
you will appreciate the following." Needless to
say this publicity greatly increased sales of Mc-
Cormack records.
"Caruso Anniversary Week," to begin Satur-
day, February 25, and to be marked by special
concerts and other activities in all parts of the
country, was approved at a meeting of the exec-
utive committee of the Caruso American Memo-
rial Foundation at the Bankers' Club held in
New York recently.
The meeting was held to formulate plans for
raising an endowment fund of $1,000,000, the in-
come to be used for scholarships and awards for
deserving students of music and for promoting
a wider appreciation of music. Paul D. Cravath,
president of the Foundation, presided.
Don't make the mistake of believing that there
is no sentiment in business. If you do your doom
is sealed.
Music is to the arts what love is to man; in
truth, it is love itself, the purest, loftiest language
of passion, portraying it in a thousand shades of
color and feeling; and yet, true only once, intelli-
gible at the same time to thousands, no matter
how different their ideas and affections. — Weber.
What Does The
JOBBER
Want?
We give the jobber what we believe
he wants. See if we are right in our
estimate.
1st — A good machine — good tone,
good finish and good mechanically
— a machine that doesn't eat up
profits in repairs and adjustments.
2nd — Protection in territory and
enough territory to furnish ample
profits during normal and lean
times, as well as during boom
times.
3rd — Freedom to run his business
as he sees fit. It may be better for
the manufacturer to control prices
and terms and all retailing condi-
tions, but there are times when a
jobber must depart from fixed
schedules and extend terms and
THE HARPONOLA COMPANY
101 MERCELINA PARK
CELINA. OHIO
Edmund Brandts, President
prices that will meet conditions in
his territory.
4th — E co no my in distribution
methods by the manufacturer. The
jobber in North Dakota should not
have to pay a share of the cost of
an expensive advertising campaign
that may only chiefly benefit New
York and other large cities.
If you want a jobbing proposition
that is planned on sound business
principles, and elastic enough to
meet your needs, better ask us for
the Harponola Proposition at once.
The Phonograph
with the" Golden Voice"
HARPONOLA
None of the impressive things in life is ever
accomplished now without the aid of music, be
it a recruiting party, a marriage or a funeral,
24
THE TALKING MACHINE WORLD
January 15. 1922
Widdicomb upright model of Queen Anne Period, with partitions for albums, automatic stop,
and patented tone control. The Widdicomb plays all records. Prices range from $95.00 to $300.00
Widdicomb — the phonograph of two-fold appeal
— an incomparable musical instrument and an artistic and decorative article of furniture
Taste in phonographs today is be-
ing educated to the point where buy-
ers of discrimination and refinement
look upon a phonograph not only as
a musical instrument, which must be
perfect in its mechanical qualities,
but as a permanent part of the ap-
pointments of their home, which
shall blend harmoniously and unob-
trusively with the general decorative
plan.
The principal factor in developing
this trend of taste has been the Wid-
dicomb— the Aristocrat of Phono-
graphs-— whose manufacturers were
perhaps the first to sense this new
thought in the minds of phonograph
buyers. There is no good reason why
a phonograph should not combine
musical perfection with grace and
beauty as an article of furniture, and
this is the two-fold aim of the manu-
facturers of the Widdicomb.
For 56 years manufacturers of fine
period furniture, what more natural
All Widdicomb
models are now
selling at pre-
war prices
than that the Widdicomb Furniture
Company should follow the same line
of thought in the construction of a
phonograph?
To the tonal and reproductive ex-
cellence produced by the Widdicomb
Amplifying Tone Chamber — an ex-
clusive feature developed after years
of experimentation by the most expert
phonograph designers procurable—
is added the exquisite cabinet designs
incorporating the best results of 56
years of fine furniture manufacturing.
The appointments of the most lux-
urious home can be matched in the
various styles of console and upright
models, including the Adam, Chip-
pendale, Sheraton, Queen Anne and
other popular periods in furniture
design, finished in beautiful red or
antique mahogany and walnut. In no
other phonograph on the market will
you find the combination of musical
perfection and artistic period furni-
ture design offered by the Widdicomb
—the Aristocrat of Phonographs.
Buyers with taste are indorsing the
Widdicomb idea, and many of the
leading phonograph merchants of the
country have found a sound, steadily
increasing business in meeting that
demand that the Widdicomb has done
so much to create. You can offer the
Widdicomb to your customers with
the complete assurance that it is
superior to anything on the market in
both musical qualities and exquisite
design.
The Widdicomb franchise is
offered to a limited number of really
representative merchants at points
where distribution is not yet per-
fected. Write for complete catalog
of the entire line, together with
details of the merchandising plan.
The Widdicomb Furniture Company
Grand Rapids, Michigan
Fine furniture designers since 186S
PHONOGRAPH
QThe Aristocrat of Phonographs
(68)
January 15, 1922
THE TALKING MACHINE WORLD
25
iiiiiitiiiiiffliiiiiiiiiiiiiiiiii
The Problem of Cornering the Extra Sales
and Making Them Pay a Profit - by smith c. McGregor
EHilllllllimilllill
The average talking machine dealer whose ter-
ritory is in part through rural sections cannot
secure all the sales by action at the store. Some
buyers may know where his store is, they may
hear he gives good value and is honest in his
dealings; yet they may not go to the store to see
for themselves. This sounds a bit strange, but if
we think it over we will find that we very often
do similar things ourselves and never know just
why we do them. It is this group of buyers who
keep the dealer from realizing the full profits of
his field, for their money is paid to mail-order
dealers or to dealers in other cities.
The problem of cornering these sales and mak-
ing them add profit is no easy one, but can be
accomplished by the use of unique sales schemes
and much hard work. The purpose of this arti-
cle is to suggest a few methods of winning over
these prospects, and special attention will be
given to the method of approaching and securing
the attention of the customers you want to win
over.
The methods to be used should be regulated
by the occupations of the people you are trying
to attract. If your field of undeveloped customers
is largely rural, it is well to know of the prob-
lems they have to contend with; then go about
showing them how they will benefit by making
their purchases at your store, or by any kind of
service you can offer them. And you will
find many types of rural customers. For exam-
ple, there are those of foreign birth or descent;
they very probably have different tastes than the
ones descended from generations of American-
born citizens.
Unless you have ample time and a capable sales
force in the store you cannot go out and study
them personally for the length of time needed to
get an accurate line on their likes and dislikes.
But you can secure much of this necessary in-
formation from those direct sellers, such as in-
surance agents, who have come into contact with
them. A talk with an agent friend will do you
both good, and each will receive ideas as to
human nature, which is vitally important in
bringing over a customer who has been purchas-
ing elsewhere. Then do not try remembering
the little points indefinitely; cards are cheap and
a few notes on a card, stored away in a file, will
prove a bonanza when you have time and oppor-
tunity to go out and see that prospect personally.
If the customer you are starting out to win
over is worth that effort, then a "continued effort
should be made to keep him satisfied. Appoint-
ments are worth making — and keeping — and the
prospect will be easier to approach if he knows
when -you are coming. A successful dealer re-
cently told me that he always made appointments
with prospects, and didn't try to win over too
many a day. Rather, he said, one prospect se-
cured permanently is worth more than three
who make only a purchase or two and then go
back to their old habit of buying elsewhere.
This dealer, by the way, has a card index for
clippings and notes about his field, and he can
thus keep a hand on the pulse of progress and
knows how conditions are, the crops, the labor
situation, building operations, money and any
other items he thinks he can use.
You probably advertise more or less through
newspapers, and if so the local editor can prob-
llll
IllllllllllllllllUllllllllilli
alone. The prospect might be interested in get-
ting the most out of life and a few hints of how
much better life would be with improved fur-
nishings in the way of a handsome talking ma-
chine and its value in a cultural way might be
far more efficient as a sales promoter.
The prospect is only human. Those extra
sales can be cornered by going after that human
in a human way. The world admires a go-
getter, but that doesn't mean being a persistent
caller with the one idea of increasing your own
profits. Try. giving the new customer something
that will make his life a little more interesting,
and after you have secured the initial sale con-
tinue to treat him as well as you did while try-
ing to land that first sale.
[[ The Closing of Extra |
■ Sales Depends on q |
■ Full Knowledge of _
( What Is Happening -
■ in Your Selling Field };
ably give you some tips about conditions where
his canvassers have been. But don't forget the
average editor is a busy man, and an appoint-
ment at his convenience, if possible, will bring
you some good ideas. Then, if you are planning
on some advance circularizing for prospects, he
can probably advise you of any changes in ad-
dresses. The real estate man is another good
idea-vendor, if you will try and give him some
sales hints, too, for he knows who is moving and
apt to need a musical instrument in the home.
The whole problem of bringing in the extra
sales depends on your knowledge of what is hap-
pening in your field. The better you know the
prospects the finer chance you have of landing
them. And the only way to know them is to
know their problems, their difficulties and the
things they are interested in. When you go out
and meet them directly, even if you have a good
file of notes, don't act too superior. It kills
sales, as any experienced salesman will tell you.
Don't start off telling of the money savings
M RECORDS OF INDIAN TRIBAL SONGS
Member of Taos Tribe of New Mexico Con-
tributes Valuable Records to Smithsonian
Institute — Carries Atmosphere of Old Mexico
Rosendo Vargas, a member of the old Taos
tribe of Indians of New Mexico, has been lend-
ing valuable aid to the Smithsonian Institute of
Washington in its splendid work of preserving
historical data. He has made a number of talk-
ing machine records of the tribal songs of his
people in their native language. These songs
(which include examples of every kind of singing
practiced by the Taos Indians) carry the atmos-
phere of old New Mexico and reflect the spiritual
thoughts of a tribal people that once was in a
high stage of cultural development. Some of
the words of the songs — expressed in a language
which, although extremely complicated, is
capable of expressing an infinite variety of intri-
cate thoughts, and discloses an advanced stage
of mental development — are very long and have
delicate shades of meaning that are difficult to
translate into English. Many of the songs are
action-songs — one of them being called a "Going
Song," which simply means a song that is sung
by the Indians when going into the fields to
work or when starting out to catch their horses
preparatory to going on a trip.
WHY NOT AID IN THE RESULTS
If you're getting all the salary the business will
allow, suppose you turn your attention to increas-
ing the business. Never lose sight of the fact
that much of the business result to be achieved
is distinctly up to you.
The PHON-O-MUTE
"The Perfect Tone Regulator"
The PHON-O-MUTE regulates tone control at the
only logical place where tone should be regulated — at the
reproducer.
The PHON-O-MUTE is attached to the stylus bar
instantly and without the use of screws or mechanism. It
does not mar or interfere with the sound-box in any way.
The PHON-O-MUTE provides for any degree of tone
desired without changing the type of needle. Satisfaction
guaranteed.
RETAIL'PRICE $1.50 REGULAR TRADE DISCOUNTS
PADDACK PRODUCTS, Inc.
198 Broadway New York
26
THE TALKING MACHINE WORLD
January 15, 1922
Imagine Rose Ponselle and Ricardo Stracciari
singing "Mira di acerbe lagrime" (Here, Pleading at
Thy Feet), the duet from // Trovatore! Lucky is the
music lover who secures this record. Order now.
Columbia 49922.
Columbia Graphophone Co.
NEW YORK
OVATION FOR ART HICKMAN
Famous Columbia Artist Makes First Appearance
of the Season at Ambassador Hotel, Los
Angeles, and Is Given Wonderful Reception
mounted on trucks paraded the streets every day,
and the publicity tie-up was most efficient.
Los Angeles, Cal., January 4. — Art Hickman,
famous dance orchestra leader and exclusive
Columbia artist, received a tremendous ovation
at the Ambassador Hotel recently when the Art
Hickman Orchestra made its first appearance of
the season. Columbia dealers throughout this
territory took advantage of Mr. Hickman's ap-
pearance at the Ambassador Hotel through the
use of timely publicity, and among the dealers
who carried attractive advertising were the
Remick Song & Gift Shop, the Bartlett Music
Co. and Cooper's Melody Shop.
The night of the Hotel Ambassador opening
was the most brilliant social affair of the sea-
son. The cafe was filled to overflowing, and
every table was crowded. Chas. P. Mack, assist-
ant manager of the Los Angeles branch of the
Columbia Graphophone Co., arranged to have a
large floral piece in the form of an imitation
Columbia record placed at the entrance of the
cafe, where it was the center of attraction.
For one week previous to Art Hickman's ap-
pearance, large imitation Columbia records four
feet eight inches in diameter were on display in
the lobby of the Ambassador Hotel, announcing
the opening date of Art Hickman's Orchestra.
During the week of the opening large records
RECENT GRANBY ACTIVITIES
Business Shows Pleasing Development — Reports
From Various Points — Prominent Men Enter-
tained at Dinner — Conditions in the West
Norfolk, Va., January 3. — The Granby Phono-
graph Corp., of this city, is receiving encourag-
ing reports from its representatives in all sec-
tions of the country. Austin L. Fordham, who
represents Granby in eastern Pennsylvania, re-
ports excellent business and that the various
period designs are proving very popular.
F. D. W. Connelly, representing Granby in
North Carolina, has been making his headquar-
ters in High Point and in addition to the ex-
cellent representation he is giving the line in that
State has found time to organize a singing so-
ciety, join a church choir and otherwise advance
interest in music. He has been elected an hon-
orary member of the High Point Chamber of
Commerce and the Commercial Club.
E. W. Schumaker, of St. Louis, who repre-
sents Granby in the West, writes that business
is showing a very decided improvement and
states that he does not believe it entirely due
to holiday demand but -rather indicates a healthy
return to normal business. Mr. Schumaker re-
ports a number of new Granby dealers estab-
lished in his territory.
I&LBEKT CAMPB&LL
■""iiiiimiiiiniirrmTm-
In Concert and Entertainment
Personal Appearance of
Eight Popular Victor
Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1921-1922
Sample program and particulars upon request
P. W. SIMON, Manager
1658 Broadway New York City
Famous Ensembles including
Campbell & Burr - Sterling Trio • Peerless Quartet
LAMBERT FRIEDL RESIGNS
General Phonograph Corp. Manager to Take an
Extended Rest Owing to 111 Health
Lambert Friedl, manager of the metropolitan
distributing division of the General Phonograph
Corporation, New York, resigned from his posi-
tion this week, owing to ill health. Mr. Friedl,
who is one of the best known members of the
talking machine trade, is planning to take a com-
plete rest for about six months in order to recu-
perate fully.
As manager of the metropolitan distributing
division of the General Phonograph Corp. during
the past year, Mr. Friedl was an important fac-
tor in the development of Okeh business in this
territory. His success may be attributed in a
measure to the fact that he numbers' among his
personal friends the great majority of dealers in
this territory, and his familiarity with every
phase of retail merchandising in this industry
enabled him to give the dealers maximum serv-
ice and co-operation.
ART IN ADVERTISING AWARDS
Some Members of the Music Industry Whose
Advertising and Drawings Have Come in for
Commendation From Noted Art Directors
The "Annual of Advertising Art in the United
States" for 1921 has recently been issued. This
is a catalog of the exhibitions of advertising paint-
ings and drawings made at the galleries of the
National Arts Club in the Spring of 1921, which
exhibition was held by The Art Directors' Club.
Awards were made by a jury consisting of
Richard J. Walsh, chairman; Robert Henri,
Charles Dana Gibson, E. H. Blashfield, Arthur
W. Dow and Joseph Pennell. The awards made
at this exhibition, which is held in the Spring of
each year, are looked upon by the advertising
profession as authoritative and indicating the
companies an'd specific pieces t>f^ the advertising
done by said companies, which x£re the finest
published in a given field, from the standpoint
of art. V^V/'^X !-
The following awards for 1921 are of interest
to the music industry: Piano airlyertjsentents —
Stefhway & Sons, The Packard Co, Organ ad-
vertisements—Estey Organ Co. Talking machine
advertisements — Victor Talking Machine- Co.,
Columbia Graphophone Co., Wiley B. Allen Co.
NEW RECORD CLEANING DEVICE
Canton, O., January 3. — Patents covering an,
automatic device for cleaning phonograph rec-
ords have been" issued Homer Miller' and A. B.
Kidder, manager of a local machine shop. The
manufacture of the -new device will be started
soon after the fit's t of the year, the inventors
announce.
A complicated, hair-splitting idea has no value
in business. Each great business idea can be;
put into a few sentences which everybody will be
able to understand.
The Talking Macliine World, New York, January 15, 1922
I
BRUNSWICK
Exclusive Artists
Number Two of a Series
CLAIRE DUX
Soprano, Chicago Opera Co.
Claire Dux is known by opera lovers the world over as an artist of rare cliarm
and brilliant dramatic power. Her appearances in American cities have added
laurels to her triumphs on the concert and operatic stage of Europe, and, like
other great artists of today, she records exclusively for Brunswick. Her
premier record is
Mi chiamano Mimi (My Name is Mimi). Boheme — Act 1
Puccini — In Italian. (Brunswick Record Vo. i()022 1
Any Phonograph Can Play Brunswick Records
January 15, 1922
THE TALKING MACHINE WORLD
27
iiiiniiraiiiiiiiiiuiiiimiiiiiiiiimiiiiiiiiiiiiiDiiiiiiiiiiii iiiirniiiimiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiife
IROQUOIS SALES CORPORATION
BUFFALO, N. Y.
Wholesale Distributors
Records
ininiiiiniiiiiiiiiiiiiniiiiiiiniinmiiiiiiiniiimniiiiiiiiiiiiiini n.
WINDOW DISPLAY SUGGESTIONS
A Score of Really Effective Pointers Which the
Dealer Desirous of Stimulating Trade Should
Not Only Keep in Mind, but Act Upon
Make your display fit the season — get ideas
from merchants in other lines of business.
Plan your displays ahead — days and even
weeks ahead.
Get all materia! ready for the new arrange-
ment before the old display is taken out.
Keep a "window notebook." Jot down in it
ideas you see.
To express coolness in a window use gray,
light green or light blue for the color scheme.
To show warmth use reds, yellows, oranges-
warm colors.
Have the backing of your window high enough
to shut off view of the store interior.
Use a dark color in the background when dis-
playing light-colored goods, and vice versa. Get
contrast.
Keep yonr windows clean. Have them washed
frequently. If your own employes haven't the
time-get outside help. It will pay'.
Don't crowd your window..
Avoid the other extreme. Too little in a big
window will cause the merchandise to be "lost. '
Card holders are useful. They'll keep price
cards from falling over on their faces.
Make your display attractive to the eye — and
the purse — but don't make it so "pretty" the
merchandise is forgotten in admiration 'of the
"trimmings."
Make your store front reflect you. It is the
exterior which most people see. Impressions
are made by exteriors.
Put the emphasis on the goods, not on the
decorations.
Use art only to create a desire to buy the
goods displayed.
Be'sure your window lighting is the best avail-
able. .
DuSt out the window space frequently.-
Never allow soiled or fly-specked cards or
merchandise to remain on display.
To help the eye to travel quickly from a card
to the object displayed connect the two with
white tape or ribbon. An arrow will have the
same-effect.
Invest a little money in stands on which to
better display your merchandise. It will pay.
Never judge a man by his looks. A prospect
may look like a fool, but the chances are that he
isn't; therefore, treat all customers with respect
and consideration.
NEW VOCALION RED RECORD SIGN
Large Replica of Vocalion Record Designed for
Use Over Store Doors
SIGN SELLS SELECTED RECORDS
Live Dealer Places Sign at Store Entrance Ad-
vertising One Record at a Time
The Aeolian Co., in connection with the pub-
licity plans for the Vocalion, has had prepared
for the use of dealers in Vocalion records a large
metal replica of the Vocalion Red Record meas-
uring two feet in diameter and suspended from
a metal cross-arm'. The sign ,is intended for
display over the entrance to the - retail stores,
and is large enough to be easily distinguished
at a distance.
ENDORSES THE BRUNSWICK
The "testing home", of To-day's, Housewife
recently tested the Brunswick electric phono-
graph exhaustively and endorsed that product. A
certificate was issued to the Brunswick-Balke-
Collender Co. authorizing the1 company to use
the diamond seal of To-Day's 'Housewife's en-
dorsement in all advertising.
A plan which is proving of considerable suc-
cess in boosting sales of selected records has
been originated by a talking machine dealer in
Texas. This consists of a painted sign placed
before the street entrance of the store, advertis-
ing only one record at a time. This merchant
contends that the interested passer-by wilL not
hesitate to come into the store because he will
have something definite to ask for. When , the
prospective customer is once inside the estab-
lishment the rest is up to the sales force. .Of
course, the^ advertisement can be changed ,as
often as the dealer desires and attention may
be centered on a different record each day.
Every wheel you get out of a rut means better
going. And every little lift counts. Try it. And,
as has been well said, the only difference between
a rut and a grave is depth.
4'
If Chippendale had built phonographs
THEY didn't have phonographs in
Chippendale's time. Just what
he would have accomplished in de-
signing them is therefore largely
guesswork, but it is safe to say that
they would be worthy of the name of
their builder who worked so beauti-
fully and lastingly in wood.
We dare say Chippendale would
have built his phonograph out of Gen-
uine Mahogany — just as he used that
wood for his very choicest furniture
designs. Not only Chippendale, but
Sheraton, Shearer, Hepplewhite and
the other famous furniture designers
of the last three centuries have "fav-
ored Genuine Mahogany, "the royal
wood."
The cabinet phonograph today oc-
cupies as important a place in the
decorative scheme of the modern home
. -as the library table and other pieces
of furniture. A phonograph of Gen-
uine Mahogany is beautiful in the
most beautiful surroundings; it is
magnificent in rich ruby color tones,
yet restrained and dignified, ever in
good taste where good taste is appre-
ciated. When you sell a customer a
phonograph built of Genuine Mahog-
any you both profit.
r . ■
" -
After all — there's nothing like
MAHOGANY
MAHOGANY ASSOCIATION, 347 Madison Avenue, NEW YORK
28
THE TALKING MACHINE WORLD
January 15, 1922
2
\7
> n -
3
2
2
3
a
SHERATON No. 10
Mahogany- Walnut
G olden and Fumed Oak
Price $100,
EARLY VIRGINIAN No. 20
Mahogany or
American Walnut
Price $200
Granby
Phonographs
Uprights and Consoles,
in Period Styles that
set the pace for the
Talking Machine Industry
These artistic instruments play all makes
of records — Much Better. They appeal
to a discerning, high-class trade. They
will stimulate your sales — increase your
profits.
Note the graceful lines of the models
shown on this page. They are dignified,
attractive, and blend admirably with
room furnishings of the modern, well-
appointed home.
The Granby tone is exquisite, and sweetly
mellow. The reproducing power of the
Granby strikes a new note in talking
machines.
The Granby Phonograph
plus
The Granby Franchise
is making money for live merchants.
The Granby furnishes a broad gage and
is founded on a square deal to you. Dis-
counts and terms are generous.
SHERATON No. 12
Mahogany- Walnut
Golden and Fumed Oak
Price $120
Ask for details — today-
the New Year right.
-so you can start
QUEEN ANNE No. 30
Mahogany or American
Walnut
Price $225,
ADAM No. 60
Mahogany
Price $275
QUEEN ANNE No. 80
Mahogany or American Walnut
Price $375
GRANBY PHONOGRAPH CORPORATION
LEVY BUILDING NORFOLK, VIRGINIA
January 15, 1922
THE TALKING MACHINE WORLD
29
DECISION FOR CHENEY CO. IN TONE-ARM PATENT SUIT
United States Circuit Court of Appeals in Cincinnati Reverses Decision of District Court in Impor-
tant Tone Arm Suit Brought by the Victor Co. Against the Cheney Co. and Finds There Was
No Infringement — Decision of the Court, Written by Judge Dennison, Is Most Exhaustive
The decision in the important tone-arm suit of
the Cheney Talking Machine Co., appellant, vs.
the Victor Talking Machine Co., appellee, and
the Victor Talking Machine Co., cross-appellant,
vs. the Cheney. Talking Machine Co., cross-
appellee, was handed down by the United States
Circuit Court of Appeals, Sixth Circuit, by Cir-
cuit Judges Knappen, Dennison and Donahue, in
Cincinnati, O.. on December 15. Circuit Judge
Dennison wrote the decision, which was in favor
of the Cheney Talking Machine Co., in this suit
for alleged infringement of the Johnson taper
tone arm patents No. 814,786 and No. 814,848,
which had been filed against it by the Victor Co.
The three presiding judges concurred unani-
mously in the opinion and reversed the decision
of Federal Judge Sessions. The decision in full
follows:
Dennison, Circuit Judge: This is the usual infringement
suit brought by the Victor Co. against the Cheney Co.,
based upon Claims 42 of Patent No. 814 786, and 7 and 11
of Patent No. 814,848, both issued March 3, 1906, to
E. R. Johnson and assigned to the Victor Co. The Pis
trict Court held that Claims 7 and 11 were not infringed,
but that Claim 42 was valid and infringed. Both parties
appeal.
Passing by other questions we have thought proper to
devote our attention chiefly to the issue of infringement
of Claim 42. That disposed of, the issues under Claims
7 and 11 give less trouble. Claim 42 is of that type
which seems to be simple and clear enough as applied
to the particular structure described and shown in the
patent, but which becomes thoroughly ambiguous when ap-
plication" is sought to the variant structure of a future
defendant. It is also of that type where, without distor-
tion of any word beyond the common meaning, the language
may be read upon defendant's structure, but where many
things warn against the breadth of construction necessary
to such application. Since the case presents an unusually
complicated instance of the typical difficulties, and since
our conclusion is superficially — though, we think, not sub-
stantially— not in accord with some results reached in other
courts, it seems fitting to discuss the issue more in detail
than we commonly do.
In 1903 there were two classes of sound-recording and
reproducing machines. One, which may be called the
Edison type, used a record of cylindrical form, and the
stylus followed a spiral path around the surface of the
revolving cylinder by reason of a positive mechanical feed,
which caused relative motion longitudinally of the cylinder
between it and the stylus-carrying parts. The other, which
may be called the Berliner form, used a flat disc, upon
the upper surface of which the stylus traveled in a spiral
path. In reproducing the stylus point would tend to
remain in the prepared groove, and thus to cause the stylus
and its attached parts to travel from the outside of the
disc toward the center. Each form was provided with a
diaphragm operated by the stylus and communicating with
the amplifying ho-rn. ;
Johnson devised a sectional horn, the preferred and
illustrated form of which was adapted particularly for use
in the Berliner machines. He filed his application February
12, 1903, upon a talking machine. In February, 1904.
using identical drawings and generally the specification of
the first application, he filed a divisional application directed
to the amplifying horn. Both patents issued on the same
, day, the one based upon the original application being No.
814,786, and the one based upon the divisional application
being No. 814,848. The structure is shown in the following
sketch, which is Fig. 1 of the drawings of each patent:
Claim 42 reads as follows:
"A talking machine, comprising a tapering sound-conveyor,
means for attaching sound-reproducing means to the small
end thereof, and horn-coupling and supporting means with
which the other end of saiu conveyor is movably connected."
The defendant manufactures a form fully enough shown
by the following sketch:
As we approach the question whether Claim 42 may,
consistently with its validity, have a reading broad enough
to cover defendant's form we' do so in. an atmosphere
colored by two unusual things: The first is that plain-
tiff declined defendant's offer to submit its machine to
plaintiff soon after it came on the market, so as to' be ad-
vised whether plaintiff would consider if an infringement
of any patent, but later brought and prosecuted an in-
fringement suit, substantially the same as the present one;
yet, when that suit was about to be heard, voluntarily dis-
continued it without prejudice to a new suit; and some three
years later brought the present action. In this course of
conduct we do not find the estoppel which defendant urges:
but plaintiffs do not commonly take such action in clear
cases, and its presence here strongly suggests that the
right to recover in the first suit was doubted by the plain-
tiff.
The other colorful thing is that this patent application
was prosecuted by skillful counsel for nearly three years,
through repeated rejections and through the presentation
and urging of about 100 varying claims, resulting in a
final sifting by which forty claims were agreed upon be-
tween examiner and solicitor as covering the varying
aspects of the invention — all before any claim occurred to
the solicitor which would reach defendant's structure. Just
as the case was ready for issue Claims 41 and 42 were
added. This suit is not planted on Claim 41, although it is
broader than 42. We do not suggest that the applicant
may not, at any time before issue, broaden his claims
in any way justified by his disclosure and by the state
of the art; indeed, matters which develop during the period
of .prosecution often demonstrate or call attention to the
fact that earlier claims are not as broad as they should be;
but such a course of conduct as here occurred strongly
supports an inference that the claim thus added was
intended only to reach some anticipated, possible variations
of the general conception already described and claimed,
rather than a distinct and largely inconsistent conception
which had never so far been suggested. Only in the latter
view can the claim reach the defendant here.
Returning to the patented structure, we see that its
primary elements are three: (1) The stylus with its dia-
phragm and diaphragm frame, which, in some form, is
drawn down to a central opening opposite to the center
of the diaphragm and constituting the beginning of a con-
duit for the sound waves which have been produced by
the diaphragm vibrations. These parts, grouped in this way,
seem to be what the patentee means when he speaks, in
specification and claims, of a sound box. (2) The sound
conveyor or tube which forms a continuation of the con-
duit and carries the sound waves away from the produc-
tion point in order to reach the amplifying horn. (3) The
amplifying horn itself. Johnson makes his conduit (2)
of expanding tapered form, and thus causes elements (2)
and (3) to constitute together one continuous amplifying
horn. In addition to these three primary he has two sec-
ondary elements. These are (4) connecting means between
the sound box and the small end of the tapered tube, giv-
ing relative movability, whereby the sound box can be
raised or lowered for replacing a needle or starting or
stopping and without moving the tapered tube. (5) Sup-
porting and connecting means applied to the joint between
the large end of the tapered tube and the small end of
the horn proper, whereby either the tube or the horn
may swing horizontally, and yet the weight of both is
carried, and the two are coupled together into a unitary
horn.
In order to reach the defendant's form elements 4 and
5 must be considered to cover all known means of opera-
tive connection between (1) and (2) and between (2) and
(3). Defendant attaches its sound box to the small end
of its sound tube by a bayonet joint. There is detachability
but no adjustability of any kind. No method of attach-
ment has been suggested which would escape the claim,
if this one does not. At the other end of the sound
tube defendant, who uses the now familiar cabinet style,
supports the horn by permanently and rigidly fastening
to the cabinet top. depending therefrom another sound tube
which at its other end rigidly carries the horn proper;
the member which serves for coupling and two parts of
the horn (if there is any such coupling at the movable
joint) does not support the horn; seemingly, any form of
supporting the horn and the tube so that they effectively
communicate, but with relative motion, would respond to
the claim, if this one does. In substantial effect, plaintiff
says that Claim 42 is for "a talking machine comprising
a tapering sound conveyor, carrying, at the small end,
sound-reproducing means, and, at the large end, com-
municating with a suitably supported horn and having a
jointed connection therewith." With this — necessary for
this suit — construction the claim reads absolutely upon
Baynes and Jenson of the prior art, save that their sound
tubes were cylindrical and not tapered. We, therefore,
meet the questions whether there was any invention in
this mere change from straight tube to tapered tube, and
whether Claim 42 should be given that breadth of con-
struction which can rest only on the proposition that there
was invention in this mere change.
Upon these questions we have no precedent in any
earlier decision upon this patent. The opinions of Jus-
tice Warrington, in the Chancery Division, and of the
judges in the Court of Appeals (Graphophone Co. vs.
RuhD indicate that no great breadth was accorded to
the English patent, which has the same drawings as both
the. patents here in suit; but the question of broad in-
vention, as we have stated it, was not discussed; indeed,
the English patent contained no claim of such scope; its
broadest claim was like 7 of 814,848. In the Lind-
strom case Judge Learned Hand states the question
broadly enough and concludes that there was invention,
but though Claim 42 was sued upon, and infringement
thereof was found, yet defendant's machine there responded
to several other claims and would have infringed Claim 42,
even though construed narrowly enough not to reach the
defendant here. It is fairly consistent with what Judge
Hand says to conclude that he had in mind, not the mere
change from straight tube to tapered, but that change
associated with Johnson's chief declared object — a con-
tinuously amplifying horn from sound box to mouth. In
the Wanamaker case Claim 42 was also sued upon and
was found valid by Judge Augustus Hand; but here, again,
: several other claims were infringed, and the validity of
the claim to- the tapered tone arm, in combination with
improvements at both ends which Johnson devised and
which defendant used, was the real question involved.
For the purposes of this opinion at least, we will assume
that there was invention broadly in this mere change, and
that Johnson would have been entitled to a claim like
the one we have supposed; it does not follow that Claim 42,
as issued, was intended to have, or can receive, this
construction. Here, again, we have no precedent in the
previous litigation. The claim has received no special
attention and has not been applied, except in cases where
there was no question of infringement, beyond the defini-
tion of "tapering sound conveyor."
In determining the scope, intended or appropriate, we
cannot overlook Cannavel. Our foregoing assumption of
validity implies, also, that Cannavel is not a complete
anticipation; but it has a bearing on the scope. He used
an Edison rather than a Berliner machine; but this cannot
be controlling, since the Johnson specification does not
suggest that his_ invention fails to reach both classes, and
many of his claims, including 42, are as appropriate to one
class as to the other. Cannavel showed the complete sound
box of Johnson, consisting of a stylus, a diaphragm and a
diaphragm frame drawn in back of the diaphragm so as to
leave a small central opening opposite the diaphragm
center. He then conducted the sound away from this
central opening through an expanding taper tube toward
the horn. This tube turns and extends parallel to the
diaphragm a substantial distance beyond the diaphragm edge,
but it is relatively short, it is made integral with the
primary sound box and as a development thereof, and Can-
navel calls it a diaphragm box. This first tube ("e" in the
German, "cl" in the French) is then attached bv slip con-
nection to a second tube ("g" in the German, "e" in the
French) which continues the progressive taper expansion.
At the other and larger end this second tube enters the
base member of the horn proper ("i" in the German, "f"
in the French), where it is pivoted, and through which
the progressive expansion of the sound waves continues.
Cannavel distinctly discloses, by his specification and
drawings, the same meritorious thought which is at the
base of the Johnson invention, as it is now claimed to
be formulated in Claim 42. viz., that the expansion in the
sound tube should continue in unbroken progression from
the immediate vicinity of the diaphragm on through into
the main horn, and that there should be a jointed con-
nection between the sections of this expanding horn which
would permit the sound box to have the necessary play
while the horn itself was otherwise supported. Cannavel's
"c" constitutes Johnson's sound box and sound tube
combined, save that the tube is so short that it may be
(Continued on page 31)
Ward's Khaki
THE C. E. WARD CO.
(Well-Known Lodge Regalia House)
101 William Street New London, Ohio
Also Manufacturers of Rubberized Cavers
and Dust Covers for the Wareroom
oving Covers
Distributors
BRISTOL 4 BARBER, INC. .
3 E. 14th St.. New York City
YAH R & LANGE DRUG CO.
207-215 E. Water St., Milwaukee. Wis.
COHEN II HUGHES. INC.
Washington. D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
C. L. MARSHALL CO.. INC.
Beckman B Id a , Cleveland, 0.
Butler Bide-. Detroit, Mich.
THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.
C. J. VAN HOUTON & ZOON
140 8. Dearborn St.. Chicago, III.
SONORA DISTRIBUTING CO. OF TEXAS
Dallas. Texas
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St., Denver, Colo.
CHA8. H. YATES
31 1 Laughlin Bldg , Los Angeles. Cal.
W. D. & C. N. ANDREWS
Buffalo. N. Y.
SACHS & CO.
425 So. Wabash Ave., Chicago
SHERMAN. CLAY & CO.
741 Mission St.. San Francisco. Cal.
jOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
1500 South Boulevard, Charlotte, N. C.
630 Washington St. Jacksonville. Fla.
ORTON BROTHERS MUSIC HOUSE
Butte. Mont.
GRAY & DUDLEY CO.. Nashville, Tenn.
ASSOCIATED FURNITURE MFRS.
St. Louis. Mo.
W. J. DYER & BBO- St. Paul, Minn.
AMERICAN PHONOGRAPH CO.
Burlington. Vt.
J08EPH 8ARNETT & CO.. Cedar Rapids, la.
30
THE TALKING MACHINE WORLD
January 15, 1922
They Can't Imitate the Needles
So They Imitate the Package
SO BEWARE
Needles without quality and without reputation are
being packed, and unless the dealer objects, are
marketed in packages of similar design to the genuine
Your only protection is to insist upon Genuine Bril-
liantone Steel Needles, made by Bagshaw and packed
in cartons and tins containing the fcjrs UPERIOR STEEL , -» I
registered trademark. t)RlLLiANTONt
Wise retailers will know how to deal with these para-
sites of the talking machine industry, who if successful
in their endeavor to sell you cheap inferior imitations,
will jeopardize the good reputation of your store.
(The Oldest and Largest Manufacturers of Talking Machine Needles in the World)
BRILLIANTONE
STEEL NEEDLE COMPANY OF AMERICA, incorporated
Selling Agents for W. H. Bagshaw & Co., Factory, Lowell, Mass.
347 FIFTH AVENUE, Suite 610, at 34th Street, NEW YORK
Pacific Coast Distributor :
Walter S. Cray Go.,
942 Market St.,
San Francisco. Cal.
Western Distributor :
The Cole & Dumas Music Co..
.50-56 West Lake St.,
Chicago
Canadian Distributors :
The Musical Mdse. Sales Co..
79 Wellington St., W.,
Toronto
Foreign Export:
Chipman Ltd..
8-10 Bridge St.,
iNew York City
January 15, 1922
THE TALKING MACHINE WORLD
31
CHENEY CO. WINS IN TONE=ARM SUIT
(Continued from page 29)
thought dominantly a sound box only. Cannavel's "g"
is Johnson's tapering sound tube movably connected with
the horn at the large end and carrying sound-reproducing
means at the small end, save that it is so short that its
coupling function may be thought to dominate its function
as a tube (Cannavel calls it a short tube which consti-
tutes a ball joint"); but it was tapered, it was a sound
conveyor and it was as long as necessary to reach from
the sound box to the horn. However, we pass Cannavel
by with the conclusions that, conceding invention in
lengthening his intermediate tube coupling member, the
field is narrow, and that where we find this tube claimed,
in combination with other novel elements which Johnson
had devised, the presence in the claim of the latter creates
limitations which cannot be minimized by the thought that
the tapered tube was a revolutionary invention.
Referring to the small end of the tapered tube, the
claim calls for sound-producing means and the means for
attaching the latter to the tube. If, in plaintiff's machine,
we substitute defendant's means for attaching these two
parts, the machine becomes inoperative; and this is some-
times taken as the test of equivalency. It is not a true
test, because the inoperativeness may be overcome by com-
pensatory changes at another place which may be within
the skill of the ordinary mechanic; and we think that
would <be true here; hence, infringement is not thus escaped
by the difference at this point, and we see no reason
for limiting "means for attaching" so as not to include
defendant's bayonet joint.
Coming to the large end of the tapered rube we find
that structure of the patent provides a curving arm ex-
tending -out and up from the main frame. This arm car-
ries, rigidly attached and extending therefrom, a horizontal
bracket, 4, in the form of a flat-topped ring, 91, with an
annular flange rising and a sleeve, 6, depending there-
from. The ring also carries a transverse central bar. The
upper surface of the ring supports and carries the mailt
horn positioned by the flange. The large end of the tapered
tube enters this depending sleeve, which thus serves as a
coupling, and is supported there by a pivot post which,
in turn, is supported by the frame arm, but the tapered
tube is not supported by the coupling. In many places
the horn is considered as a complete unit, with two sec-
tions, but in this claim Johnson clearly differentiates be-
tween the tube and the horn, and when he says "horn" he
means what he sometimes calls the "horn proper," or main
horn. We thus find a group of means (arm and ring,
with flange and sleeve) specially devised by Johnson, which
constitute a combined coupling between the horn sections and
support for the large one. and which, when united in com-
posite form, constitutes one means for both functions. We
think the fair interpretation of Claim 42 calls for such
composite unit, though its form might be much varied.
Six prior claims had specified means for the coupling and
means for the supporting functions; some of them very
specifically and some of them broadly. When Johnson
wanted to call for any means which would couple or any
means which would support he knew how to do so. In
Claim 6, he said, "Said horn and tube being independently
supported"; in Claim 10, he said, "Said horn and tube
being supported to move' ; the language of Claim 1 aptly
describes the coupling and supporting functions with the
scope which plaintiff now seeks to give to Claim 42;
Claim 41 calls, by implication, foT the supporting function
in . the broadest way; the language of Claim 1, omitting
the sound box connection limitation, was admirably suitea
for the construction now claimed for the very different
language of 42, which specified "horn-coupling and sup-
porting means." This seems to us, as we have said, to
imply the conception of a means, beyond the mere frame
of the machine, which, as a composite element or as a
group of elements, should both support the horn and couple
it and the tube. Defendant does not have any such ele-
ment, unitary or compound. Its horn, if the horn extends
back to this point at all, is of wood and supported by the
wooden cabinet top or frame from which it depends, and is
held there by an ordinary cabinetmaker's glue joint. The
large end of the taper tube rests indirectly upon, and is
supported by, the same top or frame. The sleeve or
coupling member (if coupling there is in the patent sense)
also rests upon the same frame member. It is not sup-
ported by, nor does it in any degree, directly or indirectly,
support the main horn, though it does immediately support
the tapered tube. We cannot find this "horn-coupling and
supporting means" in defendant's structure. The same re-
sult will follow if the call of the claim is thought to be
for means for supporting and coupling both tube and horn.
There is another difference which is not clear as a
matter of words, but is substantial and vital as a matter
of substance. - The claim calls for a "coupling" between
the two parts of the horn. This requires that the two should
come together so that they can be coupled. Johnson in-
tended that the two parts of this horn, coupled together;
should constitute one amplifying horn, without substantial
lack of continuity in the amplification. This will be fur-
ther pointed out. In defendant's sound tube we take the
step:by-step enlargement (58-38) to be the equivalent (for
the purpose of Claim 42) of Johnson's unbroken taper,
and this brings substantially progressive enlargement until
the passage has curved downward and has come to tube
73. Here there is a reduction in the cross-section area
of nearly 40 per cent. At the bottom of 73 (39) there
is a change from round to square form and consequent
enlargement which approximately compensates for the 40
per cent constriction above; then the passageway makes
a square turn through a cubical chamber, with first an
enlargement and then a further constriction of about 15
per cent in passing through what Cheney calls his mechani-
cal throat. Then, and then only, comes the other and
larger section of the amplifying horn. The net result is
that from the reproducing means the passage is con-
tinuously amplifying for a certain distance, then it is very
substantially constricted and turns a square corner, all
for a distance substantially the same as the length of the
first tapered tube, and then only is permitted to expand
more freely. This treatment is in the teeth of the teach-
ings of the patent, and upon theories antagonistic to any-
thing which can happen in the structure shown by the
drawing.
The specification continually points out the advantages of
the invention upon which a monopoly is sought. Collating
these statements and omitting those which refer to subordi-
nate features not involved in Claim 42, we find: "By
locating the small end of the horn in this manner so
that the sound-conducting tube or horn flares outwardly
practically from the sound box I have found that it allows
the sound waves to advance with a regular, steady and
natural increase in their wave fronts, in a manner some-
what similar to that of the ordinary musical instruments,
thus obviating the well-known disadvantages due to long
passages of small and practically constant diameter; * * *
it is also desirable' to avoid abrupt turns in the sound-
conducting tube or passage; * * * it is, therefore, the
object of my invention to provide a talking machine with
an amplifying horn meeting these requirements; * * *
I provide, in effect, an amplifying horn that extends,
practically, from the sound box; * * * it consists of two
sections, one of which is the tapering, hollow sound-
conducting horn * * * mounted upon the machine, while
the other section is the * » * horn proper; * * * the
advantage of this is that I secure the requisite length of a
constantly flaring or tapering horn which gives the desired
result in quality and volume of reproduction; * * * the
horn proper forms only a portion of the sound-conducting
tube; * * * I have avoided to the greatest degree any
abrupt turns; * * * I have produced, in effect, a sec-
tional horn, tapering from end to end." In the progress of
the application through the Patent Office the applicant made
repeated arguments and discussions pointing out the ad-
Spi
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vantages of his invention and the distinctions over the
art cited. Every instance of these claims for merit or
for invention, whether stated in the specification or in the
arguments, is in such terms as to exclude defendant's
construction. With this history the alleged broad lan-
guage of the claim should be very clear, to justify finding
infringement.
We have little hesitation in saying that defendant's
horn proper, as that part is intended by the specification,
does not extend up through the tube 73 to the cabinet
top to be there coupled to the tapered tube, nor in also
concluding that the tube 73 does not itself constitute the
coupling member which unites the two sections of the horn.
The ten-foot section of an ordinary gas pipe, which is
interposed between two other similar sections and fastened
to both, truly enough couples them together, but it' is
not commonly spoken of as a coupling; on the contrary, it
is a spacer which holds them apart; and an interposed mem-
ber or element which destroys the theory of operation and
of advantage claimed for the invention cannot be that
coupling which the patent calls for in order to carry out
the invention.
Previous decisions do not throw much light on the ques-
tion of infringement. The breaks in progressive amplifi-
cation have been, or have been said to be, unsubstantial,
and the limitation to "horn-coupling and the supporting
means" has never been interpreted. Infringement of Claim
42 has not been essential to justify any injunction that has
been granted; it has never been worth while to determine
its scope carefully.
These considerations require a reversal of the decree
and a dismissal of the bill as to Patent No. 814,786.
As to the other patent, No. 814,848, where the court
(Continued on page 32)
Mr. Dealer :-
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Every Phonograph Owner A Prospect
Complete "Recordola" outfit handsomely nickeled, including a double-faced "Homo-
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Retail Price Complete $26.00; Extra "Homogram" Records, $1.00 each.
Liberal Discounts to the Trade Write for Particulars
W e are now located in our new and modern Laboratories and Showrooms, and we invite the
trade to call to inspect them and get a demonstration of the "Recordola."
15 WEST 34th STREET
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RECORDOPHONE CO., Inc.
32
THE TALKING MACHINE WORLD
January 15, 1922
Bert Williams! What more can you say
about a comic song record? Every Bert
Williams "Ian" will want "Unexpectedly
and " Brother Low Down," Bert's two new
side-splitting comics. A-350S.
Columbia Graphophone Co
NEW YORK
CHENEY CO. WINS IN TONE-ARM SUIT STATEMENT BY THE VICTOR CO.
(Continued from page 31)
below held there was no infringement, the views already
stated require an affirmance. Claim 7 calls for an ampli-
fying horn which is — "comprising" — a continuously taper-
ing tube . with a joint between the two- parts thereof.
Claim 11 does not, in set words, require that the horn shall
be a continuously tapering tube, but it describes the horn
as "a tapering curved tube," and this reference and de-
scription are to the tube as a whole and not to any part.
Such description does not aptly apply to a tube the central
one-third of which is not tapered, but is parallel-sided and
is very substantially constructed. As to these two claims
the decree is affirmed.
In connection with the foregoing decision by
the United States Circuit Court of Appeals the
Cheney Talking Machine Co. gave out the fol-
lowing statement:
"The decision of the Court of Appeals sup-
ports our contention that the basic principles of
the Cheney phonograph construction, together
with our octagonal-stepped tone arm, are dis-
tinctly different from the basic principles of the
Victor talking machine.
"This decision is not only final, but clears this
company from all patent litigation.
"The decision conclusively establishes the fact
that Cheney construction is based on principles
differing radically in form and theory from ordi-
nary tapering tone arm and horn construction.
"These principles, found only in the Cheney
construction, mark the greatest advancement of
recent years in the art of tone reproduction
and are covered by basic patents owned and
controlled by this company, thus assuring to the
Cheney phonograph exclusively the tonal superi-
ority acknowledged by musical authorities."
Says Decision in Favor of the Cheney Co. Has
No Effect on Other Taper Tone-Arm Cases
Which Are at the Present Time Pending
In regard to the decision in the Victor-Cheney
suit the Victor Talking Machine Co. made the
following statement:
"On December 15, 1921, the United States Cir-
cuit Court of Appeals at Cincinnati handed down
its opinion, reversing the decision of Federal
Judge Sessions, which had been rendered in favor
of the Victor Co. in its suit against the Cheney
Talking Machine Co. on the taper tone arm pat-
ents No. 814,786 and No. 814,848. The suit was
based on claim 42 of patent 814,786 and claims
7 and 11 of patent 814,848, and Judge Sessions
had found claim 42 valid and infringed and
claims 7 and 11 valid but not infringed, because
of certain limitations therein held not applicable
specifically to the defendant's particular structure.
An accounting for damages and profits had been
awarded, together with a permanent injunction,
which was stayed pending appeal.
"The Appellate Court affirms the ruling of
Judge Sessions as to the non-infringement of
claims 7 and 11, but reverses Judge Sessions on
claim 42, holding that the claim, though valid
and readable on its face on the defendant's de-
vice, cannot be interpreted broadly enough to be
infringed by the Cheney machine. The step-by-
step enlargement of the Cheney tone arm is taken
to be the equivalent of the Johnson unbroken
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taper, and in this the Court accepted one of the
Victor Company's main contentions.
"This decision merely holds that the very spe-
cial and peculiar horn construction of the
Cheney machine is not within the three claims
at issue as interpreted by the Court. There was
no holding of invalidity as to any one of these
three claims nor as to any other claims of the
respective patents which were not before the
Court. The patents, including other claims in
addition to those here involved, have been re-
peatedly passed upon by other courts and their
validity sustained, and such validity is recognized
by the Court of Appeals, which states that its
conclusion is not substantially inconsistent with
these prior adjudications. The Victor Company
has a number of suits pending based upon these
two taper tone-arm patents and involving the ap-
plication to other talking machines of one or
more claims of the patents, in addition to the
claims at issue in the Cheney case, and expects
to continue the vigorous prosecution of these
suits as well as the general assertion of its rights
under these patents."
MARKSON BROS. FEATURE COLUMBIA
Parade of Columbia Grafonola Shipment in Syra-
cuse Marks Pre-holiday Sales Drive
Syracuse, N. Y., January 2. — Markson Bros.,
music dealers of this city, recently received a
large shipment of Columbia Grafonolas as part
of the hundred carloads of machines which the
Columbia Co. distributed throughout the country
as part of its holiday campaign. The local store
carried on extensive advertising and intensive
sales work to dispose of its allotment. Robert
W. Wallace, general field sales manager of the
Columbia Co.; H. B. Haring, manager of the
Buffalo branch; R. W. Milholland and E. S.
Quinn, field representatives, co-operated with
Markson Bros, in the campaign.
A parade through the streets of the city, with
the shipment of machi-ies on trucks, opened the
campaign. Columbia machines, with the aid of
a Magnavox, furnished the music.
EDUCATIONAL CAMPAIGN IN SOUTH
. Winston-Salem, N. C, January 2. — At the recent
Music Appreciation Week held here Miss Mar-
garet Streeter, of the Victor Talking Machine
Co., delivered a series of lectures on musical
appreciation in schools and other public insti-
tutions. From Winston-Salem Miss Streeter
went to Nashville to assist in the work of a
Music Appreciation course at the Peabody Col-
lege for teachers.
WHY CONCERNS FAIL
The following are a few of the reasons why
many concerns fail: Indifference of salesmen, mis-
representation of goods, tricky business methods,
overinsistence of salesmen, insolence of employes
to customers, unnecessary delays in service, tact-
less business policies and poor and inconvenient
arrangement of the store.
January 15, 1922
THE TALKING MACHINE WORLD
33
THE VALUE OF A GOOD SIGN
It Should Be Distinct and Readable, Attractive
to the Eye, Suggestive to the Imagination and
Absolutely Individual in Design and Color
If there is ever a time when a business man can
afford to be extravagant, it is when he orders a
sign for his place of business. It is something
which will remain in public view for years, and
every time an eye falls upon it an impression of
some sort will be effected. It may not be just,
but it is true that the world judges a man by his
appearance, and a business by its outward
signs. A sign should have a personality, a dif-
ference easily distinguished from the other signs
on the street. A sign should be distinct and
readable at a glance. It should be attractive to
the eye and suggestive to the imagination. It
should be in keeping with the surroundings so
far as shape and color are concerned. It should
be conspicuous but not offensive; elegant in its
simplicity, and expressive of stability, enterprise
and commercial prestige.
J. H. JONES JOINS DROOP CO.
Washington, D. C, January 2. — J. H. Jones,
formerly concert tour manager for several Victor
artists, has joined the staff of the wholesale Vic-
tor sales department of E. F. Droop & Sons Co.
here. He will travel in the Virginias.
ALWAYS PLEASE REMEMBER
Remember that when a customer enters your
store she is spending her own money, and can
spend it where she pleases. Therefore if you
neglect the proper courtesy the customer is under
no obligation and can go elsewhere where service
is made a part of the organization.
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You don't have to remove the
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LIDSEEN
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and further details
LIDSEEN PRODUCTS
832-840 So. Central Ave. CHICAGO
UNIFORM EXPORT BILL OF LADING
Interstate Commerce Commission Orders Sep-
arate Bill of Lading Issued Next February to
Cover Rail and Water Shipments
Washington, D. C, January 6. — A uniform
export bill of lading will be substituted on Feb-
ruary 15, next, to replace the present various
forms used by the railroads, under orders just
issued by the Interstate Commerce Commission
following lengthy consideration of complaints
hied many months ago by representatives of
large shippers.
The shippers asserted that a uniform bill of
lading should be prescribed because "the railway
carriers and the water carriers jointly undertake
as carriers to transport freight from an inland
point in the United States to a foreign port.
The duty of the carrier by railroad is to deliver
the shipment to the vessel as part of its under-
taking as a common carrier. There is no cessa-
tion in this carrier duty from the time the inland
carrier at place of origin accepts the shipment
until the carrier by water delivers the same at
the contracted port of destination." They also
objected to the carriers' practice of making
changes, such as in the vessel by which ship-
ments were transported, without giving notice
to the shipper, and suggested that provision be
made for such notification, as well as for a bill
which would be of a size and thickness that
would permit its filling out by typewriter.
Testimony and briefs of the carriers indicated
a belief on their part that there was no con-
tinuity of responsibility for through shipments,
and that the rail carriers' responsibility ceased
upon delivery of a shipment on the dock, while
that of the water carriers did not begin until the
shipment was loaded on the vessel.
The new uniform bill of lading which is pre-
scribed by the commission will be of great value
to export shippers. It will provide a bill in
which there are no fine-typed restrictions as to
responsibility, varying with the railroad used —
against which the shippers vigorously protested
as being, in the present bill of lading, a source
of much trouble and loss — and there will be no
lapse of responsibility between the rail and the
water carrier.
OGDEN KNOCK-DOWN STANDS
Interesting Folder Describing the Products of
the Ogden Sectional Cabinet Co. Just Issued
The Ogden Sectional Cabinet Co. has issued
a very interesting folder describing the various
knock-down stands which it manufactures. The
No. 50 portable stand, designed for use with the
Victrola portable model, is shown and described
in detail. Space is also given to Ogden stands
Nos. 4 and 6, for use with the Victrola table
models of the same numbers. The Ogden
utility or service table is shown and described
as convenient for any purpose, but its use in
the demonstration room is particularly dwelt
upon. The Ogden Sectional Cabinet Co. also
produces sectional cabinets for the filing of rec-
ord stock. Although the various stands are a
newer product of the company they are rapidly
becoming popular throughout the trade.
FRASER STORE OPENS DEPARTMENT
Utica, N. Y., January 3. — A talking machine de-
partment was recently opened at the Robert
Fraser store in this city. The new department
has been featuring Vitanola phonographs in ex-
tensive local advertising.
BLUE SALESMEN CANT SUCCEED
A pessimistic salesman has no chance for a
successful career unless he reverses his outlook
on business and life in general. Preach pessi-
mism and you may be sure that a portion of
the "blue" spirit will be inoculated into the
prospective customer.
Don't wait for things to turn up. Go out and
turn them up yourself.
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Cav. UfT. G. Godono. Tenor
Donna. Orch. Acc Cay. Uff. G. Godono, Tenor
00929 Core Signers. Orch. Acc.Cav. UfT. G. Godono, Tenor
Pusilleco dorme. Orch. Acc.Cav. Uff. G. Godono. Tenor
00931 Filava fllava. Orch. Act. Cav. Uff. G. Godono. Tenor
Napule. Orch. Arc Cav. Uff. G. Godono, Teaor
00941 Matenata e Primmavera. Orch Acc.
Cav. Uff. G. Godono, Tenor
Canta Napulitane. Orch. Acc.
Cav. Uff. G. Godono. Tenor
00943 Canta Mari'. Orch. Acc... Cav. Uff. G. Godono. Tenor
Te si scurdate e Napule. Orch. Acc.
Cav. Uff. G. Godono, Tenor
00945 Reginella Orch. Acc Cav. Uff. G. Godono, Tenor
Serenata a Pusilleco. Orch. Acc.
Cav. Uff. G. Godono, Tenor
00947 Le Rose rosse. Orch Acc.Cav. Uff. G. Godono. Tenor
Giovinezza di bad. Orch. Acc.
Cav. Uff. G. Godono, Tenor
00949 'A Canzone e Pusilleco. Orch. Acc.
Cav. Uff. G. Godono, Tenor
A Luna e Napule. Orch. Acc,
Cav. Uff. G. Godono. Tenor
0095 1 Tem pesta. Orch. Acc P. Mazzone, Baritone
E Nanasse. Orch. Acc. P. Mazzone. Baritone
00953 L'lnglese a Napoli. Orch. Acc R. Claramella
Nob te voglto Cuncette. Orch. Acc B. Ciaramella
00955 Tic tic — tic U. Orch. Acc B. Ciaramella
Piorerotta. Orch. Acc B. Ciaramella
00957 Luntano a te Mari'. Orch. A<v
Cav. Uff. G. Godono. Tenor
L'Acqualola. Orch. Acc Cav. Uff. G. Godono, Tenor
12- inch Disc — Double Face — $1.25
1 000 1 Santa Lucia Luntana. 3 Parts. Orch. Acc.
Cav. Uff. G. Godono. Tenor
Carmen Zita. Waltz Cav. Uff. G. Godono. Tenor
10003 Mugllerema luntana. 3 Parts. Orch. Acc.
Cav. Diego Gianninl
I soldatinl di plombe. March Military Band
ITALIAN METROPOLITAN RECORDS
10-inch Disc — Double Faee — 85c
00701 — 'A Luna e Napule. Orch. Acc. ..Stella Bruno, Soprano
Tu non sai. Orch- Acc Stella Bruno, Soprano
00705 Cara PieoJna. Orch. Acc Stella Bruno, Soprano
Pe* mamma mla. Orch. Acc. . . .Stella Bruno. Soprano
00711 'A tazza • cafe'. Orch. Acc V. dl Malo. Tenor
He si frate. Orch. Acc V. Di Maio. Tenor
00713 Ah. quanto ml piaccion le denne. Orch. Acc.
Sigismondi A . Tenor
S' E' nzurato Nicota. Orch. Acc. . Sigismondi A. Tenor
00773 Pioggia di rose. Mazurka Four Sicilians
Vita nuova. Waltz Four Sicilians
00791 Pastorale. Orch. Acc Di Gregorio. Tenor
Novena di Natale Italian Bag Pipes
00811 Tarantella Italian Bag Pipes
Pastorale Italian Bag Pipes
00815 Nofrio Surdato. Bucca & Co. Sicilian Comical
Dialogue.
Nofrio si vinni a mugghieri pi oiezza lira. Bucca
& Co. Sicilian Comical Dialogue.
00847 Stornelli toscani. Orch. Aco. Perna
La serva Toscana. Orch. Arc Pema
00863 Nofrio Poeta. Bucca & Co. Sicilian Comical
Dialogue.
Nofrio ai Bagni. Bucca & Co. Sicilian Comical
Dialogue.
For catalogues and discount to trade,
apply to
ITALIAN BOOK CO.
145-147 Mulberry Street
NEW YORK, N. Y.
NOTE — 'With every Sons Record we give
the words Free.
We are manufacturers and distributors of special
Music Rolls.
Write for our catalogue
34
THE TALKING MACHINE WORLD
January 15, 1922
THE LETTER REFLECTS THE HOUSE
Why Talking Machine Dealers Should Be Sure
That Their Stationery Is of a Character to
Impress the Recipient — Pertinent Remarks
RECEIVER FOR CORNISH CO.
New Jersey Piano and Organ Concern Now in
Charge of Receiver — Liabilities Are $145,000,
With Assets of $125,000, It Is Claimed
Next to an attractive window there is no
form of business advertising that makes a" better
impression than the correct stationery used by a
talking machine firm. In this connection Gilbert
P. Farrar recently wrote the following very ex-
cellent and timely article on the subject of
"What Makes a Good Letter?" in the Office
Economist, and -it is well worth quoting in part,
because of its pertinence:
"First the paper and the letterhead are very
important. Sometimes a letterhead of high qual-
ity is used with styles of type or arrangement
of type so crude as to kill the effect of the
paper. A good letterhead has concentrated,
closely connected units, that are built around the
firm name, so that the reader sees, first, the
firm name; second, the firm's business, and third,
tjie firm's address. .
4; "Next in importance is the trade-mark. The
rjnore widely a trade-mark is advertised the more
important is the need of having it appear on the
letterhead. But the letterhead should be built in
such a way that the heading would look well
U-ithout the trade-mark. In that case the trade-
mark is bound to look well placed.
S "The firm name, business, auxiliary businesses,
frade-mark and address, all well arranged and
balanced, put on a good grade of paper — not so
cheap as to look niggardly and not so bristling
fvith quality as to appear that the sender is ah
unsafe spendthrift — will make the right impres-
sion, provided that what the letter says is worth-
-while. The letterhead, it must be remembered,
ian't do all the selling."
J. i
If your business is dull don't blame it on your
location, the times, etc. Get into a quiet corner
and analyze yourself and your business methods,
{ind nine times out of ten you will discover tfie
pause. • C
Trenton, N. J., January 5. — Chancellor Edwin
Robert Walker has appointed Wesley Fleming,
of Washington, N. J., as receiver of the Cor-
nish Co., manufacturer of pianos, organs and
talking machines, of Washington. His bond has
been fixed at $50,000. The petitioners are: Jo-
seph B. Cornish, Jr., president of the company;
Floyd Major and Alvin F. Florey, treasurer, all
of Washington.
Mr. Cornish holds 900 shares of the common
and 500 shares of the preferred stock of the
company, which, it is said, is also indebted to
him to the extent of $53,521.51 for money loaned
and indorsements. Mr. Major owns ten shares
of preferred and five of common stock and is a
creditor of the company to the extent of $66.39
for materials furnished. Mr. Florey, who holds
150 shares of the common stock, is a creditor
of the company for money loaned amounting
to $4,482.20.
It is set forth in the petition that the corpo-
ration was chartered in 1901, with an authorized
capital of $500,000. The complainants charge
that the corporation discontinued business some
time ago.
It is said that the liabilities of the company
amount to more than $145,000, of which $105,000
are represented by promissory notes, some of
which are past due, protested and unpaid, and
others are falling due daily. Resources of the
company on December 1 last, over and above
real estate, and inventoried at full value, were
less than $125,000, of which about $65,000 was
in stock and materials used in the company's
business and which has since been decreased.
It is also charged that about $40,000 of custom-
ers' instalment notes have been assigned by the
company to various banks, which hold them
for collateral for notes discounted to the ex-
tent of $30,000. The real estate of the com-
If ^1 FV'C GRAPHITE PHONO
J SPRING LUBRICANT
llsley'i Lubricant cukes the Motor make eood
Is prepared Id the proper consistency, WH1 oot run out, dry qc. or
become sticky or rancid. Remains in Its original form luilsfinrfTlj
Put up in 1,5, 10, 25 and 50- pound cans for dealers.
This lubricant is also put up in 4-ounce cum to retail at 25 ceats
each under the trade name of
FITRFKA noiseless talking
*f*Ja»v*jf*f* machine lubricant
# Write for special proposition to jobbtrz.
ILSLEY-DOUBLEDAY & CO., 229-231 Front St., New York
pany is valued at $20,000. It is also set forth
that instruments now in process of manufacture
and uncompleted are inventoried at $50,000, but
are worth in uncompleted condition $20,000.
Just what future action will be taken regarding
the concern is not stated.
VICTOR ARTISTS FOR LOS ANGELES
Famous Eight to Give Concerts in That City
in January — New Record Factory Started
Los Angeles, Cal., January 6. — The Eight Fa-
mous Victor Artists, Henry Burr, Albert Camp-
bell, etc, etc., will be in Los Angeles in January.
Victor dealers are interested in the concert which
will be given on January 25 at the Philharmonic
Auditorium. L. C. Mountcastle, advance agent,
was here recently to make arrangements.
The construction of a factory has been started
by the Golden Record Co., incorporated, for
$200,000.00. The Golden Record Co. plans to
record and manufacture records for general and
private uses.
"TALKER" FOR PORTLAND SCHOOL
Portland, Ore., January 4. — The pupils of the
Benson Polytechnic School will now be able to
enjoy high-grade music, as the institution is now
•the possessor of a Stradivara phonograph, given
'by the Pacific Phonograph Co., of Portland, the
manufacturer! The instrument was presented
by the company through the efforts of the
Kiwanis Club. .
Individuality in Your Product Will Mean More Sales for You!
The New Empire Univer-
sal Ball Bearing Tone
Arm and Reproducer
Made in Two Lengths :
8" and 9"
The Empire Universal
Pivot Base Tone Arm
and Reproducer
Made in Several Lengths.
THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.
Established in 1914
Manufacturers of High Grade Tone Arms and Reproducers
W. J. McNAMARA. Pre.ident
The Talking Machine World, Nnv York, January 15, 1922
Greatest Value for $1.85
Ever Offered CftisL Dealers!
These displays are the equal of any in art treatment, color, idea,
manufacture and sales value, but — at a price that is cheaper than
any similar service on the market. They combine the suggestions
of dealers, jobbers, salesmen and phonograph men from all parts
of the country.
Irat
Ray Millet Melody King 4nd
tusBUckindWIuteMelodyJoys
Stars Jox >ot
R4y Miller Melody King and
hisfilack and WhiteMelody Joys
4-*66 - - 10 inch ©5 $
muni Bay
Harry Reiser- Banjo Sobist
accompanied by RegaDance Orch
April Showers
Markers Orchestra —
4468 -- lOinck — 85 ^
TheRetordof
Ten Little Fingers and
Ten Little Toes
Billy Jones Jrnest Hare
PLrnttficm Lul kV2tt
Shannon Four
OKzk
The Record of Qua/it/
W&ig^&ig Blues
O ^Popular BluesVocal
r^t, Mamie Smith
4445-10,^-85^
la
Jrot
Sweet Lady
from the Musical Comedy
— "Jangerme" —
also "Vocal Record
We Never Grow Old
Jot Jrot
RegaDance Orch. py?
4457 -10 ^-85?^
Hwo of the January 'jiits on
The Record oF Quality
Tuck Me to Sleep
"n My 014 'Jucfy Home) Jox Jrot
Rega Dance Orch.
Everybody Step 1,1ft
ifrom the Music~Box7teviie)
binjo by Harry Reiser
accompanied by Re^tl
Dance Orchestra
-10,nch--85f!
Act Quickly!
Orders are coming in fast
for this new Okeh Display
Service. Our dealers say
it is the biggest thing ever
offered them It pulls cus-
tomers into the store.
Don't delay your order. Fill
out the blank in the corner
TO-DAY !
General
Phonograph Corp.
OTTO HEINEMAN, President
25 West 45th Street
NEW YORK, N. Y.
QKuk
Vhen Francis
Dances With Me't'^
Market's Orchestra
Monastery Bells U)du
Green Bros.'Novelty Band
4467- 10 inch —B5,
The Record of Quolii
l^Snt My Mammy
_ Irct
Green Brothers
Novelty Band ~
Dapper Dan jo* ><*
1 * Joseph Samuel's
jazz Band "»vs
4460 --10mch--B5t
Good Reasons Why You Can
Use This Service
Each display contains six cards 11x14 inches in size
and one card 14x22 inches. These seven cards will not
overcrowd your window, and yet they are sufficient in num-
ber to make any window strikingly attractive.
Each display will illustrate the titles of the records in
a humorous cartoon style. Titles are always different, and
so the displays must be.
Displays Fit In Any Window
Because of the limited number of units and their size,
these displays will fit any dealer's window. If your win-
dow is large spread them out. If it is small use them com-
pactly.
One Record To A Card
Each card will feature only one record. This means
that the lettering will be readable across the street! You
can always re-use the card.
Only the best records of the month will be featured.
This means advertising the records you are sure to carry
in stock. No "dead wood" in this display!
The phenomenally low price is possible because we
will share the cost of this service. We are asking you to
pay only a small amount in return for the benefit it brings
you directly.
Business Will Be Better
If you will use this service. It will stop folks and sell rec-
ords if you give it half a chance. We realize that dealers
handle various lines and quite naturally wish to push these
lines as well in their windows. We urge this, for variety
in window display is absolutely essential. All the more
reason, then, for using the Okeh Displays.
Tear Off on Dotted Line and Mail This Order
i
Be Sure to Fill In Distributor's Name!
GENERAL PHONOGRAPH CORPORATION 1922
DEALER SERVICE DEPARTMENT
25 WEST 45th STREET, NEW YORK CITY
Gentlemen :
Kindly send me the new OKEH Display at $1.85, postage prepaid,
beginning with the next issue, and continuing until cancelled by me.
(Distributor's Name)
Name
. Street
City or Town
State
January 15, 1922
THE TALKING MACHINE WORLD
Everyone likes real harmony. That's why we pre-
dict a big demand for "I Want My Mammy," a tenor
and baritone duet by Dalhart and Bernard, two new
Columbia stars. "That's How I Believe in You,"
another hit, by Edwin Dale. A-3520.
Columbia Graphophone Co.
New York
piiiiMiiiiiiiiiiuniiiiiiiniiiiiiiiiiiiiiiniiiiiuiiiiiiiiiw^
| Phonographic Epigrammatics |
By |
1 HAYWARD CLEVELAND |
Do not condemn rival goods. 'Twere
better to admit their worthiness and
say: " 's machines (or records) are
good, but ours are better." Then
prove it!
Once a prospect, always a prospect,
until dead or departure for parts un-
known !
| Regard your buyers as juries. Emu- |
| late Lincoln. Admit the merit in the |
| opposition arguments and cap them with |
I better ones. I
Take a shot at the moon! You may
hit it! Take a try at a remote pros-
pect! You may land it!
No one human invention has contrib-
| uted more toward the "Gaiety of Nations"
1 than the talking machine.
No one product of man's ingenuity has
| gone further toward "Making all the
I world kin" than the talking machine.
"Music hath charms to soothe the j
I savage breast." By that token, then, we |
| are ALL savages and it logically follows- |
I that the talking machine, the universal j
I music purveyor, is the greatest of sav- |
| age tamers! 1
It is the privilege of most men to ]
| have some choice of occupation. Choose |
| that therefore that drags no man down, |
1 but uplifts. Of such is the talking ma- |
| chine trade! j
^iiiiiiiriiiiMiiiuuiuiiif iiiijiiiriiiiiiiiitiiiiiiiiiijiiiiiijii tiiniiiiiiiiiii tiiiiiiiiEiiiriitiriiiriiiirniriiFiiiiii tiiiiiiriiiJtiiiiiJiiiiJiiinriFiiriiS
SOUSA GETS PLEASING SURPRISE
Lieutenant-Commander John Philip Sousa got
the surprise of his life recently, when he received
from Germany a New York draft for $2,500 in
perfectly good American money for back royal-
ties on sales in Germany of the famous march,
"The Stars and Stripes Forever," says The Voice
of the Victor. The bandmaster hadn't received a
cent out of Germany since the big war and he
didn't expect ever again to collect a dime from
that source. For exactly twenty-five years he
has been putting away royalties on "The Stars
and Stripes Forever" from every part of the
world. His manager said he and the "March
King" both thought the Germans had dropped
all such strictly American music since the late
unpleasantness.
Whether the $2,500 accrued from sales made
in Germany before the war or whether the Sousa
marches were in demand all through that period
is yet puzzling both Sousa and his manager.
MAKING USE OF NEW IDEAS
Fact That a Plan Has Been Worked Success-
fully in Some Other Locality Should Not De-
ter Dealer from Using It in His Territory
Merchants often subdue the impulse to use
some good selling or advertising idea because
someone else somewhere has used it sometime.
Of course if your competitor stages a popularity
contest it would be bad policy for you to stage
one immediately afterwards. But that is no
reason why you should never stage such a con-
test— the next year, or the year after that.
And it is only necessary for you to be original
in your own community. So if you hear of a
good one put over by some merchant in some
other community don't pass it up because it
has been done before. As far as your business
is concerned the whole world is right inside
your trading area. Your customers are not
traveling about from town to town comparing
merchants' methods. Nor are they reading the
trade papers to see that no one puts the same
thing over twice.
Your objective is to sell your customers, not
to surprise some traveling salesman for a phono-
graph house, or some advertising or newspaper
man. If you hear of a good one used in Cali-
fornia your customers in Ohio are pretty cer-
tain to know nothing about it. They are not
in the talking machine business.
There are two kinds of merchants. The man
who just keeps the door open so trade can
walk in, if it wants to, and the man who creates
trade and brings it in. Take your choice.
In going after trade remember you are only
trying to sell your customers and not your com-
petitors nor phonograph experts.
NEWARK LANDAY SHOP EXPANDS
Names of Salesmen in Charge of Booths Placed
on Doors Facilitate Service and Promote
Friendship With Customers Who Visit Store
Newark, N. J., December 27. — Alterations which
have been under way at the Landay Shop, Broad
street, this city, have been rushed to comple-
tion and the establishment now has a number of
additional booths for the demonstration of rec-
ords.
This is one of the largest Victor establish-
ments in the city and Louis H. Jacobi, recently
made manager, in order to insure the best pos-
sible service to customers, has placed several of
the 'record demonstration booths in charge of
one member of the sales staff. The names of
the sales persons in charge have been placed
on the doors of the booths, and customers who
desire to listen to records are thus enabled to
ask for the salesman by name. There are about
eighteen booths in this establishment, and be-
sides facilitating service this plan has the ad-
vantage of promoting friendship between the
sales staff and customers.
One Man Delivery Cover
A. BRUNS & SONS
50 RALPH AVE.
BROOKLYN
N. Y.
iiii
"BRUNS MADERITE"
Phonograph Moving Covers
Precautions taken in delivery often save the
necessity of polishing and repairs
A supply of correctly designed and properly made
delivery covers will protect phonographs from
damage during delivery process — no packing or
unpacking — no dirt, no paper, no. twine — just
slipped on at the store and off at your customer's
home.
BRUNS MADERITE Moving Covers are con-
structed to yield maximum service — they are made
in various styles to meet the needs of dealers —
the BRUNS one-man cover; the closed cover
or the cover for the popular Table model are
made right to give right service at right prices.
BRUNS MADERITE Covers are produced in
two grades, "A" of Brown Duck, "B" of Standard
Khaki Drill — they are fleece-lined, padded heavily
and closely quilted. Descriptive price list on
request.
If required, we can supply a cover of heavy
Tarpaulin material guaranteed rain-proof for
use on open delivery trucks.
A. BRUNS ;& SONS
Manufacturers of Everything Made of Canvas
36
THE TALKING MACHINE WORLD
January 15, 1922
IIIIIITH11
ess
Model
506
#295.00 ,
Mode
502
#145.0
■mmw
Mode
503
$165.00 M\\\k
Ml
the finest reproducing
Phonograph in the World
CONFIDENCE in the phono-
graph you sell is half the bat-
tle in successful sales-work.
The Phonograph merchant who sells
the Steger does so with the enthusiasm
that springs from a sincere apprecia-
tion of the Steger's wonderful music-
reproducing powers and constructive
excellence.
The artistic Steger plays all makes of
disc records correctly with such spark-
ling vivacity and unsurpassed fidelity to
every tone of voice or instrument that the
listener may readily imagine himself in the
presence of the living artist.
The wonderful Steger tone-chamber of
even-grained spruce and the unique, pat-
ented adjustable tone-arm make perfect ren-
dition of every disc record certain.
The Steger Phonograph is beautiful in
the artistry of its design and the attrac-
tiveness of its finish. There is a variety
of pleasing designs that will appeal to every
lover of the beautiful.
From a sales standpoint the Steger offers
great possibilities to the aggressive dealer.
It is backed by powerful national advertis-
ing and a profitable merchandising plan that
add immeasurably to the value of Steger
representation.
Desirable Territory Open
If you want satisfied customers — patrons
who will keep sending their friends to your
store — write us today for the Steger propo-
sition and a copy of our latest style
brochure.
Phonograph Division
STEGER 8C SONS
Piano Manufacturing Company
Steger Building, - - CHICAGO, ILL.
Factories: Steger, Illinois, where the "Lincoln"
and "Dixie" Highways meet.
"If it'sa Steger— it's the most valuable Piano in the world."
Model
505
£220.00
Mode
504
#200.00
■ill?.:!
Model
501
January 15, 1922
THE TALKING MACHINE WORLD
37
Some Practical Suggestions for Developing
Trade During the Winter Months ::
By
Aug. N. Hand
inn
Now that the Winter season is with us, the
talking machine merchant has an opportunity to
turn out some appealing advertising, drawing
comparisons between the outside and the inside
of the home. A word picture of a cheery home
with a warm, comfortable fire and the family
gathered around listening to the strains of music
emanating from a talking machine compared
with the cold, uninviting, blustery outdoors will
go a long way toward arousing the desire for
a machine in the hearts of householders who do
not possess one. Or, if there is a machine, there
will in many cases be a desire for some new
records.
People who go shopping on a cold wintry day
do not desire to stand before a window display,
no matter how clever it is; therefore, while a
good display still retains its value, it does not
exert the strong influence which is the case in
Summer. But if a person sits in a comfortable
home and reads an advertisement along the lines
suggested above the appeal for music is sure to
be pronounced.
In the majority of instances when the evening
is extremely cold or it is snowing the members
of the family are usually to be found at home,
unless it is absolutely necessary to go outdoors.
This fact affords the dealer an opportunity of in-
creasing his profits through evening activities.
He may remain in his store and use the tele-
phone to good advantage by calling up custom-
ers and stating his desire to arrange a concert
in their homes for the family and any friends
whom they may care to have present, making it
plain that the selections for the concert may be
chosen by the family from the latest list. Thus
only records which the particular prospect has
not purchased will be selected and several sales
are sure to result. Where friends are invited it
sometimes happens that one or more of them do
not own a talking machine and an avenue is
opened up which will either add another live
prospect to the dealer's list or result in an im-
mediate appointment which may lead to the sale
of a machine.
Then, too, the fact that the merchant takes the
H Reasons Why Winter g
1 Months Can Be Made j
J Profitable in Results jj
; Through Expanding M
■ Trade and Good- Will ■
trouble to personally arrange a home concert for
the enjoyment of his customer and makes his
appearance at the home not only gives him the
opportunity of making a further study of his
patrons, but it also impresses on the customer's
mind the service which the dealer extends and
cements the friendship for the music house
which should have been started when the ma-
chine or first record was sold.
Ill
Another method of securing business during
the Winter months may be found in the many
dances and social affairs in churches and homes.
In every community there are several churches
where the young people have clubs and societies
and dances are arranged from time to time. In
most cases the only music at these functions is
that which is loaned and carried to the place by
members, or which is hired.
The local talking machine dealer can get some
worth-while publicity by obtaining a list of these
organizations and offering to furnish music free
of charge on request. The offer, in most cases,
will be accepted with delight and a keen appre-
ciation which will travel much farther than one
would believe. Young folks usually tell their
parents and friends about such things as these,
and the mere fact that a machine has been loaned
to a few clubs for social events will provide pub-
licity which will reach many people, most of
them lovers of good music.
In connection with the latter plan the dealer
could increase his prospect list by making the
condition that each dancer or member of the
club place his name and address and whether his
home contains a machine on a card provided for
the purpose. The information thus secured can
be used to promote the sale of machines where
there are none and of records where it is found
that a machine is owned.
It is a good thing to be efficient, but some
merchants become so darned efficient that they
lose sight of the fundamentals of business and
run their establishments like a soulless machine.
Are you guilty?
P3
Right off the Bat!
PEARSALL'S won the
"Service" Pennant of '21.
Ask any Pearsall Dealer
— He'll tell you. Now
for 1922 — Get with us.
"Desire to Serve Plus Ability^
10 EAST 39th ST
NEW YORK CITY
SILAS E. PEARSALL COMPANY
Ell
38
THE TALKING MACHINE WORLD
January 15, 1922
Why You Should Sell Sonora Phonographs
Reason . Qne i Quality versus Discount
EVERY dealer must decide whether he will push the Quality
line, or the nondescript Discount line.
The Quality line might offer less margin per sale — but the
Quality line offers a commanding reputation which means a
steadily growing demand.
The Discount line must be sold unaided. One sale does not
make another — the inferior instrument does not even stay sold.
Sonora Quality really enables the dealer to do business with
less cost — and more net profit on his total investment.
Sonora— the Highest Class Talking Machine in the World-
is the most salable proposition in the phonograph industry.
Among users everywhere Sonora represents
the acme of perfection.
Think this over — write for information
today.
Baby Grand $200
One of the most popular models in the Sonora line.
In cabinet work, finish, motor, tone quality and
universality of use, Sonora Baby Grand is unsur-
passed as a sales proposition at the price. An instru-
ment you can feature steadily the whole year through.
nfWMIINT ©F QUALQTY
AR AS A
LL
January 15, 1922
THE TALKING MACHINE WORLD
List of Distributors
Gibson-Snow Co.,
Syracuse, N. Y.
State of New York with the exception of
Greater New York and towns on Hudson River
below Poughkeepsie.
W. B. Glynn Distributing Co,,
Saxtons River, Vt.
States of Maine, New Hampshire, Vermont and
part of Massachusetts.
Griffith Piano Co.,
605 Broad St., Newark, N. J.
State of New Jersey.
Hessig-Ellis Drug Co.,
Memphis, Tenn.
Arkansas, Louisiana, Tennessee, Mississippi.
Kiefer-Stewart Co.,
Indianapolis, Ind.
State of Indiana.
Lee-Coit-Andreesen Hardware Co.,
Omaha, Nebr.
State of Nebraska.
M. S. & E.,
221 Columbus Ave., Boston, Mass.
Connecticut, Rhode Island and eastern Massa-
chusetts.
C. L. Marshall Co., Inc.,
514 Griswold St., Detroit, Mich.
Michigan.
The Magnavox Co.,
616 Mission St., San Francisco, Cal.
Washington, California, Oregon, Arizona, Ne-
vada, Northern Idaho, Hawaiian Islands.
Southern Drug Company,
Houston, Texas.
Southeastern part of Texas.
Southern Sonora Co.,
310-314 Marietta St., Atlanta, Ga.
Alabama, Georgia, Florida and North and South
Carolina.
Southwestern Drag Co.,
Wichita, Kansas.
Southern part of Kansas, Oklahoma (except 5
N. E. counties) and Texas Panhandle.
Minneapolis, Minn.
States of Montana, North Dakota, South Dakota,
Minnesota.
Moore-Bird & Co.,
1751 California St., Denver, Colo.
States of Colorado, New Mexico and Wyoming
east of Rock Springs.
613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.
Missouri, northern and eastern part of Kansas
and 5 counties of N. E. Oklahoma.
ibtreveil-r aterson riarGware v©.,
Salt Lake City, Utah.
Utah, western Wyoming and southern Idaho.
C. J. Van Houten & Zoon,
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Yahr & Lange Drug Co.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Sonora Co. of Philadelphia, Inc.,
1214 Arch St., Philadelphia, Pa.
Eastern Pennsylvania, Maryland, Delaware, Dis-
trict of Columbia and Virginia.
Long Island Phonograph Co.,
150 Montague St., Brooklyn, N. Y.
All of Brooklyn and Long Island.
Greater City Phonograph Co., Inc.,
311 Sixth Ave., New York.
Counties of Westchester, Putnam and Dutchess ;
all Hudson River towns and cities on the west
bank of the river, south of Highland ; all terri-
tory south of Poughkeepsie including Greater New
York with the exception of Brooklyn and Long
Island.
THE ONSTIRUMIilNIT OIF QUALITY
LL
CLEAR AS A
40
THE TALKING MACHINE WORLD
January 15, 1922
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip
merit of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
W&tchitN} tke Music Come Out
May we send you our handsome illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and iu
moderate price?
Send your name and let us tell you morel
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHUL2. President
General OAcet Southern Wholesale Branch
711 MILWAUKEE AVENUE 1930 CANDLER BLOC.
CHICAGO ATLANTA. GA.
VICTOR DEALER ACTIVITY IN IOWA
Splendid Holiday Trade Closed With Good De-
mand for Standard Makes of Talking Machines
and Records — H. B. Sixsmith Discusses Situa-
tion— New Dealers and Changes
Des Moines, Iowa, January 5. — The holiday sea-
son for talking machines in Iowa proved to be
the best ever experienced by the trade. This was
especially true of the standard makes. Terms
were unusually good, in spite of the fact that
the farmers were reported as having ceased buy-
ing. In a town of about 20,000, mostly a college
population, located in the central eastern part
of the State, the December business amounted to
over $7,000, of which over 40 per cent was cash.
This was exceptional when the same store
reached a volume of only $2,000 for the same
month last year. This store handles pianos,
Victrolas and Brunswicks.
H. B. Sixsmith, sales manager for Mickel Bros.
Co., Victor wholesaler, reports that the demand
for Victrolas far exceeded the supply. "As usual,"
said Mr. Sixsmith, "the shortage was with us
again over the holidays. All finishes, especially
in mahogany and brown mahogany, of course,
were in great demand and our stock was com-
pletely exhausted a week before Christmas. Some
stock which we thought slow sellers were eagerly
bought by the trade. One thing which pleased
me very much were the several reports sent in
by the dealers. In a number of cases customers,
upon failing to find an instrument of the standard
makes to their liking, refused to buy at all."
Over twenty post offices in the State of Iowa
have installed Victrolas. The report is that lively
music is an incentive to fast working and each
postmaster using it is enthusiastic over the re-
sults he has obtained. Popular numbers, such as
"Wabash Blues" and "Ma," seem to be very ef-
fective.
The Morris Sanford Co., of Cedar Rapids,
recently installed one of the most effective win-
dows devoted to the Victrola No. 300 yet seen.
Small pieces of blotting paper, about six inches
square, were used to give the floor the resem-
blance of tile. A Victor oil painting of the trade-
mark and a large basket of flowers only were
used in connection with the instrument. A large
claret shade velvet curtain formed the background
and the display was flooded with an amber-
shaded light at night. Frank Walter, the man-
ager of the department, was responsible for
the idea.
A number of dealers throughout the State have
adopted the slogan, "Say It With Records," and
from the December reports the results were
good.
Due to the efforts of the Garst Store at Coon
Rapids, la., the town has formed a Music Study
Club. It is scheduled to meet once a month at
which time a different opera is studied, with the
help of the Victrola and the Victrola Book of
the Opera.
A number of dealers occupied their slow sea-
son during July and August by taking a musical
census of the community. This idea was carried
out very religiously in the northeastern part of
the State and from reports the sales made during
December were little short of marvelous, most
of which were traceable to the information gath
ered when the census was taken.
Harmony Hall, of Iowa City, made arrange-
ments with the Superintendent of Maintenance
of the local railroad to place a No. 50 Victrola
on the car of every section superintendent. These
section gangs are on the road most of the time
and are often obliged to park their cars in some
of the most secluded parts of the country. Who
wouldn't give almost anything for music when
they're a hundred miles from nowhere?
Ralph B. Townsend, for the past nine years
manager of the Victrola department of the David-
son Co., in this city, left on January 1 to take
a similar position in Youngstown, O. Mr. Town-
send is well known to the Iowa dealers, having
been very prominent in the workings of the Iowa
Victor Dealers' Association, of which he has
been twice elected treasurer.
Miss Ruth Uhl, for a number of years as-
sociated with Chase & West, has joined the
forces of the Davidson Co., and will have charge
of its Victor record department.
B. F. Bibighaus, assistant manager of the
traveling department of the Victor Co., was a
visitor with Mickel Bros. Co. last month. Mr.
Bibighaus spent several weeks in this section
of the country visiting the various Victor dis-
tributors.
G. L. Richardson, Victor traveler, has left Iowa
for his vacation at Collingswood, N. J. "Larry"
has made a good many friends in Iowa and it
is hoped that he will be given this territory for
1922.
Clarence E. Powers, Adel, la., has taken over
the business formerly known as McCauley &
Powers, and in the future his efforts will be
devoted exclusively to the marketing of Vic-
trolas.
ANNOUNCE LOWER PRICES
Kirkman Engineering Corp. Makes an Important
Announcement to the Trade for 1922
The Kirkman Engineering Corp., of New York
City, announces radical reductions in the price of
its K-E and Simplex circular record cleaners.
These cleaners, protected by United States pa-
tents, were put on the market in 1912 and large
numbers have been sold to the trade, which is
familiar with this design. It is said to be the
first round cleaner on the market, this con-
struction being a strongly patented feature. The
manufacturer claims for this form of cleaner
that a round surface is theoretically correct for
the circular motion necessary when cleaning a
record most satisfactorily.
By perfection of automatic dies the company
claims to be in a position to sell the K-E metal
cleaner below pre-war prices and with greater
profit to the dealer and jobber. The K-E metal
cleaner with oxidized attractive finish is being
featured by the company, which claims superiority
of this cleaner over the wooden grade.
When interviewed by The World, H. M. Linter,
sales manager, stated that the company would
maintain its policy of selling to the dealer only,
through the recognized jobber. They do not
sell direct. Mr. Linter states the sales of K-E
automatic stops have been heavy for the holiday
trade. The price of these has been reduced as
well. The company has been making automatic
stops for talking machine manufacturers for ten
years.
DEMONSTRATING BY TELEPHONE
Reed & Dady, Brunswick dealers in Holly-
wood, Cal., have inaugurated a telephone demon-
stration service for records that has proven very
popular with the company's clientele. A special
attachment is fixed to the mouthpiece of the tele-
phone in the store, and the customer need only
sit in his easy chair and make his desire known
over the phone to have the records played for
his special benefit. This service has greatly
helped record sales.
In this era of the masses it is desirable and nec-
essary every now and then to state that every-
thing that makes life worth living is due to in-
dividual effort and the magical power of person-
ality.
We are ready to assistyou in mak-
^chrW/iolesa/e (exclusively jnS 1922 the most*profitable year
^ in your history.-j
Every department in our organization is in excellent shape
for the New Year. Our facilities have been greatly in-
creased and Victor dealers in our territory will find Mickel
service and co-operation during 1922 practical and helpful
MICKEL BROS C?|S& M&^a****^
DES MOINES, IOWA
SaJesJAatui
January 15, 1922
THE TALKING MACHINE WORLD
41
HERE IT IS!
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gire* Proper Playing Weights for All Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8H" or 9lAn arm
FLETCHER -WICKES CO., 6 East Lake Street, Chicago, Illinois
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
^ONE ARMS
Dealers, Send for
Prices and Terms
Reproducer
and Connection
NEW EDISON
Plays all Records
FLETCHER- WICKES CO.
6 East Lake St., Chicago, III.
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO. EXCLUSIVE CANADIAN AGENTS
SOMETHING ENTIRELY NEW IN TONE ARMS
THE FLETCHER "STRAIGHT"
STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT
NE W DESIGN NEW CONSTRUCTION
Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore
Made in two lengths, S'A* and 9/2' SEND FOR PRICES AND TERMS
FLETCHER- WICKES COMPANY c*»
6 EAST LAKE ST. CHICAGO
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED. STRATFORD. ONTARIO, EXCLUSIVE CANADIAN AGENTS
42
THE TALKING MACHINE WORLD
January 15, 1922
BIG HOLIDAY VOLUME
OF TRADE IN COLUMBUS
Demand for Records Unparalleled— Generosity
of Heaton's Music Store — Lectures on Opera
Help Trade — C. C. Baker's Enterprise — Visi-
tors to the Perry B. Whitsit Co. — Other News
Columbus, O., January 4— Christmas hymns
were heard in many homes during the holiday
season in this city if the sale of Christmas rec-
ords is to be taken into consideration. The week
preceding Christmas was the busiest week local
dealers have experienced during the entire year.
"We have sold records and records and then
some," is the way E. M. Levy, manager of
Heaton's Music Store, 168 North High street,
expressed' the volume of business during that
week. This firm sold more than 500 discs of
"Silent Night," sung by various artists. Other
Christmas records in large demand were "Oh,
Come, All "Ye Faithful," by Mme. Schumann-
Heink; "Adeste Fideles," by John McCormack,
and "Joy to the .World," by the Trinity Choir.
Many people who had heard Harry Lauder, who
appeared in this city recently, bought many of
his records. Another red seal record that was
a good seller is "The Last Hour," by John Mc-
Cormack and Fritz Kreisler.
Through the generosity of Heaton's Music
Store the Franklin County Home, the county
infirmary, had a musical festival, and conse-
quently a much happier Christmas this year. A
Victrola, together with a number of the better-
known records, among which several Christmas
numbers were included, constituted the Christ-
mas gift to this institution by this firm.
The need of such a present at the Franklin
County Home was mentioned by a member of
the Columbus Exchange Club to Wert Heaton,
a member of the club and a member of the
firm of Heaton's Music Store. Mr. Heaton im-
mediately responded in the above fashion to
this suggestion. The Victrola and records were
delivered to the Home in time for the inmates
to enjoy them on Christmas morning.
Friends of G. T. Cooper, formerly connected
with Goldsmith's Music Store, were glad to learn
that he has joined the sales force of the Elite
Music Co., Victrola specialists. Mr. Cooper has
been selling Victrolas for the past eight years.
In this capacity he has made it his hobby to
sell these instruments to schools.
Now that the lecture series on the "Psychol-
ogy of Great Operas" has come to a close, a
favorable reaction has followed. One devotee
Let One Man Deliver
Your Talking Machine
The Lea Talking Machine Truck will handle the large machine
with ease and safety.
No stairs too steep.
Quickly adjusted to any size or make of machine.
Equipped with rubber-tired wheels.
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Also
Piano Trucks, Hoists, Covers and Straps
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of the opera bought as many as twenty records
of the more famous selections included in the
five operas of the course. Prof. Thomas Scott
Lowden, who conducted the course, declared that
he was well pleased with the interest manifested
in his lectures. "This was a new thing in this
city, but I am happy to say that the response
that followed was very gratifying to me."
Mrs. W. L. Matton, chairman of the committee
of the City Federation of Women's Clubs in
charge of this course, stated that from an educa-
tional standpoint this course was one of the very
best things the City Federation has ever offered
the local public. "The results of this course will,
no doubt, prompt the Federation to give another
such course, with probably different operas dur-
ing the next year," said Mrs. Matton.
The program of this course consisted of these
operas: "Faust," "Rigoletto," "Aida" and
"Orpheus and Eurydice," "II' Trovatore," and
"Carmen." In the discussion of each opera the
Victrola served as the medium of presenting the
arias, duets, trios, choruses and orchestral selec-
tions to the audience.
Perhaps the busiest place in the city of Colum-
bus is the store of C. C. Baker, especially since
he has attempted to move the new stock of Vic-
trolas and records that he purchased from the
Goldsmith's Music Store, which is going out of
business. Mr. Baker has added ten new people
to his sales force, and in spite of this there
seems to be work for as many more. Mr. Baker
intends to increase the size of his store in order
to take care of the extra stock. In order to
relieve the congested conditions, especially in the
The General Phonograph Mfg. Co.
Model "E" Table Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
Plays All Makes of Records Superior Tone Quality
Write for our Proposition
The General Phonograph Mfg. Co., Elyria, Ohio
demonstrating booths, the Sel Rex counters have
been installed.
Mr. Baker insists that what he sells is service.
"We give the public what they want and when
they want it. Service in its true sense is what
we give." Mr. Baker sends out as many as 45,-
000 leaflets, circulars and cards a month an-
nouncing new records and player rolls to pro-
spective buyers. "The reason we do this," Mr.
Baker said, "is because we want our prospective
customers to be informed on what we have to
sell. If they want a certain record then they
know we have it."
The Perry B. Whitsit Co., Victor wholesaler,
had a number of visitors in the last week. Among
the dealers who visited this wholesale firm were
F. G. Mardis, Mt. Vernon, O.; Guy Smith, Lon-
don, O.; Robt. Hawken, Springfield, O., and
E. O. Collender, Zanesville, O.
ART0 CO. IN RECEIVER'S HANDS
Business to be Continued by Daniel F. Minihan
— Assets Far Exceed Liabilities
Newark, N. J., January 1. — Former Congress-
man Daniel F. Minihan has been named receiver
by the Federal Court for the Arto Co., of West
Orange, manufacturer of talking machine rec-
ords. His bond is $25,000 and he is directed
to continue the business of the company. The
application was made by Edward C. Mills, of
New York, acting for a number of music con-
cern creditors. The liabilities are stated at $185,-
000. The assets include plant, $216,000; bills
receivable, $132,000, and cash in hand, "not in
excess of $500,000."
WINDSOR PRODUCES SALES
Sonora Dealer Closes Twelve Sales From Win-
dow Display — Window Attracts Attention
Milwaukee, Wis., January 5. — The Wm. A. Klug
Furniture Co., of this city, Sonora dealer, pre-
sented recently one of the most attractive win-
dow displays that has been featured in the local
trade for some time past. As a result of the
window the company closed twelve Sonora sales,
which indicates the tremendous value of an ef-
fective and artistic window display. The window
was noteworthy for its simplicity and several
Sonora period models with a background of silk
hangings gave a rich atmosphere to the display.
Warbletone Record Renewer
Cleans and polishes old records and makes them
sound and look like new.
Cleans the grooves and the general surface,
removing dust, grit and foreign matter without the
least injury to the sound grooves themselves.
This new invention -gWes new voice and renewed
tone to records and will positively clarify articula-
tion.
One bottle will last indefinitely. Very simply
applied.
Immensely valuable to dealers as well as to
machine owners. "2 drops to a record."
If your jobber cannot supply you order direct.
Price 50 cents per bottle retail. Liberal discounts.
WARBLETONE MUSIC CO.
225 Matt&chutetts Ave.
INDIANAPOLIS, IND.
The Talking Machine World, ISew York
Built in a Day-
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To be exact — there are twenty-five years
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BAGSHAW Steel Talking
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347 FIFTH AVENUE, NEW YORK
At 34th Street Suite 610
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■
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January IS, 1922
THE TALKING MACHINE WORLD
43
Another February winner! A double-
decker. Al Jolson, now starring in Bombo,
sings "Yoo-Hoo." And the Broadway Male
Quartet scores with " Georgia Rose," No
dust will settle on this record. 4-3513.
Columbia Graphophone Co
NEW YORK
A FEW GOODSALES POINTS
"Do Yous" Contained in Koerber-Brenner Red
Seal Analysis Are Worth While Considering
A suggestive list of "Do Yous" is given in the
Koerber-Brenner Red Seal Analysis for Decem-
ber as follows:
Do you play for your customers in a booth
where interruptions do not distract attention?
Concentrate.
Do you sell the customer what you want sold
or allow the customer to buy what he thinks he
wants?
Be a salesman.
Do you keep at least two records in a booth
(popular and standard-over-stock) to play while
you get the record asked for?
Suggest.
Do you lead customers to listen to music when
they are inclined to chat with you?
Efface yourself.
Do you say, "Is there anything else," giving
a chance for a negative answer, or "Let me play
this for you?"
Be positive.
Do you allow the customer to seek you and
ask to be waited on?
Courtesy pays.
Do you say something interesting about every
record?
Avoid being automatic.
Do you test the speed of your demonstrating
machines regularly?
Be methodical.
Do you use a Tungs-Tone Stylus for demon-
strating?
Practice what you preach.
Do you close the lid of the Victrola while play-
ing?
It avoids false vibrations.
Do you use the automatic stop always?
Add to the customer's pleasure.
Do you chew gum while trying to sell?
Be dignified.
Do you carry on personal conversation with
other employes while customers are present?
Be businesslike.
Do you keep sweet?
Smiles mean dollars.
Finally, do you think of your customer just
as a person or as one of a type?
HANDLING THE CHENEY LINE
The Cheney line of phonographs is featured
by the Curtis Studio, of New Haven, Conn. The
firm reports that these machines are increasing
in popularity in that section and that business
is exceedingly brisk.
Fred J. De Ghuee has been appointed Emer-
son representative for New Jersey. The latest
addition to the recording force of the company
is Richard Bolt, who was formerly with the
Greenwich Village Follies.
HOME CONCERTS INCREASE SALES
Salem, Ind., January 2. — E. F. Routh, local Vic-
tor dealer, is popularizing Victrola concerts in
homes in this vicinity and incidentally he is
boosting his own business. Mr. Routh's plan
consists of a letter sent to a select few of his
prospective customers informing them that he
will furnish the Victrola and records if they in
turn will invite some of their friends to enjoy
a concert by the world's greatest musicians.
Neatly typewritten programs listing the records
and containing a short description of each one
are distributed at the concerts, which are prov-
ing extremely good business getters.
CARUSO ESTATE TO BE DIVIDED
Heirs Petition Court to Enable Widow to Gain
Possession of Royalties From Victor Talking
Machine Co., and New York Property
WHY "THIRTEEN^ IS POPULAR
"Thirteen is lucky for me," says Renato Za-
nelli, Chilian baritone at the Metropolitan and
popular Victor artist. "Thirteen letters in my
name, married June 13, made my debut here
December 13, and my thirteenth record just put
on the market, 'Marianina,' is numbered 66013."
Enrico Caruso's heirs have united in asking the
Surrogate's Court in New York for ancillary
letters of administration to give Mrs. Caruso the
right to take possession of his property in this
State. The estate is to be distributed under the
terms of an agreement in accordance with the
Italian law under which half will go to his daugh-
ter, Gloria, and the other half be divided equally
among his widow, his sons, Rodolfo and Enrico,
Jr., and his brother, Giovanni.
The papers showed that the estate in Italy is
valued at approximately $2,500,000. There was
from $150,000 to $200,000 of property in New
York. It was said that other ancillary letters
would be asked for in New Jersey to enable Mrs.
Caruso to collect royalties on talking machine
records made by the Victor Talking Machine Co.,
which have been estimated at $200,000 a year.
A Victor department was recently added to the
Fexall Store at Nashua, la.
A Foundation for Sales
■pv ISPLAY your Victrola IX's on this.
Udell record cabinet. Put a real
sales foundation under them and make
two sales and profits instead of one. Sell
more records, too.
Note, in the illustration, the exclusive,
patented hinged rim. That is the con-
necting' link which combines talking ma-
chine and cabinet in a handsome, sub-
stantial furniture unit and ends objections
to table-type machines.
Now consider the price and the Udell
name for quality and workmanship — for
this No. 1402 record cabinet is Udell-
standard through and through. Then let
Mr. Western Union or Mr. Postal send us
your order, collect.
A Profit-Earner
This Udell Cabinet is
furnished in mahog-
any or quartered oak.
It holds eight Victor
albums.
$10.15
12
F.O.B.
INDIAN-
APOLIS
7j&?UdellWorks
at Indianafiolis
44 THE TALKING MACHINE WORLD January is, 1922
allium 1 mini [mm 1111111 111 m iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiini 111111 M [iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinil iiiiihiiiuiiiii 1 11111111111111111111111 11111111111 11111111111111
Records
Latest Hits and
Quick Releases —
Always something new and your orders
are filled with the utmost dispatch.
Records combined with Consoli-
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the most to be desired. Write us and our
representative will be glad to explain our
attractive dealer proposition for 1922.
Wholesale Distributors for OKe^ Recoras
Consolidated Talking Machine Co.
227 W. Washington St. Chicago, 111.
Branch: 2957 Gratiot Ave., Detroit, Mich.
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January IS, 1922
THE TALKING MACHINE WORLD
45
RICHARD STRAUSS AND BRUNSWICK
First Records by Noted Conductor-Composer
to be Announced Shortly by Brunswick Co.
The first of the new Brunswick records by
Richard 'Strauss, the noted composer and con-
ductor, will be awaited with unusual interest by
those who appreciate the finer things in music,
particularly in view of his very successful tour
The announcement of Dr. Strauss' engagement
to record exclusively for the Brunswick records,
made soon after his arrival from Europe
for his American tour, created a profound im-
pression. His visit here has been a great suc-
cess. The first of his records will be issued in
the near future.
PROGRESSIVE VICTOR DEALER
W. S. Holloway, Flushing, O., Doing Excellent
Victor Business — Features Attractive Windows
SELLS SONORAS TO MUSICIANS
Boston Musician and Sonora Dealer Closes Many
Important Sales — Specializes on Developing
Business in Musical World
Flushing, O., January 5. — Although this town
has a population of only 1,000 people, it supports
a very fine Victor establishment owned by W. S.
Holloway. Mr. Holloway is doing business
equivalent to the sales of the dealer in an aver-
age town of 7,000 and he is giving excellent
representation to the Victor line. The accom-
Richard Strauss
of the United States this season. On his tours
Dr. Strauss played the piano parts of his own
sonatas and also acted as accompanist to the
vocalists who interpreted his songs. He has also
appeared as guest-conductor amid much en-
thusiasm.
The sales department of the Sonora Phono-
graph Co. recently called the attention of Sonora
dealers to the splendid record of sales made by
Samuel Manus, leader of the Copely Square Or-
chestra, of Boston, and one of the most promi-
nent musicians in that city. Mr. Manus, in
addition to his musical activities, conducts an
exclusive Sonora business in Boston which is
meeting with exceptional success.
Mr. Manus has sold Sonora phonographs to a
large number of musicians, among whom are the
following prominent Boston musicians: Walter
Smith, one of America's foremost trumpet play-
ers; Robert Blake, of the Copely-Plaza Orches-
tra; Dr. Newman Cohen, Touraine Hotel Or-
chestra; Abe Lepow, leader, Touraine Hotel Or-
chestra; Louis Dalbeck, Boston Concert Trio;
Burt Patrick, Majestic Theatre Orchestra; Joseph
Daly, United States Navy Jazz Band; Phil Robish,
Young Men's Symphony Orchestra, and Harry
Levine, concert pianist. Louis Torgrove and
Abraham Torgrove, both members of the St.
Louis Symphony Orchestra, were also supplied
with Sonoras by Mr. Manus while visiting Bos-
ton recently.
A novel use to which the Sonora is put by
Mr. Manus has attracted considerable attention.
It is his practice to have his orchestra accom-
pany a record made by a famous artist as played
on the Sonora, with the orchestration specially
arranged so that it synchronizes perfectly with
the playing of the record.
5 Hk
W. S. Holloway's Attractive Window
panying photograph will give some idea of Mr.
Holloway's initiative and aggressiveness, for it
will be noted that this photograph features the
Red Seal clock produced by the Reincke-Ellis
Co., of Chicago, and a window streamer of the
greatest song hit of the day, "Say It With
Music."
HARGER & BLISH WILL CONTINUE
The World has just received word from Har-
ger & Blish, Edison distributors in Des Moines
and Sioux City, la., that the article appearing
in the December issue announcing the formation
of a new company to be known as Silzer Bros.,
to succeed the firm of Harger & Blish, was pre-
mature. The deal was under consideration, but
negotiations were finally called off.
RAINBOW
SACRED
RECORDS
Double Disc 85c.
ear a remboH- 3 J
"•'4
RAINBOW
SACRED
RECORDS
RAINBOW RECORDS
Brighten the Corner Where You Are with Rainbow Records
HOMER RODEHEAVER, supreme in Sacred Song. His new Rainbow
Records are excellent.
Start the year right with a stock of Rainbow Records.
Rainbow Records — No Heavy Stock — No Old Stock — Sell from January to
December. Every Dealer Can Sell a Sacred Record.
Distributors:
A. J. HEATH & CO.
27-29 South 7th St.
Philadelphia, Pa.
STERLING ROLL &
RECORD CO.
137 W. 4th St.
Cincinnati, O.
RODEHEAVER CO.
218 So. Wabash Ave.
Chicago, 111.
J. K. POLK FURN. CO.
294 Decatur St.
Atlanta, Ga.
A. J. HEATH & CO.
110 South Calvert St.
Baltimore, Md.
RODEHEAVER CO.
814 Walnut St.
Philadelphia, Pa.
CABINET & ACCESSORIES CO., INC.
145 East 34th Street
New York. N. Y.
RODEHEAVER RECORD CO.
ISO East 41st Street New York
r.
46
THE TALKING MACHINE WORLD
January 15, 1922
THREE NEW VICTOR RECORD ARTISTS DEVELOPING THE RECORD BUSINESS
First Records by Mme. Lashanska, Fannie Brice
and Miss Patricola in the February List
The preliminary announcement of the Victor
records for February is of particular interest to
the trade from the fact that the first Victor rec-
ords of three new members of the Victor family
of artists are to be found in that list. Mme.
Hulda Lashanska is represented in the list by two
records, one of Carl Loewe's Canzonetta, and the
other of Barnby's setting of Tennyson's "Sweet
and Low," the records, it is said, being well
calculated to sustain her reputation as a concert
singer.
Fannie Brice, the popular comedienne, at pres-
ent with the "Ziegfeld Follies," sings "Second
Hand Rose" and "My Man" (Mon Homme),
and Miss Patricola, popular vaudeville star,
sings "I've Got My Habits On" and "Happy
Hottentot." In addition to the three new artists,
the February list is also interesting from the
wide variety of musical selections offered for
the consideration of record buyers.
A CLEVER PUBLICITY STUNT
Roy Swanstron, manager of the Brunswick
Shop, in St. Paul, Minn., has adopted a clever
idea for advertising his new records. He had
built a clever replica of the Brunswick record,
label and all, and had a glass plate fitted
therein to carry the name of the newest record
hit. A light back of the glass serves to make
the title of the record stand out, and the name
of the record is changed as the new favorites
develop.
INCREASES CAPITAL TO $60,000
The Phonograph Shop, Inc., of Dallas, Tex.,
has filed an amendment to its charter providing
for an increase of capital stock of this concern
from $20,000 to $60,000.
What men call firmness in themselves they call
contrariness in others.
Main-Springs
For any Phonograph Motor
Best Tempered Steel
% inch x 10 feet for all small
% V
3/16
10
x 10
X 11
X 13
X 15
X 18
x 12
x 10
X 13
x 16
x 18
Each
motors $ .35
Pathe. Columbia, Heineman...." .40
Columbia 45
Columbia with hooks 55
Victor, old style 50
Victor, new style 55
Victor, new or old style 75
Heineman and Pathe 50
Saal, Silvertone, Krasberg 50
Saal, Silvertone, Brunswick 60
Sonora, Brunswick, Saal 70
Heineman and Pathe 80
Edison Disc 1.80
SAPPHIRES— GENUINE
Pathe, very loud tone, each 15c, 100 lots $11.00.
Edison Loud-tone, each 15c; In 100 lots. $11.50.
TONE-ARMS
The very best, loud and clear, throw-back $5.00
With large reproducer, very loud. Universal 4.50
With smaller reproducer, but loud and clear 3.00
PHONOGRAPH NEEDLES
We can give you best price on Brilliantone. Magnedo, Wall-
Kane, Tonofone, Nupolnt, Gilt Edge, Incas and Velvetone
Needles. •
ORDER RIGHT FROM THIS AD
Send for price list of other repair parts and motors.
Terms — F. O. B. St. Louis, Mo. Send enough to cover
postage or goods will be shipped by express.
The Val's Accessory House
1000-1002 Pine St.
St. Louis, Mo.
Some Valuable Suggestions From Geo. K.
Stewart Along the Lines of Making the Public
Appreciate the Record as an Ideal Gift
Indianapolis, Ind. January. 3. — George K.
Stewart, of the Stewart Talking Machine Co.,
Victor distributor of this city, is a great be-
liever in the theory that the record business is
very much what you make it. He is one of the
veterans who have advocated teaching the pub-
lic to appreciate what an ideal gift a record is.
"All we need to do is to get the public to give
some thought to what a perfect gift a record can
be," said Mr. Stewart, "and now that the Christ-
mas rush is over and there are a lot of new ma-
chines around the country, it is the psychological
time for dealers to work on this idea.
"We must take a leaf out of the candy manu-
facturer's book and learn that people buy that
which is made attractive to their eye. We all
know that an ordinary grade of candy when at-
tractively boxed and beribboned is a big seller.
Most gifts of candy go to women, and we know
how that sex delights in the appearance of any-
thing.
"The record gift box should likewise be used
to boost record sales, even if the dealer finds it
necessary to make a charge for the increased
cost. It works beautifully in combination with
the popular idea of 'Take Home a Record.'
"I have noticed the rapid growth among cer-
tain dealers in mail order business, and I think
that this is one phase of our business that can
be expanded to surprising proportions. In con-
ducting a mail order business there is one thing
that I would warn dealers to beware of, and
that is cheap and careless packing. Unless they
are well packed and wrapped the losses on break-
age will overbalance the profit."
REAL STATUS OF FOREIGN TRADE
Greater Quantity of Goods Exported by the
United States During Last Fiscal Year, Al-
though Total Valuation Is Much Lower
Washington, D. C, January 3. — Lower prices
rather than diminished quantities are responsible
for the three billion dollars decline in the value
of American foreign trade in the last fiscal year,
as compared with the immediately preceding year,
in the opinion of Dr. Julius Klein in his first
annual report as Director of the Bureau of For-
eign and Domestic Commerce of the Department
of Commerce.
"In fact," says the Director, "a compilation of
exported commodities, reduced, so far as possi-
ble, to a quantity basis, shows weight increases
of 34 per cent for the groups of raw materials
and of 37 per cent for foodstuffs in 1921 over
1920, with a decrease of 4 per cent for such partly
or wholly manufactured articles as can be shown
in weight.
"It will surprise many pessimists to learn,"
declares Dr. Klein, "that the final totals in this
compilation, which included articles forming 69
per cent of the value of domestic exports in 1921,
indicated that the exports of these goods in-
creased 23 per cent in quantity over the amounts
sold last year, though their value decreased 19
per cent."
The world-wide exchange situation, revived
competition in foreign markets, and decreased
demand for American raw materials on the part
of Europe, combined with a drastic cut in Ameri-
can imports of raw materials, are the principal
factors contributing to the lower foreign trade
totals, says the Director.
The Director refers to the fiscal year 1920-21
as "the most dramatic in the entire history of
the foreign trade of the United States." He says
that "the extraordinary episodes of that year in
our business overseas" resulted in a most severe
strain upon the facilities of the Bureau of For-
eign and Domestic Commerce — first, as a conse-
quence of the "amazing strides" made by Ameri-
can export interests during the early months of
the year and, secondly, as a result of the dis-
organization and confusion which spread through-
H. N. McMenimen
Consulting Engineer
Consultation by appointment on
every phase of the phonograph in.
dustry, including:
Recording, Plating and
Pressing
Motor, Tone- Arm and
Reproducer Design
Patent and Model
Development
Sales Promotion and
Advertising Plans
Laboratory:
Scotch Plains, N. J.
Tel. Fan wood 1438
Offices:
2 Rector Street, New York
Tel. Rector 1484
out the markets of the world with the accom-
panying panic of cancellations during the period
of depression which marked the closing months
of the year.
A new and unusual feature of Dr. Klein's re-
port is a sixty-page review of world trade and
of economic conditions in each of the important
markets of the world.
TALKER MUSIC FOR MURDERERS
Trenton, N. J., January 4. — In order to
brighten the last days of murderers condemned
to die in the electric chair at the New Jersey
State Prison a phonograph will be installed in
the death house. It will be given by the men
of the Third Presbyterian Church of Trenton.
The only music the men have in the death house
is that furnished by a talking machine occasion-
ally loaned by another part of the institution.
G. H. Baker, of Ossining, N. Y., owner of the
G. H. Baker Music Store, one of the largest
establishments in that city, is featuring Victor
talking machines and records.
It is always well to keep in mind that scratch-
ing the surface will never dig up business. Pays
to scratch deeper.
No. 35176 Iris
Lily Bouquet
24x30 inches in laven-
der, pink, yellow or
red with natural pre-
pared foliage, includ-
ing vase as illus-
trated; each, $1.75;
per dozen, $18.00;
without vase, $9.00
per dozen.
Write for MY
SPRING CATA-
LOGUE No. 35, con-
taining illustrations in
colors of Artificial
Flowers, Plants,
Vines, Garlands,
Trees, etc., MAILED
FREE FOR THE
ASKING.
FRANK NETSCHERT
No. 61 BARCLAY ST.,
NEW YORK, N. Y.
January 15, 1922
THE TALKING MACHINE WORLD
47
The added feature of the handsome lamp shade
puts the Modernola at a distinct advantage on display
in the store or in the home. The distinctive shape of
the instrument in itself offers big opportunities.
For full information address
The Modernola Company
Johnstown, Pa,
Eastern Representatives:
The Modernola Sales Co.. Inc.
Offices, 929 Broadway, N. Y.
FY
Don't Delay
We have a special
proposition which will
interest you. Just ad-
dress Dept. D.
48
THE TALKING MACHINE WORLD
January 15, 1922
"IMICO" Shaft No. 4 Proves Big Producer Best Quality
Diaphragm Mica
Send for Samples and Special Quotations Effective Now
IMICO INDIA RUBY MICA DIAPHRAGMS
INTERNATIONAL MICA COMPANY ~f$""
GENERAL OFFICES AND FACTORY: 37th and BRANDYWINE STS., WEST PHILADELPHIA, PA.
"IMICO" and "SERVICE" are SYNONYMOUS
One IMICO jobber states "We thank you for enabling us to secure the representation for the " (a prominent
Tone Arm).
A Tone Arm manufacturer and IMICO consumer — "Thru your efforts on our behalf, it has been possible to secure the
Artophone Co., St. Louis, to represent our product."
IF YOU CANNOT BE A CONSUMER YOU CAN BE A JOBBER-WRITE FOR PROPOSITION
IF YOU ARE A MANUFACTURER AND NOT AN IMICO CONSUMER, EVENTUALLY ?
MIDWEST OFFICES AND WAREHOUSE
106-110 W. LAKE ST.,
CHICAGO, ILL.
V. T. SCHtJLTZ
CLEVELAND, OHIO
RAYSOLO SALES CO.
LANCASTER, PA.
ARTHUR BRAND & COMPANY
CINCINNATI, OHIO
WALTER S. GRAY
SAN FRANCISCO, CAL.
DAVENPORT PHONOGRAPH &
ACCESSORY CO.
DAVENPORT, IOWA
ARTOPHONE COMPANY
ST. LOUIS, MO.
STEINOLA COMPANY
KANSAS CITY, MO.
PROVIDENCE PHONOGRAPH
SUPPLY CO.
PROVIDENCE, R. I.
OK EH WINDOW J)1SPLAY SERVICE
New Service Introduced by General Phonograph
Corp. Meeting With Success — Each Display
Card Features One Record Only — New Service
Based on Drawings by Prominent Cartoonists
The General Phonograph Corp., New York,
manufacturer of Okeh records, has inaugurated
a new window display service for the use of its
dealers which is unique in many respects. The
company has called into its service a number of
Okeh Window Display Service Conceived Along New Lines
prominent cartoon artists who have produced
humorous illustrations of Okeh record titles.
These drawings have been used as the basis for
the new window display cards and the titles
are prominently displayed. The new cards are
not only attractive and interesting from an ar-
tistic standpoint, but are proving business stimu-
lants of real value.
Each of the monthly displays will consist of
seven separate cards, six of them measuring
11x14 inches and one card measuring 14x22
inches. All of the cards will be printed in seven
colors, and, since they feature but one record,
the lettering is of sufficient size to be read easily
at a considerable distance. The cards may be
so arranged as to fit any size window and with
each set is sent a diagram with instructions as to
how they can be arranged to the best effect.
Although the first of these new display cards
has been out but a few weeks, dealers are send-
ing in enthusiastic reports of the attention the
cards are attracting. One New York dealer who
placed the cards in his window visited the com-
pany's offices personally to tell the sales execu-
tives that the crowds were blocking the streets
looking at his window, and, better still, the at-
traction was pulling
them inside and making
immediate sales, which
he stated was decidedly
unusual for any window
display.
Discussing this n e w
window display service,
the Okeh advertising de-
partment said:
"In the past it has
been the invariable cus-
tom in the trade to sup-
ply window displays of
only a general pictorial
appeal. Window cards depended for their sales
value principally upon the list of records printed
thereon in comparatively small type. The deal-
ers could use them advantageously only when
they were new and they had a complete list of
records in stock. They could not feature any
particular record at a particular time when their
trade was strongly interested in it without also
showing records which may have proved poor
sellers in their community. The new Okeh serv-
ice makes it possible for the dealer to not only
make a complete display, using all the cards, but
he can use them as single units with telling
been abandoned, and we have decided to prepare
each month a group of seven cards, each de-
voted to a single record.
"This new Okeh display service will depart
entirely from 'pretty pictures that don't make
sales.' We are going to get away from merely
general ideas and the same old stuff one sees in
the windows month in and month out. Our
whole new plan will be based on the idea that
the thing people like best is entertainment, and
that folks love to laugh. So every Okeh display,
for 1922 will be chock full of human interest and
a smile. Of course, each display will vary and
be entirely different from the preceding one, but
in every case it will also be so entertaining
that everyone will stop and look at it. It
has often been proven that a cartoon will in-
fluence more people than the lengthiest editorial,
and we are going to utilize this principle. Okeh
displays are to be done in cartoon style, because
of the proven success of our newspaper adver-
tising, which is also done in cartoon style
throughout. The window cards will not only
have a compelling interest of their own, but will
tic up to the art style of our newspaper cam-
paigns."
MAY SEAL PARCEL POST PACKAGES
Believe That New Post Office Ruling Will Help
Department as Well as Business Men
effect. The old idea of inclusive display has
PHONOSTOP
NEED-A-CLIP
5th Successful Year
NEW FIBRE NEEDLE CLIPPER
ACCURATE— DURABLE
Retails at
Reasonable Price
Nickel or Gold
Popular Price
Universal Standard
A Superior Tool
Guaranteed Fully
Guaranteed
THE PH0N0M0T0R CO., 121 West Ave., Rochester, N. Y.
Washington, D. C, January 3. — Sealed pack-
ages may now be sent through the mails by par-
cel post, under instructions which have been
issued to postmasters by the Post Office Depart-
ment. Changes have been made in the Postal
Laws and Regulations liberalizing the conditions
under which parcels of fourth-class matter may
be accepted for mailing at the fourth-class rates
of postage, as it is recognized that the prepara-
tion of parcels in this manner is advantageous to
both the mailer and the postal service.
Special labels or notations are required on
sealed parcel post packages, showing the charac-
ter of the contents, such as "wearing apparel,"
"music rolls," "jewelry," etc., and stating that
the parcel may be opened for postal inspection
if necessary. It is not required that the quantity
of contents be indicated, although this informa-
tion may be shown if desired. In stating the
character of contents a descriptive term of gen-
eral nature will suffice.
The privilege of sealing parcel post packages
will be appreciated by business men in many
lines where it will permit of more careful
packing. Decision to liberalize the regulations
was brought about by this fact, and is part of
the Post Office Department's campaign for bet-
ter packing on the part of mailers.
January 15, 1922
THE TALKING MACHINE WORLD
49
iiiiiiiiiiiiiiiH
J Some Practical Merchandising Suggestions |
I for the Talking Machine Trade ByRusseiiR.voorhees J
COLOR AS A SALES INFLUENCE
A dealer in talking machines noticed how
some people preferred one color to another
and found that color exerts a psychological ef-
fect on people.
His store was arranged so that several booths
for the playing of records were located across
the rear of the store. He had each of these
booths decorated in a different color, taking
care that everything was in harmony and that
the color used predominated in everything in
the room
When a customer entered the store to hear
a record he would be invited to step into one
of the rooms at the rear of the store. The choice
of the rooms was left to the customers and it
was noticed that in most instances they
showed certain preferences.
It was found that this simple little idea helped
the clerks make sales. The color exerted its
psychological influence on the customer, and
since they picked out the room they liked they
were naturally put in a happy frame of mind,
just the frame necessary to make a successful
sale.
!l!lllllllllllllllllll!llll!llllll!l!lli;illllllllllllllllllllllllllllll!lll
machine looked like which he had advertised
that day, but with other instruments in the
window it was not always easy to tell which
one was advertised. In order to overcome
this he would paste a copy of the advertisement
on his window just as soon as it appeared, and
then from the back of the advertisement he
would run a red baby ribbon to the machine
mentioned in the advertisement. In that way
it became an easy matter to locate the ma-
chine that was' mentioned in his publicity. He
found that it also tied up the two forms of
advertising and made each much more pro-
ductive.
IIIIIIIIIIIIIIHIliP
only those people who were interested in cer-
tain specialties, and thus eliminate practically
all waste. It took a little more work to get
this super mailing list in shape, but it more than
paid for the extra trouble.
A RAINBOW DISPLAY
A SUPER MAILING LIST
HOOKING UP WINDOW WITH ADS
A talking machine dealer who always made
it a point to display in his windows the same
goods that he advertised in the newspapers
recently worked out a little idea that enabled
him to tie up the newspaper advertisements to
his window and make each more valuable.
He noticed that many people would pay his
window a visit to see what a certain talking
A mailing list is considered an asset to any
business, but a retailer of talking machines re-
cently proved that a super mailing list is worth
even more.
He had a mailing list to begin with, but felt
that if he had more information than this list
gave him he could make better use of it. So he
secured a small pad for himself and for each
of his clerks, and as they learned anything about
any of their customers they would jot it down on
this pad. Later this information would be trans-
ferred to the proper card in the mailing list.
After a time this retailer had what he called
a super mailing list that told the likes and dis-
likes of his customers, what sort of a machine
they had, what kind they would like to have,
their special liking for certain records and lots
of other valuable information.
His direct-by-mail advertising was then done
with much more system and much less waste.
He would circularize with special mail matter
The old idea of a pot of gold at the end of
the rainbow was recently made use of by a talk-
ing machine dealer, but in his case the pot of
gold became a pot of happiness. He rigged up
an imitation rainbow out of cardboard mounted
on a wooden frame and covered with crepe
paper of various colors. This rainbow was put
diagonally into the window with one end at the
front top corner and the other end at the rear
back corner. In that way it was easily seen
by all who came near the store.
The floor of the window was covered with
the same varicolored crepe paper that was
used to make the rainbow, and the display of
talking machines put in about the same way
as in the usual case.
A large sign was suspended in the center of
the window with the following message: "Find
Your Pot of Happiness at the End of the Rain-
bow." And then at the end of the rainbow
stood one of the choicest instruments that this
dealer carried. The riot of color that was used
in trimming this window made it one of the
most attractive that this dealer ever used.
CLOVER DAYS AS SALES STIMULANT
A talking machine retailer who believed in
having sales events from time to time, at which
(Continued on page 50)
FEATURES
LARGE diaphragm and
long stylus bar length-
ens vibrations, producing a
deeper and more natural
quality of tone.
Perfectly balanced in ac-
cordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproducer
permits a freedom and
sweetness of tone heretofore
thought impossible. Sur-
face sounds almost entirely
removed.
Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.
PLAYS ALL RECORDS
No. 2 Round Tone Arm and Reproducer
8)
KNOWN the country over for its excellent quality of
tone and natural, life-like reproduction of all
musical tones, and its great volume. This tone arm on
your machine spells success, because of its high standing
in the Phonograph World.
Made only in 8|/2-»nch length. Can be furnished with or
without Mute Tone Modifier, with Mica or . .
diaphragm. NOM-Y-KA
THE JEWEL MUTE
CONTROLS volume just
like the human throat.
Built in the reproducer and
functions in such a way that
the length of vibrations is
minutely regulated and the
tone reproduced to a soft-
ness and clearness that are
remarkable.
Operates by means of a
thumbscrew and is instantly
adjustable. Tone has free
and unimpaired passage
throughout tone arm and
chamber — Not "Muffled" or
"Choked" as with ordinary
type of tone modifier.
Perfect regulation without
in any way changing char-
acter of tone.
JEWEL PHONOPARTS COMPANY - 154 W. Whiting St., Chicago
50
THE TALKING MACHINE WORLD
January 15, 1922
PRACTICAL MERCHANDISING IDEAS
(Continued from page 49)
time he would make worth-while inducements
to get people to buy instruments, decided to
hook all of these events together with a name.
So he called them "Clover Days" and used the
phrase "Good Luck for Everybody" with it.
In trimming his window for these events he
would make liberal use of artificial clovers for
decorative purposes and would use green crepe
paper to match for the floor of his window. In
the center of the window and suspended from
the ceiling he would have a large sign worded:
as follows: "Clover Days — Good Luck for Every-
body." And any price tickets that he used in
the displays would always carry the catch phrase
"Good Luck for Everybody" as well as the name
of the event, "Clover Days." And all of these
price cards as well as the large card in the center
of the window were done in green ink on a dark
background to carry out the color scheme.
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS
Grey Iron •
and Brass for
TURNTABLES
MOTOR FRAMES
TONE ARMS
HORNS and THROATS
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
Direct Quantity Importations On j
D. R. DOCTOROW
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
Vanderbilt Ave. Bldg.
51 East 42nd Street, New York
Tel. Vanderbilt 54.62
Murray Hill 800
WIDDICOMB CATALOG WORK OF ART
New Catalog Issued by Widdicomb Furniture
Co. Noteworthy for Its Quality and Sales
Value — Illustrations Exceptionally Attractive —
Introductory Traces Company's Progress in
Talking Machine Industry
M'CORMACK CONCERT BOOSTS SALES
Appearance of Victor Artist in Newark Stimu-
lates Record Sales
Newark, N. J., January 5. — The appearance of
John McCormack, Victor artist, at a concert in
the First Regiment Armory here last week' was
featured by Victor dealers throughout the city,
resulting in a greatly increased demand for rec-
ords by this famous artist.
The talking machine department of Hahne &
Co. featured the appearance of McCormack by
some special Victor advertising, which was pro-
ductive of good results, and other concerns
placed pictures of the artist in their windows and
in conspicuous places in their establishments.
Dealers helped in the distribution of tickets,
which were soon disposed of.
PHIL RAVIS HAS A PAIR OF KINGS
Phil Ravis, president of the Peerless Album
Co., New York, has been receiving the congratu-
lations of his friends upon the arrival at the
Ravis household in New York of a baby boy.
This heir to the Ravis fortunes arrived on De-
cember 18, and Mr. Ravis is now the proud
father of a "pair of kings." We understand that
the new baby is taking a keen interest in the
talking machine industry, particularly in his
ability to compete with vocal records of excep-
tional volume.
Grand Rapids, Mich., January 8. — The Widdi-
comb Furniture Co., of this city, manufacturer
of Widdicomb phonographs, has just issued a
new catalog that is in full accord with the pres-
tige of this well-known line of instruments. It
is complete in every detail, and Widdicomb deal-
ers who have received advance copies are de-
lighted with its sales value and typographical
excellence.
The various models in the Widdicomb line are
presented through the medium of handsome
photographic designs featuring the instrument in
an atmosphere of refinement and beauty. The
majority of these illustrations have been used in
Widdicomb advertising, and among the instru-
ments that are featured are the Chippendale,
Model 4; Chippendale, Model 7; Adam, Model
12; Queen Anne, Model' 6; Queen Anne, Model
3; Sheraton, Model 8; Adam, Model 2; Shera-
ton, Model S; Early American, Model 1; Early
American, Model 9, and Adam, Model 10. Each
model is featured on a full page, and brief de-
scriptions accompany the photograph, these de-
scriptions giving the dimensions, the equipment
and the woods in which the instrument is fur-
nished.
The last page of the catalog gives a brief
resume of the individual characteristics of Widdi-
comb phonographs, including a few paragraphs
relative to the cabinet, motor, filing system, horn
amplifier, tone arm, reproducer and tone control.
The introduction of this catalog is entitled
"Widdicomb, the aristocrat of phonographs — its
(a)
(b)
(c)
Begin the Year 1922
with a
Clean, Complete Stock
of H. W.
Stock Record Envelopes
String Button Delivery Bags
Supplement Envelopes
(a) 150 lb. Green Sulphite and 110 lb. Kraft.
(b) Brown— Grey and H. W. Special Blue.
(c) Blue— Pink-Green— White 534x7^.
Samples and Prices will be Sent on Request
HALSTED WILLIAMS CORPORATION
Brooklyn, New York
815 Monroe Street
twofold appeal suggests a new standard in pho-
nograph value." This introduction, which sets
forth the aims and ideals of the Widdicomb,
reads in part as follows:
"The Widdicomb phonograph is not alone a
musical instrument of superior type — it is an
article of fine furniture, which can fittingly take
its place in the most perfectly appointed room.
The story of the development of the beautiful
Widdicomb designs of to-day forms an interest-
ing and romantic chapter in phonographic his-
tory.
"In the pioneer days of the phonograph little
heed was given to beauty of design and cabinet
work. In the effort to perfect musical reproduc-
tion appearance was more or less lost sight of.
The Widdicomb Furniture Co. was the first to
sense the possibilities of a new idea in phono-
graph construction — why not combine perfec-
tion as a reproducer with artistic design and
finish commensurate with the prominence of the
phonograph in the home? For fifty-six years
it has been a recognized leader as a fashioner
of beautiful furniture. Its exclusive creations
in period design set the standard for fine cabinet
work. With this broad experience of the popu-
lar taste for period furniture it visualized the
appeal of a phonograph of similar master crafts-
manship.
"From that beginning came the exquisite Wid-
dicomb period phonographs of to-day, distin-
guished by the same artistic skill and master
craftsmanship that has always marked Widdi-
comb furniture creations. Faithful interpreta-
tions of the best designs of the old masters of,
woodworking, they have an added touch of rare
charm and individuality that is distinctively
Widdicomb. Built in the most popular period
designs — Chippendale, Sheraton, Adam, Queen
Anne and Early American art — Widdicomb pho-
nographs are reproduced in a variety of styles
and finishes to suit any decorative plan and to
blend harmoniously and unobtrusively with the
furnishings of the most tastefully appointed
room. The first impression that comes to any-
one seeing the Widdicomb for the first time is
that it really 'belongs' in the home — that it is a
fitting part of the finished scheme of decoration,
commanding only its own share of attention as
an article of furniture.
"At the same time that the beautiful cabinet
work and designs which distinguish Widdicomb
phonographs were being developed phonograph
experts were quietly at work perfecting a musi-
cal reproducer in keeping with Widdicomb ideals
for the new phonograph. After two years of
exhaustive research they perfected the Widdi-
comb amplifying tone chamber, an exclusive
feature which is to-day recognized as marking a
new era in musical reproduction. Its twofold
appeal to every person who appreciates good
taste and beautiful furniture has deservedly
earned for it the title — the aristocrat of phono-
graphs."
The Widdicomb Furniture Co. is entitled to
congratulations on the appearance of this volume.
VALUE OF CHANGE OF ARGUMENT
The difficulty of the small boy in learning to
spell because the teacher changed the words every
day is nothing to the difficulty of becoming a
salesman and meeting new arguments every day.
But one way or another the boy generally learns
to spell and there is no doubt about it, change
of argument is what makes the salesman.
The Talking Machine World, New York, January 15, 1922
GENERAL PHONOGRAPH CORPORATION
OTTO HEINEMAN, President
25 West 45th Street New York City, N. Y.
1922
The Year of Console Phonographs
Only Quality Will Sell!
HEINEMAN MOTOR No. 44
Plays through five twelve-inch or seven ten-inch
records with unvarying speed with one winding.
PUT
HEINEMAN QUALITY MOTORS IN
CONSOLE PHONOGRAPHS
AND
YOU WILL HAVE SATISFIED CUSTOMERS!
GENERAL PHONOGRAPH CORPORATION
OTTO HEINEMAN, President
25 West 45th Street New York City, N. Y.
January 15, 1922
THE TALKING MACHINE WORLD
51
THE GREETINGS OF THE SEASON
The World Acknowledges and Reciprocates the
Good Wishes of Its Friends
The staff of The Talking Machine World takes
pleasure in acknowledging and reciprocating the
many expressions of good wishes for the holi-
day season and for the New Year that have
been received at this office, those cards including:
Ralph L. Freeman and Frank K. Dolbeer, Vic-
tor Talking Machine Co.; Curtis N. Andrews;
Kraft, Bates & Spencer, Inc.; Mickel Bros. Co.;
Toledo Talking Machine Co.; M. Steinert &
Sons Co.; American Talking Machine Co.; Otto
Heineman, president, General Phonograph Corp.;
Ross P. Curtice Co.; John H. Wilson; Unit
Construction Co.; Blackman Talking Machine
Co.; Standard Talking Machine Co.; Ernest
John, Victor Talking Machine Co.; William A.
Condon, Chris G. Steger and Charles E. Byrne,
Steger & Sons Piano Mfg. Co.; Edgar F. Bitner,
Leo Feist, Inc.; Percy A. Ware; John Crome-
Hn; Howard J. Shartle, Cleveland Talking Ma-
chine Co.; Otto Heineman and Adolph Heine-
man, General Phonograph Corp.; Ormes, Inc.;
James J. Davin, Reiacke-Ellis Co.; 'Musical
Products Distributing Co.; Paddack Products,
Inc.; Modernola Sales Co.; Chas. M. Tremaine;
Robert Clifford, Cardinal Phonograph Co.;
Samuel Steinfield, Claremont Waste Mfg. Co.;
Knickerbocker Talking Machine Co.; Edward C.
Rauth, Koerber-Brenner Co.; Cabinet & Acces-
sories Co., Inc.; Billy Murray; E. F. Gebhard;
P. W. Simon; J. D. Moore; H. B. Sixsmith,
Mickel Bros. Co., Des Moines; Mickel Bros. Co.,
Omaha; Arno B. Reincke, Reineke-Ellis Co.;
Edward B. Lyons; Edward W. Lundquist; Mar-
cel Wheat; Arthur A. Trostler, the Schmelzer
Co., Inc.; William H. Reynalds; A. R. Boone;
Badger Talking Machine Co.; Stewart Talking
Machine Co.; Ogden Sectional Cabinet Co., Inc.
HOLIDAY GIFTS FROM JOBBERS
Dealers Receive Pleasing Reminders of Holiday
Season From Leading Wholesalers
Many attractive gifts were sent to the Victor
dealers by the wholesalers. The Silas E. Pear-
sall Co. presented its dealers with a handsome
tray made of lacquered brass, featuring the Vic-
tor trade-mark with the distinctive Pearsall
adaptation of this design. For several years
the Silas E. Pearsall Co. has forwarded lacquered
brassware to its friends in the trade, and this
year's tray is a welcome addition to the set.
Clarence L. Price, general manager of Ormes,
Inc., New York, was responsible for the presen-
tation of an exceptionally attractive onyx smok-
ing tray that was enthusiastically received by the
Ormes clientele. The smoking tray is complete
in every detail, and, in fact, has several unique
features which are distinctly up to date.
The C. C. Mellor Co., Pittsburgh, Pa., mailed
to its dealers a beautiful gold knife, bearing the
name of the recipient, together with the Victor
trade-mark in black and gold with the name
Mellor underneath. This knife met with a hearty
reception from the Mellor clientele, as it com-
bined attractiveness with practicability.
One of the most original gifts in the trade this
year was a plum pudding that was presented to
the New York Talking Machine Co.'s clientele
by Arthur D. Geissler, president of the company,
and the members of his organization. The plum
pudding was prepared in the kitchen of the New
York Talking Machine Co., where the Lunch
Club meets daily, and was fashioned after a pri-
vate recipe owned and controlled by Mrs. Neil,
manageress of the Lunch Club's cuisine.
The silver Redi-point pencil presented to the
trade with the compliments of the Modernola
Sales Corp., of New York City, of which George
Seiffert is president, has a distinctive appeal both
from an attractive and utilitarian point of view.
Mr. Seiffert has received many letters of appre-
ciation from those to whom this very useful holi-
day reminder was sent.
Many friends of ihe Brilliantone Steel Needle
Co., New York City, were presented at Christ-
mastide with a very attractive Shur-rite silver
pencil. The attractiveness and usefulness of
this gift, together with the good will which
prompted it, were much appreciated throughout
the trade. These pencils will probably be put
to good use in writing off orders for additional
quantities of Brilliantone needles throughout the
year, if all predictions come true.
W. A. GRUBBS OPENS NEW STORE
Grubbs' Music' Shoppe, Exclusive Columbia Es-
tablishment, One of the Finest in Toledo
NEW COLLINGS & CO. TRAVELERS
J. J. Conklin and O. F. Vincent Join Staff of
Victor Wholesalers in Newark, N. J.
Collings & Co., the well-known Victor dis-
tributors of Newark, N. J., announce the appoint-
ment of J. J. Conklin and O. F. Vincent as rep-
resentatives in New Jersey territory. Mr. Con-
klin, who has had broad commercial experience,
was formerly identified with two nationally
known organizations. He will cover the terri-
tory heretofore visited by David Roche. Mr.
Vincent succeeds Robert S. McAdam, who re-
signed in December.
W. A. Grubbs, formerly manager of the Robin-
son & Compton Record Shop, has opened an
exclusive Columbia establishment at 411 St. Clair
street, this city, which is in the heart of the
theatrical district. It will be known as Grubbs'
Music Shoppe.
The new store is one of the finest in the city,
every convenience having been installed for the
benefit of patrons. The interior is finished in
ivory, and a feature is the cheerful, homelike
atmosphere of the record demonstration booths.
Furman and Nash, exclusive Columbia artists,
who were appearing on Keith's bill on the open-
ing night, rendered a number of their selections
at the opening of Grubbs' Music Shoppe. The
Bracht trio also helped to entertain the crowd.
The Back Music Co., of Rochester, Minn., has
secured the local agency for the Brunswick line.
fmnmmimiiiimmiimiliimimmiiiiiiuimiiiiiiiiimiiiiilimiiiJmiiMimii^^
"Be Sure Your Walnut is REAL Walnut."
MODERN AMERICAN WALNUT
PHONOGRAPH CABINET.
CHIPPENDALE DESIGN.
m ^American
"The Cabinet-wood Superlative
The "Line" of Least Resistance.
Alert manufacturers are seeking it for their products, and especially
so where these are subject to strong competition, as in furniture.
American Walnut is your most powerful ally. Its steadily growing
popularity is of the permanent kind. The resale by your trade is
easy and secure.
Cleverly designed, well-made goods in this superb cabinet-wood
will not alone do great credit to your product, but to your good
judgment in selecting a medium which inspires the home-lover
to purchase at sight.
Our nation-wide advertising is steadily educating the public to
demand genuine AMERICAN WALNUT for furniture and
interior woodwork, and is reminding them that
This is the "American Walnut Period."
Valuable data for manufacturers. Valuable data for dealers. ALSO the Walnut "brochure
de luxe." Write to the responsible producers of American Walnut Lumber and Veneers, the
American Walnut Manufacturers' Association
Room 1022, 616 South Michigan Boulevard Chicago, U. S. A.
^miillliliiiimiiiiliiiiiiummiiiimimiiiiiiimiimiiiiiiiuiimmiiiimiiiimilmmmiiiiiiim^
52
THE TALKING MACHINE WORLD
January 15, 1922
4 New Models to Help Increase Your Sales
Our 1922 Catalogue with greatly
reduced prices is NOW ready!
Ask Your Jobber
There is only one sure
way of increasing
Sales of Records—
Display Them!
>~0. 580. UNIVERSAL SELF-SERVICE REVOLVING REC-
ORD DISPLAYOR. Equipped with 25 steel pockets, ten
holding 12" records and fifteen pockets holding 10" records.
Each pocket holds five records, thus giving the fixture a
capacity of 125 records. Equipped with heavy cast-iron
base, upright steel tube and five sections of steel pockets.
Fixture revolves on ball bearings. All titles clearly visible
and fixture is guaranteed to hold full weight of records.
Height of fixture 6 ft. 2 in. Width 24 in. Weight 95 lbs.
Complete $45.00
NO. 5T8. UNIVERSAL SELF-SERVICE
RECORD DISPLAYOR made to hold 5
swinging leaves, each leaf accommodat-
ing three 10" pockets and one 12" pocket.
Each pocket holds four records. Total
number of records shown is 40 records
and holding a reserve stock of 100 rec-
ords. Height 6 ft. Width 30 in. Weight
125 lbs. Constructed of steel through-
out, with heavy east-iron base and fin-
ished in two coats of ebony enamel.
Complete S35.00
NO. 579. UNIVERSAL SELF-SERVICE
RECORD DISPLAYOR made to hold 10
swinging leaves, each leaf accommodat-
ing three 10" pockets and one 12" pocket.
80 records are displayed and Displayor
enables you to keep a reserve stock of
320 records. Height 6 ft. Width 30 in
Weight 145 lbs.
Complete $45.00
NO. 588. VERTICAL
RECORD DISPLAYOR.
Holds five 10" records.
Constructed of flat steel
uprights, with adjust-
able easel back. The-
pins that hold the rec-
ords are made so rec-
ords cannot fall off. All
steel parts are electri-
cally welded and fin-
ished in double baked
ebony enamel. Height
38 in. Weight, crated,
6 lbs.
Complete. . . .S2.50
Write for prices to your Jobber or direct to
UNIVERSAL FIXTURE CORPORATION
133 West 23rd Street New York
JXTTOBER 1919
mmm>iffi0*t records
m
Columbia
: Records
FEBRUARY. 1920
1
L 1
A New Idea for Window Display
NO. 537. THREE PANEL SCREENS for showing three monthly bulletins. Will
make a very attractive window background and can be formed in different shapes,
as each screen is hinged together, allowing them to be placed at any angle.
Size of each screen, 13x36 ins. Made of channel steel, with 3/16-in. round steel
on the outside, electrically welded and finished in double baked ebony enamel.
Each screen is furnished with cardboard fillers.
Complete $6.00
Januaky 15, 1922
THE TALKING MACHINE WORLD
S3
(NO. I)
Dear Bill:
In your last letter you complain about the
number of repossessions which you have been
compelled to make and bad accounts and col-
lection difficulties. Perhaps I can best help you
out of your trouble by explaining some of the
methods which we use in our store and which
have proved very successful in mitigating this
evil to a certain degree.
In the first place, from the trend of your
gloomy epistle I surmise that your sales staff
takes extreme pride in the fact that a customer
usually goes out of your store after having pur-
chaser a far more expensive machine than she
had planned on, and this, I believe, is the root
of your trouble.
I have found from long experience that when
the average person enters a store to buy a ma-
chine she has, as a rule, made a close approxi-
mation of the amount of money which she can
spend, but all too often a clever salesman has
succeeded in foisting upon her a far more expen-
sive instrument than she could afford to buy.
The result of this is that the family purse is
strained to the limit to meet the weekly or
monthly payments. The customer becomes ir-
regular and in many instances discouraged, and
if there is any financial difficulty in the home
the payments stop altogether and the dealer is
forced to repossess the machine, entailing, of
course, the loss of a sale and a customer, since
it is obvious that a person who has no machine
will need no records. Of greater importance,
however, is the fact that should this customer
again reach an easy financial footing she most
assuredly will not come to the establishment
which has found it necessary to go so far as to
repossess her machine, because she will feel
humiliated.
When a customer enters our store we make it
our business to try and discover how large an
obligation this, prospect can assume with safety.
For example, if our prospect is a carpenter with
a large family we know just about what his
income is and approximately how much he can
afford to spend for a talking machine. We do
not try to sell him the more expensive machine
which we would naturally try to sell to a physi-
cian or an architect. On the contrary, if his
mind is set on purchasing an instrument which
is out of all proportion to his ability to pay and
he has no other income besides his earnings as a
carpenter we would rather sell him a cheaper
machine and be fairly sure that it will stay sold
and the payments will be met promptly.
On the other hand, if a prospect enters the
store and desires an inexpensive model and we
find that he is financially able to purchase a bet-
ter one we do everything in our power to sell
him the more expensive model.
Skilful questioning on the part of the salesman
will gain the desired information without giving
offense to the customer and in the end everyone
concerned will be better off. If this method is
followed the customer will not only be able to
meet his payments promptly, but he will be free
from the worry of having spent money for some-
thing which he could not afford, and instead of
losing him the house will enjoy his steady pat-
ronage.
Always your friend,
Jim.
NEW COLUMBIA ARTIST
Al Herman Signs Contract to Record Exclu-
sively for Columbia Co.
The Columbia Graphophone Co. announced
recently that Al Herman, well-known musical
comedy and vaudeville star, had been signed as
an exclusive Columbia artist. The first records
by Mr. Herman will be included in the February
list.
Al Herman is popular among theatre-goers
throughout the country, as for many years he
was a headliner on the Keith circuit and for
several seasons was the star comedian in the
''Greenwich Village Follies." He recently signed
a contract to tour the country on the Keith cir-
cuit as a headline act.
PLAN FOURTH PRAGUE FAIR
An Opportunity for American Exporters of
Musical Instruments to Establish European
Agencies, Says Department of Commerce
Washington, D. C, January 4. — The Fourth
International Sample Fair will be held in
Prague, Czecho-SIovakia, from March 12 to 19,
1922, according to information just made public
by the Department of Commerce here. One of
the features of the event will be exhibits of all
kinds of musical instruments.
Commerce Reports, the publication of the De-
partment of Commerce, in connection with the
event states: "This fair undoubtedly offers a
good opportunity for American exporters to es-
tablish their agencies for central Europe and
to meet the keen demand for various products."
TO DISPLAY THE UDELL LINE
Full Line of Udell Record and Roll Cabinets to
Be Shown at Grand Rapids Market
The Udell Works, Indianapolis, Ind., manu-
facturers of talking machine record and player
roll cabinets, announces that the complete line
of Udell dependable cabinets will be on display
in Grand Rapids on the second floor of the
Klingman Building at the January market. In
preparation for the exhibit the company has pre-
pared a snappy little card with black background
and yellow lettering reading: "Udell 'em, Udell!
You've got the line."
HACKETT SAILS FOR ITALY
Columbia Artist to Fill Important Role with
La Scala Opera in Milan
Charles Hackett, American tenor of the Met-
ropolitan Opera Co., and exclusive Columbia
artist, sailed recently for Milan to fulfill an en-
gagement with Arthur Toscanini as chief light
tenor of the Scala opera. After the close of the
Scala opera, Mr. Hackett goes to Paris to sing
at the Opera Comique. This is said to be the
first time that an American tenor has ever sung
at this famous opera house.
VICTOR FOREIGN SUPPLEMENTS
The Victor Talking Machine Co., of Camden,
N. J., has distributed its January foreign record
supplements to jobbers throughout the country.
These are written in the following languages:
Greek, German, Hebrew, Italian, Mexican, Nor-
wegian, Portuguese and Polish.
TO HANDLE BRUNSWICK LINE
The J. I. Monroe Co., Williamsport, Pa., re-
cently opened an exclusive Brunswick shop in
that city, with a full equipment of booths and
other furnishings.
A. Quintmeyer has taken on an exclusive line
of Brunswick talking machines for representa-
tion at Columbus, Wis.
The Victor Talking Machine Co., of Camden,
J., will pay its regular quarterly dividend
. the three months ending December 31 of
$1.75 a share on preferred stock and $10 a share
on common stock January 15.
N,
fo
Ogden s Original Stands
For Portable Victrolas No. 50— IV & VI
SELL
with Profit
and Satisfaction
They are absolutely Rigid and Strong — easily assembled with
four concealed wing nuts and screws — "Set Up" or "Knock
Down" in five minutes and fulfills every cabinet requirement
at a price that has introduced the Victrola into thousands
of Homes.
Mr. Dealer: Don't overlook the small buyer1 — History repeats
itself — the Small Victrola user of today is the good prospect
of tomorrow for a large one and constantly a Record Buyer.
Start a campaign now for 100 new customers for the Small
Victrola and watch the Big Machine and Record Sales
"Jump."
A "UNIT"
with
Original
Graceful
Different
Exclusive
Novel
'Stands
Ogden's No. 50
"Stand" for No. 50
Victrola made of select
material correctly de-
signed to fit and fur-
nished to match the
Mahogany and Oak
finishes.
Costs You Only $6.50 Delivered
Don't pay mora for an imitation. If your jobber does not
carry them in stock order direct.
Ogden's Stands Nos.
IV and VI for Vic-
trolas IV and VI are
open frames made to
fit exactly these sepa-
rate models.
Oak Nos. IV and VI.
each $3.60— Mahogany
Finish No. VI, $3.85.
Solid Mahogany No.
VI, $4.25. Packed 2
in a carton. Utility
Top — Converts a stand
into a Service Table
for all models; each,
90c.
Utility or
Service Tables
(Convenient for Many
Purposes)
Are needed in every
Record Room, Store
and Home. A quick
sale and profit article.
Tables No. IV and VI
in Oak, Mahogany
and Enamel. .. .$4.75
Table No. VIII In
Oak and Enamel, $5.25
Table No. IXa Oak,
Mahogany and Enam-
el $6.50
(Tables Nos. VIII and
IXa Display and sell
with these Victrolas
profitably.)
Ogden You-Nit Stands and Tables are unconditionally guar-
anteed. If you have not already received an imitation stand
on approval get one from your jobber and compare it with
Ogden's original stands.
Write for our Catalog of
Filing Cabinets and Stands
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
54
THE TALKING MACHINE WORLD
January 15, 1922
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiimEnniii^
Q U A LI T
1
HANOVER, PA,, U.S. A. J =
I U M 1 1 1 1 1 U H H 1 1 1 Ml IlLUJLUJLLLiilUUlJJJillll^^
LONG
CONSOLES
LEAD THE FIELD
When we introduced our "CON-
SOLES" the early part of the year,
we knew that we were offering the
trade a quality product with un-
limited sales possibilities.
Our sales during 1921 substantiated
our belief that the dealers would find
LONG CONSOLES an important
sales stimulant, for we have been
working day and night to meet the
requirements of the trade.
LONG CONSOLES are recognized
leaders in the Cabinet field, and for
1922 we are planning to give the
dealers enhanced service and co-
operation. You will find it distinctly
profitable to carry a complete line of
LONG cabinets during the coming
year.
Write for Our Catalog
nun
The Geo. A. Long
CabinetCompany
HANOVER, PA.
nnmnnnra
Style 600
Sheraton
Style 601
Colonial
Style 602
Louis XV
Style 603
Chippendale
Style 604
Hepple white
January LS, 1922
THE TALKING MACHINE WORLD
55
PLANS OF PRINCESS WATAHWASO
Popular Victor Artist, Under Management of
Miss Cloud, Being Booked for 1922 to Give
Recitals for Distributors and Dealers
ers. She has also engagements in Chicago,
Louisville and Indianapolis and expects shortly
to be booked for almost the entire year.
Princess Watahwaso, whose Victor records
have brought a knowledge of Indian folk lore
and song into the homes of the people through-
out the country, is now arranging her bookings
for the season of 1922. Princess Watahwaso is
under the management of Miss M. A. Cloud,
well known in talking machine circles through
her former connection with the Putnam-Page
Co., Inc., Victor wholesaler of Peoria, 111. Dur-
ing the past year the Princess has appeared in
a large number of recitals in dealer warerooms
and, where the shop has been too small, in nearby
concert halls. Her program consists of Indian
dances, songs and legends, which furnish in-
tensely interesting entertainment and invariably
create a demand for her Victor records.
A number of dealers have had her appear in
conjunction with concerts rendered by musical
clubs and a large part of her work has also been
in public schools, where the children are intensely
thrilled by her work. Miss Cloud reports that
in a number of instances no introduction was
necessary to the school children, as they had
already become familiar with her Victor record-
ings. Miss Watahwaso appears in the gorgeous
raiment of an Indian princess, which increases
the general effect greatly.
The Princess Watahwaso has a studio at 111
West Sixty-eighth street, New York City, and
during 1922, under the direction of Miss Cloud,
the Princess will place her services at the dis-
posal of the Victor distributors and dealers. Fol-
lowing her appearance in the warerooms of a
number of New York retailers and in many of
the New York public schools, the Princess
Watahwaso will leave for the Middle West. The
Putnam-Page Co., Inc., has secured her services
for a couple of weeks and, accompanied by W.
H. Seitz, director of the Putnam-Page Co., she
will appear at the warerooms of its many deal-
TWENTYTIVE DISTRIBUTORS
Situated at Strategic Points in This Country and
Canada Will Handle the Briiliantone Co.'s
Needle Line — Means Efficiency
STARR CO. ADDS IMPORTANT AGENCY
Fenton Cleaning & Dyeing Co., of Cincinnati,
O., Becomes Starr Phonograph and Gennett
Record Agent — Operates Sixty Offices
The Briiliantone Steel Needle Co., of New
York City, of which B. R. Forster is president
and H. W. Acton is secretary, has completed
one of the most successful years in the history
of the organization.
The executives of the company are making
extensive plans for 1922, which is expected to
even eclipse 1921 in the volume of sales. A change
in the distributing plans of the company was
made on the first of the year. It is planned dur-
ing 1922 to market the needles through the me-
dium of only twenty-five distributors situated at
strategic points throughout this country and
Canada. It is expected that each distributor will
order 50,000,000 needles throughout the year.
This will not only greatly increase the efficiency
of the Briiliantone Steel Needle distribution, but
will also provide greatly increased service to the
dealer in supplying his demand.
The exceptional success which has attended
the efforts of Mr. Forster and Mr. Acton in
providing the trade with a needle of uniform and
superior quality is obvious and proves beyond
doubt the value of specialization.
Cincinnati, O., January 3. — The Starr Piano
Co.'s phonograph department has just closed
negotiations whereby the Fenton Cleaning &
Dyeing Co., which has more than sixty offices
in Cincinnati, Covington and Newport, is now
handling the Starr phonographs and Gennett
records, in which it does an extremely large busi-
ness, especially in records. This branch of the
business is run in connection with the cleaning
and dyeing business and customers in connec-
tion with the latter service often purchase rec-
ords before quitting the store.
MAXWELL ADDRESSES LEGION POST
Vice-president of Thos. A. Edison, Inc., Points
Out Future of Ad-Men's Post
OPENS NEW BRUNSWICK SHOP
The city of Anderson, Ind., had another
Brunswick shop added to its list of music stores
recently, when the Lotts department store of
that city opened a talking machine department
in its large headquarters.
At the first meeting of the New York Ad-
Men's Post of the American Legion recently
William Maxwell, first vice-president of Thomas
A. Edison, Inc., made an address on the future
of the American Legion. He predicted that the
Legion would become a strong social, political
and industrial force in America. Advertising men
who had been in service could take an important
part in shaping the influence of the Legion, as
members of it, he said. The most important
work for the Legion in politics was for it to act
as a body that would oppose class and sectional
legislation.
Henry I. Kincaide & Co., of Quincy, Mass.,
have secured the local agency for Victor talk-
ing machines and records.
NEW YORK CONCERN INCORPORATES
Williamson's Underseas Wonders, Inc., has
been incorporated under the laws of New York
State for the manufacture and distribution of
talking and motion pictures, with an active capi-
tal of $25,000. Incorporators are J. E. William-
son, G. A. O'Keefe and E. M. Umla.
IT IS YOURS FOR THE ASKING
If you will mail us the
coupon below we will send
you without obligation or
cost a sample Mutual Tone
Arm and Reproducer.
We strictly confine our-
selves to manufacturing
only these two products in
large quantities. We pride
ourselves on this fact for
the reason that we can turn
out a superior product
of unexcelled workmanship,
style and quality at a price that will surprise
those who first do business with us.
The sample we send you is picked at random
from stock— not finished and tinkered to inveigle
an order from you in which you will be dis-
appointed.
We want your confidence and will give you a guarantee
for one year on every Mutual Tone Arm and Reproducer
you order from us.
Mutual Phono Parts Manufacturing Corp.
Manufacturers of Tone Arms and Reproducers
151 Lafayette Street New York City
No. 3 TONE ARM
No. 5 REPRODUCER
-Clip and mail the coupon to-day.
Gentlemen :
Reproducer.
MUTUAL PHONO PARTS MFG. CO.
151 Lafayette Street, New York City.
Send me, without cost, sample of your Mutual Tone Arm and
Company
' Address .
I
I Signature
I
CHECK WHICH ONE
TONE ARM
□No. 1 □No. 2 □No. 3
REPRODUCER
Official
Capacity 1 OF0- 2 □*<>• S
56
THE TALKING MACHINE WORLD
January 15, 1922
FILM STAR USES SONORA PORTABLE
Mabel Normand Insists on Using Sonora Port-
able in Film Scene — Yahr & Lange Feature
Star's Preference in Forceful Advertising
Milwaukee, Wis., January 2. — Mabel Normand,
the renowned film star, is a staunch supporter
of the Sonora phonograph. This was most for-
cibly demonstrated when Miss Normand, who
appeared at the Strand Theatre here in connec-
tion with her latest presentation, "Molly-O," was
told that she was to play a small talking machine
in a blimp scene. She insisted on using her
Sonora portable, which she carries with her on
all her travels.
Yahr & Lange, Sonora distributors for the
State of Wisconsin and parts of Michigan, fea-
tured Miss Normand's use of the Sonora in her
film in their advertising. These ads, which cov-
ered considerable space in the local papers, were
devoted exclusively to the Sonora portable model.
GIVES HIS FAREWELL CONCERT
Dr. Richard Strauss, Brunswick record artist,
made his farewell appearance of his present
American tour on Sunday evening, January 1, at
the Hippodrome. He conducted the Philhar-
monic Orchestra in a program which included
Beethoven's Fifth Symphony, the overture to
"Tannhauser" and his own symphonic poem, "Till
Eulenspiegel's Lustige Streiche." The soloist
was Bronislaw Huberman, violinist. There was
a wonderfully enthusiastic audience.
Business-Building
Help
"Service" is the most over-
worked word in the American
vocabulary. We are not using it
any more. We have no Service
Department.
That does not mean that we
are not doing all we can to help
our Dealers build their business
to a higher plane, for that is ex-
actly what we are aiming to do.
Our entire organization is
made up of folks who have had
years of experience in the retail
trade — your problems have also
been our problems — we want
to help.
C. C. MELLOR COMPANY
Victor Wholesalers
1152 Pcnn Ave. PITTSBURGH, PA.
E. B. LYONS VISITS NEW YORK TRADE
General Manager of Eclipse Musical Co. Calls
Upon Eastern Trade — Speaks Optimistically
of Business Conditions in His Territory
Edward B. Lyons, general manager of the
Eclipse Musical Co., Cleveland, O., Victor whole-
saler, was a visitor to New York this week, call-
ing upon some of his many friends in the trade.
Mr. Lyons, accompanied by his family, spent the
Christmas holidays at the home of Mrs. Lyons'
parents in Baltimore, and while East he took
advantage of the opportunity to visit the Victor
factory and to call upon some of his old friends
in Philadelphia.
Discussing general business conditions, Mr.
Lyons said that there seemed to be an under-
current of optimism that would undoubtedly be
reflected in a substantial and healthy industrial
activity during 1922. Victor dealers as a whole
closed an excellent holiday trade, and the ma-
jority of the dealers reported that December bus-
iness was well in advance of 1920. Mr. Lyons
has increased the personnel of his sales and
service organization, and his company is in splen-
did shape to co-operate with its clientele dur-
ing the coming year.
CLARA BUTT TOVISIT AMERICA
Famous English Contralto to Make Reappearance
After Eight Years' Absence — Columbia Artist
Clara Butt, the celebrated English contralto,
who has been touring Australia, will soon visit
the United States, according to reports from
the other side. It has been some eight years
since she was heard in this country, but her
former concert tours are well remembered and
she will certainly receive a very hearty welcome
from an army of admirers. In this connection
the Columbia Graphophone Co., for whom Dame
Butt makes records, is announcing ten of the
very popular numbers which are in Clara Butt's
repertoire: "The Fairy Pipers," "My Treasure,"
"The Sweetest Flower That Blows," "The
Rosary," "Kathleen Mavourneen," "Ye Banks
and Braes o' Bonnie Doon," "Till I Wake," "The
Lost Chord," "Land of Hope and Glory," "Abide
With Me."
NUART PHONOGRAPH CO. ORGANIZED
Windber, Pa., January 3. — The Nuart Phonograph
Co., a new concern which has obtained temporary
quarters in the Grand Central Hotel building, is
actively at work assembling machines here. The
officers of the company are: C. C. Ishman, pres-
ident; L. L. Whitaker, secretary, and R. H.
Harding, treasurer. W. T. Lydick, of Johns-
town, is sales manager and purchasing agent.
Local business men are directors and stock-
holders.
Clarence E. Powers has taken over the control
of the business formerly known as McCauley
& Powers, exclusive Victor dealers in Adel, la.
TRADERS LOOK TO LATIN-AMERICA
International Commission Discusses Program —
Will Give Attention to Exchange Conditions
as Affecting American Markets
Washington, D. C, January 5. — An elabo-
rate program for the development of closer trade
relations between the United States and the
countries of Latin-America was outlined and dis-
cussed at the initial meeting recently of the
reorganized International High Commission.
The principal economic and financial problems
confronting this hemisphere were discussed at
the meeting for future solution.
New policies to govern the activities of the
International High Commission in the further-
ance of trade development between the United
States and the Central and South American
countries were discussed at the meeting. This
phase of the Commission's work will be settled
definitely before the actual problems to be solved
are taken up.
The Commission, according to the tentative
program already worked out, will give imme-
diate attention to the question of exchange as
affecting trade operations in the American mar-
kets. Present exchange conditions are admitted
to be adverse to proper trade growth and plans
will be devised, if possible, to restore exchange
operations upon a more stable basis.
Simultaneously with the Washington confer-
ence, meetings were held by other sections of
the High Commission in the several countries
concerned. Reports of each meeting called to
discuss the program already outlined and for-
warded to each of the American countries will be
submitted to the Commission's headquarters
here, to be taken up at later meetings of the
American section.
Further meetings will be held by the Commis-
sion in January to take up details of the actual
problems awaiting solution. Secretary Hoover
hopes to begin regular periodical sessions of the
Commission at the earliest possible date in order
that no time may be lost in bringing relief from
handicaps to trade growth now existing.
The Brunswick line of talking machines has
been taken on for exclusive representation by
the Bannon Music Shop at Ottawa, 111. Attrac-
tive booth arrangements are being made in this
establishment.
Sound Boxes to fit Victor and Columbia.
Samples, $.60 each.
Tone Arm and Sound Box, Per Set $1.35.
We carry In stock parts for all makes ma-
chines. Write for our catalog and prices.
Pleasing Sound Phonograph Co.
Manufacturers — Jobbers
204 East 113th St., New York City
Jobbing Territory Open
January 15, 1922
THE TALKING MACHINE WORLD
57
©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©
I cUke NEW Scotf ord Tonearm
I and ouperior
1 Reproducer
iCA new external shape
| of grace and heauty^
S without changing the
© _
S internal design:
The
NEW
That same an&le turn with the solid inclined plane
deflecting the sound waves straight downward into
amplifying, chamber. That same famous Scotford
tone — the tone of refinement — genuinely musical.
Now in a tonearm of accepted, conventional, popu-
lar design. WRITE FOR SAMPLES.
©©@©<§©©©©©©©©©<§©©©@@©©®©©©©@©@©©@@©©
New Construction
©
©
©
&
The long, straight tube is of drawn
Yellow Brass. Tonearm Base, Main
Elbow and Connection Elbow and
the Reproducer Frame, Face Rin£
and Back Plate are cast of TENSO
White Brass Alloy. — 'an alloy more
than double the tensile strength of
cast iron. — 'much stronger, harder
and lighter in weight than ordinary
white metal alloys. New dies have
been produced for casting, all parts.
The new parts are solidly cast, and
are very substantial and durable.
© @@©©©©@©@©@©@©@©@@@©©©@@@@©©@®@©©©©© Monroe and Throop Streets
STYLE No. 1 FINISH
A combination of Nickel or Gold Plate and Black Rubber Japan
STYLE NO. 2 FINISH
A different combination of Nickel or Gold Plate and Black Rubber Japan
©
STYLE No. 3 FINISH
All parts Plated in Nickel or Gold
In ordering specify whether Reproducer should have Plain Gilt Plate or" Superior" Name
Plate. To obtain Individual Name Plate, customer must furnish Decalcomania Transfer
Samples Will be Submitted on Approval
Style 1 Tonearm lonfetube and main
elbow, Reproducer face rinfe and
back Black Japanned ; other parts
Plated.
Style 2 Tonearm lon£ tube and main elbow Plated, base Black Japan-
ned; Reproducer back Black Japanned, the face rin£ and frame
Plated.
Style 3 All parts of Tonearm and Reproducer are Plated.
Gold $ 9.00
Gold 10.00
Gold 11.00
No. 1 New Scotford Tonearm and Superior Reproducer . Nickel $7.00
No. 2 New Scotf ord Tonearm and Superior Reproducer . Nickel 7.75
No. 3 New Scotf ord Tonearm and Superior Reproducer . Nickel 8.50
Samples Prepaid at the Above Prices
Write for Our
Specification Sheet and Quantity Price List
BARNHART BROTHERS
& SPINDLER
CHICAGO, ILLINOIS ©
©©©©@©©©©©©©©©@©@©©©©©©©©©©©©©©©©©©©@©©©©©©©©©©©©©©©©©©©©©©©@@<-
^©©©
58
THE TALKING MACHINE WORLD
January 15, 1922
BUSINESS WORLD IS SOUND
Says Garfield National Bank in Its Annual Re-
view of Conditions Just Issued — Substantial
Progress Toward Prosperity Apparent
In a New Year's letter to its customers the
Garfield National Bank asserts that, if 1920 was
a year of collapse, 1921 has been a year of taking
stock, of cleaning up the wreckage, of calling in
scattered resources and of weighing the favorable
and unfavorable factors before putting into ex-
ecution hastily redrawn plans. The letter says
in part:
"While the damage was great, the situation, as
developed by the events of 1921, was not as des-
perate as the storm clouds of 1920 indicated, and
with the clearing of the skies it became apparent
that the American business and financial world,
while shaken, was inherently sound. The cour-
age and optimism displayed in the early days of
1921 have been amply justified by the substantial
progress which has been made by the country
as a whole in its efforts to re-establish prosper-
ity, and several features in the business land-
scape stand out prominently and encouragingly.
"The country's stock of gold and the strong
position of the Federal Reserve system promise
ample financial aid to all legitimate business,
while the pronounced strength in the security
markets is a welcome and dependable sign that
general business conditions are likely to improve.
Prices collectively have traveled a long way
down the road that led up to the peak of 1920
and are seeking a new level, which will probably
be materially higher than their pre-war starting
point. Individual prices, however, show a con-
tinued disinclination to travel in company, and
as long as one group of prices continues unduly
inflated while another group sounds the depths
of deflation no healthy revival of business can
be expected.
"Various remedies have been proposed to allay
the country's ills — tax remedies, tariff remedies,
rate remedies, wage remedies, special interest aid
remedies — but little has been offered to relieve
the underlying disease most potently aggravat-
ing all these ills — uncertainty. The Arms Limita-
tion Conference, in its proposed naval holiday,
has pointed out the real remedy — an uncertainty
holiday.
"If Congress would adopt its tariff, tax, rate,
wage, special aid legislation — whatever it is —
based on a ten-year schedule and assure us that
no changes would be contemplated during that
time, then inside of three years the country
would enjoy such a measure of prosperity as
would, within itself, contain the solution of most
of the problems that vex us to-day."
TO PARTICIPATE IN THRIFT WEEK
Special Publicity Matter Prepared by Trade
Service Bureau of Music Industries Chamber
of Commerce for the Use of the Trade
CAMPAIGN PRODUCES SALES
Effective Advertising Used by Columbia Dealer
on Coast Proves Successful
San Diego, Cal., January 3. — M. Tamplain,
who recently opened an attractive establishment
in this city, handling Columbia Grafonolas and
Columbia records, is meeting with pleasing suc-
cess. Mr. Tamplain is a keen believer in effec-
tive advertising, and his advertising campaign
incidental to the opening of his new store was
carefully planned months ahead of time. For
several weeks prior to the opening Mr. Tamplain
used indirect publicity of various types, and on
one occasion he landed almost a full page of
reading matter which told of his experiences on
a long automobile trip.
The publicity drive was so well conceived that
thirty-eight Grafonolas were sold on the first
day, and for the first week the entire sales
totaled sixty-eight machines. The advertising
featured the well-known time or hour plan,
whereby certain offers were made for only a
limited time. The idea was a distinct success,
and Mr. Tamplain is continuing the use of his
publicity in the newspapers and other mediums.
Plans have been made to have the members of
the music industry participate actively in the
celebration of Thrift Week, January 17-23. The
Trade Service Bureau of the Music Industries
Chamber of Commerce has prepared for distri-
bution special booklets on the subject of "Music
an Aid to Thrift," and has also arranged to sup-
ply special display cards for use in windows and
stores and public places generally, together with
window streamers and a series of seven single-
column advertisements for the use of the dealer
in his own local papers, there being one adver-
tisement for each day with a two-column ad for
the first day, January 17, which is the anniver-
sary of Benjamin Franklin's birth.
C. H. MURRAY HONORED
C. H. Murray, who until the first of the year
was assistant to the president of the Pathe
Freres Phonograph Co., Brooklyn, N. Y., has
been honored by being appointed a Commis-
sioner of Conciliation by the Department of
Labor. This will only occupy a part of Mr.
Murray's time and does not constitute the new
work which he intends to take up. His future
plans are as yet unannounced. As Commis-
sioner of Conciliation Mr. Murray is donating
his valuable services to the Government, as the
recompense is only $1 a year.
Condy & Dreyfoos is the name of a new firm
of talking machine retailers in Sedrc Woolley,
Wash. The Brunswick line is featured in very
attractive quarters.
2=CENT POSTAGE EXTENDED
Washington, D. C, January 4. — Effective Jan-
uary 1, 1922, the domestic rate of two cents an
ounce or fraction thereof will apply to letters
mailed in the United States destined for Argen-
tina, Brazil, Costa Rica, Ecuador, Jamaica and
Martinique, the Post Office Department has just
announced.
Insure Your Prosperity for 1922
By Securing an Agency for
QJvelL Records
04lL Records are the equal of any made. They include the latest
vocal hits and dance selections — also classical numbers by artists of
world-wide renown.
We keep an ample stock of CftisIL Records always on hand and can
make quick deliveries.
Let us tell you about our Attractive Dealer Proposition for 1 922-
STERLING ROLL and RECORD CO.
Pittsburgh, Pa., 434 4th Ave.
Cincinnati, Ohio, 137 W. 4th St.
The Talking Machine World, New York, January 15, 1922
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T/T^ DEALER
THE MANUFACTURER
THE JOBBER and the
TALKING MACHINE WORLD
TRADE DIRECTORY
What the Directory Means to the
Dealer—
THE TALKING MACHINE WORLD TRADE
DIRECTORY will provide the dealer with an
authentic, accurate and up-to-date reference guide
that can be utilized with safety in the buying of
merchandise, and can also be used to furnish full
details regarding any product manufactured or
distributed in the talking machine industry.
Advertising
space in
The
Directory
will be
limited, i
We ivouDd-
suggest
reserving
space vow.
Be sure ' '
you fiave ■
returned
ymir
data sheet
for listing
in
What the Directory Means to the
Manufacturer. and Jobber- ^
THE TALKING MACHINE WORLD TRADE
DIRECTORY will enable the manufacturer and
jobber to carry a permanent message to the trade
throughout the country at a minimum expense.
For the manufacturer of parts, etc., whose market
lies in the manufacturing field, THE TALKING
MACHINE WORLD TRADE DIRECTORY
will be invaluable, because it will be used by every
talking machine manufacturer or prospective manu-
facturer as a standard reference guide in the pur-
chase of equipment. For the manufacturer and
jobber of any product merchandised through the
dealers, the Directory will represent an ideal, in-
expensive advertising medium, as it will be used
by every progressive and successful dealer when
he is in the market for merchandise.
THE TALKING MACHINE WORLD TRADE DIRECTORY
Compiled by
373 Fourth Avenue
New York City
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|jluii.Lii-;iil.i;'J
January 15, 1922
THE TALKING MACHINE WORLD
59
EVOLUTION OF THE TALKING MACHINE NEEDLE INDUSTRY
B. R. Forster, President of the Brilliantone Steel Needle Co., Tells of the Wonderful Development
of the Bagshaw Business From a Modest Output to That of 100,000,000 Needles a Week
B. R. Forster, president of the Brilliantone
Steel Needle Co., New York City, is looked
upon as one of the highest authorities on talk-
ing machine needles in the trade, and in a recent
chat with The World he grew reminiscent over
the history and progress of the W. H. Bagshaw
Co., of Lowell, Mass., for which the Brilliantone
Steel Needle Co. is sole selling agent, and said:
"The talking machine needle, although a very
small article and sold in quantities of from
100 to 50,000,000, forms a very important part in
sound reproduction, upon which this great talk-
ing machine industry is built. The perfection
and uniformity in length, tone and quality of
the Bagshaw needle of the present day did not
just happen, but is the result of years of experi-
ence and development. Rome was not built in a
day, neither was the Bagshaw needle. Back of
each individual Bagshaw needle are twenty-five
years of experience and development. The his-
tory of the Bagshaw Co. and the development
of the needle form interesting reading matter.
"Although making talking machine needles for
twenty-five years, the Bagshaw 'Co. is over fifty
years old, and celebrated its golden anniversary
last year. The W. H. Bagshaw Co. made the
first talking machine needles used, although at
the time the company made them it did not
know for what purpose it was manufacturing
them. The company had previously earned an
enviable reputation as a manufacturer of textile
needles, and one day when it received an order
and specifications for 100,000 needles from a
commission house in Philadelphia it shipped this
order without knowledge of the ultimate use of
the points. It was later found that these needles
were sold to the Zonophone Co., of Philadelphia,
which was the company from which the present
great Victor Talking Machine Co. grew, and of
which Mr. Royal was then president. These
needles gave such satisfaction that it was not
long before the yearly demand amounted to
2,000,000 needles, which was then considered an
enormous quantity. In comparison with the
present output of over 100,000,000 needles a
week, this yearly order of 2,000,000 now seems
ridiculously small, but it serves to visibly point
out not only the increase in growth in the talk-
ing machine industry, but the success attained
by the Bagshaw Co. through the production of
a quality product. At the time the first order
was received the force of the Bagshaw shop
consisted of three men, W. H. Bagshaw, the
founder and then president of the company; John
M. Dean, Sr., and another workman. The pres-
ent large plant of the W. H. Bagshaw Co. in
Lowell now houses hundreds of skilled work-
men, augmented by the most approved and
modern machinery for needle-making known.
The present Bagshaw needle is not only the
growth of a business from year to year, but is
the result of much experimental and laboratory
research work. In fact, the Bagshaw plant is
equipped with a special laboratory for this pur-
pose, under the excellent supervision of A. E.
Bagshaw, laboratory expert and manufacturing
superintendent."
The business of the W. H. Bagshaw Co. at
the present time is being conducted by C. H.
and W. J. Bagshaw, president and secretary, re-
spectively, sons of the founder, who have spe-
cialized the greater part of their lives in the
production of talking machine needles. The en-
tire output of the plant is distributed by the
Brilliantone Steel Needle Co., which has built
up an excellent system of distribution through-
out the entire United States and Canada, so that
at the present time it is hard to find any town,
city or hamlet in which it is not possible to
COTTON FLOCKS
FOR ..
Record Manufacturing
THE PECKHAM MFG. CO., J?AR5Sffi.s£cS!
obtain Brilliantone products. It is expected that
1922 is going to be a big needle year, and the
production of the Bagshaw plant for the com-
ing year is being planned accordingly.
OCCUPY NEW BALTIMORE QUARTERS
United Music Stores Located at 225 West
Mulberry Street — George Fields as Manager
Baltimore, Md., January 3. — The United Music
Stores, whose main offices are in Philadelphia
and of which O. Kearns is president, are now
occupying their new quarters at 225 West Mul-
berry street, this city. The use of an entire
three-story building has been found necessary to
take care of the growing distributing business
which this firm conducts. The United Music
Stores is a jobber of Connorized records and
rolls, Pianostyle rolls and sheet music.
George Fields, who was formerly associated
with Mr. Kearns at the Philadelphia headquar-
ters, has been appointed manager of the Balti-
more plant and has moved his family from
Philadelphia to this city. Mr. Kearns reports
that the company has closed a very successful
se son and that "Xmas Joy," a new Connor-
ized roll for the holiday season, has sold ex-
ceptionally well. Three thousand two hundred
of these rolls were sold in Philadelphia and 2,800
in Baltimore.
The business conducted by this firm is con-
stantly increasing and extensive plans for ex-
pansion during 1922 are under way. It is ex-
pected that by next Fall a Pittsburgh branch
of the company will be opened.
OPENS NEW DEPARTMENT
The Noll Piano Co., of 1015 Muskogee street,
Milwaukee, Wis., has opened a new talking ma-
chine department wherein it gives the Bruns-
wick talking machine exclusive representation.
Very attractive quarters have been arranged to
entertain the buying public.
Built by Engineers
with the highest
Engineering Skill.
ESIGNED to stand the shocks of
hard usage.
UILT to run smoothly and noiselessly
under varying conditions.
/ASPERATED with uniformity, and
constant in speed.
Write for prices
fflSBBia
<Sphinx Gramophone Motors Inc.
21 East 40th St.
NEW YORK CITY
60
THE TALKING MACHINE WORLD
January 15, 1922
MAGNAVOX
TYPE MV-1
Music and Voice Telemegafone
MAGNAVOX INCREASES THE VOLUME OF ANY PHONOGRAPH
MAGNAVOX INCREASES THE VOLUME OF YOUR BUSINESS
Because it raises the usefulness of phono-
graphs to a degree never before attained.
CONSIDER it a moment. With a
Magnavox attachment a phonograph
can be heard in the farthest corner of a
vast hall distinctly and clearly. At a big
dance you can have band music without
the expense of a band. At the theatre
you can have orchestra music without
an orchestra.
For school, summer camp, community
center and playground the Magnavox is
in great demand. It can be attached to a
phonograph easily and quickly, and the
volume of sound regulated to the exact
degree desired — extremely loud or a mere
whisper.
The Magnavox is operated by a small
storage battery so that it can be used in
the wilderness, where there is no electric
current, just as easily as in the city.
The Magnavox will increase your sales
and add a handsome profit.
Send for Full Particulars
THE MAGNAVOX COMPANY
General Offices and Factory
Oakland, California.
New York Office
370 7th Ave., Penn. Term. Bldg.
January 15, 1922
THE TALKING MACHINE WORLD
61
OKLAHOMA VICTOR JOBBERS START
Oklahoma Talking Machine Co. Begins the
Wholesaling of Victor Products With Head-
quarters in Oklahoma City — Those Active in
the Management of the Company
Oklahoma City, Okla., January 6. — The Okla-
homa Talking Machine Co., new Victor whole-
saler, the organization of which was announced
in The World last month, is now a thing of fact,
for the new business ship was launched on Janu-
ary 1.
As stated in The World last month, the new
company has been incorporated with B. W.
B. W. Gratigny
Gratigny as president and general manager, and
P. A. Ware will be associated with the company
as sales manager. Mr. Gratigny is well known
to the trade in the Southwest as the first presi-
dent of the Southwestern Victor Dealers' Asso-
ciation. He was for seventeen years general
manager of the Bush & Gerts Piano Co., of
P. A. Ware
Dallas, Tex., and has had a large and successful
experience in the distribution of musical goods.
He was one of the organizers of the Texas State
Music Dealers' Association and has also been
active in national association affairs.
P. A. Ware is well known to the Victor trade
for his connection with the Victor Co. as assist-
ant manager of the traveling department, and
later as sales manager for a Victor wholesaler
in the West. He is recognized as an authority
on Victor business.
The new company has ample warehouse and
office facilities at 315 East Grand avenue, this
city, and has already arranged to serve a large
number of Oklahoma Victor dealers, beginning
distribution with the January records. The com-
pany will confine itself strictly to an exclusive
Victor wholesale business.
The Wallace Music Co., of Marion, Ind., one
of the oldest music concerns in that territory,
recently established itself as -a Brunswick
dealer in phonographs and records.
The man who complains of being overburdened
proves that he cannot organize. Napoleon never
said he had too much on his shoulders.
REASONS FOR OPTIMISM
International Mica Co. Uncovers Plentiful
Supply of Diaphragm Mica
Philadelphia, Pa., January 3. — The Interna-
tional Mica Co., of this city, has closed a year
which has been universally good. The sinking
of a new shaft in the mines of this company has
uncovered a plentiful supply of diaphragm mica,
which is said to be of exceptional quality. L.
H. Crabtfee, manager of the company, is opti-
mistic over the coming year and predicts that
1922 will see much increased activity through-
out the trade in general.
ART=TONE CO. OPENS STORE
Louisville. Ky., January 3. — An attractive
music store has been opened here by W. J. Ruff
and C. W. Saffell at 414 West Chestnut street.
Additional salesrooms will be opened in Cincin-
nati and Indianapolis early in February. The
firm, which is known as the Art-Tone Phono-
graph Co., is pushing the Prestonia phono-
graph, a Louisville-made product. These ma-
chines are meeting with increasing favor in this
city and the surrounding communities.
MISS HEMPEL HEARD IN RECITAL
Miss Frieda Hempel, the distinguished Edison
artist, gave her second New York recital of the
season in Carnegie Hall on Friday evening, Jan-
uary 13. The prima donna was assisted by Coen-
raad V. Bos, at the piano, and Louis P. Fritze,
flutist.
LOOKS FOR SATISFACTORY YEAR
E. H. Holmes, sales manager of the Remington
Phonograph Corp., reports that both the Reming-
ton Phonograph Corp. and the Olympic Disc
Corp. experienced exceptional business during
the month of December and predicts that 1922
will be a very satisfactory year.
EXPORT AND IMPORT FIGURES
Export and Import Trade in Talking Machines
and Records Shows a Very Great Decline for
November and the Ten Preceding Months
Washington, D. C, January 4. — In the summary
of exports and imports of the commerce of the
United States for the month of November, 1921
(the latest period for which it has been com-
piled), which has just been issued, the follow-
ing figures on talking machines and records are
presented :
The dutiable imports of talking machines and
parts during November, 1921, amounted in value
to $54,094, as compared with $63,882 worth
which were imported during the same month of
1920. The eleven months' total ending Novem-
ber, 1921, showed importations valued at $577,-
008, as compared with $815,469 worth of talking
machines and parts during the same period of
1920.
Talking machines to the number of 3,658, val-
ued at $157,723, were exported in November,
1921, as compared with 9,796 talking machines,
valued at $397,426, sent abroad in the same
period of 1920. The eleven months' total
showed that we exported 33,889 talking ma-
chines, valued at $1,594,835, as against 79,530
talking machines, valued at $3,694,731, in 1920,
and 58,871 talking machines, valued at $2,161,295.
in 1919.
The total exports of records and supplies for
November, 1921, were valued at $145,679, as com-
pared with $378,087 in November, 1920. For
the eleven months ending November, 1921, rec-
ords and accessories were exported valued at
$2,015,467; in 1920, $3,458,756, and in 1919,
$3,311,098.
OPEN NEW STORE IN ELGIN, ILL.
Kennell Bros., of Elgin, 111., recently opened a
new talking machine establishment, with Mrs.
L. C. Gaede in charge. The store is modernly
equipped and a complete stock has been installed.
To All Our Friends:
We sincerely hope that the Yuletide Season has been
as merry a one for you as it has been for us — and
that 1922 will surpass it, due to the speedy return to
normalcy.
We feel that you'll be glad to know that we're just
finishing one of our most successful years — glad
because you helped make it such, through your
patronage and co-operation.
For 1922 you have our warmest wishes and all the
physical co-operation and help of a much improved
organization.
Proudly, we look forward to the continuation of our
most pleasant existing relations — but continuation
or not, may 1922 be a most prosperous and happy
year for you.
Very truly yours,
N. Cohen, Prop.
GREATER NEW YORK NOVELTY CO.
3922 14th Avenue - - Brooklyn, N. Y.
Manufacturers of the Wall-Kane Needles
62
THE TALKING MACHINE WORLD
January 15, 1922
OK, play that 'Song of In-di-a a - gain..
o
J i ■» J jji j j u J 1 " — L
There's some-thing so ap-peaHng in each strain-
LAY THAT
Song of India j
AGAIN j|
LATEST DANCE SENSATION
ASK TO
HEAR IT
READY FOR MANUFACTURES CENSUS TWENTY LIVE SELLING POINTERS
Work on the 1921 Census of Manufactures to
Start Promptly on January 3
Washington, D. C, January 2. — The taking
of the 1921 census of manufactures will begin
promptly on January 3, officials of the Census
Bureau have announced, and every effort will
be made to furnish the results to the public in
record time.
Questionnaires for the various industries are
now being sent out to manufacturers, and they
are being asked to complete and return them
with as little delay as possible. The data de-
sired covers the production for the calendar
year 1921. The results, when compared with
the reports for the census of 1919, will show
exactly to what extent business suffered as a
result of the post-war depression.
The census schedules on which the informa-
tion is to be collected have been greatly sim-
plified, and in nearly every case are much shorter
than those used in 1919. Much of the data
gathered in 1919 will not be collected this time,
the 1921 census being the first biennial "census
of production" called for under a law enacted
by Congress a year ago. As only details of
production are desired, manufacturers will be
called upon only to give the total output of their
various classes of products, together with cer-
tain information regarding the sum expended for
materials, salaries and wages, etc., and figures
showing the percentage of time plants were in
operation during the year. This last is consid-
ered very important, since from the answers to
this question it will be possible to learn to what
extent factories closed down or worked on part-
time during the year.
While the census figures will be gathered only
from manufacturers, they will be of interest to
retailers and wholesalers as showing conditions
in the various trades.
James Howard, of the Howard and Seymour
orchestras, has succeeded W. A. Grubbs as man-
ager of the Robinson & Compton Record Shop.
Toledo, O. Mr. Grubbs has opened an exclusive
Columbia store in Toledo.
The Brunswick Shop Co., of Galesburg, 111.,
has opened a new store for Brunswick repre-
sentation at Macomb, 111.
Talking Machine Dealers and Salesmen Will
Find These "Tips'* Well Worth While
The Brunswick Dispatch, the live monthly
house organ of the phonograph division of the
Brunswick-Balke-Collender Co., in a recent issue
presented a score of pertinent and interesting
pointers for salesmen, which are so sound as to
be well worthy of the consideration of anyone
engaged in the selling of machines and records.
The twenty points, which have evidently been
outlined by an expert, are as follows:
1. Prepare the prospect's mind before playing
anything. Remember, you are not giving the
demonstration to entertain, but to impart knowl-
edge
2. Be sure the instrument you use is in per-
fect running order.
3. See to it that the prospect is seated in a
comfortable chair at a proper distance from the
instrument.
4. Have a specially selected album of records
at. your finger tips. Also be prepared with any
literature you may need during the course of
demonstration, as it greatly weakens the effect
of the demonstration to be forced to get such
material as you feel the need of it.
5. Do not volunteer the price of the instru-
ment at outset.
6. Always refer to different styles of instru-
ments by the model number.
7. Decline to answer mechanical questions
until proper time — late in demonstration. If you
maintain your control ot the demonstration the
prospect will not have opportunity of butting in.
8. Do not play every selection in its entirety.
9. Handle records with care — for effect.
10. Do not converse while playing. Appear
interested in the music.
11. Inject an element of suspense in the dem-
onstration— keep prospect expectant.
12. Do not tire prospect with too much music.
13. Do not appear to let prospect hurry you.
14. Never mention your competitors by name.
If you refer to them at all — speak well of them.
15. Aim to close in store if possible. Do not
suggest a home demonstration until you clearly
see the necessity for such.
16. Always see that prospect is supplied with
literature before departing.
Service
Dependable — Constructive Intelligent
Putnam-Page Go.
Peoria, 111.
17. Do not use merely tuneful records. The
other feliow has catchy melodies, too.
18. Carry prospect with you as you go along.
Get the prospect to agree to your statements as
you make them. If the prospect dissents, go no
further until you have won the point at issue.
Ignoring this fact is responsible for "poor
closers." The sale is lost before the demonstra-
tion is brought to a close.
19. Remember your first impression makes
light or hard work for you after the first five
minutes. Give particular study to your "get-
away."
20. And lastly, if you see that it will be im-
possible to close in the st^ore, or secure an imme-
diate home demonstration, leave the way open
for a future come-back. Put on your most af-
fable manner.
INCORPORATED
A charter of incorporation has been granted
to the Drucker & Baltes Co.; New York, under
the laws of that State, with $30,000 capital stock.
A. N. Baltes, C. D. Kaufman and H. Fabry are
the incorporators.
Every now and again get away from everybody
and indulge in quiet thought, having as your mo-
tive the desire to become a better human being.
It helps.
What More Can You Ask
All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."
W&tcKii\J the Music Come Out
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to tend you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ. Pretldent
General Ofltei
711 MILWAUKEE AVENUE
CHIOACO
fteutbwi Whtlualt Brtnth
IMO CANDLER BLOG
ATLANTA. It
January 15, 1922
THE TALKING MACHINE WORLD
63
ii^iiiiiiii^iiiiiiii^iiiiMiiijiiiimga
ail
:0;
Make the Most Exacting Test You Wish with a Jewett
Mi
i/i
»!
II
Direct comparison is the one best way the public has of judging
phonographs, whether for tone quality or beauty of workmanship.
You cannot appreciate Jewett superiority until you have seen and
heard the Jewett side by side with other high grade instruments.
Hear the instruments that have
Play any piano record on any in-
strument you choose — and then
play the same record on the Jewett.
You will say to yourself : "At last
I have really heard the piano on a
phonograph." It is an amazingly
lifelike reproduction, with all the
feeling and expression of the liv-
ing artist.
Try the violin — the saxophone —
the marimbaphone — the banjo —
the xylophone — by the same test.
always been most difficult to re-
produce on the phonograph. Play
orchestral and brass selections and
hear the infinite wealth of detail
the Jewett discovers in them —
notes and instruments you have
never been able to pick out before.
We will gladly supply the Jewett
for such a demonstration. Let us
show you the remarkable values in
the Jewett line and give you de-
tails of our attractive proposition.
THE JEWETT PHONOGRAPH COMPANY
General Sales Offices: 958 PENOBSCOT BUILDING, DETROIT
64 THE TALKING MACHINE WORLD January is, 1922
1 Importance of Sincerity and Atmosphere J
I In Relation to Successful Merchandising j
iiiiiiiiH
The following excellent article on sincerity and atmos-
phere as the two prime requisites to successful merchandis-
ing was written by George H. Barnes, president of the
Barnes Music Co., Los Angeles, Cal., and was printed in a
salesman's bulletin issued by that company. — Editor's
Note.
Throughout the rank and file of economical in-
stitutions, both large and small, there stand un-
shaken the great bulwarks of such eminentl}-
successful houses as Marshall Field & Co., John
Wanamaker, Tiffany, Woohvorth and a few
others who stand head and shoulders above all
others. These institutions bear indisputable liv-
ing testimony to the value of those two prime
requisites in business — "Sincerity and Atmos-
phere."
If there is one quality that can least be spared
from a salesman's talk it is sincerity. You can
strip a selling argument of most everything else
— strength of personality, clarity of expression,
taste of arrangement, excellence of idea — and
still you have something left, something that will
reach out and grasp people, if your selling argu-
ments ring true, for you must remember that
all the sparkle and persuasion and drive of good
salesmanship come when the salesman is so
filled with belief in his product and the un-
quenchable faith in the equitable policy of his
house that he can imbue the buyer with the
same enthusiasm which he himself enjoys as a
result of his knowledge and experience.
People often point out the great variation be-
tween the results obtained by two salesmen —
both apparently equally equipped to sell and even
working for the same house. Sincerity, and the
lack of it, are the reasons for the wide difference
in results. One may violate every standard of
taste, even be a bit slovenly in dress and ap-
proach, yet there is something about him which
begets confidence. Sincerity is the reason, and it
is the noble characteristic of American people to
forgive a sincere man almost anything. It is
equally true that a lack of sincerity in a sales-
man can totally ruin a perfectly good prospect
no matter how highly polished be his manners.
Sincerity is of even greater importance in ad-
vertising than it is in personal salesmanship,
for advertising is multiplied selling — it reaches
too many people, and if it isn't "sincere" too
many people will find it out.
Many people still seem to believe that at-
tracting attention is the greatest function of ad-
vertising and that even unfavorable attention is
preferable to being ignored. It is not sufficient
that they make people talk. The German na-
tion has made a great many people talk about
it in the last five years, but it has not ad-
vanced its position in the esteem of the rest
of the world. If you would let sincerity pervade
your selling don't let people laugh at you —
make them laugh with you — or better yet, smile
together; but ridicule is a mighty hindrance to
the respect that is inspired by sincerity.
The creation of atmosphere is even more im-
portant in advertising and store appearance than
in spoken salesmanship, and there is no more
vital phase of merchandising than the study and
practice of creating atmospheric effects in ad-
vertising as well as store and window arrange-
ment. Every business, no matter how young or
old, has a personality. To catch the spirit of
that personality and to reflect it in every way
possible — selling talk, courtesy, store arrange-
ments, sincerity, atmosphere — is the duty of
every individual connected with the institu-
tion, from janitor to general manager.
Atmosphere can be employed in selling per-
fume or china or rugs or kitchen cabinets
or vacuum cleaners or fountain pens, hosiery,
candy, refrigerators or near-beer — in fact, any-
thing that people want. In selling the masses
Marshall Field & Co. recognize this, as you will
see from the following article appearing in Print-
er's Ink:
"To get atmosphere and contrast, Marshall
Field & Co. give prominent display to expensive
articles, taking valuable space which would sell
directly much greater quantities of popular mer-
chandise. That is why we displayed in our most
valuable window during the last August fur
sale a $7,500 Hudson sable coat; that is why we
have displayed and sold men's cravats as high
as $10; $400 bedroom sets; $4,500 dining-room
sets; $10,000 rugs; a $2,500 painting; $2,400
phonographs; $85 ready-to-wear suits for men;
$35,000 pearl necklaces; china service plates at
$3,000 a dozen. People reason that if a store
carries merchandise like this the proportion of
quality must exist in lower priced articles. In
other words Mrs. Jones likes to trade where Mrs.
Lake-Shore-Drive buys and Mrs. Lake-Shore-
Drive comes here because she gets merchandise
which is in many cases better than produced
elsewhere — plus 'Field Service.' "
The people who most thoroughly realize the
importance of atmosphere are those who are
selling high-priced merchandise. There is prob-
ably no other line of business where atmosphere
is so essential to success as it is in the music
business. Therefore, let your conversations and
conduct reflect the spirit of sincerity and cor-
diality which the Barnes Music Co. is daily striv-
ing to attain.
Let us all be merchants in the truest, biggest
sense of the word.
FLEXLUME
SIGNS
Make One Music Store Stand
Out from the Others
The purpose of a Flex-
lume Electric Sign is to
make one store stand out
from all the others — to give
it personality, an atmos-
phere of substantial quality
which will induce people to come inside and buy.
Flexlumes have raised snow-white glass letters
on a dark background. The lamps are enclosed
in the body of the sign and so arranged that practically
all the light is thrown through the openings which form
the letters. This means that Flexlumes are day signs as
well as night signs— raised white letters in the daytime,
solid letters of light at night. They have greatest reading
distance, lowest upkeep cost, most artistic designs.
Let us send you a sketch showing a Flexlume for YOUR business
FLEXLUME SIGN COMPANY
36 KAIL STREET BUFFALO, N. Y.
Flexlumes Electric Signs Made Only by The Flexlume Sign Co.
January 15, 1922
THE TALKING MACHINE WORLD
65
WILL CELEBRATE ANNIVERSARY
R. H. Morris Nearing Twenty-fifth Anniversary
of Connection With Trade
In the early Summer of this year R. H. Morris,
president of the American Talking Machine Co.,
well-known Victor distributor of Brooklyn,
N. Y., will celebrate the twenty-fifth anniver-
sary of his entry into the talking machine in-
dustry. Since the late 80's he has been con-
nected with some phase of the Victor business
and has risen from employe to president of one
of the oldest-established Victor distributing or-
ganizations of the country. Although, from his
activities, Mr. Morris is quite old as the talk-
ing machine field goes, he is still in his early
forties — hale, hearty and optimistic.
H. A. BEACH OPTIMISTIC OVER 1922
Vice-president of Unit Construction Co. Tells of
Growing Demand for Products — G. A. Lyons'
Views on Situation — Many Repeat Orders
Philadelphia, Pa., January 3. — Harry A. Beach,
vice-president of the Unit Construction Co., re-
cently returned from a trip throughout New Eng-
land territory. He found conditions very good
and dealers doing a big holiday business. All
dealers Mr. Beach interviewed appeared very
optimistic over conditions for 1922.
The new lights and ventilators for the demon-
stration rooms announced by the Unit Construc-
tion Co. last month have already found much
favor and the shelves for the new Victor No. 80
have also been ordered by many dealers.
George A. Lyons, Eastern sales manager of
the company, reports that the No. 50 stands for
the portable Victrola are continuing in strong
popularity and that initial orders shipped are
resulting in repeat orders in many instances.
The Superior Lid Support
CA touch of one Finder lifts or closes
the Lid, which stops at any point desired
Does not warp the hid
Sample Prepaid, $0.75 Nickel — $1.25 Gold
Quantity Prices on CApplication
Superior Specialties for Phonographs
BARNHART BROTHERS & SPINDLER
Monroe and Throop Streets CHICAGO
©@@@@:§@©©©©©©©©©©©©©@@^@@@@©:§©@©©@©@@©©©^
i
JOBBERS EXPRESS APPRECIATION
Sonora Distributors Assn. Presents Geo. E.
Brightson, President of Sonora Phonograph
Co., With Handsome Traveling Bag— Gift
Keenly Appreciated — Personal Letter Sent
The Jones Music Co., of Grand Island, Neb.,
recently opened a new store with a complete line
of Brunswick machines, pianos, etc.
As a mark of their appreciation and esteem,
the Sonora Distributors Association, comprising
Sonora jobbers throughout the country, presented
George E. Brightson, president of the Sonora
Phonograph Co., with a handsome traveling bag.
This token of esteem was presented at Christmas
time, accompanied by the following 'etter, writ
ten by E. S. White, secretary of the Sonora Dis-
tributors Association:
"At this holiday season, when good will and
friendship are expressed and shown in a marked
degree, this association extends to you its wishes
for a Merry Christmas. As a token of the mem-
bers' esteem and as an expression of their good
will and friendship they send this gift. With it
go their sincere wishes for a Happy and Pros-
perous New Year for yourself and for your com-
pany."
Mr. Brightson keenly appreciated this mani-
festation of good will by the jobbers, and ex-
pressed his thanks in a sincere personal letter
that was forwarded by Mr. White to every job-
ber in the association.
KUNKEL PIANO CO. BUYS QUARTERS
Baltimore, Md., January 3. — The Kunkel Piano
Co., 120 North Liberty street, this city, has pur-
chased the building which it now occupies and
the three-story building adjoining, which is now
occupied by the Hub Piano Co. The Kunkel
Piano Co., in addition to pianos, handles the
Victor line of talking machines and records.
PAT. APPL'D FOR.
ORO-TONE
FEATURES
Extension A telescopes into large
elbow B, giving a length adjust-
ment from 7% to 9 J/2 inches.
Adjustment screw C engages an
indexed channel in extension A,
assuring perfect alignment. Slight-
ly releasing locking thumbscrew E
permits height adjustment of large
elbow in base ring D. Releasing
locking screw E entirely permits
tone arm to be removed from base
ring D for packing separately be-
fore shipping, if desired.
ASK FOR ILLUSTRATED AND DESCRIPTIVE
CATALOGUE
1000 to 1010 GEORGE ST.
CHICAGO, ILLINOIS
MODEL L S
COMPOUND
ROCKER
ACTION
The highest
grade and most
scientific repro-
ducerever offered
the trade.
PAT. APPL'D FOR
Illustrating Angle Throw Back Improvement. Permits
reproducer to clear tone arm when thrown back regard-
less of whether it is in position for playing HU1 and
Dale or Lateral-out records.
66
THE TALKING MACHINE WORLD
January 15, 1922
Do You Throw Money vay?
It is not a popular pastime — bi still it is
unconsciously done by many who just don't
know that Repair Parts can be bought foi less
RENE MADE SPRINGS AND PARTS ARE SETTER
COST LESS
RENE MFG. CO. Montvale, N. J.
THE PERSONAL TOUCH IN SELLING
The Value of a Customer Is Rated by the Number
of Repeat Orders — Two Types of Salesmen
and Their Methods of Handling Purchasers
The value of a customer is not rated by the
first sale made to him, but by the number of re-
peat orders. Repeat orders are the result of
service and good service depends to a large ex-
tent on the personal touch established between
the house and the customer. A person enter-
ing the store cannot be termed a customer until
a purchase has been made and whether or not
the firm takes advantage of this entering wedge
to future sales regulates, in a measure, the con-
tinued patronage of the customer. In far too
many instances the salesman accomplishes his
primary object, that of making a sale of a ma-
chine or records, and then promptly forgets this
customer and concentrates his attention on other
prospects, not realizing that the very fact that
he has made a sale indicates that that particular
person has been convinced that the product rep-
resented by the salesman is the best in its field
for the price, has confidence in the house and
in the salesman and, therefore, offers an ex-
tremely fruitful field for further sales effort.
Take for example two record salesmen: Both
are intelligent and ambitious. A customer en-
ters the store and the first salesman, after dis-
playing some clever sales ability, sells her sev-
eral records. She leaves the store and is prompt-
ly forgotten by the salesman. He is not looking
to future sales to this same person and if she
enters the store again it is entirely on her own
initiative.
The second salesman also waits on a customer
and sells her several records. Before the cus-
tomer leaves the store the salesman is in pos-
session of her name and address and from the
sale which he has just made and from inquiries he
has a fairly accurate knowledge of the kind of
music which she prefers. He jots this informa-
tion down. Here is where the personal touch
comes in. Instead of forgetting this customer
the salesman sees that her name is placed on
the mailing list and that she receives monthly
record lists and other publicity matter, and he
even goes further. He devotes some time to the
compilation of letters which contain a more hu-
man touch than the average business letter. In
his letters he draws this customer's attention
to several records which he thinks will please
her particularly and subtly conveys the idea
that he is not only interested in retaining her
patronage but that he is exerting every possible
effort to see that she is accorded maximum cour-
tesy and service.
It does not take a very keen mind or very
much analysis to determine which of these two
types of salesmen is the most profitable for a
> oncern to retain.
EDISON PARLOR OPENSTn SAVANNAH
Savannah, Ga., January 4. — A new, exclusive
Edison retail store, to be known as the Edison
Farlor, has been opened here by Mead & Manucy.
This is the only talking machine establishment in
the city. Modern equipment has been installed
throughout and the store is said to rank with
the finest in the South.
It is a good habit to chat a little bit about gen-
eral topics before you start the real negotiations.
PETITIONED INTO BANKRUPTCY
A petition in bankruptcy has been filed against
the Phonograph Recording Co., Inc., of 260 West
Forty-second street, New York, by the credi-
tors. Judge A. N. Hand has appointed Max
Rockmore receiver. Liabilities are about $5,000
and assets about $2,000.
FIRE DAMAGES ATLANTA FIRMS
Atlanta, Ga., January 3.— The stock of the
Southern Sonora Co. and the Rawson-Upshaw
Co., talking machine distributors, and the build-
ing housing these concerns were considerably
damaged by a recent fire here. The fire origi-
nated on the second floor, where a number of
valuable machines were destroyed and damaged.
The losses of $15,000 are entirely covered by
insurance.
R. H. PHILLIPS' NARROW ESCAPE
Hazard, Ky., January 3. — R. H. Phillips, man-
ager of a music house here, had a narrow escape
from death recently in a fire at the Wells &
Frank department store. Mr. Phillips was cut
off from the exit by flames and he was forced to
slide down a rope to safety.
Showing Reproducer of Jewel Attachment turned up to
change needle. Also position when not in use.
Plays all types of records. Operates the same as
the "EDISON" with the LEVER.
Showing Jewel Attachment in position for playing vertical
cut records.
THE
IMPROVED
<m
No adjustments necessary when changing from "
lateral to vertical cut records. Stop prevents
swinging to the right.
Needle scratch almost entirely removed.
Turning back of Reproducer permits of easy
access to needle socket and saves records from
unnecessary scratching.
Is the ONLY attachment that plays vertical cut
records in the proper "EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.
mcHMENTFORED!
NO T
Just Another Attachment
BUT
a distinct improvement in Tone
Reproduction as well as in Me-
chanical Construction and Finish.
Send for descriptive circular which
contains "HINTS REGARDING
THE CARE OF A PHONO-
GRAPH."
If your jobber does not handle,
write us.
Price the same. Liberal discount
to dealers.
GUARANTEED IN EVERY
WAY.
MONEY BACK IF NOT SATIS-
FIED.
We handle highest grade Jewel
Point Needles.
Showing face view of Jewel Attachment in position for
playing lateral cut records.
Needle CENTERS on all records.
Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.
Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.
Weight is the lightest that can produce perfect
results, thus saving the record, and_ permitting a
freedom and sweetness of tone considered impos-
sible.
Indestructible NOM-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
development in phonographic sound reproduction
in years.
JEWEL PHONOPARTS COMPANY
Showing back view of attachment in position for playing
lateral cut records.
154 W. Whiting St., Chicago
The Talking Machine World, New York, January 15, 1922
The Six Best Sellers on
Records
No dealer can serve his trade properly without
these QKzL Records, which are the most
popular selections on the market today:
4460 f I WANT MY MAMMY— Fox-trot Green Brothers' Novelty Band
10 in.;
85clDAPPER DAN — Fox-trot Joseph Samuels' Jazz Band
4467r\VHEN FRANCIS DANCES WITH ME— Waltz Markel's Orchestra
10 in. J
85c [MONASTERY BELLS — Waltz Green Brothers' Novelty Band
4468 I BIMINI BAY — Fox-trot, Banjo Solo Harry Reiser
10 in.< Accompanied by Rega Dance Orchestra
85c I APRIL SHOWERS (From "Bombo")— Fox-trot Markel's Orchestra
4479 [MY SUNNY TENNESSEE— Tenor with Orchestra Lewis James
10 in J
85c [TUCK ME TO SLEEP IN MY OLD 'TUCKY HOME— Tenor with Orchestra Billy Jones
4497 f BLUE DANUBE BLUES — Fox-trot Blue Diamond Dance Orchestra
10 in.<;
85c [KA-LU-A — Fox-trot. Hawaiian Guitar Effect by Virginia Burt. . . .Blue Diamond Dance Orchestra
4498 (THE SHEIK OF ARABY — Fox-trot
10 in J Ray Miller, Melody King, and His Black and White Melody Boys
85c [FOUR HORSEMEN— Fox-trot Glantz and His Orchestra
QK^ gives you not only the latest and best
titles, but our artists and orchestras are recog-
nized as second to none in the musical world.
The wonderfully clear recordings from the
OKziL laboratory are receiving constant and
enthusiastic praise from both trade and public.
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York City
January 15, 1922
THE TALKING MACHINE WORLD
67
JOHN H.WILSON, Manager
324 WASHINGTON ST.,BQ7T0N,MASS.
UL/JIWll ENGLAND
Boston, Mass., January 5. — The trade is now re-
viewing the past twelve months of 1921, a year
that was full of strange fluctuations and varia-
tions, when no single month was like a suc-
ceeding one. There was the early call on the
part of merchants generally to make ready in
due season for Christmas and the talking ma-
chine dealers got some of the good effects of
this. Instead of there being a rush of people
a few days in advance of Christmas the call for
goods began early in December and there was
a steady stream of buyers right through the
month, with few large individual orders, but . a
great many smaller ones, which, in the aggre-
gate, made a very healthy showing for the
month. There is not much disposition to make
comparisons of the 1921 business with the year
previous for obvious reasons, but comparisons
are made with leaner years against which 1921
stands out conspicuously. As for the future,
what it is to produce in the way of business for
the jobbers and dealers, it is yet too early to
forecast, but there is a general feeing that, while
1922 will eventually make a good showing, it
is not expected that it will have a very healthy
beginning before the latter part of the Winter.
Why the Industry Should Get Together
According to a great many talking machine
dealers a real need exists for the reorganization
of the trade in such manner that the public may
be protected from buying goods that are un-
worthy of the price and wherein dealers are
competing along lines utterly unworthy of the
honorable business they represent. Here is the
way that a leading dealer in this city expresses
it and, parenthetically, to speak editorially, may
there not be some food for serious thought?
Therefore, read and digest, you of the army of
talking machine dealers:
"Why is it the talking machine manufacturers
can't get a great, big, high-grade man back of
them to get them massed together for the reor-
ganization of the talking machine industry, which
is in such a deplorable condition; where the pub-
lic is buying goods every day that is unworthy
of the price, with no reputation; where dealers
are competing, each one trying to hold his own
by selling merchandise cheaper than the other
fellow, making it necessary for them to go out
and buy cheaper products; where manufacturers
are trying to give an upright type machine at a
cheaper price than their competitor and, by so
doing, slight workmanship, quality, etc., and
think of just price? There is no regard for the
truth; they are offering $150 and $175 machines
for $82, $87 and all such prices.
"The industry has degenerated to such an
extent that something has got to be done to save
it and, I believe, it needs a high-grade man to
either go out and fight these cut-price fellows
with their own weapons for the next six months
and make them sick of it or £ee that the situation
is cleaned up where there is an oversupply of
product. There is such a combination, espe-
cially in the moving picture industry, to keep
control and bring business back to normal and
something ought to be done here. The big
manufacturers should be brought together, in-
stead of fighting against each other."
Holiday Spirit Manifested
The Christmas spirit was given visible ex-
pression by the dealers in no unmistakable man-
ner in this city and, while some of the displays
did not involve as much expense as in former
years, they amply served their purpose. The
Steinert house, both at its Boylston street and
Arch street headquarters, had windows that at-
tracted marked attention. In Boylston street
there was a beautifully decorated tree at one
end, a small stage at the opposite side, on which
was set a handsome Victrola, while in the mid-
dle was a Wintry scene as glimpsed through a
window. Scattered in the foreground were
miniature figures of the grand opera characters
so familiar to Victor enthusiasts. The C. C.
Harvey Co. decorated its warerooms in ropes
of laurel and in the window was a Santa Claus
coming out of a box with quantities of tied-up
gifts scattered about, Edison, Victor and Bruns-
wick records predominating. A Victor display
in one of the windows of the Oliver Ditson Co.
was effectively set in the midst of a canopy of
Southern smilax and red poinsettias. In the
window of the Vocalion Co. was a handsomely
dressed tree with a display of records sugges-
tive of Christmas gifts. Ropes of laurel and
poinsettia blossoms also helped to add to the
general effect. The A. M. Hume Co., next door,
had a number of wreaths tied with red ribbons,
and there were effective displays to be seen in
the windows of the Frank S. Horning Co., Hen-
derson's and the Puritan, all on Boylston street;
the Tremont Talking Machine Co. in Tremont
street, Widener's in West street, and the Grafo-
/
/
Beyond the shadow of a doubt 1922
will be a banner year for Victor dealers.
We can help you make it so.
Eastern Talking Machine Co.
85 Essex Street
BOSTON MASS.
\ V S
nola Co. of New England at the corner of
Tremont and Avery streets.
Introducing the Strand
An interesting announcement is that made by
Arthur C. Erisman, head of the Grafonola Co.
of New England, who has associated with him
Arthur W. Chamberlain in presenting the mer-
its of the Strand,- the new and popular-priced
console type of talking machine, which Mr. Eris-
man became interested in only a few weeks
ago. Mention was made in last month's issue
of The World of this new connection in the
wholesale end and since then Mr. Erisman has
been able to interest a great many talking ma-
chine houses, furniture houses and department
(Continued on page 68)
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injiiiiiiiTrmiimmniuiiiimimiinnmnnmnniiiniin]
miiuiiiimimnmrngumMnmiinmnimiannuiLmiiiniinig
VICTOR SERVICE PLUS
for
NEW YORK and NEW ENGLAND
We offer to the Victor Dealer co-operation that is intel-
ligent, experienced and helps him get out of the rut, and
put that "plus" business on his books, with two service
centers that make for promptness in deliveries.
THAT'S DITSON SERVICE
OLIVER DITSON CO.
BOSTON
CHARLES H. DITSON & CO.
NEW YORK
^iimrauiiimiiuiiunimiiiimmm
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68
THE TALKING MACHINE WORLD
January IS, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 67)
HORTOH GALLO CREAMER CP
NEW HAVEN
"HIS MASTERS VOICE"
CONNECTICUT
VICTOR SERVICE SPECIALISTS
stores all through New England in this proposi-
tion. Mr. Chamberlain, who will act as special
salesman, is widely known in the New England
field through his long association with the Vic-
tor Co. For the past year he has been traveling
in the interests of a line of accessories, but
these he will not give up, simply representing
the Strand as an additional line.
Encouraging Vocalion Report
Manager Wheatley, of the Vocalion Co.,
makes a most encouraging report of the holiday
business and the retail and wholesale were con-
siderably in excess of the same time a year ago.
Much of the success of the retail business was
due to some good advertising in the daily pa-
pers, advertisements that told a story well and
convincingly, and for these Mr. Wheatley was
responsible, as he put in a lot of time in getting
ready the copy. Another drawing card for the
good business were the rebates that were of-
fered prospective customers and so many per-
sons seized the opportunity of taking advan-
tage of the offer within the specified time that
many sales resulted. Mr. Wheatley went over
to New York the end of December to confer
with the Aeolian officials relative to the policy
to be pursued in 1922, a year that Mr. Wheatley
thinks will be a very successful one.
Steinerfs Christmas Party
There was a Christmas party Thursday, De-
cember 22, at the Steinert Victor headquarters,
35 Arch street, which was the best Christmas
festival ever held — that's what Bob Steinert
called it, and he ought to know, for he was
right in the thick of it and did his share in giv-
ing everybody a good time. There was a tree
as usual, from which the forty or more em-
ployes got presents, both funny and serious,
but the best one given out was a handsome
safety razor set which found its way into the
possession of Bob Steinert, with the compli-
ments of his associates. Kenneth Reed, whole-
sale manager of the department, was an active
factor in the good time and "Shad" Plenty, the
negro elevator boy, without whose presence a
Steinert party wouldn't be a success, gave some
of his imitations and buck and wing dancing, and
he was assisted by John Mahoney, for, you see,
the place has a lot of good talent. Not to be
outdone, Bob Steinert gave a very good imita-
tion of "Shad" himself, provoking great hilarity.
There were refreshments, and dancing brought
the Christmas festivities to a close.
Paul Zerrahn With Widener
Widener's, at 23 West street, which was beau-
tifully decorated during the Christmas holidays,
has a new manager, Paul Zerrahn, whose long
association with the Emerson Co. has made him
a conspicuous factor in the talking machine
KRAFT-BATES^SPENCER
NEW ENGLAND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
MORE THAN BEAUTY OF TONE
RECOMMENDS THE BRUNSWICK
Phonograph buyers, who, from lack of experience with phonographs, are
unable to appreciate the finer quality of Brunswick Tone, are often moved to
buy a Brunswick by another important feature.
And that is its ability to place at the owner's command every type of record
made (playing each type according to its individual requirements, and without
attachments). No other phonograph can justly claim such an achievement.
And this is only one of the powerful selling arguments with which every
Brunswick dealer is armed.
KRAFT - BATES and SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.
Steel Needles
NEW ENGLAND DISTRIBUTORS
Albums Record Brushes
Khaki Covers
January IS, 1922
THE TALKING MACHINE WORLD
69
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 68)
AT YOUR COMMAND
ANYWHERE IN NEW ENGLAND
TEINERT
ERVICE
E R V E S
Our Unswerving Policy
for
1922
To Protect — to Develop — to Serve
To the Limit of Our Ability
The Victor Retailers of New England
Already Established
Our Entire Stocks and Personnel At Your Disposal
M. STEINERT & SONS
I\ew England Victor Wholesalers
35 Arch Street
BOSTON
field. Mr. Zerrahn, while with the Emerson Co.,
was in charge of the New England field for
three years and was also in the South for a
time, where he represented a record line. Mr.
Zerrahn comes of a fine Boston family and has
many friends here. He is making a success in
handling the Granby machine.
Within the week before Christmas the Wide-
ner store was entered and out of the safe was
taken $211. The robbery was discovered in the
morning. The time indicator showed that the
outer door of the store had been opened at
9:22 the night before, then closed a minute later,
opened again at 2.32 a. m., and closed at 2.33. It
was the opinion of the police, therefore, that
whoever was responsible for the break entered
at the first-mentioned time and left at the latter
hour. The person or persons apparently knew
something of the combination of the safe, which
was found open.
Grafonola Quarters Rearranged
The Grafonola Co. of New England, of which
Arthur C. Erisman is manager, has sublet a
part of the property at the corner of Tremont
and Avery streets to D. A. Schulte, Inc., who
runs a chain of tobacco stores throughout the
city. This concern will have the Tremont street
end of the building, Mr. Erisman retaining the
Avery street side from the main doorway and
having at the rear a quick-service department.
All the booths will be moved upstairs, as Mr.
Erisman has long had elaborate quarters on
the second floor. A rearrangement of the quar-
ters will be begun soon, so that the new tenant
may take possession by March 1.
Brunswick Plans for 1922
Kenneth T. Finney, wholesale manager of the
Brunswick, reports an excellent Christmas busi-
ness which rather exceeded the best expecta-
tions and, furthermore, he stated that there was
no appreciable falling off in trade in the week
immediately following the holidays. He ex-
pressed himself as highly confident of good
business during the year 1922, saying that there
have been many very encouraging indications
already. The Brunswick is planning early in
the new year to enter new territory in New Eng-
land and Harry Spencer, head of Kraft, Bates
& Spencer, Inc., which handles the wholesale
Brunswick, is on the lookout for advantageous
locations. Mr. Spencer, right after Christmas,
went to Chicago to confer with the Bruns-
wick officials relative to the plans which are to
be worked out during the new year.
Big Demand for Okeh Records
An expansive smile playing over the counte-
nance of E. B. Shiddell is explained when one
hears him say that he had a very good business
in the Okeh line of records. He says that the
way that some dealers ran out of goods rather
early in the holiday period served as a sufficient
warning never again to take any chances when
it comes to carrying an adequate stock. He
looks, therefore, to see those handling the Okeh
line to place bigger orders than usual early in
the new year.
Greetings to the Boston Trade
The greetings of the New England Music
Trade Association, of which Frank S. Horning,
head of the Frank S. Horning Co., Inc., is now
president, are extended to the members of the
organization through the medium of a folded
card of yellowish buff in an envelope of the same
color, which Secretary Merrill has got up. The
lines were composed by George W. Willmon-
ton, whose verses have often been printed in
publications. The lines are headed "A New
Year's Thought for 1922," and here they are:
"The war-worn world is sick and thin
Of non-productive toil,
As guns are made where looms should spin
And weeds o'errun our soil.
United we can reconstruct,
But selfish strife must end;
Do what you like will but obstruct,
Like what you do will mend."
Columbia Co.'s Christmas Party
There was a happy Christmas party at the
Columbia headquarters with Fred E. Mann, the
manager, as master of ceremonies. There was
a tree set up in the doorway of the model shop
from which presents for everybody were drawn
as out of a grab. Miss Helen Connors, one
of the office staff, who teaches dancing, on the
side, brought some of her pupils to the head-
quarters and they gave an exhibition of fancy
dancing. Later there was general dancing with
refreshments, and on the breaking up of the;
party Manager Mann wished everyone a Merry
Christmas.
An Important Announcement
A. J. Cullen, head of the Lansing Sales Co.,
announces that this company is giving up the
manufacture of the khaki coverings with which
(Continued on page 70)
The "Perfection" Bail-Bearing Tone Arms
and
The "Perfection" Reproducers
For the New Edison
Excel in Clarity and Sweetness of Tone. Best quality of
material and workmanship. Descriptive catalog, terms
and discounts sent on request.
Manufactured by
NEW ENGLAND TALKING MACHINE CO.
16-18 Beach Street Boston, Mass.
Factory Representative
L. A. SCHWARZ, Inc., 1265 Broadway, New York City
70
THE TALKING MACHINE WORLD
January 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 69)
the house has been identified for so long a time.
This part of the company's business has been
transferred to Henry Smith, who has been with
the Lansing Co., beginning his career there dur-
ing the years that Mr. Lansing was alive. Mr.
Smith will continue to manufacture these cover-
ings and will have an establishment in Harrison
avenue not far from where the Lansing Sales
Co. is now located, Number 170, a location that
is convenient and in every way better adapted
to the needs of this concern. There will soon
be some additional news of interest touching this
house, which it is hoped will be ready for the
readers of the February issue.
Looks for Greatly Improved Business
Wholesale Manager Herbert Shoemaker, of
the Eastern Co., sees every reason for looking
for improved business during 1922. He says that
on several days following Christmas there were
some cancellations of goods, but this was natural
at a time so close to the new year, a fact that
will become obvious to anyone who stops to
LANSING KHAKI
COVERS
The Pioneer Moving Cover
High
Grade
Govern-
ment
Khaki
Dealer's Prices NOW :
$£ 50
6.
medium
size
43nx20"x23K"
large size
49"x23nx243^'
35 extra large
I #= 52"x223^"x23
Fitzall Leather or No. 3x Strap
$2.50
Piano Moving Covers $18.00
SLIP AND RUBBER COVERS
FOR PHONOGRAPHS AND PIANOS
1 70 Harrison Avenue
BOSTON, 11, MASS.
think; but the type of dealers who thus canceled
their orders are the very ones who will be order-
ing heavily some time in January. Thus far he
says he has found very few timid souls, most of
the dealers he has come in touch with being
imbued with the idea that 1922 is going to be a
very satisfactory year. The Eastern Co. mean-
time is laying plans to make the current twelve
months the most successful ones in its history.
Fitzgerald's Big Holiday Trade
Billy Fitzgerald, whose shop at 28 Cornhill
street is becoming widely known to his large
following, says he had a very big Christmas sale
of Victor goods. He has not yet completed all
his improvements in the interior, but when his
plans are finally carried out he will have a
comfortable, well-equipped store. Among his
callers during December were several of the
managers of theatrical companies here in town
and they were large purchasers of records.
Regret Passing of A. L. Baiiey
News was received a few days after Christ-
mas of the death on that day of A. L. Bailey,
a well-known music dealer, who ran a series
of stores, with headquarters at St. Johnsbur}-,
Yt., which was his home. Starting originally
as a piano house he had so developed his busi-
ness in the last few years that the talking ma-
chine end became a valuable adjunct, and he
carried several types of machines. He operated
as many as sixteen stores in Vermont and New
Hampshire, which were known as Bailey's
Music Rooms. Mr. Bailey was seventy-seven
years of age. He was widely known to the Bos-
ton trade and had been a visitor to this city
earlier in the month.
Suffers From Fire
The Manganaro Music Co., of Quincy, was
a heavy loser through a disastrous fire which
swept through a part of the business center of
that neighboring city on the morning of De-
cember 30, with a total loss of $200,000. This
music shop, which was an exclusive Columbia
wareroom, is operated by Andrew Manganaro,
who is a live wire in the retail trade. His
store adjoined the building in which the fire
originated. Because of a large Christmas trade
there was not a heavy supply of goods on hand.
Mr. Manganaro is enough of a hustler not to
allow his doors to be closed very long.
To Visit the South
Robert Steinert, of the Steinert Co., is plan-
ning to take a trip South some time in January,
if business can be so arranged that he can find
the time to go. He plans to return to Boston
so as not to interfere with the plans of his
father, Alexander Steinert, who usually goes
South in February or March.
Stephen Colahan Goes Home for Holidays
Stephen Colahan, who is now exploiting the
Cheney line, with headquarters at the A. M.
Hume Music Co.'s Boylston street warerooms,
hurried over to New York to spend Christmas
with his parents in Brooklyn, N. Y., and a few
days later made his start for home, coming by
way of Connecticut and making it a business
trip in the interests of the Cheney outfit.
Souvenir From Eastern Co.
The Eastern Co. did not forget its friends dur-
ing the holiday season and its dealers accord-
ingly received for Christmas artistic oxidized
silver paper cutters with the Eastern Co.'s name
inscribed on the handle, for which gift "we"
all extend our thanks.
Hallet & Davis Holiday Reminder
The Hallet & Davis Co. was early in the field
with its Christmas souvenir, and its constitu-
ents accordingly received a handsome brass pad
calendar which matches the paper cutter of
last year. Thanks, again, says the trade and
"us."
Executive Board Re-elected
Now that the Christmas rush is over, Presi-
dent Frank S. Horning, of the New England
Music Trade Association, has found time to
give heed to the executive board of the organi-
zation and he, acting on the advice of some of
his fellow officials, has come to the conclusion
COMBINATION
For 1922 that cannot be beaten.
Same 'LONG QUALITY' 'CABINETS,
Same "PEERLESS" ALBUMS,
Same "GOOD SERVICE",
Same New England Representative,
with "the smile that won't come off. "
L. W. HOUGH
20 SUDBURY STREET BOSTON, MASS
that no better body of men could be selected
than those already holding office. Accordingly,
the old executive board has been re-elected, as
follows: Edward Payson, chairman; R. G.
Kneupfer, of Lawrence; Stanwood Miller,
Jerome Murphy, E. M. Wheatley, Frank Beal
and Leonard Wright. There is also the same
membership, publicity and advisory committees,
the latter divided into the piano and talking ma-
chine departments. The make-up of the latter
division is as follows: R. V. Davis, chairman;
Harry L. Spencer, Kenneth E. Reed, Walter
Gillis and William E. Titus.
J. A. Frye Visits Victor Plant
James A. Frye, of the traveling staff of the
Victor, spent several days at the factory fol-
lowing the Christmas holidays. Mr. Frye and
his wife, who has lately returned from an ex-
tended visit with her people in the South, are
now pleasantly settled in the Back Bay.
Encouraged Over Sales
Chester J. Sylvester, manager of the talking
machine department of the Osgood Co., is quite
encouraged over the sales which he has made,
not alone approaching the holidays, but in the
week since Christmas, and he is quite optimistic
over the prospects for 1922. Just now he is
engrossed in stock-taking, as one of the state-
ments has to be in by the tenth of this month.
Mr. Sylvester has with him Sturgis Wood, one
of the best repair men in the talking machine
business, and there is little about a machine
which he does not know.
A man's principal asset is his loyal, trained
working force. It is the men behind the guns
who save the community.
"The Music Without the Blur!"
Thig ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola'e Tone Deflector eliminates the scratch"
Ws.tcMr\j Ike Music Corr\e Out
We want to show you bow to make money with
MAGNOLA; and bow MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ, President
General Oflees Southern Wholesale Brmntti
711 MILWAUKEE AVENUf 1550 CANDLER BLDQ
OHICAfJO ATLANTA. 8A.
January 15, 1922
THE TALKING MACHINE WORLD
71
PROBLEMS OF MUSICAL DIRECTOR IN THE LABORATORY
Must Be a Genius at Picking Out Selections That Will Appeal to Popular Favor and Selecting the
Right Artists to Sing Them — Recording of Symphony Orchestra Presents Difficulties
Making records that "get across" is very much
like producing successful moving pictures, says
a writer in The New York American, who points
out that a clever story will often be ruined and
rail flat because of poor acting or as a result of
casting the wrong actors for the leading parts.
Just as often the reverse is the case, and a poor
story with a weak plot will go over by the sav-
ing grace of the star's winning personality and
delightful characterization.
The musical director at the recording labora-
tory has exactly the same problem to face.
First he must choose a musical "story" or com-
position that is sufficiently interesting to insure
its popularity and then determine which artist
will sing it to the best possible advantage. He
must select one whose art is most suitably adapted
to that type of song or music and who, because
of a particular quality of voice or style, is most
likely to infuse into the recording that lyrical
grace of execution or that charm of interpreta-
tion which makes the record a living embodi-
ment of the art of its creator. There must be
more than mechanical reproduction of sound
behind a record to make it good. The phono-
graph is no longer a novelty.
Have you ever stopped to consider what there
is in a record that attracts you besides its charm
as a musical composition? There are three ele-
mental points on which a recording should be
judged — clarity of recording, expression or in-
terpretation and tonal purity or fidelity.
Clarity of recording is not easily achieved, and
in spite of the fact that they have been at it many
years there are still many and varied difficulties
which are eternally presenting themselves. Take,
for example, the problem of recording the many
instruments in a symphony orchestra of approx-
imately one hundred pieces. Do not forget that
the diaphragm which catches and transmits the
vibrations sent out by these hundred different
musical instruments is less than two inches in
diameter, and that each instrument produces an
entirely different set of vibrations, all of which
strike the diaphragm at the same instant. All
this must be recorded in one single groove, one
continuous sound wave in the wax matrice.
That it is possible to produce the beautiful
symphony records which are being offered today
is remarkable, and it is due only to unremitting
scientific research and experiment, combined
with the serious and tireless efforts of the artists
themselves.
Expression of interpretation is perhaps the
most important single consideration in produc-
ing a record of artistic worth. The artist must
register the dramatic quality so vital to a song
such as "Danny Deever," or "On the Road to
Mandalay," or the subtlety of interpretation nec-
essary to Massenet's "Elegie," otherwise the re-
cording will prove flat and uninteresting. The
artist must infuse into the record that intangible
something that makes you feel his presence.
The matter of tonal purity and fidelity can
perhaps be best illustrated by a consideration of
violin recordings. Wonderful strides have been
made in this direction and it is not unusual to
find a record possessing a tone of surprising
purity, a tone round and warm in feeling or of
scintillating brilliance. Unless a record reflects,
with close fidelity, this beauty of tone much is
lost, for in the limpid tone of a violin is the
fullness of expression, the delicate shading and
color that distinguishes artistic achievement.
Tone is the foundation of expression for the
virtuosi. The difficult little tricks of technique
can be mastered with persistent practise; they
are more or less mechanical. Supple fingers can
be taught to respond instantly with unerring
precision and agility to an instinctive wish, but
tone — that is an entirely different matter.
Tone is infinitely difficult of accomplishment.
There is a certain something not readily de-
finable about a pure and limpid tone that is hard
to separate and analyze as a thing apart. The
artist feels, as he plays, that it is the soul within
him that breathes into his beloved violin.
ORGANIZES MUSIC STUDY CLUB
Garst Store of Coon Rapids, la., Hits on Plan to
Increase Red Seal Record Sales
The Garst Store, Coon Rapids, la., has or-
ganized a Music Study Club for the purpose of
developing interest in Victor records and at-
tracting attention to the store. The Club is
scheduled to meet at the Garst Store once each
month, and at each meeting a different opera
will be studied with the aid of the Victor Book
of the Opera, the demonstrations being through
the medium of Victor records. It is believed
that the plan will result in increased sales.
FIRE DAMAGES LAWLER BUSINESS
New Haven, Conn., January 3. — The establish-
ment of J. F. Lawler, piano and talking machine
dealer, Chapel street, this city, was considerably
damaged in a fire which broke out in an adjoin-
ing building and spread to surrounding business
houses. The damage to the music store, which
is estimated at $1,000, was fully covered by in-
surance, it is reported.
The Sterling Talking Machine Co., of Chicago,
111., has changed its name to the Budhai Mfg. Co.
NEW J0NES=M0TR0LA DISTRIBUTORS
Minneapolis, Minn., January 3. — The distribu-
tion of Jones-Motrolas has been augmented by
the addition of the Beckwith O'Neil Co., of
this city, which will distribute this electrical wind-
ing device in its territory.
Insist on the
ORIGINAL
Trade Mark
HALL
FIBRE
NEEDLES
Insist on the
ORIGINAL
Trade Mark
W.S. PATENT
Trade Mark Registered
Hall Fibre Needles
Represent years of experience in tonal development.
The Hall Fibre Needle was born of necessity and has made good.
The needle with a universal reputation that cannot injure the record and —
The needle that has brought about the sale of thousands of talking machines
and of hundreds of thousands of records.
IT PAYS TO PUSH
HALL FIBRE NEEDLES
HALL MANUFACTURING CO.
Successors to B & H Fibre Mfg. Co.
33-35 West Kinzie St. Chicago, 111.
m
72
THE TALKING MACHINE WORLD
January IS, 1922
A WONDERFUL HOLIDAY TRADE CLOSED IN NEW ORLEANS
Leading Establishments Make Encouraging Reports Regarding Trade Outlook — What J. D. Moore
Says — Miss Jalenak Married — Small Music Shops as Sales Mediums — Situation Reviewed
New Orleans, La., January 5. — Talking machine
dealers emerged from the holiday period well
satisfied with their share of profits for the sea-
son. The rush lasted until closing Christmas
Eve and many stores made deliveries with Santa
Christmas morning. While the trade has
quieted down to normal in machine sales, many
stores report increased business in records since
Christmas.
Maison Blanche, one of the biggest depart-
ment stores in the city, reports a wonderful busi-
ness. The rush started early and stayed until
Santa Claus arrived and was waiting for talk-
ing machines to put into the stockings. "Xmas
week showed a 35 per cent increase over the
corresponding week last 3'ear," said J. D. Moore,
manager of the music department, "and, while
I don't expect that the month as a whole will
show quite that much improvement over last
year, still we are well satisfied with the busi-
ness. Too, we were especially careful to get a
stock large enough to carry us through the sea-
son and this is the first time that we have had a
big enough stock to last. We still have a few
$100 machines left. But machines from $125 up
went like hot cakes. The Brunswick $300 Strat-
ford was very popular. Recor.ds were excellent
sellers and the business has kept up since Christ-
mas." Maison Blanche will discontinue its line
of player rolls.
L. A. Guenard, who has two small music
shops, one in the business section of the city
and one in the residential section, claims that
he closed "a world of business last year."
Player-pianos have just been added to his stock
and he sold three Lindeman & Sons players
during the week before Christmas. Player rolls
picked up wonderfully, as well as records. Jazz
pieces were the most popular, but sentimental
music ran a close second. Cash sales were bet-
ter at Christmastime than in the early part of
the year. Mr. Guenard intends to add banjos
and other stringed instruments to his line in
the early part of this year.
An agreeable surprise in local talking machine
circles was the marriage on December 15 of
Miss June Bernice Jalenak. for the past four
years manager of the Dugan Piano Co.'s Vic-
trola department, to D. J. Trembley, sales man-
ager for the Abbott Automobile Co. Though the
engagement had been rumored for some time
the couple slipped away quietly, and the an-
nouncement of their wedding took their many
friends unawares.
Mrs. Trembley has returned to her duties at
the Dugan Piano Co. and will, no doubt, remain
in charge of the department until Mr. Dugan
can make other arrangements, though every-
one admits this will be no little task, as Mrs.
Trembley has built up a splendid patronage and
acquaintanceship among local music dealers,
and she will be greatly missed when she steps
from the ranks of New Orleans sales folks who
are identified with the talker business here.
High-priced period model Victrolas have had
the call lately in this section of the South
served by the wholesale department of Philip
Werlein, Ltd. The Pierce-Goodell Piano Co.,
representative Victor dealer at Beaumont, Tex.,
reports the sale of a William and Mary period
model to ex-Governor Hobby, of Texas. Ex-
Governor Hobby, who is a resident of Beau-
mont, being proprietor of two daily papers there,
installed the Victrola in his handsome home,
where it has been seen and heard and favorably
commented upon by many of his friends.
At Monroe, La., the Foster Jewelry Co., an-
other live Victor account, reported the sale of
an Adam period model to a Shreveport oil mag-
nate and believes it will sell several more di-
rectly, as a result of placing this at the disposal
of this party, who maintains a beautiful coun-
try estate near the city of Shreveport.
J. Henry Blache, who is the head of the Oro-
phone Talking Machine Co., is another believer
in small music shops scattered in different parts
of the city. Business has been even better than
he anticipated in the three months that his
store has been operating and he is now think-
ing seriously of opening up two more small shops.
Mr. Blache has found the people liberal spend-
ers this year and not as lacking in funds as re-
ports would indicate. His shop was opened as
an experiment and it has more than proved his
theory. He has always encouraged a cash busi-
ness by allowing a liberal discount for cash
sales, and in spite of the fact that there were
three other competitors in the block his store
has established itself and is now on its way
to make a good profit in 1922. Mr. Blache
has been in the music business for the past
seven years and is competent to express him-
self on the outlook for the future.
Manager Billet, at the Edison Co., states
that business is really as good since Christmas
as it was before, because of the fact that
a lot of the machines which were sent out on
approval are now being paid for and they are
still doing a big closing-out business. Their
estimate of the business done this year is about
25 per cent better than that of last Decem-
ber, while for the whole year the percentage is
between 25 and 30 per cent better than in 1920.
They still sell more, of the official laboratory
model New Edison machines than any other.
The Edison Co. continues to supply restaurants
with machines. The Vieux Carre and the Comus
were buyers of machines just before Christmas.
The business done by the Philip Werlein
Co. was a surprise to all, for it was above what
anyone had anticipated. The start was later
than usual on the holiday rush, and due to that,
and the fact that the stock ran short, the sales
were smaller than what they would have been
otherwise. The Style 110 Victrola was the most
popular machine. Record sales were exception-
ally good, both in Red Seals and in popular
rags. Miss N. Pavone won the monthly prize
for record sales and Miss Hoyt was second.
Generous checks were received b3r all employes
of Werlein, Ltd., for Christmas.
The L. Grunewald Co. was one of those at the
top of the list in both record and talking machine
sales. The season was, in the words of one of
the salesmen, a "clean-up." Both the Rampart
street branch and the Jackson, Miss., branch
reported a wonderful business and the store is
very optimistic over the outlook for 1922. The
"Little Consul" machine was one of the best
sellers in the Mississippi territory. This was
the first year that the Grunewald has handled
the Victor line and it has proven a very big
success.
The Dwyer Piano Co. had the biggest Decem-
ber it has ever had; that is, as a whole. A big
improvement was noticed in cash sales, though
the buyers were very conservative as a whole,
and the higher-priced machines were not sold in
the volume that the $100 and $125 machines
were.
VICTROLAS FOR SECTION GANGS
Victrolas for the entertainment of railroad
section gangs are in order. The manager of
Harmony Hall, Iowa City, la., recently prevailed
upon the Superintendent of Maintenance of Way
of the local railroad to place a Victrola and a
supply of records in the car of every section
superintendent. The section cars are continually
moving along the lines of the railroad and are
frequently held on sidings in remote districts.
It is believed that the Victrola music will serve
to brighten many otherwise dark hours for the
members of the section gangs, keep their
morale at a high level and greatly increase
their efficiency while at work.
SETTING THE FIGURES RIGHT
In the very interesting article under the caption
of "Sales Formula of Advertising, Salesmanship
and Hard Work Still Scores," written by D. G.
Baird, which appeared on page 15 of the Decem-
ber World, there was one slight error which,
by reason of its extravagance, may take from the
value of this admirable story of business ex-
pansion. In the first column it states that "a
young man just out of high school sold $83,000
worth of talking machines by direct canvassing."
The figures should have been $8,300. As this ty-
pographical error detracts from the value of the
article, we are particularly anxious that our
readers should note this correction.
EMANUEL WOLFF PASSES AWAY
Rochester, N. Y., January 2. — Emanuel Wolff,
president of the Rochester Phonograph Co. and
a pioneer operator of five- and ten-cent stores in
this city, died recently at his home at 49 Dor-
chester road. Mr. Wolff was well known in local
business circles, and had been in business here
for many years. He is survived by a widow, a
son and a daughter.
A Musical Merchandise Department
Pays EXTRA Profits
A modest investment — $500.00 or even less — will start a Musical Merchandise
Department in any Piano or Phonograph store.
And its profits are clear velvet !
For the new department takes little room (it uses wall space rather than floor
space) — needs little technical knowledge — requires no additional selling force.
The increase in overhead expense is negligible.
It will sell goods the year around — at a generous profit and with a rapid turn-over.
There is no competition with your other lines. On the contrary it brings new
customers into your store. And every one of them a prospective Phonograph
or Piano buyer.
But why not talk this over with our representative the next time he's in your
town? He can explain this interesting idea from a merchant's standpoint, and he can
show you, in a common-sense, practical way, just how to start after these EXTRA
Profits and get them! You won't be obligated in the least — you aren't promising a
thing except that you will give him a little time. Drop us a line today and we'll
arrange to have him call.
THE FRED. GRETSCH MFG. COMPANY
Musical Instrument Makers Since 1883
60 BROADWAY BROOKLYN, N. Y.
January 15, 1922
THE TALKING MACHINE WORLD
73
The Best Policy
for 1922
The
VICTOR LINE
through
BLACKMAN
insures
A Happy New Year
Talking Machine Co.
28-30 W. 23™ ST. New York NY
VICTOR WHOLESALE DISTRIBUTORS
IIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIIMMKm^
74
THE TALKING MACHINE WORLD
January IS, 1922
Columbia Mid-Month Postals put the names
ol the newest records into your customers'
hands— and thus put money in your cash
drawer. An inexpensive advertising stunt
for dealers. Ask your dealer service man.
Columbia Graphophone Co
NEW YORK
INDIANAPOLIS TRADE IN DISTINCTLY OPTIMISTIC MOOD
Volume of Holiday Trade Exceeded Expectations— Great Campaign of Stimulating Buying Carried
On— Original Plans Employed — General Feeling Is That 1922 Will Reward Those Who Work
Indianapolis, Ind., January 4. — Christmas busi-
ness in the talking machine stores of this city
was sufficient to give the dealers a brighter out-
look on life than they have had in many months.
Almost without exception they report the holi-
day trade as being equal to, if not better than,
that of the 1920 Christmas season. Some of
them say their increase last month over the
same period of the preceding year was from 25
to 50 per cent. Record business fell off for
some of the dealers, but in most of the stores it
was well up with the machine business, while in
several of the season's hits it was found impossi-
ble to fill the demand.
"Our business in Columbia records was limited
only by our ability to get stock," W. G. Wilson,
manager of Widener's Grafonola Shop, said. "We
could have sold several hundred dollars more
of some of the records if we could have got
them from the factory. As for our machine busi-
ness, it was good in both the Columbia and the
Granby instruments. It was very noticeable
that we sold a better grade of machines this
year than we did during the holiday season last
year."
Miss Gertrude Woirhaye, former cashier and
bookkeeper for the Grafonola Shop, was mar-
ried recently to Dr. W. F. Johnson, of this city,
and is succeeded by Miss L. B. Scott, formerly
with the Columbia company.
Among the visitors at Widener's during De-
cember was Harry Caplan, sales manager for
the Granby Phonograph Corp. He reported
business prospects in the talking machine trade
as becoming gradually better. He said the suc-
cess of the Granby in this part of the country
is very gratifying.
Tries Out New Record-selling Plan
An altered scheme of introductory selling did
much during the holidays to increase the busi-
ness of the Victrola department of the L. S.
Ayres & Co. department store, according to F.
R. Follis, manager. Mr. Follis said his business
for both November and December was excep-
tionally good, with the Christmas business run-
ning ahead of the previous holiday season.
One special record each day was featured by
Mr. Follis in his introductory sales. The plan
of selling the featured record was to wait until
a -eus-tomer had purchased the record or records
for which he entered the store. Then the clerk
would call attention to the featured record with
the result that the playing of it generally re-
sulted in a sale.
"The one-feature-a-day idea enabled us to keep
track of the sales by each clerk and aided in
maintaining rivalry among the clerks to see who
could sell the largest number," Mr. Follis said.
"We did not attempt to force any lemons on the
public in that way, but what we featured were
records of merit which were not moving rapidly
simply because they were not known. They
were such records as sell readily when heard."
Good Season for the Sonora
The Christmas business in Sonora phono-
graphs was much better than in 1920, according
to O. C. Maurer, of the Sonora department of
the Kiefer-Stewart Drug Co., State distributor,
and C. H. Becherer, of Charles Mayer & Co.,
Indianapolis, retailers. Both refer to the out-
look as being particularly bright for Sonoras in
this territory.
Some Large Sales of Kimball Phonographs
In many cities where special campaigns were
conducted in the sale of Kimball phonographs
the Christmas business was better than last
year, according to E. H. Jarrard, manager of
the phonograph department of the Capital Paper
Co.
Miss Minnie Springer, manager of the Vic-
trola department of the Taylor Carpet Co., re-
ports the sale of a larger number of machines
during the holidays than during the correspond-
ing period of the previous year. She says, how-
ever, that the demand was not so great for the
larger types.
An Effective Holiday Window
A unique and unusually effective window dis-
play of original design was used during the
holidays by A. C. Hawkins, of the Indianapolis
Talking Machine Co. The fact that Mr. Haw-
kins is a practical electrician made it possible for
him to construct an appliance that resulted in
the striking of music notes being represented by
flashing electric lights.
The representation was on an enlarged copy
of three bars of music taken from a popular
Christmas carol. For the operation of the dis-
PHONOGRAPH CASES
Reinforced 3 -ply Veneer
The Standard Case for Talk-
ing Machines and Records
f MADE BY
Let us figure on your requirements
PLYWOOD CORPORATION, Goldsboro, N. C.
Mill, in Va., N. C. and S. C.
play Mr. Hawkins removed the felt from the
turntable of a talking machine and put in its
place a disk of fiber in which he had cut as
many slots as there were notes in the three
bars of music chosen for display. Above the
turntable and resting on the fiber disk he placed
a stationary brush which, with the revolving of
the turntable, caused a metal contact and a re-
sultant flashing of one of the lights in the music
bars at each slot in the fiber disk. In this man-
ner the notes on the two bars of music were
made to flash in consecutive order just as they
would be struck in playing the music.
Local Concern Reorganized
The Indiana Phonograph &- Supply Co., which
was organized here five years ago, has been re-
organized as the Hoosier Mfg. & Supply
Co. The control of the concern remains in the
hands of J. C. Mather and J. R. Kuebler. The
company now sells "Quality Phono Parts" in-
stead of "Perfection Phono Parts," and is about
to distribute a 'new catalog. Mr. Mather said
that his efforts for several months have been
directed to making the new catalog a text-book
on phonograph education as well as a catalog of
parts. Educational matter is used freely.
Gennett Record Sales Increase
"Our business in Gennett records has in~
creased very much in the last three months," said
T. H. Bracken, of the Starr Piano Co., in refer-
ence to the holiday business of the store. "The
recent cut in the price of the records and the
fact that we have pushed the sale of them
harder than we ever did before are responsible
for the larger sales."
Among the dealers most elated with the re-
sults of the holiday trade is W. O. Hopkins, of
the Edison shop. Although not given to talk
concerning his sales and prospects, Mr. Hopkins
said that the closing weeks of the year proved
beyond a doubt to his sales force that 1921 had
rewarded fighters and that 1922 would also.
Caruso Calendar as "Door-opener"
Mr. Hawkins says that his Christmas business
was most satisfactory largely as the result of
work done by a special crew of house-to-house
canvassers. The men used a small calendar
with the photograph of Caruso as a "door-
opener" and the general results were such, Mr.
Hawkins says, as to transfer the bulk of his
business from the floor to the field force. Mr.
Hawkins is making successful use of many little
sales ideas to promote the record sales, which
he is convinced is the backbone of the phono-
graph business. He has now prominently posted
in his store classified lists of educational records
grouped for quick perusal.
Circle Talking Machine Activities
The Circle Talking Machine Shop is closing
the third year of its existence with a record of
steadily increasing business. "Individuality in
policy and insistence on the importance of the
service idea are responsible for the growth of
our business," said H. E. Whitman, president
and general manager of the concern. "From the
very first we have adhered strictly to a few
fundamental, basic ideas. We realized when we
opened, our doors for business that in the old
January IS, 1922 THE TALKING MACHINE WORLD
75
days one of the worst features of many shops
and stores asking for the patronage of musically
inclined persons was the utter indifference dis-
played to the wants, requirements and tastes of
the individual customer. Such a spirit cannot
succeed in modern business and so our one big
aim has been to give our customers the utmost
in value and in service alike. Individual atten-
tion to customers is vital in modern merchandis-
ing."
Mr. Whitman says there was a noticeable de-
mand among his customers during the holidays
for the Udell console type of cabinet manufac-
tured in Indianapolis for the portable Victrola.
This was taken by him as an indication of an
increasing interest in medium-priced console
models, of which the lowest priced in the Victor
line is $250.
Planning Edison Sales School
Satisfactory business among all the Edison
dealers of Indiana is reported by H. G. Ander-
son, general sales manager of the Kipp Phono-
graph Co. "We are confident," he said, "in view
of the accomplishments of the last few months
of hard work that the new year will have its
reward for every man who keeps on the job and
fights for business. Tone-test recitals held
throughout the territory have proved a wonder-
ful boon to the Edison business and our dealers
are now cashing in on them at a splendid rate."
The company expects to secure one of the
ten salesmen's schools that are to be held this
year by the Edison company in various cities of
the country. Plans are being made for a five-
day session and the dealers of the territory are
displaying a keen interest in the proposed school.
Sells Carload of Grafonolas
A carload of Columbia Grafonolas was han-
dled by the Hook Drug Co. for the Christmas
trade. Large posters were placed on the trucks
from which the machines were loaded calling
attention to the fact that the company had pur-
chased a carload. It was reported that the mer-
chandising plan of $1 down and $1 a week for
the lowest-priced machines, with slightly higher
rates for the other machines, resulted in the
shipment being practically all sold.
O. M. Kiess, who has been in charge of the
Pathe Shop, has resumed his work on the road
as general field supervisor for the Pathe Freres
Phonograph Co. R. R. Ernsberger, who has
been in the music business in Indianapolis for
many years, is acting manager of the Pathe
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STEWART
f8
JALKING MACHINE CO..
Victor Jobbers
INDIANAPOLIS
Shop. He reports that reduced prices on the
Pathe machines resulted in a healthy increase in
business for the holidays.
Pearson Piano Go. Buys Department
Arrangements have been made for the sale of
the complete stock and equipment of the Victor
talking machine department of the Steinhauser
Jewelry Store at Shelbyville to the Pearson
Piano Co. in that city. The Victor agency was
established with the Steinhauser store several
years ago and was held by them exclusively
until, a few months ago, the agency was
extended to the Pearson Piano Co. The Pear-
son store is managed by D. W. Williams and
has one of the most complete Victor depart-
ments in the State. The Steinhauser store is
going out of business.
Columbias in Public Schools
A Columbia Grafonola has been placed in the
Ridgeview public school at Peru and another in
the Liberty school near the same city. The in-
struments were purchased by the school trustee
of Peru township. They are being used in con-
nection with the"physical culture and recreation
work of the schools.
Baldwin Business Shows Increase
The Baldwin Piano Co. reports a phonograph
business in Indianapolis that was much better
than the business of the store during the 1920
holiday season despite a serious reduction of
stock by fire in November. Credit for the in-
crease of business is given largely to sale of
Brunswick machines, the agency for which was
taken on by the Baldwin company last Summer.
A one-cent sale of medallion records was fea-
tured by C. P. Herdman, manager of the talk-
ing machine department, during Christmas week.
One record was sold for 85 cents, the regular
price, while two records were sold for 86 cents.
Among the concerts to be given in this city
during the Winter are several of especial inter-
est to Victor dealers. They will be by the
Flonzaley Quartet, which makes its thirteenth
annual appearance in the city; Fritz Kreisler,
Rachmaninoff, Heifetz, Galli-Curci and Schu-
mann-Heink. Victor dealers throughout the
State have learned to cash in on the many con-
certs by Victor artists who are heard in the capi-
tal city of the State.
E. F. Routh, Victor dealer at Salem, is making
Victrola concerts in the home very popular. His
plan of promoting the idea is to send a letter
to a select few of his prospective customers in-
forming them that he will furnish the Victrola
and records if they in turn will invite some of
their friends to enjoy a concert by the world's
greatest musicians.
SALES TAX BILL OFFERED IN HOUSE
Measure Introduced by Representative Volk
Would Place Heavy Burden Upon Business
for the Purpose of Providing for Soldier Bonus
Washington, D. C, January 5. — A bill provid-
ing for a sales tax similar to that in operation in
Canada has been introduced in the House by
Representative Lester D. Volk, of New York,
as a means of raising revenue with which to
defray the expenses of a soldiers' bonus. Mr.
Volk was chairman of the delegation of forty-
seven Congressmen which recently made a tour
of Canada, studying the law of that country.
The " provisions dealing with the bonus are
substantially the same as in the Fordney bill
which passed the House and was amended in
the Senate. The sales tax incorporated therein
provides a rate of 1^ per cent on sales and de-
liveries by manufacturers or producers and
wholesalers or jobbers; 2l/2 per cent of the duty-
paid value of importations by manufacturers,
wholesalers and jobbers; 3 per cent on sales and
deliveries by manufacturers to retailers or con-
sumers and 4 per cent tax on duty-paid value
of importations by retailers or consumers.
The tax is made payable by the purchaser to
the wholesaler, producer or manufacturer at the
time of sales and by the latter to the Govern-
ment within thirty days after the last day of the
month for which the tax is to be paid. Food-
stuffs and products of mines and forests would
BLANDIN
JUST as the pipe organ
surpasses the old style in-
strument in producing many
musical effects, so the Blan-
din Phonograph surpasses
the ordinary phonograph in
reproduction of the most
difficult records like that of
the human voice, the piano
or the violin. Dealers find
that the Blandin displayed
and once heard is practically
sold. Its purity of tone re-
production is remarkable.
Place a few on your floor
and note the difference by
comparison with other kinds.
Write today for complete
particulars.
Racine Phonograph Co., Inc.
RACINE, WISCONSIN.
Hear
ra Pianc^
Record
oi\ tR<?
,tMandin>
be exempted from the taxes. A tax of l/> per
cent on gross receipts of all land and water
transportation companies and public utilities
(gas, telephone, telegraph and electric light) is
also contemplated.
Mr. Volk estimates the taxes will produce
$1,000,000,000 in revenue, this amount to increast
50 per cent when business becomes normal.
STORE WINDOW IS A MIRROR
A store window reflects the character of the
establishment and passers-by usuall}' judge on
that basis.
D TRADE MARK. jf*Tj
ISC-O-CAM&S
P»T APPLIED FOR.
76
THE TALKING MACHINE WORLD
January 15, 1922
TALKING MACHINE TRADE SHOWS BIG GAIN IN CLEVELAND
Eclipses All Other Trades as Compared With Previous Year — New Okeh Record Distributors —
Wholesalers Oversold — Columbia Carload Sales Drive — New Eclipse Traveler — Granby Activity
Cleveland, O., January 8. — The turn of the year
brings the talking machine industry of this sec-
tion into what many believe to be the most en-
viable position of any industry — showing a gain
during 1921 over the business of 1920. Though
total figures have not yet been compiled, jobbers
assert that the year's business will exceed the
highest expectations, and that they surpass the
greatest hopes of a few months ago. Since job-
bers have had the demands made upon them
by dealers, it is reasonable to suppose that re-
tailers have actually sold the machines and rec-
ords. In a word, the talking machine trade
eclipses any other trade in this section, for it is
the only one that does not report a loss from
1920 figures. This is an achievement worthy of
special emphasis.
Many Orders to Be Filled
Significantly, most lines of talking machines
show the same proportionate gain. Shortages,
predicted months before the Christmas season
began by those who had witnessed similar con-
ditions in former years, were experienced by
most jobbers. As a whole, there are still hun-
dreds of machine orders to be filled by the
wholesale trade.
Victor Wholesalers Oversold
Victor business was the biggest in the history
of the Cleveland Talking Machine Co., accord-
ing to Howard J. Shartle, general manager, dur-
ing December. Both November and December
business was expected to pass the same period
of a year before, and the total for the year was
expected to make a similar showing. The
Eclipse Musical Co., Victor wholesaler, like-
wise was oversold, according to Edward B.
Lyons, general manager, and deliveries on the
business booked will continue through January.
The Activity in the Other Zones
Certain models of the Cheney phonograph
were taken in such number by dealers that a
decided shortage was experienced before the
Christmas season was over, according to George
R. Madson, president of the Cheney Phonograph
Sales Co. Granby demand exceeded • all plans
for prompt delivery, according to C. H. Ken-
nedy, the Kennedy-Schultz Co., distributor.
Columbia carload sales stimulated business for
many dealers in the northern Ohio territory, ac-
cording to S. S. Larmon, branch manager, and
raised the total business done to what, final
figures are expected to show, is equal to last
year's business. There was practically nothing
left for dealers to choose from during the last
days of the campaign in Edison instruments,
in the opinion of phonograph company officials.
New Okeh Record Distributors
Plans for the new year already are being
shaped by leaders in the trade here, the first
to be announced being the taking over of the
Okeh record distribution by the Record Sales
Co. and the opening of a branch office in Pitts-
burgh by that firm. The Okeh records will be
added to the company's present Odeon and
Fonotipia lines. With the completion of present
plans the company will cover all of Ohio and
the greater part of Pennsylvania. The Record
Sales Co. has the same personnel as the' Cheney
Phonograph Sales Co. George R. Madson is
president and T. R. Buel, secretary-treasurer. M.
O. Giles, special representative of the General
Phonograph Corp., was in town this week co-
operating in planning the initial campaign. The
Okeh records have been distributed by the Ken-
ned3'-Schultz Co., which firm will continue as
the wholesale representative of the Granby
phonograph in this district.
Columbia Carload Sales a Success
The carload sales planned by Columbia branch
officials here have been more successful than
the most optimistic dealer anticipated. In addi-
tion to those named previously, the Standard
Music Co., Akron; Robert L. Seeds, Columbus,
and Charles L. Yockey, Newark, entered into
these events. In nearly all instances the car-
loads were disposed of long before the Christ-
mas period ended. Truck loads of the machines,
on parade, featured all these events. Special
salesmen from the Cleveland branch, including
Dan Des Foldes, W. H. Inderrieden, William
Underwood and J. G. Mejort, aided the dealers
in putting the sales across.
Columbia "Family" Celebrates
Christmas was celebrated by the Columbia
branch "family" in the salesrooms of the firm.
George Krauslick's band played for the dancing.
Mr. Krauslick is manager of the record depart-
ment. E. F. Hughes, Miss Florence Turner,
Miss Gwen Tremble and others entertained. Max
Levy, Columbia dealer, distributed cigars, and
Santa Claus, by proxy, gave presents to every-
one, each gift being in a way symbolic of the
eccentricities of the one receiving them.
New Eclipse Co. Traveler
The staff of the Eclipse Musical Co. has been
augmented by the appointment as traveling rep-
resentative of Don B. Lightner, formerly of the
J. E. Lightner Co.. Painesville. Mr. Lightner
has been in the retail end of the business for
five years, and is well known throughout the
district.
Among dealers to broaden their scope for the
new year is the Kloepfer Music Shoppe, Bucyrus,
which adds the Brunswick line. The firm is
(Continued on page 78)
Tie " *EW "
With Universal Motor
Operating on All Electric Currents
NOW SELLING AT RETAIL $19.50
Liberal Trade Discounts, of course.
Any of our exclusive distributors herewith listed are
prepared to offer you prompt and efficient service
Distributors tor State of Illinois
RUDOLPH W U RLIT2ER CO..
Chicago.
BRUNSWICK-BALKE-COLLENDER CO.
Chicago.
COLE &. DUN AS MUSIC CO..
Chicago.
H. A. WEYMANN & SON.
Philadelphia, Pa.
Exclusive distributors for Eastern Pennsyl-
vania, Southern New Jersey and North-
em Delaware.
BUEHN PHONOGRAPH CO..
Pittsburgh. Pa.
Exclusive distributor for Western Pennsyl-
vania. Eastern Ohio and Edison Dealers
in West Virginia.
Distributors for Greater New York
CHARLES H. DITSON & CO.,
New Tork City.
SILAS E. PEARSALL CO..
New York City.
BLAC KM AN TALKING MACH. CO.
New Tork City.
CABINET & ACCESSORIES CO..
New Tork City.
KNICKERBOCKER TALK. MACH. CO.
New Tork City.
GREATER CITY PHONOGRAPH CO.,
New York City.
KRAFT. BATES & SPENCER.
Boston, Mass.
Exclusive distributors for
New England States.
COHEN & HUGHES.
Baltimore, Md., and Washington, D. C.
Exclusive distributors for Maryland, Dis-
trict of Columbia, Virginia, North Car-
olina. Southern Delaware and West
Virginia.
BUFFALO TALKING MACHINE CO.
Buffalo. N. Y.
Exclusive distributor for Western
New Tork.
MOTROLA SALES CO..
OF NORTHERN OHIO,
1404 E. 9th SL. Cleveland. O.
Exclusive distributor for Northern Ohio.
INTERSTATE SALES CO.,
Milwaukee, Wis.
BADGER TALKING MACHINE CO.,
Milwaukee, Wis.
Exclusive distributors for Wisconsin.
STEWART TALKING MACHINE CO.
Indianapolis. Ind.
Exclusive distributor for Indiana.
PERRY B. WHITSIT CO..
Columbus, Ohio.
Exclusive distributor for Central Ohio.
LOUIS A. SCHWARZ, exclusive factory representative for the United States and Canada
JONES-MOTROLA, Inc. 29 w. 35th ST., new york
January 15, 1922
THE TALKING MACHINE WORLD
77
THE TALKING MACHINE WORLD
January 15, 1922
THE RESURRECTONE
"Even pressure fuWum"
Patented
June 15th,
1915
June 22nd.
1915
Jan. 21st,
Our new Tuning-fork and jlingS19,lat
Single Prong models are 1921" " '
standards of simplicity
Superb quality — increased volume.
Order sample, return if not satisfied. Reasonable prices.
H 0 F F AY PHONOGRAPH CO., 160 Pearl St., New York City
Maters of the "air-tight" Tone-arm and Hoffay Phonograph
and perfection.
LARGE TRADE GAIN IN CLEVELAND
(Continued from page 76)
by no means new to the talking machine trade
here, however, having been in the Victor line
for several years. The firm plans to extend its
operations into the country about Bucyrus.
Howard J. Shartle, Jr., Arrives
Cigars distributed by Howard J. Shartle, gen-
eral manager of the Cleveland Talking Machine
Co., about Christmastime had a double signifi-
cance. On December 20 a new member to the
talking machine fraternity was added in the per-
son of Howard J., Jr. Howard, Sr., now wears
his well-known smile all the time.
The Cleveland Talking Machine Co. gave
Christmas presents to some 200 friends, among
them being bound volumes of all the Victor
records for 1921.
John Steel a Welcome Visitor
A gain in popularity for the theatre, the talk-
ing machine, the artist and music was acquired
during the personal appearance here of John
Steel at the Hippodrome Theatre. Excellent co-
operation was given to this end by Keith offi-
cials and the Cleveland Talking Machine Co.
for the trade. Mr. Steel appeared at the Euclid
Music Co., the L. Meier & Sons' and the
Buescher Co.'s stores and autographed records.
Hundreds of persons met him at each establish-
ment. Publicity was prepared by the Keith
management to apprise the public of his appear-
ance at these stores. Mr. Steel sang songs,
the records of which may have required addi-
tional boosting such as this, in the opinion of
dealers. He gave a singing lesson to some 500
aspirants for concert or stage honors. And he
was one of those who appeared at the request
of City Architect J. H. MacDowell to assist in
testing the acoustics of the new public hall,
critics having declared said acoustics to be in-
efficient.
An Attractive Window Display
How a talking machine can be used to con-
vey the spirit of Christmas in window display
was demonstrated in the picture created by Mrs.
M. M. Smith, talking machine department of the
Harmony Music Shoppe. The machine was con-
verted into a motor sleigh, with records for
wheels, and Santa Claus driving it. The whole
was surrounded with snow. The window served
to stimulate holiday demand at the tail end of
the buying period, according to Walter S. Rae-
der, member of the firm.
Granby Signs on Door Knobs
Another new retail establishment makes its
bow at the turn of the year, the Frey-Fisher
Co., in the East End, introducing the Granby
phonograph in that section. This is one of the
largest departments for a neighborhood store
in this district, in the opinion of" H. C. Schultz,
of the Kennedy-Schultz Co., distributor. The
opening was heralded with the placing, in one
night, of 10,000 door-knob hangers on front doors
in the vicinity. Members of the Kennedy-
Schultz organization aided in the opening.
Results of the campaign being conducted by
the Phonograph Co. with Edison dealers soon
will be announced, according to E. S. Hirsch-
berger, advertising manager. This is a series of
sales contests, in progress since August. The
object is to see which dealer and salesman dis-
pose of the most merchandise in this period,
and also who does the most business in dollars
and cents. Prizes include an expensive watch
and free trips to the Edison school of salesman-
ship. The contest has been so arranged that
each contestant will have a fairly even break
in attaining the higher honors.
Plans of the Euclid Music Co. include the
direct-by-mail system of ascertaining the owner-
ship or non-ownership of Victrolas. About
2,500 families will be reached by this medium,
offering a prospect list extraordinary for the
new year drive.
Shortage of Brunswick Machines
The shortage in instruments was thoroughly
demonstrated at Brunswick headquarters here.
Orders for hundreds of machines that could not
be delivered in time for the holidays were on
hand, according to V. K. Henry, phonograph
division manager in this district, but these are
now being filled since receipts are heavier. A.
J. Kendrick, general sales manager, was in town
at the beginning of the month to aid in plan-
ning the campaign for the new year in this ter-
ritory.
NEW RECORD JTESTING SYSTEM
Columbus, Ohio, Store" Installs New System
That Eliminates Interruption
Columbus, O., January 3. — An innovation in rec-
cord selling has been introduced in the talking
machine department of Spence's Music Store
here, and it is evidently meeting with the com-
plete approval of the company's customers. The
record customer obtains the record desired and
then places it on the turntable of a talking
machine in a box-like compartment. Seating
himself on a stool in front of the compartment,
the customer inserts the receivers in his ears
and is thus able to listen to the music of the
record without annoyance from outside noises.
BRUNSWICK SHOP CHANGES HANDS
LaGrange, III., January 5. — The Forest Park
Brunswick Shop, of this village, has been pur-
chased by M. F. Hill, who has been in business
locally for twenty-eight years. A complete line
of Brunswick machines and records is handled,
and in addition a well-stocked sheet music de-
partment has been installed.
Christmas Business is over— but
S^BBLE business is going
right ahead
r I ^HERE are no dull months for Bubble Books. They
are in season every month in the year and will sell
just as well this month as they did last.
^T^HE thousands of children who received one Bubble
Book for Christmas are going to demand the others
right away.
B
E ready for this demand — Display Bubble Books
and make January one of your best months.
Remember — When you sell one you sell a habit, and when you
sell a habit you are doing business.
Bubble Books
44
that Sing'
HARPER & BROTHERS
Bubble Book Division
130 West 42nd Street New York City
January 15, 1922
THE TALKING MACHINE WORLD
79
CfflnADELfflA
and
IPCALITX
— ^37
Philadelphia, Pa., January 4.— The talking ma-
chine business in Philadelphia finally turned out
to be quite satisfactory, very much to the surprise
of the jobbers and dealers who, for some reason
or other, were experiencing a rather lethargic
business through the late Fall and were rather
anticipating a bad holiday trade. It all seemed
to come in December in such a volume as to
be equal to the business done last year, and with
the firms in general the business of 1921 came
very close to being equal to that done in 1920,
which was the banner year.
Machines came through in good shape and
there seems to have been plenty to go around.
In the Victor Co.'s product, the only machine
on which they were short in delivery, owing
to the big demand for this style, was in the
Style 100, in mahogany. But very few sales
were lost on this account, for most of the dealers
were able to supply some other machine to take
its place.
Ornstein Business Being Continued
Little of importance transpired here during the
month and the trade enters the New Year in
very good shape. The death of George D. Orn-
stein, in December, took away from the Phila-
delphia jobbers one of the few of its members,
and so far as is known now the business will
be continued at its present location, 1025 Arch
street, by Mr. Ornstein's widow, through her
attorney here, Mrs. Ornstein's residence being in
New York.
New Distributor to Be Announced
The Philadelphia Show Case Co., which for
some years has figured in the talking machine
business here, first as representative of the
Sonora and L'Artiste machines, and later as the
local Vocalion distributor, left the talking ma-
chine field with the first of the new year, and
a new distributor is about to replace this firm,
though his name has not been announced by the
Vocalion Co.
Emerson Business Conducted From New York
During the month Harry Fox, who for sev-
eral years has been the Emerson distributor
here, has relinquished that representation and
the Emerson wholesaling is now being conducted
from New York. Mr. Fox continues at 810 Arch
street, closing up the Emerson machines and
records on hand, and expects shortly to make
the announcement of a new representation. Mr.
Fox has a fine location and a well-appointed
establishment and has been one of the bright-
est, most active and progressive of the young
Philadelphia talking machine men.
Getting Matters Straightened Out
There were two Pathe managers here during
the month, Mr. Johnson first, who has been
replaced by O. M. Kiess, from the New York
headquarters, who has come here to put new
life and energy into the business and hopes
very soon to get matters straightened out in a
way satisfactory to the manufacturers and the
handlers of this popular machine.
A. J. Heath Sells Controlling Interest
The firm of A. J. Heath has been dissolved,
but will be continued under the old firm name
of A. J. Heath & Co., by C. A. Malliet, the former
vice-president of the company. Mr. Heath has
sold his controlling interest in the business he
established two years ago. The firm has been the
leading distributor here of the Okeh records.
Through the efforts of Mr. Heath the Okeh
records are now well established in this territory
and Mr. Heath says the present organization,
under Mr. Malliet, will lie able to carry on the
work, while he desires to become identified with
a business which will occupy more of his time
and effort. The future plans of Mr. Heath will
be announced soon. The retirement will not of-
ficially take place until January 15. Mr. Heath
has been the president and treasurer not only
of the Philadelphia, but also of the Baltimore
firm operating under his name.
Louis Buehn Discusses Outlook
Louis Buehn reports that his firm enjoyed a most
satisfactory holiday business and they had plenty
of goods, with the exception of the Victor 100.
He believes that business is going to be some-
what quiet during the first few months of the
new year. Although not inclined to predict
thereafter, he feels that business next year will
equal if not exceed the present one.
Columbia Force at Year-end Dinner
The Columbia Co. has had a very good year
here and its carload scheme has been the means
of getting rid of a big surplus of instruments
it had on hand. The heads of departments, as
well as the sales force of Columbia, had a Christ-
mas dinner in Philadelphia on Saturday, De-
cember 24, starting at one o'clock at the Hotel
Adelphia. Those who were present state it was
a very great success and that, aside from a num-
ber of interesting speeches, J. D. Westervelt
initiated those present into the Tank Club as
members.
Mr. Lorenzo, of the Dealers' Service depart-
ment of the Columbia Co., accompanied by C. E.
Sheppard, spent a few days during the two holi-
days visiting dealers at Scranton, Wilkes-Barre,
(Continued on page 80)
Babson Says Fair Business
Buehn Says Good Business
for 1922
First reference is to phonograph business generally.
The second to Victor business specifically.
Fair business awaits the average dealer — Good business
the man above the average, the "go-getter"— the adver-
tiser— the creator — the outside worker.
Tie up your strength with the creative resources of this
organization. Make this a profitable and successful
Victor year.
The Louis Buehn Company
of Philadelphia
80
THE TALKING MACHINE WORLD
January 15, 1922
THE TRADE IN PHILADELPHIA AND LOCALITY — (Continued from page 79)
Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.
Sold by most Victor Distributors.
Write them or us for prices.
Penn Phonograph Company
913 Arch Street Philadelphia, Pa.
Victor Wholesale Only
Har.leton and Stroudsburg. At the same period
John J. Doherty, the branch credit man, spent
several days in Harrisburg, Pa. Miss Margaret
Martin, the Columbia's educational representa-
tive, spent the holiday week in Wilmington,
where she conducted a teachers' meeting instruct-
ing the teachers there how to use the Columbia
machine in the classroom.
Blake & Burkart Branching Out
Blake & Burkart, the Edison and Vocalion
handlers here, at Eleventh and Walnut streets,
contemplate moving in a short time, although
their lease is not out until July 1. They will
have two stores instead of one in the near
future. They have already rented a store at
20 South Tenth street, close to the shopping
district, which they will open about the first
of February under Mr. Elton, who has long been
connected with the Blake & Burkart firm. The
firm is also negotiating for a main store near
Seventeenth and Chestnut streets, in the very
heart of the majority of their customers, a fash-
ionable neighborhood where most of the high-
class Edison trade lives.
The Blake & Burkart firm report that they
enjoyed a very good business in December and
are quite well satisfied with the Vocalion busi-
ness they have been doing. Since Christmas they
have had a wonderful record business, not alone
on Edison records, but also on the high-class
Vocalion records. They will continue, in the
new year, the exclusive handling of the Edison
and Vocalion, both machines and records.
Penn Co. Reports Business Advance
The Penn Phonograph Co. enjoyed an un-
usually good year, although goods came in so
late that the sales and office forces were com-
pelled to work evenings the last few days in
order to get out purchases. The company's rec-
ord business was in advance of 1920 and it was
busy all last week getting out the January rec-
ords, which arrived several days late. The firm
made liberal money distributions among its sales
and office force, and sent out handsome wallets
to the trade. Miss Bessie Markley, of the Penn
clerical force, spent the Christmas holidays at
her former home in Zeiglersville, Pa.
Weymann Closed Great Holiday Business
H. A. Weymann & Son, distributors and manu-
facturers, report that their business in Decem-
ber was remarkable. "In all our departments,"
said Mr. Weymann, "we went far beyond our
expectations. Of course the bulk of the business
was done the week before Christmas. All the
of Victrolas, but we were able to complete the
orders we had on file, on the last day's shipment,
with the exception of Style 100, mahogany. This
style failed to reach us, according to schedule,
on the 24th. However, most of our dealers
managed to hold their sales by substituting types
of styles No. 80 and 90. The demand for Victor
records was enormous. Likewise in the musical
instrument department the demand for the Wey-
mann-Keystone State's string instruments, dur-
ing the week preceding Christmas, according to
reports from all of our dealers, far exceeded any
previous December week."
George D. Shewell, Jr., in Harness
George Dunbar Shewell, Jr., a son of G. D.
Shewell, the head of the Cheney distribution here,
has joined his father's force as city representa-
tive and has already made good — a veritable chip
of the old block. He is a most affable young
He has entered the business with the enthusiasm
t>f youth, having but recently come out of
school.
Handicapped Through Shortage of Stock
Manager Nelson, of the Brunswick here, was
handicapped in December on account of the
shortness of stock, although many carloads of
machines reached this city in the month. They
have not been able to appoint any new agencies
recently, but hope to do so shortly after the
first of the year. Mr. Nelson states that the
firm's business was much better than last year,
and he believes, with the company's plans for a
greater production, that their business here will
be helped materially in the new year. The
local firm received some of the new Brunswick
consoles early in the month and they were
quickly taken up and have already become
deservedly popular with the local purchasers.
Plans Active Campaign in New Year
O. M. Kiess, shortly after coming here to
take charge of the Pathe's local distribution, se-
cured the services of H. S. Pope, who had been
with the Pathe for several years, but resigned
shortly after Walter L. Eckhardt relinquished
the representation here. Mr. Pope is a man of
wide experience in the business and is looking
for a bright future for the Pathe in this market.
He is planning an organization and a campaign
here which he feels sure is going to spell suc-
cess.
Rainbow Records With Heath & Co.
A. J. Heath & Co. have recently added to their
line the handling of the Rainbow records, gotten
out by the Rodeheaver Record Co., of New York
and Winona Lake, Ind. These records consist
of gospel songs, messages and sacred music by
prominent singers, ministers and evangelists.
They have a long list of records of considerable
variety.
Joins Columbia Forces
James Robinson was added to the Columbia's
sales force during the month to cover southern
New Jersey, Delaware and a part of Pennsyl-
vania.
Union Co.'s Attractive Window
The Columbia Co.'s office here recently re-
ceived a picture from the Union Music Co.,
Columbia dealer in Harrisburg, of its Christmas
window, which was unique and which attracted
a great deal of attention. The Columbia firm
has been selling Grafonolas by the carload and
has been advertising that fact, so the Union
Music Co. placed an electric track and cars in
its window and attached to the locomotive a
'dealers in our territory report a great shortage man and is well liked by the Cheney customers.
Make The New Year
A Big Year
In Sales and Profits
OJvelL Records
Will Be A Big Help
SONORA COMPANY
OF PHILADELPHIA
1214 Arch Street Philadelphia
January 15, 1922
THE TALKING MACHINE WORLD
81
THE TRADE IN PHILADELPHIA AND LOG ALITY— ( Continued from page 80)
r
WEYMANN
BIOS CHESTNUT ST.
PHILADELPHIA, PA,
VICTOR WHOLESALE DISTRIBUTORS — '
q.FL.5, PLATER ROLLS
^EYA\ANM "KEYSTONE- STAT£ STCIlfc l^TRKN'g
1922 promises to be a year that will hold
much good in store for the Victor retailer.
Therefore, at the beginning of this impor-
tant year we urge that every Victor retailer
concentrate his energies on Victor mer-
chandise and we believe his efforts will be
well repaid
*$*^iiiih;
i>.r" iiiiii
Towards this accomplishment
we offer you unsurpassed
service
OPTIMISM IS DOMINANT FEATURE OF PITTSBURGH TRADE
Dealers Manifest Determination to Go After Business — Leading Trade Members Review Present
and Future Prospects — Standard Co.'s New Home Near Completion — News of the Month
number of freight cars, each bearing the sign, "A
carload of Columbias." It also had a big placard
in its window containing a similar announce-
ment. .
Geo. D. Ornstein's Funeral Largely Attended
The funeral of George D. Ornstein, the Victor
jobber here, which took place early in the
month, attracted a large number of Victor deal-
ers from all over the country, and was attended
by practically all the local dealers.
The People's Talking Machine Co., of this
city, is giving away a very fine Grand Opera
Book as a present to all its customers.
Some Recent Trade Visitors
Among recent trade visitors here were: Robert
Porter, field sales manager of the Columbia Co.;
J. A. Wuchter, of Allentown; F. L. Lowry, Ber-
wick, Pa.; Mr. Youngjohns, Norristown, Pa.;
Calver Anderson, Wilmington, Del.; Mr. Monroe,
of the Brunswick Shop, Williamsport, Pa.; Mr.
Zercher, of the Regal Co., Harrisburg, Pa., and
Mr. McAllister, of Watt & Shand, Lancaster,
Pa.
Visitors to Weymann's included: M. F. Mal-
arkey, Pottsville; Paul Britz, of Reading; Elmer
Fouratt, a new Weymann account in Reading;
Nathan Worth, Riverside, and R. M. Watts, who
recently bought out the J. J. Ryan store at Bur-
lington, N. J.
Charles F. Tracey, of the Aeolian Co., is to
be noted as among the recent Aeolian Co.
visitors.
New Columbia Agent in Bryn Mawr
The Vassello Music Shop, an exclusive Co-
lumbia shop, has been started at Bryn Mawr.
It is named for the proprietor, Mr. Vassello. The
building, in one of the most desirable locations
in the suburban town, is fitted in such a way as
to make a striking commercial establishment
of the place.
WANAMAKER LOOKS FOR
"SETTLING DOWN" YEAR
The Merchant Prince of New York and Phila-
delphia Believes the Country Will Get Nearer
Even Keel Despite Many Vexing Problems
John Wanamaker, commenting early this
month on the business outlook for the coming
year, pointed out that high wages, costs, rents
and taxes still exist and that these will have to
be adjusted before business can get back to an
even keel. He predicts that 1922 will be a year
of settling down and getting near to a normal
balance. His statement reads:
"Every good American must look into the
new year hopefully. There are still the con-
ditions of high wages, high costs, high rents
and high taxes to be dealt with. There will have
to be an adjustment of these things before bus-
iness can get on an even keel.
"Every business man wishes, of course, that
it could all be settled at once by some single
sweeping action — adjusting wages, adjusting
costs, adjusting prices, adjusting rents, adjust-
ing taxes, all coming down together.
"But let us not be discouraged. The nation
is full of life and health. It has the right spirit
and is not panicky-minded. It has great op-
portunities, greater than the opportunities of
any other nation in the world.
"We made progress, in 1921. We are better
off than we were in 1920.
"The year 1922 will continue to be a year of
settling down and getting nearer to an even keel."
Any business arrangement that is not profit-
able to the other fellow will in the end prove
unprofitable to you.
Italian Music Rolls
Largest collection of Italian and other foreign
music rolls in the United States. Catalogs and
discounts on application.
UNITED MUSIC STORES
619 Cherry Street Philadelphia, Pa.
225 W. Mulberry St., Baltimore, Md.
Pittsburgh, Pa., January 5. — Optimism is the
dominant feature in the talking machine fra-
ternity in this city and vicinity since the New
Year. While the past twelve months were not
as satisfactory from a business standpoint as
had been anticipated, the general sentiment of
the talking machine dealers here is that this year
much better things are in store for the trade as
a whole.
At any. rate, there is a more pronounced de-
termination on the part of various dealers to
go after business than ever before. This has
been demonstrated by the business that was
handled the week or ten days prior to Christ-
mas. By use of the newspapers as an adver-
tising medium and circularizing of prospects a
number of talking machine dealers were enabled
to turn what looked like a poor holiday season
into a very remunerative one.
Slackness in Steel Trade Hurts Business
Many dealers here are extremely optimistic
as far as the business outlook for the next six
or eight months is concerned. The prosperity
of the talking machine trade in this section is
based on the measure of activity that prevails
in the iron, steel, coal and coke industries. At
present the operations in these respective lines
of trade are rather 'hesitant. While orders are
being booked by the large steel companies they
are not of sufficient volume to keep the mills
operating at anything like normal capacity.
The expectation of the mill managers is that
with the advent of the Spring months enough
orders will have been booked to justify a real
resumption of the mills. This will, in turn,
stimulate business of all kinds here.
Evans Anticipates Good Victor Trade
Thomas T. Evans, manager of the wholesale
Victrola department of the C. C. Mellor Co.,
is of the opinion that there will be a very satis-
factory volume of Victor business handled the
next three or four months. He is strongly of
the opinion that the era of good business is in
sight and that it will be the progressive and
enterprising dealer who will obtain a generous
share of business during the next twelve months.
George H. Rewbridge, manager of the whole-
sale Victor department of the W. F. Frederick
Piano Co., also is anticipating a brisk season
ahead for the Victor line.
Good Business for Columbia Dealers
S. H. Nichols, manager of the Pittsburgh of-
fices of the Columbia Co., said: "We are abso-
lute believers here in the permanence and con-
tinued prosperity for the Columbia line in this
territory. We believe that there will be a re-
vival of business conditions soon, not rushing or
swift, but moderate and steady, that will be last-
ing and justify the retail talking machine mer-
chant in making plans for increasing his
business capacity. The mills of the Pittsburgh
district are an infallible indicator of general
business conditions here and when they are run-
ning full all other lines of trade prosper." Mr.
Nichols stated that he was convinced that the
new year would be a prosperous one for the
Columbia dealers.
Scanlan Forecasts Brunswick Outlook
J. A. Scanlan, manager of the sales depart-
ment of the Pittsburgh offices of the phono-
graph division of the Brunswick-Balke-Collen-
der Co., in a forecast of the year said: "We
are prepared to give the Brunswick dealers the
best of service and to improve it, if possible.
The outlook for business is good and we be-
lieve that the Brunswick phonographs and
Brunswick records will attain more popularity
during the coming year than ever before. The
standing of the Brunswick line in this territory
is assured and our dealers are highly satisfied
{Continued on page 82)
82
THE TALKING MACHINE WORLD
January IS, 1922
InesistibleFoxTrot
YOU CANT GO WRONG
^ffANr'mSTSOJfG'
OPTIMISM DOMINANT IN PITTSBURGH
(Continued from page 81)
with the manner in which the public has taken
to the Brunswick phonograph, as well as at the
excellent co-operation that was accorded them
by the company." Mr. Scanlan stated that all
indications pointed to an increase not only of
sales, but also of Brunswick dealers the coming
year, as many applications had been made by
interested persons who wished to handle the
Brunswick line.
H. J. Brennan Comments on Business
H. J. Brennan, manager of the Pittsburgh
Talking Machine Co., Pathe distributor, said:
"The outlook tor business is good and there is
not the slightest use for anyone to be dis-
turbed or pessimistic over the business field.
The talking machine trade in this city and ad-
jacent territory has enjoyed a splendid business
in the past and I am more than convinced that
this Spring will see a splendid revival of busi-
ness. With a resumption of the industries that
have made Pittsburgh known the world over
there must be a corresponding upward trend
in all other lines, the talking machine trade
included.
Gately & Fitzgerald Feature Pathe
Major "Jack" Barnett, the midget demon-
strator of the Pathe, was for several days at
Altoona, Pa., prior to the holiday, where the
firm of Gately & Fitzgerald had a showing of
the Pathe and Actuelle lines. One of the fea-
tures was the free bestowal of a Pathe machine
to Mrs. Grace Harkness, of Altoona. As each
woman visitor entered the talking machine shop
her name was registered and when the display
period was over all of the names were placed in
a box and one was drawn from the mass, which
had been thoroughly shaken up.
P. S. Mechling Joins Dawson Bros.
Paul S. Mechling has been appointed sales
manager of the Dawson Bros. Piano Co., dealers
in Starr phonographs and Gennett records.
Bible Classes Give Victor Concert
The Men's Bible Class and the Women's
Bible Class connected with the Sunday School
of the Fifth Street Methodist Episcopal
Church at Harrisburg, Pa., gave a Christmas
entertainment to the inmates of the Dauphin
Count}- Home, in which two Victrolas fea-
tured. When the entertainment closed one of
the Victrolas was presented to the men's
tubercular ward and the other to the women's
ward, together with a number of Victor records.
Talking Machines for Home Inmates
The Grand Jury of Cumberland County, at
Carlisle, Pa., in a recommendation to the court,
made the observation that it would prove advis-
able for the county commissioners to purchase
several talking machines and records for the
use of the inmates of the Cumberland County
Home. At Pottsville, Pa., the Schuylkill County
Grand Jury made a like recommendation some
time ago. Public-spirited men and women at
Reading, Pa., some months ago, presented two
Victrolas to the Berks County Home, with a
large assortment of records.
W. C. Dierks Receives Present
W. C. Dierks, treasurer of the C. C. Mellor
Co., was presented with a handsome desk set
for a Christmas gift. The arrangements were
made by Miss Hyams.
Talking Machine for Restaurant
The Fulton Cafeteria, one of the large down-
town restaurants, located in the Fulton Build-
ing, has installed a talking machine in the main
dining room.
Passing of Joseph E. Hardwick
Joseph E. Hardwick, a well-known music
dealer, died at his home in Uniontown, Pa., on
December' 26, aged forty-six years. He had
been operated on at the Uniontown Hospital for
the removal of the small toe on his right foot
and was taken home on Christmas Day, appar-
ently on the road to health. Death ensued the
following morning. His widow and five chil-
dren survive.
Mr. Hardwick, who was a veteran music
merchant, handled the Aeolian-Vocalion and
Vocalion records, in addition to a line of pianos.
Standard Co.'s New Home
The Standard Talking Machine Co., Victor
distributor, will soon open its new home on
Penn avenue, which is now receiving the finish-
ing touches at the hands of the painters and
decorators, after having been remodeled.
When ready for the formal opening the new
building will be one of the finest in the city.
Ample facilities will be employed for giving
MAGNET DECALCOMANIE NAMEPLATE
i OR AN CO^
S M ICMI C A N AVE
SOID BY
HURTEAU.WILLIANS&CO.I<
MONTREAL OTTAWA
f0R TALKING MACHINE
r CABINETS Etc. '
Pamphlets with fac-simile illus-
trations and prices mailed
on request.
^^L^^fe. I SMITH-SCHIFFLIN CO.
J 149 Church Street New York City
149 Church Street
M3nSBGlBa®SESS(Mft.
S3U9 ETC .
up-to-the-minute service to Victor dealers. On
the second floor will be installed a large room
for the use of Victor dealers for holding meet-
ings, etc. The offices of J. C. Roush, presi-
dent of the company, will also be on the sec-
ond floor. The offices of French Nestor and
Wallace Russell will be on the first floor. The
lobby at the entrance will be richly decorated
and will form a most fitting entry to the store.
A complete printing plant will be installed on
the first floor. Ample facilities for railroad
service are secured from a siding that is ap-
proached from the second floor and where two
cars can be unloaded simultaneously.
Bright Outlook for Sonora
H. Milton Miller, manager of the Sonora
Phonograph Co.'s Pittsburgh offices-, is view-
ing the New Year with complacency, stating
that the excellent record established by the
Sonora in the past justifies the expectancy that
the public will continue to buy freely of the
Sonora line. Mr. Miller is an advocate of the
period models and believes that the Sonora
dealer who makes a specialty of placing
Sonora period models in the homes of his
patrons, will score heavily in sales records.
Clark Co. Secures Vocalion Dealers
The Clark Musical Sales Co., Aeolian-
Vocalion distributor, is preparing for a brisk
season. A number of new dealers have been
listed during the past few weeks and the man-
agement here is confident of securing a good
share of business in 1922.
Victrola School Contest
The prize-winners in the Victrola school con-
test, held by the educational department of the
Johnson Music Co., in which a number of
essays were submitted, have been announced.
The title of the essays submitted was 'Why
Should There Be a Victrola in Every School
and Home?" The judges were: Mrs. T. C.
Donovan, president of the Tuesday Musical
Club; Ralph Lewando and Carl Bernthaler, of
the good music committee of the Musicians'
Club of Pittsburgh.
The first prize of $20, in the sixteen to twenty-
one-year-old group, was awarded to Curt L.
Blumer, of Millvale, aged nineteen, who attends
the Pittsburgh Academy night school.
The $10 cash prize was given to Miss Kather-
ine E. Dunning, of Aspinwall, aged fifteen, of
the Aspinwall High School. She was entered in
the eleven to fifteen-year-old group.
In the up to ten-year-old group the $5 cash
prizes went to Katherine Swanson, of Home-
stead, aged eight years, who attends the Fourth
Ward School, and to John Regis Fisher, aged
nine, of Ingram, who is a student in St. Philip's
Parochial School, Crafton, Pa. In the latter
group the two prizes were awarded because the
judges couldn't decide which was the better.
Good Edison Trade in View, Says Buehn
A. A. Buehn, treasurer of the Buehn Phono-
graph Co., Edison distributor, stated that all
indications pointed to a very satisfactory sea-
son ahead for the Edison line.
January IS, 1922
THE TALKING MACHINE WORLD
83
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.
Ask (or our quotations and samples before
placing your order.
American Mica Works
47 West St.
New York
TRADE PROSPECTS IN SOUTH AFRICA
American Consul General at Cape Town Fur-
nishes Interesting Report on Condition and
Outlook of Talking Machine Trade
Alfred A. Winslow, American Consul Gen-
eral at Cape Town, South Africa, in a special
report to The Talking Machine World regarding
the trade in talking machines in his district,
states that during the year 1920 the total im-
ports of phonographs and gramophones into
South Africa were valued at $367,000. Of this
amount the United Kingdom was credited with
$243,000, and the United States with $67,000.
The bulk of the imports from the United King-
dom consisted of American phonographs and
gramophones manufactured in England.
The customs duty on phonographs and gramo-
phones imported into South Africa was 25 per
cent ad valorem. A rebate of 3 per cent is
granted on the manufactures of the United King-
dom and reciprocating British colonies. Phono-
graph records are subject to the customs duty
with a light rebate on the manufactures of the
United Kingdom and reciprocating British
colonies.
The higher grades of phonographs and gramo-
phones are becoming very popular in South
Africa, although the cheaper grades, particularly
from Germany, have been finding a ready sale
in this country.
The following list of names of firms importing
phonographs and gramophones into South Africa
has been furnished by the American Consul
General, Cape Town, South Africa. American
consular officers in any foreign city will furnish
such names directly to any American firm or
individual addressing them:
C. Bothner, P. O. Box 1624; Darter & Sons,
P. O. Box 174; Forrests & Co., G. R. P. O. Box
88; W. Duncan Gray, P. O. Box 1544; Perry &
Co., 104 Adderley street; Petrie & Son, 4 Bar-
rack street; H. Polliack & Son, P. O. Box 227;
G. W. Price & Son, P. O. Box 278, and R.
Muller, P. O. Box 133.
SECURES AGENCY FOR MOTORS
William Brand to Handle Lindstrom Motors and
Diaphragms in This Country
William Brand, who for a number of years
has been connected with several large organi-
zations in the talking machine industry in the
capacity of sales manager, some time ago opened
offices at 27 East Twenty-second street. New
York City, where he has been successfully con-
ducting a distributing business. Mr. Brand now
announces that he has secured the exclusive
agency for the Carl Lindstrom Co., of Germany,
manufacturer of single spring motors and mica
diaphragms. These motors are of several de-
signs, thus placing a single-spring motor in the
manufacturers' hands that can be used in several
types of talking machines.
INCREASE CAPITAL STOCK
The Clarion Record Co., of New York, has
increased its capital from $5,000 to $100,000.
A new Victor department was recently
opened by the Hausman Drug Co., of Trinidad,
Col. Modern equipment has been installed and
the department is a feature of the store.
NEW OKEH _^AD" MANAGER
John A. Sieber Appointed Advertising Manager
of General Phonograph Corp. — Well Known
in Publicity and Dealer Service Fields
and dealers maximum service and co-operation
and several new features in publicity work will
be introduced shortly.
John A. Sieber, who has been associated with
the service and publicity divisions of the talking
machine industry for many years, has been ap-
pointed advertising manager of the General Pho-
nograph Corp., New York. E. L. Sampter, who
was formerly advertising manager of the com-
pany, is now doing special work as an assistant
to W. G. Pilgrim, treasurer and assistant gen-
eral manager of the company.
Okeh dealers will be glad to learn of Mr.
Sieber's appointment to the important post of
advertising manager, as he brings with him an
intimate knowledge of the dealers' sales and
publicity problems. For several years he was
associated with the dealer service department
of the Columbia Graphophone Co., and more re-
cently was head of the Okeh dealer service de-
partment. He is planning to give Okeh jobbers
WILLIAMS REVIEWS HOLIDAY TRADE
Head of G. T. Williams, Inc., Believes New
Year Will Bring Increased Victor Trade
G. T. Williams, head of G. T. Williams, Inc.,
Victor distributor, of Brooklyn, N. Y., in com-
menting upon the holiday business, recently said:
"Most of the Brooklyn dealers and many others
of the metropolitan district anticipated substantial
demands during the holiday season and stocked
goods accordingly. This, however, was not true
in all cases, and there were many last-minute
efforts to supply consumer demands. Early Jan-
uary business has shown up well.
"During the coming months business in many
other lines will show a gradual improvement,
with a natural further call for Victor products.
Therefore the retailers' requirements should be
planned in advance to meet each new situation."
0NN0RI2ED
PHONOGRAPH
RECORDS
10-inch DOUBLE DISC
WITH A POPULAR HIT
ON EACH SIDE
Durable — Clear Tone
M
usica
I
FOR JANUARY
New Music for the New Year will be found
in this month's list. Get acquainted with
these records. Send an order to-day and
prove their worth to your own satisfaction.
in j i ( Granny. Song. { Young-Lewis-Akst. ) Charles
v a 1 1 -S Harrison. Orchestra Arc.
vocai 1 Georoia Rose. Song (Sullivan-Flynn-Rosen-
thal. ) Charles Harrison. Orchestra Ace.
( My Hawaii
3039 < rara's H;
Inst, j Susquehann
^ Trio.
ian Melody. (Ringle-Coots.) Fer-
Hawaiian Trio.
Shore. Ferrara's Hawaiian
3034
Inst
( Brother- Low- Down Bl
J nanl - Briers. ) Conn
I How Many Times?
^ Bailey's Lucky Sevei
Blues.. Fox-trot. (Ber-
Connorized Jazzers.
Fox- trot. (Robinson.)
Lucky Seven.
rLonesome Lovesick Blues. Fox-trot Connor-
>\ V
• I One-step.
. J ized Jazzers.
3035^ wimmin (I've Got to Have 'Em. That's All)
inst. | One-step. (Cantor-Fisher.) Bailey's Lucky
Seven.
(Stack of Barley. Irish Reel. Accordion and
3036 J Piano.
Inst- j McBan's Reel. Irish Reel. Accordion and
Piano.
{Just Like a Rainbow. Fox-trot. (Earl and
Fiorito. ) Lanin's Dance Orchestra.
Weep No More, My Mammy. Fox-trot. (Clare-
Mitchell- Pollack. ) Gentile's Dance Orchestra.
( Stars. Fox-trot. (Alden.) Nathan Glantz's
3038 1 Orchestra.
Inst, j Sal-o.May. Fox-trot. (Stoltz.) Raderman's
V Orchestra.
{I Want My Mammy. Fox-trot. (Weiner and
Breu. )
All That I Need Is You. Fox-trot. (Santly
and Baer. ) Lanin's Dance Orchestra.
NUOVI DISCHI ITALIAN!
A Cerenara. Coppia Voccia. (Mattiello-Falvo. )
Duetto Drammatlco. Aec. dell' Orchestra
Napoletana.
1(8
12"-
Vocal
Mala Nova Coppia Covia. Duetto Dramma-
tico. Arc. dell' Orchestra Napoletana.
[Morning, Noon and Night. Part I.
129 ; aDle Artillery Company's Band.
Inst. Morning, Noon and Night. Part II.
^ able Artillery Company's Band.
CONNORIZED MUSIC CO.
ALSO MAKERS OF CONNORIZED MUSIC ROLLS
817 E. 144th St., - - New York
UNITED MUSIC STORES
PHILADELPHIA BALTIMORE
84
THE TALKING MACHINE WORLD
January 15, 1922
Illustration
of
Snyder Music
Company's
Establishment,
Wilkes-Barre,
Pa.
Van Veen
H earing Rooms
Record Racks
Counters
General
Accessories
Van Veen designed and furnished all except the four walls and roof of this establishment
Van Veen Equipment Service
ete in Every Detail
Veen & Company have built up the large business they
now enjoy.
Van Veen hearing rooms have established a new
standard of efficiency. The old joke about blowing smoke
through the cracks has been applied solely to the product
of others since Van Veen equipment has been available.
Van Veen patented construction positively eliminates
open joints by reason of every section being made in one
piece. Van Veen double construction is air-chambered
throughout, making the rooms more sound-proof than
any others on the market today.
Van Veen record racks are all wood. We are re-
placing many of the racks made by others, of partly card-
board construction, now in use by dealers.
To sum up, we have been directly instrumental in
bettering musical merchandise equipment and at the same
time have established a standard of low prices which
makes us fearless of competition and makes it possible for
the dealer in moderate circumstances to have first-class
equipment. We give direct and intimate service to our
customers, handling our trade directly through trained
and efficient traveling representatives, eliminating the
annoying red tape of buying through branch agencies,
thus saving to the dealer the additional jobber's profit
which must either be added to the price or taken out of
the quality.
Many of our customers have been saved the cost of
expensive blunders; making changes and alterations to
their plans by the advice of our traveling representatives.
A letter, telegram or 'phone call will bring
our service to you.
It is well known in the talking machine and musical
merchandising trade that Van Veen service includes full
and complete equipment. All incidental appointments,
such as general alterations, lighting and ventilating fix-
tures, floor coverings and the accessories required in
connection with Van Veen hearing rooms and store equip-
ment, are supplied by us and designed to meet the special
needs of each individual installation.
We feel that the trade should know how complete an
equipment service we render; how painstaking all our
efforts are to make every detail of your musical sales
room perfect. Quality and fitness come first, prices are
no higher than catch penny jobbing products sold without
consideration of their suitability. This complete service
is not conducted for profit, but is part of the work we feel
our customers are entitled to.
A few notable examples of this feature of our business
are installations of complete musical merchandising
plants for the
Columbia Graphophone Co., N. Y. City and Branches throughout U. S.
Hardman, Peck & Co., Brooklyn.
Bloomingdale Bros., Third avenue, Fifty-ninth street, N. Y. City.
Frederick Loeser & Co., Fulton street, Brooklyn, N. Y.
Snyder Music Co., Wilkes-Barre, Pa.
Sonora Phonograph Co., N. Y.
Brounstein, Blatt & Co., Atlantic City, N. J.
Baldwin Piano Co., 142 West Fourth street, Cincinnati, Ohio.
James A. Hearn & Son, West Fourteenth street, N. Y. City.
G. Fox & Co., Hartford, Conn.
Jerome H. Remick & Co., 240 State street, Chicago, 111.
Griswold, Richmond & Glock Co., Meriden, Conn.
Landau's Music House, Wilkes-Barre, Pa.
We have quoted above the users of some of our large
complete installations. The smallest dealer is assured of
the same careful attention and the same low prices, be-
cause it is only by this policy of fair dealing that Van
VAN VEEN & COMPANY
47-49 West 34th Street
INC.
Principal Offices
New York City
January IS, 1922
THE TALKING MACHINE WORLD
85
IMPROVING CONDITIONS HELP BUSINESS IN ST. LOUIS
A Year of Unevenness Went Out in a Blaze of Glory — Better Feeling Regarding the Outlook for
1922 — A Time to Resolve to Do More and Better Business — News Review Shows Great Activity
St. Louis, Mo., January 3. — First to last, 1921
was a year of ups and downs in the talking ma-
chine business, and with a tendency toward
dragginess during the greater part of it, but
December business, which was more than brisk,
went a good way toward making amends for the
shortcomings that had gone before. The talk-
ing machines, during the year were in pretty
much the same situation as befell the pianos
the year before. That is, they discontinued sell-
ing themselves and the job of selling them be-
came increasingly difficult. All of the distribu-
tors and dealers did a fair business, but they
had to work for it. It was largely a console
year, with the demand for period models grow-
ing as the year passed, and being strongest in
the pre-Christmas buying. Stocks of retailers
in St. Louis and throughout the St. Louis trade
territory are understood to be low. In not a
few instances they got so low before Christmas
that hasty replenishment was necessary. Gen-
eral conditions throughout the southwest, which
were not the best during the greater part of the
year, are improving and fairly liberal buying
by retailers is expected in the early months
of the new year.
For the most part merchandising holds to the
necessity basis which has obtained since the
reaction in general business commenced in the
Fall of 1920.
Brunswick Salesmen Meet
An end-of-the-year meeting of Brunswick
salesmen was held on December 30 and 31 at
the offices of the Brunswick Co. here, under the
direction of Manager Robert W. Jackson and
Assistant Manager Bennett. Recognition of the
good work during the past year was accorded
and plans for the coming year outlined.
To Decide Fate of Association
The fate of the Music Merchants' Associa-
tion of St. Louis, with its large contingent of
talking machine distributors and dealers, will
be decided at a meeting to be held January 18
at the Statler Hotel. Rudolph Ganz, new direc-
tor of the St. Louis Symphony Orchestra, and
Arthur Gaines, manager of the orchestra, will
be the guests of honor. Both will deliver ad-
dresses. Afterward the members will discuss
whether it is best to continue the organization
or let it expire. A handsome souvenir of the
meeting is being prepared.
New Dealers for Granby Line
H. J. Arbuckle, manager of the Widener Co.,
says the wholesale business in the Granby line,
which was taken on a few months ago, is going
big. Accounts have been opened with twelve
good retailers in St. Louis and a good trade
has been secured in the country. E. W. Schu-
maker, factory representative, is working city
and country.
Miss Loraine Merritt, for the past two years
manager of the talking machine department of
Scruggs, Vandervoort & Barney, and for nine
years connected with the department, resigned
December 31 to prepare for her marriage, Jan-
uary 24, to F. G. Abbott, a wholesale druggist
of Minneapolis, Minn.
Reports 100 Per Cent Increase
Manager Ennis, of the Stix, Baer & Fuller talk-
ing machine department, feels that he has a right
to be satisfied with 1921, since it registered an
increase of 100 per cent over the business of
the preceding year.
Manager J. F. Ditzell, of the Famous & Barr
Co. talking machine department, says business
got under such headway during the year that
it could not stop at Christmas but kept right
on through the holidays and into January.
Silverstone's Edison Concerts
The Silverstone Music Co. has been giving
a series of Edison concerts at the various police
stations and for various organizations, with a
total attendance in one week of 2,267 people.
Miss Frieda Meyer, formerly with the Silver-
stone Co., but who gave up work for a while, is
back with that company.
A successful tone test was given by Elizabeth
Spencer December 17 at the concert hall of the
Silverstone Music Co.
New Year's Resolutions Worth Following
Speaking of New Year resolutions the Koer-
ber-Brenner "Red Seal" for January has this:
"January the first — and a time for making
promises. What are you going to swear off this
year — too much candy — too much temper — too
little sleep — just the same as last year? Selfish
resolutions, merely intended to benefit me, aren't
they?
"Why not try a new kind this year, a perfectly
unselfish resolution for the benefit of the General
Public, at least of the General Music Buying
Public?
"Here on the table before us are laid two
huge sheets of paper. One is a mass of figures.
The other is a beautiful white expanse. The
figures are the numbers of the records we sold
last year. What a tale they tell — first of the
musical taste of the aforesaid General Public —
and a lot longer tale of the sales effort we put
forth. For some, the sheet shows very, very
black with only an occasional dash of red; for
others, a more cheerful amount of red, and,
oddly, for the one whose total is greatest, a
great splash of red with only enough black
to form a contrast.
"Now, for our resolution — that that fine, white
space will be covered for 1922 with figures which
represent the musical happiness of others. Let
us resolve that every person who comes in con-
tact with us for this year will carry away the
effect of our effort to have him hear real music."
Some Columbia News
Dealers in St. Louis have been laying par-
ticular stress in their advertising on "The
Sheik," the most recent Columbia record re-
lease. It is expected that the great popularity
of "The Sheik," both as a book and moving
picture play, will be strongly reflected in the
coming sales of the record. Mr. Millikan, of
Rolens & Millikan, Murphysboro, 111., was a
visitor at the St. Louis branch office of the Co-
lumbia last week. Dealers in this territory re-
port excellent Christmas sales. Interest in the
improved monthly Window Displays Service for
the New Year has been clearly shown by the
many new subscriptions. There has been a sub-
stantial reduction in the service starting with the
January number. Record sales in St. Louis have
been unusually heavy throughout the past month.
Some Brieflets
Joseph Hoffman, the celebrated Columbia ex-
clusive artist, appears at the Odeon in St. Louis
January 23.
Dealers conducting sell-by-truck campaigns
have had such good results that many are go-
ing to continue this efficient sales method indefi-
nitely. Period models have sold unusually well
during the holiday season.
Nineteen twenty-one was a good year for the
Vocalion and December was a good month for it,
says R. V. Johnson, local manager. In the
wholesale division the showing on records was
particularly good, in fact better than was ex-
pected.
John Stevenson, formerly with the Wurlitzer
Co. at Springfield, O., has joined the Vocalion
organization in St. Louis, and will travel in
Missouri and Illinois for the wholesale depart-
ment.
The Boot Music Co., on Champa street, Den-
ver, Col., has erected a large electric sign on the
roof of its quarters which can be seen for many
blocks. Victrolas are handled here.
I
o/m
ECLIPSE
M USICAL C?
VICTOR WHOLESALE- ONLY
CLEVELAND
OHIO
1922 Greetings—
The New Year will bring with it
unlimited opportunity for the pro-
gressive and aggressive Victor re-
tailer. The Victor industry made
phenomenal strides in 1921, and the
coming year should be the greatest
year in Victor history.
The Eclipse organization is prepared
to assist you in getting your share of
1922 Victor prosperity.
Let us prove our willingness.
86
THE TALKING MACHINE WORLD
January 15, 1922
The many admirers of Charles Hackett will
want his latest record, "Could I," a sweet
love ballad. The popular tenor at his best!
Add this new record to your order. Colum-
bia 49936.
Columbia Graphophone Co.
NEW YORK
QUALITY PRODUCTS PREFERRED „BY SAN FRANCISCANS
Period Style Machines and High-class Records Have the Call — Several New Stores Opened
Recently — Ready for Tour of the Victor Artists — Business Outlook Viewed Optimistically
San Francisco, Cal., January 4.— Holiday shop-
ping in most of the principal merchandising
centers of California started rather early this
season and continued strong right up to Christ-
mas. The volume of business transacted is esti-
mated to be close to normal, the interior districts
making a better showing, proportionately, than
the large coast cities. Buying was more con-
servative this year than last and, apparently,
more discriminating. Period styles in machines
had a specially good movement and classic rec-
ords sold well. The merchants of San Fran-
cisco spared no expense in making their Christ-
mas show windows attractive, but there was no
extraordinary amount of advertising space car-
ried in the newspapers. The wholesalers report
some shortage of stock, due to late orders from
the retailers, but on the whole the trade is well
supplied with standard merchandise. Rainy
weather, no doubt, cut down the volume of holi-
day sales a great deal.
George Coster, who was formerly associated
with the California Phonograph Shop, of San
Francisco, has accepted a position in the Co-
lumbia record department of the Remick Song
Shop on Market street.
Louis Connor, proprietor of the talking ma-
chine department of the Connor Furniture Store,
Rialto, Cal., has taken on the Pathe agency.
New Manager Pleased With Results
J. L. Gibbins, manager of the Victor depart-
ment of the Emporium, San Francisco, is grati-
fied with the large volume of sales in his depart-
ment this month. Mr. Gibbins took charge of
the department about a month ago, succeeding
Princess Watahwaso
Appearing in Costume Presenting
Indian Songs - Dances - Legends
A LIVE VICTOR ENTERTAINER
FOR VICTOR DEALERS AND JOBBERS
Recitals given in warerooms,
schools and recital halls
Booking Now for Season of 1922
Watahwaso Studio
111 W. 68th St.
New York
Miss Gertrude Kingston, who resigned. He
came just in time for the holiday rush.
William Austin Callahan, sales engineer of
the Los Angeles office of the Edison company,
was in Bakersfield for two weeks this month con-
ducting a sales promotion campaign in connec-
tion with the new store of the Hackett-Bristol
& Cowan Co. in Bakersfield. This concern has
music stores in Fresno, Dinuba and Visaha also,
and they feature the Edison line. Mr. Callahan
is spending the holidays at Santa Barbara.
The Baillard-Cramer Co., Santa Barbara,
opened a music store on December 15 at 1218
State street. Opening business was very en-
couraging. The company features talking ma-
chine merchandise.
Max Wilmark, formerly of Mill Valley, Cal.,
is now in charge of the outside sales work for
M. Newfield & Sons, phonograph dealers, at
Lodi, Cal.
Ready for Edison Tone Test
Bookings are well under way for the Spring
tone-test tour of the Edison company on the
Coast. The artists to participate are Helen Davis,
mezzo-soprano; Victor Young, pianist, and Ed-
ward Hungerford, violinist. The recitals will
start at Phoenix, Ariz., in February, and end in
the Northwest probably in May. Other Edison
artists to give recitals on the Coast this season
are Emmy Destinn, Arthur Middleton and Vasa
Prihoda.
Stores Adding New Lines
The Phonograph Studio, Alameda, Cal., which
started in business a month ago, has taken on
the Columbia line. The proprietor is Louise M.
Pates.
Scott & Kennedy, dealers in musical merchan-
dise at Willows, Cal., have taken on the Bruns-
wick line. They also are Victor dealers who are
well established in their community.
R. E. Kane, former assistant manager of the
wholesale Victor department of Sherman, Clay
& Co., has accepted a position on the traveling
force of the Chicago Talking Machine Co., of
Chicago.
A. G. Corcoran, Pacific Coast sales manager
for the Brunswick phonograph, has had splendid
success with Brunswick products for the holiday
trade. The San Francisco office is short on all
the popular models and does not expect to be
able to supply their customers with their re-
quirements for a month or two after New Year's.
The Brunswick period styles have made a spe-
cially strong appeal to the public.
William J. Campbell, who has recently been
with the Columbia Graphophone Co. in Los
Angeles, is again back in San Francisco and is
now on the staff of the wholesale department of
Sherman, Clay & Co. He has been away from
San Francisco for several years.
Andrew McCarthy Optimistic
Andrew McCarthy, general manager of the
wholesale Victor department of Sherman, Clay
& Co., sums up the business .situation thus: "In
California, both in the large Coast cities and in
the interior districts, we have enjoyed a very
satisfactorjr holiday business, and I think it will
be found to be about up to normal. The situa-
tion here is much better than in the North, and
we have every reason to expect a steady im-
provement in talking machine business all along
the line. In regard to the exclusive Victor deal-
ers, experience has surely proved this year that
the policy is a wise one. We have the most
gratifying reports from all the exclusive Victor
dealers. It pays to concentrate on one line."
Ready for Victor Artists' Tour
Billy Morton, manager of the retail Victor
department of Sherman, Clay & Co., is enthusi-
astic regarding the coming tour of the Victor
Eight, the artists supreme, who will give a
series of concerts on the Coast very shortly.
He has arranged already for recitals at Fresno,
Sacramento, Stockton, Oakland, San Francisco,
San Jose and Santa Rosa. Mr. Mountcastle,
who represents Philip W. Simon, the manager
of the Victor Eight, has just been in San Fran-
cisco making arrangements for publicity in con-
nection with the concert tour.
High-class Products in Demand
J. J. Black, of the Wiley B. Allen Co., San
Francisco, says the general average of talking
machine business of the various stores of the
company has been most encouraging for the
holidays. In some stores the buying was very
"spotty" or spasmodic, but there were many
surprise sales and high-class merchandise moved
very well in most of the stores. The Christ-
mas decorations in the Wiley B. Allen stores
were most artistic. Mr. Black says business for
the year as a whole is not quite as good as the
year before, but the volume of sales on the
highest class of goods has been very satisfac-
tory.
Okeh Records Please Purchasers
Kohler & Chase, in San Francisco and other
cities, found the demand for Burnham phono-
graphs and Okeh records very gratifying during
the holidays. The dealers are pleased with the
promptness with which they get the newest and
most popular music hits on the Okeh records.
The Paramount Phonograph Shop, Sixteenth
and Cleveland Place, Denver, Col., is engaged
in an extensive advertising campaign which is
getting results.
HEADQUARTERS
For
Single Spring Motors
and
Mica Diaphragms
WILLIAM BRAND
27 East 22nd St., New York City
January 15, 1922
THE TALKING MACHINE WORLD
87
A TRIO OF INTERESTING CATALOGS ®©©©©®©©©©©©©©©©©©©@©@©©©©©©©©©©©©©©©©©©©©©©©©@©©©©©©©@©@@@©©©@@©©@@
Starr Piano Co. Issues New Volume Devoted to
Starr Pianos, Players and Phonographs, To-
gether with a Complete Catalog of All the
Gennett Records up to January, 1922
The Starr Piano Co., Richmond, Ind., has
started the New Year right by issuing a trio
of very attractive catalogs, one devoted to Starr
pianos and players, another to the Starr phono-
graphs and the third to Gennett records.
The phonograph catalog is complete and at-
tractive in every particular, showing in great
detail the various mechanical features of the
Starr, together with illustrations and descrip-
tive matter covering the several models of Starr
phonographs, from the table machine to the
elaborate console model. The showing includes
several upright period styles that are distinctly
attractive.
The record catalog has been carefully compiled,
and includes the complete lists of Gennett rec-
ords up to and including January, 1922, a show-
ing, by the way, that is impressive. The catalog
is carefully classified so that dance records of
various sorts and the recordings of well-known
artists may be found without difficulty. The
volume is enlivened with interesting portraits
of numbers of the better known artists and
musical organizations who record for the Gen-
nett records. A long list of foreign Gennett
records is also included in the catalog.
The piano and player catalog is distinctly prac-
tical in every sense. There are two pages of
text telling of Starr ideals and the progress
made in developing Starr pianos and players,
and the balance of the volume is devoted to
illustrations and descriptive matter of the vari-
ous Starr-made pianos, including the Starr Con-
cert Grand, the Parlor and Minum Grand, the
Starr, Richmond and Remington player-pianos,
and several models of Starr, Richmond, Trayser
and Remington pianos, all instruments well and
favorably known in the trade. The catalog is
of the sort calculated to interest the recipient in
the instruments themselves as well as in the his-
tory of the house making them.
"SOUND" TO EXTINGUISH FIRE
Prof. Hilton I. Jones, of the Oklahoma Agricul-
tural and Mechanical College, Makes Some In-
teresting Acoustical Demonstrations
Kansas City, Mo., January 3. — When there is a
big fire, find out the flame tone and call a sym-
phony orchestra instead of the fire department.
Prof. Hilton I. Jones, chemistry head of the
Oklahoma Agricultural and Mechanical College,
demonstrated vibrations before the City Club
here. He let the audience hear a flame "sing"
and then put it out by sound.
"Extinguishing a fire by sound is easy when
the burning substance is known and when there
is only one element, such as hydrogen," he said.
"The flame is extinguished when its neutralizing
tone is produced, because its own sound waves
are flattened out. Without its flame tone the
burning gas is cooled immediately to a point
below the ignition temperature and the fire is
out."
NEW MANAGER IN SHELBYVILLE
Shelbyville, Ind., January 4. — The Cory Fur-
niture Co. has announced the selection of
J. Edward Briggeman as manager of its music
department. Mr. Briggeman was for many
years connected with the Pearson Piano Co.'s
store here, and prior to coming here he was
with the Pearson Co. as a salesman in Kokomo
and in Columbus.
The Grafonola Co. of New England, Boston.
Mass., has secured a long-term lease on a store
at the corner of Tremont and Avery streets.
D TRADE M ARK. if***
ISC-O-CAM&S
PAT APPLIED FOB. ^0
©
©
©
©
©
©
©
©
©
Superior Universal Reproducer on the Edison
cUhe Ideal All-Record Reproducer for the Edison Disc
Phonograph
Superior Reproducer with 21 -E, Connection for Edison — Sample Prepaid
to Dealer, $4.75 Nickel — $6.25 Gold Superior Specialties for Phonographs
Retail Prices, $7.50 Nickel-$10.00 Gold BARNH ART BROTHERS & SPINDLER
Quantity Prices on CApplication Monroe and Throop Streets CHICAGO
®©@@@§>©©@©©©@@@®®©@®®©®9©©®@@@@©@©@@@©©©©©©@®©©©©©©©©©©©®©©©©©©@©©©!
R. B. CALHOUN OPENS NEW STORE
Decatur, III., January 6. — The Calhoun Music
Store, 118 East William street, this city, was
opened recently by R. B. Calhoun. The various
demonstration and display rooms are finished in
old ivory and black, an unusual combination
which presents a very striking appearance. Co-
lumbia Grafonolas and records and a complete
stock of sheet music are handled.
HEIFETZ PLAYS FOR BLIND GIRL
Victor Artist Plays Strangest Concert of His
Career With an Audience of One, Miss Helen
Keller, Famous and Accomplished Blind Girl
FINE NEW STORE IN DENVER
Denver, Col., January 6. — The latest addition to
the talking machine establishments of this city
is the Mae E. Gerarden Music Co., Fifteenth
and Cleveland Place. A jazz orchestra and the
distribution of souvenirs delighted future patrons
on the opening night. In addition to talking
machines, sheet music will be handled.
Denver, Col., January 6. — Jascha Heifetz, the
brilliant young violinist and Victor artist, re-
cently played what was probably the strangest
and at the same time one of the most appreciated
concerts of his career. The audience consisted
of one person, Helen Keller, the most celebrated
deaf, blind and formerly dumb girl in the coun-
try, and the setting was the suite occupied by
the artist in the Brown Hotel.
Miss Keller placed her sensitive fingers under
the body of Heifetz's Stradivarius while he
played and thus listened and was swayed by the
playing of "The Hymn to the Sun," from the
opera "Le Coq d'Or."
AUTOMATIC STOPS
The simplest and most efficient
Automatic Stop on the market.
They give excellent
service, are easily in-
stalled and are abso-
lutely guaranteed.
Send 50c. for
Sample Stop
SWEETEN THE TONE
with K-E
and Simplex
Circular Record
Cleaners
Reduced Prices
Big Profits
Write for
Particulars
NOW
KIRKMAN ENGINEERING CORPORATION
484-90 Broome Street
New York
88
THE TALKING MACHINE WORLD
January IS, 1922
MR. JOHN D. ROCKEFELLER MR. ALFRED I. DUPONT MR. HENRY FORD
— Have Equipped Their Phonographs With
THE SHELTON MOTOR
The Perfect Motor for Phonographs
EDISON and VICTOR DEALERS! ARE YOU INTERESTED
IN SELLING THE BEST?
Owners of phonographs throughout the country have been quick
to see the many advantages of the compact little Shelton Motor which
transforms any phonograph — Edison — Victor — Columbia — into an
electrically driven machine. There are more than 20,000 satisfied
users today.
Can be installed in a minute. So small it will fit in your pocket.
Invisible ivhen lid is closed. Cost of operation less than five cents
a month. Never gets out of adjustment. Guaranteed indefinitely.
Exceedingly simple to operate. A light push on turntable auto-
matically turns on current. Motor always runs at even, uniform
speed, which insures perfect musical reproduction. Absolutely
noiseless.
Your customers will want the Shelton Motor when they see what
an ideal addition it will be to their machines. Takes only a minute
to demonstrate its superior points.
DISTRIBUTORS EVERYWHERE
Write us to-day for the name of the nearest service agency
Eliminates Winding— Never Runs Down — Noiseless — Not a Winding Device
SHELTON ELECTRIC COMPANY
16 EAST 42nd STREET
NEW YORK, N. Y.
January 15, 1922 THE TALKING MACHINE WORLD
89
SHI
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
lllllllllllllllllllllilllllllll
Helping to Make the Passer-by Buy
OFTTIMES a talking machine dealer will place a number of
models of machines in the window without any apparent arrange-
ment or sales effort other than visualizing the machine to the passer-
by. Often a simple card, cleverly worded, will help the sales punch
of your window. The next time that you group machines in your
window place a card bearing the following inscription, so that it can
easily be read : "We have yet to find a person who having once
enjoyed the privilege of owning a talking
machine has been satisfied to continue living without one."
SO much advertising has been run on the general style of "this
machine in your home for $15.00" that it is well to use a window
arranged as follows to counteract this : In the rear center of your
window place the largest floor model you have. From this model,
arranged in a semi-circle grading down on both sides, should be
cheaper models, and in the front of the window at the two corners
should be placed small portable models. A large sign should be
placed in the center of the floor exposed — fiat on the floor — bearing
the words "Which of These Machines May We Place in Your
Home?" On each machine should be placed a small neatly printed
card bearing just merely the price per month, for example, "$10
per month." Such a window will stimulate immediate buying.
AVERY clever attraction and attention-getter can be arranged at
a moderate expense in the following manner : Take the turn-
table of any machine that you have to a tinsmith. Have him solder
onto the outside metal flange of it a six-inch strip of copper, so that
it projects about one-quarter of an inch from the rest of the turn-
table. After replacing this turntable, adjust an ordinary lighting
outfit which is used to illuminate the turntable of the machine. Run
one wire in contact with any metal part of your motor — such as the
crankshaft — then place a wire so that, as the turntable revolves, it
strikes the copper strip, thus forming a complete circuit. Use any
electric motor or winding apparatus in order that the machine will
run continuously. Slow down the speed so that the revolutions are
about thirty per minute. Cut a piece of white cardboard, the same
size as a record, and print in large black letters the name of your
store, and underneath it the words : "Extends Real Service." Place
this cardboard on your turntable. An apparatus of this sort, placed
in your window at night and left to run continuously, will only cost
you the price of a battery occasionally — yet it will stop the pedestrian
and attract considerable attention as it flashes.
AFTER all, there are very few ways that a business institution
can extend any invitation of real hospitality to prospective cus-
tomers. Here is one novel way that has been employed with success
by several merchants in the industry : Print a card to fit in a No. 9
envelope, reading as follows: Across the top, in large letters, "Why
not charge your records at our establishment?" ; in smaller print, the
following should appear: "It is with the idea of extending old-
fashioned hospitality and courtesy that we offer to open up a charge
account for you, so that you can purchase, at your convenience, those
records which you may desire and pay for them monthly. The usual
trouble of waiting for change after purchasing records, or trying to
make change on C. O. D. deliveries, can be avoided in this way. We
will be pleased to open up a charge account for you whenever you
may desire." Send this to people who pay their instalments on
talking machines with regularity ; also to those people in your com-
munity whose reputation for credit is unquestioned.
* * *
PRINT on cardboard stock, postal card size, the resemblance of a
theatre ticket. On the part ruled off as the stub print, "One
ticket for an enjoyable evening at home."- On the* main part of the
ticket should appear the following: "The highest class professional
talent producing medley, jazz and opera can be furnished for your
private entertainment at your own home." Then in large letters,
across the bottom of the ticket, "The (name machine)." On the
top of the postal card should appear the words, "Here's something
for you"; at the bottom, "The (name machine), the greatest repro-
ducing instrument in the world," followed by your name and address.
This card is unique and has an attractiveness which will appeal to
your prospective mailing list.
* * *
WHEN the customer has selected the last record which he wishes,
ask him if he has heard such and such a record (any new-
release which you may care to push). If he replies in the negative,
place this record on the machine, starting it, saying "Listen to it while
I wrap up your selections." The customer, having nothing else to
do while waiting for the records to be wrapped, will often listen to
the selection, and on many occasions purchase it at that particular
moment. This is an old idea, but we do not apologize for reminding
you of it, due to. the fact that the practice of this idea has always
brought exceptional returns.
$ 5^ * *
MANY of you have record brushes which have been lying on
your shelves and which you cannot dispose of. Try the fol-
lowing stunt, which will sell quite a number for you : Place a brush
in each booth. Before a salesman demonstrates any record, have
him go over it with the brush, then have him place the brush on a
table conveniently located. A small, conservative card on the wall
of the booth should read "Record brushes 50c." This will complete
the chain of psychology for the purchase. The customer realizes
that if the store uses such a brush it must be of real value. The
price card saves the asking of questions.
INSTEAD of a plain flat card, get up for your salesmen some cards
which can be folded the same way as a pamphlet is folded. On
the front place the name of your salesman, your firm, etc., the same
as on your business card. On the inside list about ten of your best-
selling operatic numbers. Place a caption over this list to run as
follows : "The Finest Selections From the World of Opera" — also
insert the number, price, title, opera, artist. Underneath this list
run a line which reads : "Such Great Operatic Stars as (list the names
of several) Record Exclusively on (name make) Records. We are
the duly authorized representatives for (name make) Records in this
City." f
¥ F you have on your books a list of record customers that has
1 become inactive, you can secure a lot of good-will and revive
sales interest in the following manner : Make out a bill all filled in
on your regular monthly statement form. Fill in 'the date, the
name, address, etc., and when you come to the column where charges
would be itemized, fill in the month, for the date draw a blank line,
for the item leave a blank space, and for the dollars and cents
columns draw lines. At the bottom of the statement, either in type-
writing or by means of a rubber stamp, convey the following mes-
sage: "This is an accurate statement of your account. Is it our
fault you do not owe us a cent ? Is there something wrong with our
merchandise, service, or salesmanship? Surely, there is something
we can sell you ! May our representative call, or will you be in to
see us within the near future?" Inclose with this statement any
good snappy printed matter you may have on hand, such as a record
bulletin, etc.
WHENEVER you are using ads in the newspapers, devoted to
a theme you know will appeal to certain people on your prospect
list, you will find it very good practice to send out a regular U. S.
post card to people you feel will be especially interested in a given
ad. Use copy somewhat like this: "Dear Friend: We are going
to run an advertisement in the New York Times on January 18, in
which .we feel you will be especially interested. We want to call
your attention to it at this time so that you will not miss the impor-
tant message we are conveying in this particular advertisement.
Sincerely yours, John Dough & Co., 221 Easy street." Change
name of paper and dates to suit your demands.
EDITOR'S NOTE— Mr. Gordon will publisb*on tbis page any good ideas submitted by you for tbe benefit of tbe trade,
and will also answer any questions you ask bim concerning, mercbandismg problems. Use tbis department as mucb as you like.
It is intended^to serve you — to'be a forumlfor^tbe discussion and excbange of ideas of interest.
90
THE TALKING MACHINE WORLD
January 15, 1922
STOCKS WELL CLEANED UP IN KANSAS CITY DISTRICT
Volume of Holiday Trade Proves Better Than Expected — Prospects for 1922 Considered Good
— Value of the Special Department — Selling Columbias by the Carload — News of Month
Kansas City, Mo., January 4. — "Better than ex-
pected" is the universal report on the Christ-
mas business in talking machines, not only in
Kansas City, but throughout the Kansas City
trade territory. Some of the jobbers are sold
out on all the leading models and are forced
to send in rush orders to the factories for sup-
plies. Some of the dealers have sent rush orders
to supply machines which were sold at Christ-
mas, but not delivered, owing to the lack of
machines in stock to fill all orders.
One jobber who stocked up heavily in the
Summer and Fall on leading models in oak,
American walnut and mahogany was pleased to
find that his estimate of the market had not been
amiss and that he finds himself with a relatively
low stock. Another jobber reports that his
stock of machines is lower than at this time in
years. One retailer, who has recently moved
to a better location, reports a larger business
than he has ever had before and attributes it
partty to his better location and better window
display.
The Jones Store advertised that machines or-
dered for Christmas would be put on the Feb-
ruary bills, and the store had the biggest sale
of machines in its history.
The J. W. Jenkins & Sons Music Co. rented
an outlet store and stocked it up with small
merchandise and found a good trade as a re-
sult. There has been a very satisfactory sale
of records during the month and the plan of
making Christmas gifts of records, or rather,
orders for records, has been a general custom
during the last month.
The outlook for the new year is bright. There
is a feeling that the first two or three months
of the new year will be quiet, but the expecta-
tion is that the year will show, as a whole,
gradually improving conditions, fully keeping
pace with the expected improvement in busi-
ness in general.
Looking to the Future
It is not expected that 1922 will be an easy
year. If 1921 rewarded fighters it is understood
that 1922 will do the same. One advantage
which the talking machine merchant has now
is that a better feeling exists than a year ago.
Then, many people would not buy because they
did not know what to expect during the year to
come and kept their money in their pockets, or
banks. Now they know what they are up
against and are ready to let loose of their
money — if they have it.
The past year has demonstrated the value of
the plan, "Sell music to a community and it
will buy machines to play it on." There has
been a very general effort throughout the ter-
ritory to carry out this plan and the work here
in Kansas City has been the most extensive.
In all the schools, and in numerous clubs and
public gatherings, there were given "music
appreciation" talks, which have been demon-
strated with the use of the talking machine.
These have always been followed by the pur-
chase of the records in some of the retail stores
and often by the purchase of a machine.
During the past ninety days Miss DeForeest,
who is connected with the J. W. Jenkins & Sons'
Music Co., has been co-operating with the super-
visor of music, for the Kansas City public
schools and will probably spend January in the
same work. After that she will be busy in
similar work with Jenkins' stores throughout the
territory. Some of the Victor record sales-
men in Kansas City are counting the work done
in the schools as the very best kind of ad-
vertising.
The campaign for 1922 opened with a concert
given at the Convention Hall by the Eight
Famous Victor Artists on Sunday night, Janu-
ary 1. The eight artists who appeared were
Henry Burr, Albert Campbell, John Meyer,
Frank Croxton, Billy Murray, Monroe Silver,
Fred Van Eps and Frank Banta. The attend-
ance was very large and very enthusiastic.
The Value of Departmentizing
One of the developments in this territory dur-
ing the year was the practice of the dealers mak-
ing their talking machine business a distinct
department, whether in a music store or in some
other kind of store. It is found to have many
advantages. It is encouraged by Kansas City
jobbers, for it has been found that the plan helps
collections. Where there is a distinct depart-
ment, and the money collected for the machines
and records is kept separate, there has been but
little trouble in having the bills met, and in
most cases discounts taken advantage of. In
the same way the distinct department makes the
dealer realize more than ever the profits he is
making on his talking machine trade, and that
means he will give it more attention, which, in
turn, means an increase in sales.
The carload Grafonola sale of the J. Ed.
Black Music Co., of Springfield, Mo., exclusive
Columbia dealer, is meeting with success and
Mr. Black is very enthusiastic about the plan.
E. R. Smith, Columbia representative, is assist-
ing Mr. Black.
Hulda Lashanska will appear in Kansas City,
Mo., and several Kansas towns during January.
Arrangements are being made by dealers in
each of the town where Lashanska appears to
tie up to her appearance, through newspaper ad-
vertising, a special window display, distribution
of literature, etc.
B. L. Plank, of the J, W. Jenkins & Sons'
Music Co.'s Victor wholesale organization, is
in Pennsylvania, visiting relatives. He will visit
the Victor factory before he returns.
A Practical Booth Suggestion
The value of having higher and lower-priced
machines in the same booth has been demon-
strated a number of times in Kansas City during
The thousands of talking machines sold during
1921 have greatly increased the field of the
record manufacturer for 1922.
The use of our exceptional
pressing facilities will help
you to substantially increase
your record business.
Write Us To-day
Samples and Prices on Request
THE BRIDGEPORT DIE AND MACHINE CO.
170 ELM STREET
BRIDGEPORT, CONN.
January IS, 1922
THE TALKING MACHINE WORLD
91
the holidays. A lady came into one of the
establishments Christmas week with the fixed
purpose of buying a $95 machine, and prac-
tically bargained for one of that kind. Seeing
another type of machine in the demonstration
booth, which caught her fancy, she asked about
it. The salesman took the opportunity to point
out the attractive features of the machine, and
the result was a sale of a machine at $300 in-
stead of the $100 one. It was a case of "seeing
and buying."
Successful Columbia Sale
The Eads Bros. Furniture Co., of Fort Smith,
Ark., exclusive Columbia dealers, have just com-
pleted a week's sale of Grafonolas, having pur-
chased a carload of Grafonolas for this purpose,
and report that they were successful in selling
the entire carload before the campaign was over.
One of the features of the advertising in this
campaign was a parade of trucks containing
Grafonolas, taken from the car to Eads Bros,
store through the principal streets of Fort
Smith. Two Columbia representatives, D. M.
Guthrie and L. S. Blythe, were with Eads Bros,
during the campaign.
WORLD HELPS IOWA MERCHANT
L. Q. Selzer Praises World as a Merchandising
Help — Growth of Talking Machine Depart-
ment Indicates Small-town Possibilities
Burlington, Ia., January 3. — The value of the
trade paper in aiding the development of a busi-
ness and the opportunities contained in the
small town and farming community for the
talking machine business has been amply dem-
onstrated by Leland Q. Selzer, manager of the
talking machine department of the Gulick-Mc-
Farland Co. here.
In a letter to The World Mr. Selzer states
that from a start of two or three machines the
talking machine department has been developed
into a $20,000 annual business, and this year,
despite the much-talked-of business depression
and buyers' strike, Mr. Selzer expects to close
the year with a sales volume of $23,000. This
is all the more remarkable in view of the fact
that Burlington is a town of only 23,000 popu-
lation and the surrounding country is devoted
to farming.
Hard work, consistent advertising and the
adoption of live-wire suggestions contained in
The World have made the department a suc-
cess. The Christmas window display of this
concern was modeled after one described in The
World. Among the many worth-while ideas
which this aggressive manager is putting across
is the slogan "What Is Home Without Music?"
This slogan is keeping the store in the minds of
people throughout the entire community and the
constant efforts of Mr. Selzer to keep it before
the public have been repaid in increased business.
REC0=RAP MEETS WITH SUCCESS
New Package for Shipping Records Well Re-
ceived— Now Used by Jobbers and Dealers
St. Louis, Mo., January 4. — The Reco-Rap Co.,
of this city, manufacturer of the Reco-Rap, is
meeting with pleasing success in the introduction
of this package for shipping talking machine
records. This package is furnished for all sized
records, with metal posts to take care of from
one to eight records.
The company recently issued an attractive
circular showing reproductions of some of the
letters it had received from prominent jobbers
and dealers emphasizing the practical value of
the Reco-Rap. Although this shipping package
has only been on the market a short while,
it is now being used by jobbers and dealers
throughout the country, who find that it prac-
tically eliminates the possibility of record break-
age.
The more you keep your employes smiling
and contented, the more money you bring into
your business.
S. L. SCHOTT BUYS VICTOR STORE
Mount Vernon, N. Y., January 6.— The estab-
lishment of Brodbeck & Co., established for
twenty-one years, and one of the leading Victor
dealers in Westchester County, has been pur-
chased by S. L. Schott, a brother-in-law of the
Landay brothers. Mr. Schott has been in the
music business for the past sixteen years, travel-
ing to the Coast, and he is well equipped to make
a success of his new enterprise.
APPOINTED OKEH JOBBER
Record Sales Co., Cleveland, New Okeh Jobber-
Will Cover Very Important Territory
HARTZELL CO. REPRESENTATIVES
The Hartzell Crucible Co., Pittsburgh, Pa.,
manufacturer of "Black Diamond" graphite
spring lubricant, announced recently that its fac-
tory representatives are Louis A. Schwarz, Inc.,
1265 Broadway, New York City, and S. F. Larri-
more, 5836 Easton avenue, St. Louis, Mo. This
company is meeting with pleasing success in the
sale of its spring lubricant, and its product is
being used generally by manufacturers and deal-
ers throughout the country.
- Cleveland, O., January 6. — The Record Sales
Co., of this city, has been appointed a jobber for
Okeh records for a territory that includes Cleve-
land and Pittsburgh. This company is a sub-
sidiary of the Cheney Phonograph Sales Co.,
Cheney jobber in this territory, and George R.
Madson is president of both companies. Mr.
Madson is enthus'astic regarding the sales pos-
sibilities of Okeh records, and an aggressive sales
campaign has already been started.
It is understood that the Kennedy-Schultz Co.,
of this city, will no longer be a jobber of Okeh
records, and that the Sterling Roll & Record Co.,
of Cincinnati, O., which formerly maintained a
Pittsburgh branch, has closed this office and will
concentrate its activities on the development of
Okeh business in Cincinnati territory.
s
Work plus brains plus service equals success.
1
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CHARLES A. O'MALLEY, President
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92
THE TALKING MACHINE WORLD
January 15, 1922
Discuss the Business Outlook for 1922
Views of George E. Brightson
Discussing general business conditions and the
outlook for 1922, George E. Brightson, president
of the Sonora Phonograph Co., New York, said
to The World: "It is my belief that during 1922
there will be an absence of that great speculative
demand for talking machines which characterized
our industry for several years, but there will be
an active, healthy demand for merchandise that
has been placed in the homes on a satisfactory
basis and delivered to the consumer as adver-
tised and represented.
"This thought is substantiated by a conversa-
tion which I had a year ago with a well-known
Ueorge E. Brightson
talking machine manufacturer who remarked that
coming events would bring about the survival
of the fittest in our industry. I said at that time
that the fittest who survived would not be the
ones with the largest pocketbooks or the larg-
est investments, but would be the manufacturers
who produced merchandise wherein the pride of
possession was the dominant thought of manu-
facture.
"From the very inception of the Sonora Phono-
graph Co. it has been our aim and ambition to
refrain from endeavoring to secure the largest
possible output, but to concentrate on placing
our phonographs in the homes of music-loving
people who would appreciate a high-grade musi-
cal instrument.
"For the coming year we have planned many
important new offerings for the trade in the an-
ticipation of relief from one of the burdens which
the music trade has been subjected to because
of the prevalent thought among so many people
that music must be classed as a non-essential
and as a luxury. Successful efforts to counteract
this view have been made, and the Government
has relieved us of one of the burdens — namely
the five per cent excise tax.
"There is every reason to be optimistic in
considering the outlook for the coming year,
and as far as we are concerned, we are well as-
sured of a substantial, healthy business in 1922,
and in fact, this business is in hand at the pres-
ent time."
H. L. Willson Optimistic
"We are going to have a normal year in 1922,"
said H. L. Willson, vice-president and general
manager of the Columbia Graphophone Co., New
York, in a chat with The World. "This state-
ment is based on the fact that there is going
to be better business generally in all industrial
lines. I look for no skyrocket improvement
in the early, part of the year, but there is going
to be a very gradual return to normal conditions
generally, for we have the basic requirements for
such an improvement.
"The period of liquidation, which was so neces-
sary to curb - the .false inflation common to all
industries during the war period, has been very
nearly accomplished with the close of the year,
and I believe we may look for each calendar
month of 1922 to show a steady improvement
H. L. Willson
in sales and the character of business done, and
may expect 1922 figures to exceed those of our
most prosperous year during the pre-war period.
"We look forward confidently to a large and
healthy business year in 1922, not only for our
company, but for our thousands of loyal deal-
ers to whom we pledge our heartiest co-opera-
tion."
J. Newcomb Blackman's Opinion
J. Newcomb Blackman, president of the
Blackman Talking Machine Co., New York City,
Victor wholesaler, gave the following interest-
ing interview to The Talking Machine World
in connection with his views regarding the busi-
ness outlook for 1922:
"It seems to me that 1922 will be a year of
real competition, a return to conditions such as
were experienced by those in the industry in its
J. Newcomb Blackman
earlier stages, when struggles for success and
supremacy were the order of the day.
"I believe there are still concerns, chiefly
among manufacturers, to whom relief will come
only through bankruptcy, while others will
bring about the necessary changes and reforms
through a reorganization. The future of many
concerns financially embarrassed will be defi-
nitely known before the year is half spent, be-
cause temporary extensions, will have matured
and will not be renewed, or financial aid given
will not be continued if the desired results have
not been accomplished.
"I look for changes in types of instruments
during the year and believe that there will be a
further development in new models of the so-
called console type. These, in competition with
the upright designs, will definitely determine
which type will predominate and be most popu-
lar with the public.
"Among the talking machine manufacturers
financial strength, plus steady demand, will en-
able quantity production, embodying quality at
a list price hard to compete with. The manu-
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January 15, 1922
THE TALKING MACHINE
WORLD
93
Another laugh-maker comes through. Al
Herman, vaudeville comedian, sings "I Hold
Her Hand and She Holds Mine," and "They
Call It Dancing," trom The Music Box
Revue. This will be a last seller! A-3507.
Columbia Graphophone Co.
NEW YORK
facturer of such a product will occupy an en-
viable position. However, this may be some-
what counterbalanced by weaker manufacturers
if the cost of the former's goods to dealers and
jobbers is too high. The best product in great
demand still needs the support and co-operation
of the dealers and jobbers if the consumer is to
be supplied through those channels.
"During hard times sales volume is seldom
maintained and a falling off in sales causes over-
head charges to mount. Furthermore, cash busi-
ness diminishes and time sales increase in pro-
portion, all of which contribute to higher over-
head costs. Under such conditions the trade
may look for a solution in increased discounts.
Large discounts are only offered as a rule on
goods in little or no demand, and are necessary
to induce dealers and jobbers to handle such
products.
"Bitter experience has been furnished lately
through the necessity to market some goods at
great reductions from the list price. More
serious, however, is the ill-will created by such
sales and the return of goods in lieu of instal-
ment payments not continued because of later
price reductions on the same goods, or other
dissatisfaction with the product.
"In the current year the greatest results will
be shown by reorganizing our forces and reviv-
ing our energies. Distributors and dealers can
no longer expect the business to come to them.
They will have to go out after it or make way
for those who are willing to do so. The effi-
cient organization will be made up of princi-
pals and employes willing to earn what they ex-
pect to receive.
"Real profits will be made on goods of quality
which will stand the test of time and build good-
will. This class of goods will enable the dealer
and the distributor to show a quick turnover
in capital and make a larger net profit, rather
than on goods that cannot measure up to this
standard and on which larger discounts are
offered.
•Dealers will do well during 1922 if they select
a talking machine product and a distributor jus-
tifying their full confidence. Business relations
should be more on a basis of investment than
speculation. It will not be the volume of sales
in 1922 that will count so much as the amount
of net profit.
"We should avoid straining our business struc-
ture to obtain a volume of sales at the expense
of good-will and net profit. Then we will be
well fortified."
BROOKLYN FIRMS ESCAPE FIRE
The Supertone Talking Machine Co., manu-
facturer of talking machines, and the Nightin-
gale Phpnograph Cabinet Co., occupying the
third and fourth floors, respectively, of the build-
ing at 280 Nevins street, Brooklyn, N. Y., were
saved from possible destruction by fire through
the successful operation of a sprinkler system in
the building.
CANTON ENJOYS BRISK BUSINESS
Pre-holiday Sales of Talking Machines and
Records Exceed Expectations — Brisk Demand
for Cheney Machines — Other News
Canton, O., January 3. — Talking machine dealers
in Canton and vicinity enjoyed an excellent holi-
day business and the new year entered with
considerable promise for a fair amount of busi-
ness in both machines and records.
The sales of Cheney machines during the two
weeks prior to Christmas were exceedingly
brisk in all styles, according to C. M. Alford,
head of the firm of Alford & Fryar. Mr. Alford
stated that the only trouble in the music busi-
ness at this time is the difficulty of making col-
lections, but there is a tendency toward im-
provement in this direction, which is expected
to become more pronounced in January.
The Van Fossen Smiley Piano Co. is plan-
ning- to select a new president to succeed S. B.
Van Fossen, late head of the company, and to
determine upon the future policy of the busi-
ness, according to an announcement made last
week. The date of the meeting has not been
determined upon.
M. M. Potee, manager of the A. B. Smith
Piano Co.'s Canton store at the time it was
discontinued, has been made manager of the
new Rudolph Wurlitzer store, on Market and
Sixth streets. The company is planning to add
talking machines and small goods to its stock
and the present inadequate quarters may be
abandoned in favor of a larger establishment.
Record sales during the holidays at the new
Rhines Edison Shop, Cleveland avenue, North,
were the^ biggest in the history of the company,
which operates another store in Massillon, ac-
cording to C. R. Rutledge, who was recently
appointed manager.
The E. & J. Co., Cleveland avenue, North-
west, has added a line of standard talking ma-
chines, which it has been pushing through
newspaper advertising and novel publicity
stunts.
HOLD SALES CONFERENCE
Sales Executives of General Phonograph Corp.
Attend Meeting in New York — Make Plans
for Active Campaign During the Year
An informal meeting of the sales staff of the
General Phonograph Corp. was held at the com-
pany's executive offices in New York on Friday,
January 6. S. A. Ribolla, general manager of
the Illinois corporation, and C. J. Pott, manager
of the company's Canadian interests, attended
the meeting.
Otto Heineman, president of the company,
was in charge of the sales meeting, and the re-
ports that he received from the members of the
staff indicated that the products manufactured
by the company were gaining new friends rap-
idly. Sales policies and plans for 1922 were dis-
cussed, and nothing will be left undone during
the coming year to enhance the efficiency of the
company's service to its clientele and to wage
an aggressive campaign for business.
The Hecht Co. department store, Washington,
D. C, is featuring Emerson phonographs.
DID YOU GET YOURS?
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KENT "SPECIAL" to add materially to your
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We specialize in attachments for Edison and
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94
THE TALKING MACHINE WORLD
January 15, 1922
CARDINAL
Phonographs
Unmatched Beauty
Models in
Mahogany and Oak
CARDINAL
Records
Unexcelled Sweetness
New Record Issues
Every Month
Model No. 40 — Mahogany, walnut. Height, 49 iuehes.
Width, 21% inches. Depth, 23% inches. Cardinal Tone
Chamber, Tone Modifier, Automatic Stop, Cardinal Fil-
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Price ' $175.00
THE NEW CARDINAL and
THE CARDINAL DEALERS' PLAN
You are primarily interested in two things: Selling a Phono-
graph of Quality and selling that Phonograph at a worth-while
profit.
Because the first will assure you satisfied patronage and the
second financial gain.
The New Cardinal Phonographs and Cardinal Records make
possible the exact fulfillment of the two things aforementioned.
A booklet, The Cardinal Proposition, and another, The Car-
dinal Phonograph, tell in a clear, understandable way why the
progressive dealer should fully inform himself regarding the
opportunities in Cardinal Products. Write to the address nearest
you for full information. No obligation, of course.
Factory: ZANESVILLE, OHIO.
NEW YORK CINCINNATI
106 East 19th Street 137 West Fourth Street
Distributors
The North Western Phonograph Supply Co. The Tiffany Phonograph Sales Co.
203 Ryan Bldg., St. Paul, Minn. 1404 East 19th St., Cleveland
The Smith Woodicard Piano Co.
1017 Capitol Ave., Houston, Tex.
CARDINAL
PHONOGRAPHS and RECORDS
January 15, 1922
THE TALKING MACHINE WORLD
95
\m
Looking Forward
THE VICTOR retailer who stocked goods
anticipating a heavy holiday demand found
he had followed a most healthy policy and
was, indeed, fortunate.
The ever-growing demand for the Victrola and
Victor products assured the retailer a substantial
movement of goods then, as it does now, and in
all seasons.
From now on business in other lines will show
decided improvement, creating a further call for
Victor products. Therefore, the Victor retailer's
requirements should be planned in advance.
Make your plans now for 1922.
G .T WILLIAM? CO. mc
<2\J DUFFIEL1> 5T. — BROOKLTN,KV.
RECORD HOLIDAY TRADE
REPORTED IN BROOKLYN
Both Machines and Records Enjoy Lively De-
mand— Martin Kraus Now Ideal Music Co.
Manager — Dominick D'Antonio Enlarging
Establishment — General Conditions Reviewed
The holiday rush is over and dealers are a
happy lot, for sales were far beyond the fond-
est hopes of the most optimistic. Many con-
sole types were sold, but the more conventional
or upright models were in much greater demand,
especially those priced at between $100 and
$200. Records showed increased sales also, so
that in all respects it was one of the most sat-
isfactory holiday periods in- sales totals ever
experienced.
As January marked the opening of the new
fiscal year for the majority of dealers, all are
busily engaged in the important task of taking
inventory. This work is of first importance and
requires the skill of an experienced person. In
a good many cases it falls to the lot of the
proprietor or store manager to do this work,
and they, consequently, are very busy.
Martin Kraus Becomes Manager
Beginning January 1, the Ideal Music Co.,
Victor dealer, at 6964 Third avenue, is under
the management of Martin Kraus, well known
in Brooklyn music circles and a talking ma-
chine man of several years' experience. Mr.
Kraus was formerly assistant manager of the
talking machine department of Abraham &
Strauss, where he made an enviable record.
His wide knowledge of retail merchandising and
his ability as a musician will be invaluable to
him in serving intelligently the high-class clien-
tele to which this live store caters. In his new
appointment he has the best wishes of all for
his complete success.
Making Addition to Establishment
Now that the holiday rush is over Dominick
D'Antonio, successful Victor dealer at 202 Fifth
avenue, is busily engaged in preparing and
equipping the new addition to his establish-
ment, which he recently acquired by pur-
chasing the adjoining store. The partition
between the two stores is to be torn down and
one large showroom made of both, additional
booths are to be installed and record racks
erected in the center, where they will be easily
accessible from all parts of the store. When
alterations are completed the floor space will
be more than doubled and will present a very
attractive appearance. With these increased
facilities this establishment can take care of
its customers in a much better manner and
attract many new and desirable ones as well.
Great Drive for Business
The G. & R. Furniture Co., Columbia dealer,
at 5413 Fifth avenue, has just completed one
of the most successful drives for business ever
inaugurated in Brooklyn. Full pages of adver-
tising were used and very liberal terms were
featured, also the large assortment of models
carried, from which to choose, was made an
incentive to attract prospective buyers. Officials
of the company state that the total sales of ma-
chines in this intensive advertising campaign
was the greatest in the history of their expe-
rience as Columbia dealers.
Closed a Big Year's Business
The Brooklyn branch of the Aeolian Co. has
enjoyed one of the most successful years of its
existence, according to C. C. Davis, manager.
The holiday demand for Vocalions was espe-
cially good, bringing the total annual sales vol-
ume above the figures for last year. Mr. Davis
declared that the prospects for the new year
are exceedingly bright. The console types of
machines in this store are gradually declining in
favor, which is growing in a corresponding
measure in the direction of the upright period
models. The upright models now lead the de-
mand here and their popularity in this section
during the new year seems to be assured.,
Victor Distributors Are Pleased
According to the reports of General Manager
R. H. Morris, of the American Talking Machine
Co. and G. T. Williams, of the G. T. Williams
Co., Victor wholesalers, the past year was the
most prosperous these companies have yet en-
joyed. It was very gratifying to every one
in these organizations to feel that all played
an important part in making the past year a
fruitful one, not only for themselves, but for
every Victor dealer in Brooklyn and Long
Island whom they serve
Co-operative Campaign Brings Good Result
A co-operative advertising campaign carried
on just previous to the holidays by three live
Columbia dealers, which featured the Columbia
foreign record catalog, netted these concerns
some additional business that proved the effort
well worth while. The dealers in this commend-
able drive were the Bay Ridge Music Co., at
7218 Third avenue; Harry Druckman, at 5207
Third avenue, and the Sunset Talking Machine
Co., at 4803 Third avenue, all of whom are well-
known Columbia dealers in this section.
Successful in Placing Period Style
A shop in Brooklyn which has made quite
a success of placing period models into the
homes of Brooklyn people is the Arthora Shop,
exclusive Victor dealer, at 60 Court street. Otto
Ruckgaber, who, with his brother, conducts this
high-class shop, has made a specialty of selling
period models and, by co-operating with one
of the leading interior decorators of Brooklyn,
period types conforming to the general scheme
of decorations were shown and sold.
Made Many Sales of Two Models
Oliver Bros., 250 Fifth avenue, aggressive
Columbia dealers, report that the holiday busi-
ness was exceptionally good. All models of
Columbia machines were very much in demand,
and especially so were the F-2 model, at $100,
and the G-2, which sells for $125.
NOW FOR INCREASED
RECORD SALES
NEW MACHINE BUYERS WILL BE THE
BEST BUYERS OF STOCK NUMBERS.
SEE THAT EACH MACHINE PURCHASER
RECEIVES ONE OF THE NEW 1922 EDITION
OF THE COMPLETE VICTOR RECORD CATA-
LOG AND, ABOVE ALL, SEE THAT YOU, AS
A REPRESENTATIVE VICTOR DEALER,
HAVE A SUPPLY OF ALL THE OBTAINABLE
VICTOR RECORDS.
AM 1 MCAN
TALKING MACHINE Cfe
VI
B ROOKL.VN , M.V.
96
THE TALKING MACHINE WORLD
January 15, 1922
! don't have to worry my mind.
Because I'm no ones fool.
Ltd the struttin. in-de—
NO ONES FOpL
THE
DIG VAUDEVILLE
HIT
NEW EMERSON ARTIST
Zez Confrey Makes First Emerson Record —
Well Known as Pianist and Composer
The Emerson Phonograph Co. has announced
several records by Zez Confrey, wht> is well
known in musical circles. Mr. Confrey is an
accomplished pianist who has been considerably
BETTER FEELING IN THE NORTHWEST
1921 Made Better Showing Than Anticipated —
Geo. A. Mairs' Views on the Outlook for 1922
— Other Prominent Jobbers Optimistic
Zez Confrey
popular in piano concert work and composition.
His first record in the Emerson library con-
sists of two of his own compositions.
For a number of years Mr. Confrey was iden-
tified with the Q R S Co., making a series of
rolls that met with considerable success. He
originally played classic selections exclusively,
but in recent years has devoted his time to play-
ing piano novelties.
RESIGNS AS DIRECTOR
At the December meeting of the board of di-
rectors of the General Phonograph Corp. the
resignation of Pliny Catucci as a director of the
company was accepted. Mr. Catucci, who is
known throughout -the trade as one of the best-
posted technical men in the industry, is planning
to establish offices in Newark, N. J., as a con-
sulting engineer. He was identified with the
General Phonograph Corp. for many years, and
he is entering upon his new activities with the
hearty good wishes of every executive of that
organization.
Minneapolis and St. Paul, Minn., January 6.
— Notwithstanding the pessimistic prognostica-
tions of the recognized business prophets of the
country, who predicted that everything had been
shot to pieces and that there was nothing in
sight but ruin, the talking machine dealers have
but very little complaint to make. The reason
is that they have fared fairly well. As a matter
of fact, there are quite a number of dealers
who insist that 1921 was ahead of 1920 in actual
results.
Such a case might be that of W. J. Dyer &
Bro. As the oldest talking machine house in
the Northwest, it should be entitled to some con-
sideration when it does speak. George A. Mairs,
head of the Victrola department, hesitates to
compare 1920 with 1921, but confesses that
there has been a serious shortage of certain
models, greatly to the disadvantage of W. J.
Dyer & Bro. Why there should be a shortage
he is unable to say.
Mr. Mairs, although satisfied with the net re-
turns for 1921, is not quite sure what 1922 will
have in store for the talking machine dealers.
"I do not believe that there is much real use in
trying to lay out the future. I know that there
are many who pretend to tell what is going to
happen. I confess that I try, but I am as much
wrong as right — so what is the use? I would like
to know, however, what one should do or take
to enable one to read the future. Personally, I
do not believe that the future will be bad, not by
any means, and I look for a general revival of in-
terest in music in all public matters."
Laurance H. Lucker, Northwestern distribu-
tor of the Edison phonographs and records,
states that 1921 was a record-breaker insofar as
the retail trade in the twin cities was con-
cerned, but that the wholesale trade was quite
disappointing. It appears that St. Paul and
Minneapolis are taking very strongly to the Edi-
son machines and are producing nice business for
the retail houses.
Following the radical reduction in prices by
the Pathe company, G. Sommers & Co. set right
out to get all the business in sight. Samuel
Levinson, manager of the Pathe department,
states that the large increase in machine sales
has made a great draft upon the records, and as
a consequence, he is hard pushed to supply the
I
RECORD MANUFACTURERS
; The foundation of your success lies in the quality of your product. To produce Records of Quality
1 you must use only the best raw materials available.
COTTON FLOCKS
' are an important ingredient of your product. Why not use the best on the market ? Let us send
J you trial samples.
CLAREMONT WASTE MFG. CO. CLAREMONT, N. H.
j»i ii u n ■■ a »i 11 ii n n n n n ■■ n— " ■■ mom ■■■■■■■ " "
calls for records. By pushing both the ma-
chines and records somewhat harder than be-
fore some good totals are being obtained.
The widespread advertising campaign con-
ducted by the Stone Piano Co. and the Aeolian
Co. on behalf of the Vocalion machines and
records has gotten results, according to the
latest reports.
COLUMBIA DEALERS USE FLOATS
Timely Publicity Used by Progressive Columbia
Merchants — Floats Attract Attention
The advertising department .of the Columbia
Graphophone Co., New York, received recently
Float Used by Majestic Music Shop
a photograph showing a float used by Arthur
Goldberg, owner of the Majestic Music Shop,
Columbia dealer at Minneapolis, that he used in
a Paramount parade held in that city recently
during Paramount week. This float attracted
Float of Snyder Music Co.
general attention, as it combined attractiveness
with originality.
The Snyder Music Co., Wilkes-Barre, Pa.,
Columbia dealer, also used a very attractive float
in an Old Home Week parade, held in that city
a short while ago. This float, which is shown
herewith, was one of the most artistic in the
parade.
John Wanamaker says: "There are other com-
pensations in doing the day's work than pecuni-
ary gain."
"It is of great importance in business to be
just right, as well as right just."
January 15, 1922 THE TALKING MACHINE WORLD
98
THE TALKING MACHINE WORLD
January IS, 1922
orentzen
Manufacturer of
Exclusive Cabinet Hardware and Accessories
60 Grand Street New York City
ELKINS ORCHESTRA POPULAR
Exclusive Columbia Artist Scoring Success at
Knickerbocker Grill— Eddie Elkins, Well
Known in Musical Circles, on Coast
The recent announcement by the Columbia
Graphophone Co. that the Eddie Elkins Or-
chestra would make Columbia records exclu-
sively was received enthusiastically by Colum-
bia dealers everywhere. This orchestra is mak-
ing a phenomenal success in the Knickerbocker
Grill, Xew York, where it is playing nightly,
and its first Columbia records will be awaited
with interest.
Eddie Elkins' career has been an interesting
and a varied one. As a youngster he showed
signs of musical talent and quickly learned to
play the violin. He entered the University of
Summer months, when they expect to make a
tour of Europe, stopping at London, Paris and
Monte Carlo, where they are already booked,
returning to the Knickerbocker in time for the
Fall opening.
The orchestra is composed entirely of Cali-
fornia boys, all of them talented musicians
(several of them coming from the Los Angeles
Symphony Orchestra) and, as Mr. Elkins ex-
pressed it, "they have a natural sense of rhythm,
which is augmented by close teamwork."
The unusual effects obtained are due, Mr.
Elkins said, to their method of grouping differ-
ent instruments. They put together the trom-
bone and cornet; the E-flat alto and tenor saxo-
phone; the piano and the banjo, etc., so that
when all these combinations come together in
a selection there are three or four distinct types
of rhythm plainly discernible.
RETIREMENT OF MIGUEL VOGLHUT
Made Many Friends in the Trade During His
Vice-presidency of the American Odeon Co.
The liquidation of the American Odeon Co.,
with the consequent retirement of its vice-presi-
dent, Miguel Voglhut, is the cause of regret to
his many friends, whom he made through his
genial personality and the intelligent service he
has given in the handling of Odeon record busi-
ness during the past year.
Mr. Voglhut is one of the best informed men
in the foreign record field, as his experience cov-
ALBUM CREATOR OF RECORD SALES
Increasingly Active Demand for Albums
dieted for 1922 by Phil Ravis
Pre-
_ ..
The Elkins Orchestra
California to study medicine, and while there
took part in a musical show. The result con-
vinced him that his career lay in music instead
of medicine, so from then on he devoted all
his energies along the latter line.
In 1919 he organized a band which was so
unusual that it was immediately booked by the
Fairmont Hotel in San Francisco, where it
reigned supreme for a year and a half, when
the Alexandria Hotel in Los Angeles enticed
him to join them.
Here, during the early part of 1921, Al Jol-
son heard them and prevailed on Elkins to come
to New York, where they were engaged by the
Pavilion Royale, one of the most popular places
on Long Island.
Recently the Knickerbocker Grill acquired
the organization on an eighteen months' con-
tract, which will leave them free during the
Phil Ravis, president of the Peerless Album
Co., New York City, has planned an extensive
sales campaign for the year 1922. The arrange-
ments make it possible for the dealer to place
before his customers Peerless albums in a man-
ner that should attract increased sales.
In speaking of the development of the album
business, Mr. Ravis said: "Manufacturers and
dealers have evidently arrived at the conclusion
that the album is a creator of record sales. This
has been impressively demonstrated during the
past season by the new and increased interest
shown in such products. The sales have in-
creased most substantially^ and albums have
become an important adjunct to dealers' stocks.
Not only is there a satisfaction to the customer
in the protection which an album gives records,
but invariably albums make record sales active.
Naturally, this alone would be an inducement
to the trade, but as there is a substantial profit
to the retailer in handling such goods he finds
if a product that should be considered."
Miguel Voglhut
ered a period of many years in European coun-
tries, as well as a wide knowledge of the South
American market, where he introduced success-
fully a well-known talking machine and record.
His plans for the future are not as yet defi-
nitely arranged, for in addition to a very flatter-
ing offer from the Carl Lindstrom Co., of Berlin,
Germany, he is considering an offer made to him
from a well-known record concern in this coun-
try, which believes that his wide knowledge of the
foreign record field would be valuable to them.
Study trade papers. A trade paper often pre-
vents a man from making a fool of himself in his
own line of business.
The A. L. Arvidson Piano Co., of Denver, Col.,
announces that it is disposing of its piano stock
and in the future will handle talking machines.
Queen Anne Period Model
Here It Is —
A High-Grade Console Cabinet
At a Popular Price
Made of Genuine Mahogany 5 ply Panels.
Height, 33"; Width, 36"; Depth, 23". It is a
desirable addition to the famous Celina line.
Attention, Mr. Victor and Columbia Dealer.
The Console shown here (and 2 other
Models) will also accommodate Victor and
Columbia Table Machines. They are made by
THE CELINA SPECIALTY CO.
at CELINA, OHIO
"Where Better Furniture Is Built."
January 15, 1922
THE TALKING MACHINE WORLD
99
MILWAUKEE TRADE IS PLEASED WITH BUSINESS OUTLOOK
Splendid Holiday Trade Closed — Majority of Concerns Break All Records — Many New Dealers
Enter the Field — Future To-day Looks Much Brighter Than a Year Ago — New Stores Opened
Milwaukee, Wis., January 9. — Based on a holi-
day business that exceeded expectations in every
way, the talking machine trade in Milwaukee
and throughout Wisconsin has been greatly en-
couraged with respect to future business. In a
majority of instances sales by retailers in this
territory were the largest on record, with pos-
sibly only one exception, namely, the holiday
season of 1919, which is so well remembered as
the biggest "boom" period in the history of the
industry, due largely to unnatural causes. In all
cases business was better than in December,
1920, when the music business generally was
feeling the worst effect of the reaction from the
hectic days of the late war and immediate post-
war period.
The wholesale trade entered the new year with
a decided advantage, which was found in the
fact that the average retailer's stock was the
lowest in years. Dealers bought conservatively
all through the year and went into the holiday
season with stocks of considerably smaller size
than they have ever been accustomed to carry
in anticipation of Christmas business. The de-
mand was beyond expectations, and as a conse-
quence there has been a very pleasing tendency
to place orders with jobbers.
"There is no question that the future to-day
looks much brighter than it did a year ago," said
Harry A. Goldsmith, secretary of the Badger
Talking Machine Co., Victor wholesaler. "Con-
ditions have been on the mend for five or six
months, and there is every reason to believe
that the improvement will be steadily accentu-
ated. Our dealers in this territory are in a much
more cheerful mood than they were after the
holidays last year, and they are more disposed
to buy fresh supplies of instruments and records
because the future looks good to them and fears
of calamity have been pressed out of their hearts
by the gladsome experiences of the last six to
eight weeks in being able to sell practically
everything they had in stock."
Brunswick Branch Breaks Record
One of the happiest men in the local whole-
sale trade as the new year made its advent was
Thomas I. Kidd, manager of the Milwaukee
branch of the Brunswick-Balke-Collender Co.
Brunswick phonograph and record business in
1921 was the largest in the history of the house,
and Mr. Kidd's joy was made complete when at
the end of the year he found that holiday trade
exceeded by a long margin anything his branch
had ever done. The Brunswick has long been
favorably known in this territory, but the vigor-
ous efforts of the Milwaukee branch all through
the year have given it still a higher rank and a
greater prestige, so that to-day it must be reck-
oned with as one of the most popular lines in
the entire field.
Many New Sonora Dealers
The Sonora, represented exclusively in the
Wisconsin and Upper Michigan territory by the
music merchandise division of the Yahr & Lange
Drug Co., has hung up entirely new records by
its 1921 business. Its dealers throughout the
district have co-operated thoroughly with the
headquarters. The dealer list in Milwaukee has
been augmented by the acquisition of some of
the best-known stores in this city, which include
the following: Wm. A. Kaun Music Co., 90 Wis-
consin street, downtown headquarters; George
Durner, 745 Third street; Alfred W. Fuchs, 1403
Green Bay avenue; Thien & Pentler, 3401 North
avenue, and Luebtow Music Shop, 923 Third
street, North Side dealers; Carl Euler, 1611
Vliet street and 468 Twelfth street; Wm. Klug
& Sons, Twelfth and Walnut streets; A. Kittel-
man, 1819 Center street, West Side dealer; Joe
Goldman, Fourth avenue and Mitchell street;
Noll Piano Co., 1015 Muskego avenue; Winter
Piano Co., 375 Grove street, and Kunzelman &
Esser Co., 460 Mitchell street, South Side deal-
ers. In addition, there are well-known dealers
in the downtown district, such as the C. W.
Fischer Furniture Co., 217-223 Second street;
Gether Piano Co., 625 Grand avenue, and the
J. B. Bradford Piano Co., 411 Broadway, with a
South Side branch at 596 Mitchell street.
Pushing the Record Lite
The Badger Co. at present is pushing hard
the Record Lite, an automatic illuminating de-
vice for the turntable, which is made for Victor
instruments only by the Record Lite Co., owned
by the principal stockholders in the Badger
wholesale house. The Record Lite has been on
the market for several years and is now recog-
nized as one of the most efficient and simplest
appliances of this kind known to the trade.
Long List of Columbia Dealers
Robert H. Walley, district representative of
the Chicago branch of the Columbia in Wiscon-
sin, likewise has set a splendid mark of distribu-
tion which will give him ample work to improve
this year. In Milwaukee the Columbia has made
an especially distinct impression. Local dealers
now embrace the following well-known estab-
lishments: Winter Piano Co., 516 Grand ave-
nue, with a South Side branch at 375 Grove
street; Smith Piano Co., 274 West Water street;
Waldheim & Co., 206-212 West Water street;
Wm. A. Kaun Music Co., 90 Wisconsin street;
Flanner-Hafsoos Music House, 417 Broadway;
Mrs. D. J. Carpenter, 3613 North avenue; A.
Kittelmann, 1819 Center street; Edward Kupper,
1071 Teutonia avenue; Luebtow Music House,
923 Third street; Newdale's, 219 West Water
street; Noll Piano Co., 1055 Muskego avenue;
Frank Preuss Co., 1216 Walnut street; Sanborn's,
three stores; August Zamka, 47 Center street,
and several others.
Progress of Local Industries
The Edison branch reports an excellent year's
business, with prospects for 1922 considered ex-
cellent in all respects, and much improved over
the year just ended.
The Milwaukee Talking Machine Mfg. Co. has
had a memorable year in producing and market-
ing the Dalion, and its holiday business was of
an exceptionally high order.
Phono-Lamp Mfg. Co. incorporated
A new industry manufacturing a combination
talking machine and home lighting fixture has
been established at Beloit, Wis. It is the Phono-
Lamp Mfg. Co., which has been incorporated
under the laws of Wisconsin by M. W. Wiegand,
C. A. Riemer and E. R. Lucas. Some time ago
the American National Mfg. Co., of St. Louis,
Mo., purchased the brass foundry and machine
shop of the Slater & Tuck Co. at Beloit and
converted it into a plant for producing the com-
bination instrument and lighting fixture. Now a
separate corporation has been organized to take
over and develop this business.
New Multitone Co. Activities
The Multitone Mfg. Co., of Eau Claire, Wis.,
which was thrust into bankruptcy following the
disappearance of its founder and president, Ed-
win J. Sailstad, in August, 1920, has been dis-
charged from bankruptcy. The business recently
was acquired by a group of Eau Claire men,
some of whom were heavy creditors. The settle-
ment was effected despite the refusal of life
insurance companies to pay claims amounting to
$75,000 on policies made to the company by Mr.
Sailstad, it being alleged that there is reason to
believe that he is alive and was not burned to
death in the fire which destroyed his Summer
cottage. Mrs. Sailstad was remarried on Christ-
mas day to a well-known Eau Claire man, hav-
ing established her widowhood to the satisfac-
tion of the marriage license authorities.
New Partnership in Kenosha
S. Klukan, who recently established a music
and jewelry store at 160 Milwaukee avenue,
Kenosha, Wis., has admitted W. H. Raether as a
{Continued on page 100)
Not an Accessory — but — a Necessity
THIS wonderful Automatic Record Lite prevents scratched
records by proper illumination for setting automatic stop
and starting. No screws or nails to mar cabinet — simply slip
over tone arm. Use in Demonstrating Booths.
ONCE USED— ALWAYS USED. Orders may be sent to
us and billed through your Victor jobber — or we will ship
and charge direct. '
Badger Talking Machine Com]
Victor Jobbers — Wholesale Only.
135 SECOND STREET MILWAUKEE, WIS.
Wr'te
for special literature
giving list prices and
dealer and jobber spe-
cial discounts.
I
100
THE TALKING MACHINE WORLD
January 15, 1922
Ray Miller and His Black and White Melody
Boys, one of the newest Columbia dance
organizations, have produced a wonderful
dance record of "The Sheik" and "Weep No
More (My Mammy)". Order it. A-3519.
Columbia Graphophone Co.
NEW YORK
OUTLOOK PLEASES MILWAUKEE MEN KNIGHT=CAMPBELL CO. CONVENTION SALES METHODS BRING SUCCESS
{Continued from page 99)
partner. Mr. Raether will take charge of the
jewelry department, giving Mr. Klukan an op-
portunity to devote his entire time to the piano,
talking machine and musical merchandise busi-
ness.
E. J. Skelton Opens Store
Edward J. Skelton, of Madison, Wis., who
began business as a piano and talking machine
dealer on a small scale two years 'ago while
director of the Orpheum Theatre orchestra, has
opened a complete store on King street, adjoin-
ing the Capitol Hotel, and is adding a furniture
department.
Noll Piano Co.'s Fine New Home
One of the events of the month of Decem-
ber in the retail field in Milwaukee was the
formal opening during the week immediately
preceding Christmas of the beautiful new store
of the Noll Piano Co., at 1015 Muskego avenue.
There is no handsomer building in the Middle
West than this new music shop, according to
the opinion of experts. It covers a quarter of
a block, being 60 x 125 feet in size and two
stories high. It represents an investment of
nearly $45,000. The Noll Co. was established
seven years ago in a small way at 1055-1057
Muskego avenue and has grown to be one of
the largest and best-known music houses on
the South Side. To accommodate this busi-
ness it has now erected a separate building,
which is an artistic triumph and a showplace
of Layton Park, the district in which it stands
out as the finest establishment owned by any
retail concern.
Opens Store in Old Home Town
Arthur Hamann, for eighteen years an execu-
tive of the P. A. Starck Piano Co., at Chicago,
has returned to his native city, Sheboygan, Wis.,
after an absence of a quarter of a century, to
establish a talking machine shop which later
he intends to develop into a general music store.
It is located at 922 Michigan avenue, in the
building where his father for more than thirty
years conducted a general store. A new build-
ing will be erected next Spring, when pianos
and other musical merchandise will be added.
Sales Organization of Prominent Denver Con-
cern Holds Fifth Annual Convention and Dis-
cusses Important and Timely Trade Topics
Denver, Colo., December 30. — The fifth annual
sales conference of the Knight-Campbell Co.
ended here to-day and proved one of the most
successful gatherings of the season. The ses-
sions opened on Wednesday, when over twenty
sales representatives of the company from all
parts of Colorado, Wyoming, New Mexico, Ari-
zona, South Dakota and Kansas were welcomed
by C. R. Baker, vice-president of the company,
and the other officers.
Among the out-of-town guests were Howard
B. Morenus, vice-president of the Hobart M.
Cable Co., Chicago, and R. A. Burgess, general
representative of the Smith, Barnes & Strohber
Co., Chicago, both of whom made interesting-
addresses on business topics.
W. Bradford, manager of the out-of-town sales
department of the company, was chairman of
the convention. Interesting addresses were
made by Burt Wells, publicity manager; H. J.
Prada, manager of the mail order department;
F. D. Wootton; Felix B. Beyer, assistant man-
ager of the wholesale Victrola department; Dave
Arnold, of the retail Victrola department; T. O.
Askerlund, manager of the Denver branch of the
Q R S Co.; T. P. Foote, credit manager, and
others.
The salesmen attending the meeting were: H.
A. Baker, Las Animas; F. A. Black, Pueblo; C. E-.
Upp, Salida; A. E. Dorman, Raton, N. M.;
George L. Horr, Dodge City, Kans.; P. J. Tirey,
Grand Junction; W. J. Cox, Grand Junction;
Marion Kingsbury, Leadville; O. A. May, Albu-
querque, N. M.; E. Duff Wilson, Denver; Darius
Allen, Colorado Springs; Wilbur Haines, Colo-
rado Springs; Lewis E. Shrewsbury, Colorado
Springs; R. C. Hofman, Cheyenne; W. O. Shu-
mate, Cheyenne; Phil Kellerman, Greeley; Ernest
Remley, Greeley; H. E. Mitchell, Pueblo; F. V.
Foss, Pueblo, and M. J. Donald, Pueblo.
Thursday evening the visitors were the guests
of the Knight-Campbell Co. at a theatre party,
and Friday evening they were tendered a ban-
quet at the Shirley-Savoy Hotel at 7 o'clock.
Some employes are an asset at $10,000 a year;
others are a liability at $1,000 a year. Which class
are you heading for? asks Forbes Magazine.
Put much into the world and in time much
will be put into your world.
TONE ARMS and REPRODUCERS
Various Styles and Designs to
Meet Every Requirement
Prices $2.50 to $6.00
Samples on Request
Triangle Phono Parts Co.
722 Atlantic Ave. Brooklyn, N. Y.
Telephone Sterling 1120
Erb's Music Shop, Hamilton, O., Closing Excel-
lent Columbia Business — Using Aggressive
Sales Campaign in Developing Business
Hamilton, O., January 5. — Erb's Music Shop, of
this city, which handles Columbia Grafonolas
and records, is meeting with exceptional success,
which may be attributed in a considerable meas-
Views of John Erb's Warerooms
ure to the activities of John Erb, manager of
the establishment, and Bryan Brittingham, head
of the sales division. Ernest Erb, brother of
John Erb, is a partner in the establishment and,
in addition to his activities in the talking ma-
chine field, is also auditor of Butler County.
At the time this photograph was taken John
Erb had been entertaining Johnny Black, the
famous composer of "Dardanella," whose latest
song, "Who'll Be the Next One to Cry Over
You?" is meeting with exceptional success.
LOANS MACHINES AND BOOSTS SALES
Washington, D. C, January 4. — Ansell, Bishop
& Turner, Inc., exclusive Victor dealers of this
city, are boosting sales of Victrolas and records
by loaning machines and a number of popular
records to prominent stores. The stores readily
agree to keep the machine in operation and a
placard announces the name of the loaner.
MOTORS
(Swiss)
DOUBLE SPRING
Suitable for Portable Phonographs
Stock On Hand, Ready For Delivery
Sample $3.75 — Write for One
MERM0D & CO., 874 *roYadway
January 15, 1922
THE TALKING MACHINE WORLD
101
RECORD TO HELP ORCHESTRA TRIP
Starr Piano Co. Offers to Make Record of
Playing of High School Orchestra in Order to
Pay Expenses of Concert Tour
Richmond, Ind., January 3. — A proposed trip
of the Richmond High School Orchestra to
Nashville, Tenn., next March was insured re-
cently when the Starr Piano Co. announced that
to assist in paying the expenses of the trip it
would make a phonograph record of selections
rendered by the orchestra and would give the
orchestra all profits derived from the sale of
the record.
The orchestra will sell the records at the
national music supervisors' conference at Nash-
ville. The numbers which the record is to in-
clude are two selections said to have never
been recorded. They are "The Red Man," from
"Dwellers of the Western World," by Sousa,
and "In the Village," from the "Caucasian
Sketches," by Ippolitowivanow, and also the
"Valse Triste," by Sibellius, and "Praeludium,"
by Jarnefelt.
Delivery Envelopes
Art Series
New Designs
Now that many of the good old records
are coming, the 60-day service will be
more appreciated than ever.
NEW LIST OF RECORDS
\ /
Every 60 Days
A Selected List of Victor Records
Write for samples
and prices
Order Now for the New Year
CLEMENT BEECROFT
5546 North 5th Street
PHILADELPHIA
NORMAN B. MEYER WITH EINSON
Takes Over Duties of Sales Manager of Einson
Products — Is Nationally Known — Rounds Out
Strong Organization of Specialists
Einson Litho., Inc., New York, manufacturer
of dealer service helps, window displays and
other display advertising material, announces
that Norman B. Meyer, vice-president of the
National Service Bureau, of Chicago, and pre-
viously advertising manager of the Chicago Ex-
aminer, joined the Einson organization on Janu-
ary 1. Mr. Meyer takes over the duties of sales
manager for Einson products, and present plans
call for an extensive and country-wide campaign
in the interest of many new features of dealer
service display material which the company is
to introduce to the trade during 1922.
The addition of Mr. Meyer to the Einson Co.
rounds out one of the most complete organiza-
tions in the lithographing field, as the company
now includes such well-known names as Law-
rence Harris, Joseph Ellner, A. J. Edgell, Will-
iam G. Adams, Dennison Babcock, Leo Einson,
Harry N. Stein, Francis D. Gonda and F. S.
Goodspeed, who in bringing Einson products to
the highest standards possible will give the
dealer the best that can be produced in adver-
tising material for the stimulating of sales in
1922.
TAKES OVER BRUNSWICK SHOP
Walter J. Baker Assumes Control of the
Brunswick Shop in Indianapolis
Indianapolis, Ind., January 3. — Walter J. Baker,
manager of the local branch of the Brunswick-
Balke-Collender Co., has purchased the Bruns-
wick Shop at 124 North Pennsylvania street.
He assumes active control of the shop, suc-
ceeding C. A. Grossart, who has been manager
during the last year for the All Records Phono-
graph Co. Mr. Grossart plans to visit in Cali-
fornia before making other business connec-
tions. No successor has as yet been named for
Mr. Baker as manager of the Brunswick-Balke-
Collender store.
Mr. Baker was with the Brunswick-Balke-Col-
lender Co. twelve years, being employed at
Toledo, Grand Rapids and Chicago before com-
ing to Indianapolis a year ago. The phono-
graph department of the Indianapolis branch
was transferred recently to Chicago.
The Brunswick Shop is the only exclusive
Brunswick store in the city and was the only
store handling the Brunswick machines until
last Summer, when the agency was extended
to the Baldwin Piano Co. The sales of both
the Brunswick machines and records increased
steadily in the city during 1921. Mr. Baker con-
templates no immediate changes in the sales
organization of the shop.
SALT LAKE CITY TRADE ACTIVE
Record Business Particularly Good During the
Holidays — Business Men Underwrite Concerts
Salt Lake City, Utah, January 4. — The Christ-
mas business was, on the whole, very satisfac-
tory and continues to hold up fairly well. George
A. Bolduc, manager of the talking machine de-
partment of the Glen Bros. -Roberts Co., said
the record business was excellent but machines
were not so good. This was the experience gen-
erally. Some of the stores did a fairly good
business in pianos.
Much sympathy is felt for Thomas O. Leaver,
of the Consolidated Music Co., who lost his
mother, Mrs. Mary A. Leaver, recently.
Sidney D. Hampton, of the Consolidated, says
player-pianos have picked up a little of late. A.
B. Irvine, president of the Consolidated Music
Co., has gone to Ocean Park, Cal., on a trip.
The O'Loughlin Co., exclusive talking machine
dealer, has had a good demand for "Period"
model machines, according to H. R. O'Loughlin,
who said the company has enjoyed a big record
business.
PROFIT-p/us
OONORA Semi-Per-
manent Needles are
known everywhere for
their lasting quality and
purity of tone.
y^£_THE INSTRUMENT OF QUALITY /^^N
4k/ CLEAR AS A BELL (gg^^g
Sell Sonora Semi-Per-
manent Needles for the
profit in each sale — for
the satisfaction they give
your customers.
In addition — demonstrate
your records with Sonora
Semi-Permanent Needles.
They speed up your
record sales as well. Carry
sufficient stocks of Sonora
Semi-Permanent Needles,
and use Sonora Display
Cards and Helps.
k ITT,I/"\\TI Beware of similarly
I 1UIN ! constructed needles
of inferior quality,
Sonora $f)onograpf)
Companp, 3nt.
GEORGE E. BRIGHTSON
President
279 Broadway New York
Canadian Distributors:
I, Montagnes & Co., Toronto
102
THE TALKING MACHINE WORLD
January 15, 1922
IE
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The Last Word
in Electric
Phonograph Motors
Make this your
leading line for
the coming
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The Electromophone
Absolutely Silent
Adjustable to any voltage. Tone arm equipped
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The Sole Selling Rights of This Unique Mechanism Are in the Hands of
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C, ENGLAND
lie
January 15, 1922
THE TALKING MACHINE WORLD
103
VERY SUCCESSFUL BUSINESS YEAR CLOSED IN CINCINNATI
Volume of Trade Satisfactory as a Whole — A. H. Bates Discusses Situation — New Edison Co. Sales
Campaign — Six Carloads of Columbias Shipped — Brunswick Expansion — Other News of Interest
Cincinnati, O., January 4. — And now another
year has passed, as years will. Whatever it
bore of opportunity, grasped or let pass un-
recognized, it is irrevocably gone. Another year
shall have gone its way before the gray dust
of months is brushed from the miraculous flat
discs of Christmas carols and "God Rest Ye,
Merry Gentlemen," sounds in a million homes.
Now, too, is the day of the inventory, bane of
irresponsible clerks and fateful record of re-
sponsible tradesmen.
The years, indeed, have shown progress. The
year of 1921 has shown success and progress in
Cincinnati. Throughout every department of
the talking machine trade in this city there is a
glow of optimism. Not one manager but con-
cedes that the year's business was better, much
better, than expected. Every business, of course,
but the bootlegger's, was somewhat below nor-
mal. But in view of economic depression in
general, unemployment, high transportation
rates, prices and all the impedimenta of the
still new peace, the talking machine business
was a rip-roaring success. Compared with
other years, the result, of course, is less bright.
Yet, there is satisfaction with the past year,
quiet confidence in the present and a good meas-
ure of optimism for the future.
As to December, almost every dealer has
the same words: "Holiday business was fine!"
In most cases the dealer adds that it was much
better than December of last year. And vir-
tually every dealer believes that 1922 is going
to be much better than 1921.
Some Shortage of Victrolas
- One wholesale distributor of Victrolas was
in the position, unique in these times of depres-
sion, of being unable to obtain enough machines
to satisfy the demand made upon the company.
This was the Ohio Talking Machine Co. A. H.
Bates, of that company, said: "Our holiday busi-
ness was very good, indeed. We sold out en-
tirely in the Christmas trade. We could have
sold a great many more Victrolas in popular
models if they had been obtainable, but the de-
mand upon our stock was so much greater than
the number we could secure that we could not
possibly catch up." Mr. Bates said, also, that
business for the year of 1921 had been more
than satisfactory. He commented particularly
on the large number of moderate-priced ma-
chines which were sold.
In looking forward to 1922, Mr. Bates said:
"The willingness of dealers to take out greater
stocks of machines at cost should stimulate
business. There is a demand now, even so
shortly after the holiday rush, for certain
models, so that it will be several months, prob-
ably, before the production catches up. The
Kentucky district looks very good, because of
prospects of substantial prices in the tobacco
market. West Virginia is not so promising.
The low coal demand, brought on by the mild
Winter, and the incessant labor trouble, which
will not be settled, apparently, until March
or April, probably will make the market dull,
especially in mining sections."
The New Edison Co. Progress
This company was not, by any means, the
only one successful during the Christmas sea-
son or the past year. The New Edison Co.,
224 West Fourth street, partook of these good
things. P. H. Oelman, of this company, said:
"Our Christmas business was fine, although,
after a flying start two or three weeks before
Christmas, it fell off a little just before the
holidays. Sales of records were exceptionally
good up to, and after, Christmas. The year, in
the main, has been better than expected. Busi-
ness looks very good, also, for 1922; much bet-
ter than in January, 1921. We have a consid-
erable number of substantial orders already on
file for January, which is about the best sign
we have seen recently."
The New Edison Co. began some time ago
a sales contest in the Cincinnati district, and the
results have been very gratifying. The prizes
being competed for are scholarships for the win-
ners in various divisions of the district, assur-
ing instruction in the Edison school for sales-
men. The leaders in the divisions — the divisions
are designated as "classes" — are: Class 1, J. A.
Gregory, Harlan, Ky., and Jesse C. Huff, Har-
dinsburg, Ky.; Class 2, E. C. Earhart, Franklin,
O., and Cade Schulenberg, New Bremen, O.;
Class 3, Charles D. Hayt, Williamson, W. Va.,
and G. Bruce Edelen, Lebanon, Ky.; Class 4,
A. B. Simpson, Piqua, O., and Geo. E. Jenkins,
Circleville, O.; Class 5, O. U. Briggs, Nashville,
Tenn., and William C. Griffith, Bluefield, W. Va.
There is also a "sweepstake prize" for the
salesman who heads the entire list. This prize,
now that the contest is nearly concluded, is
almost certain to fall to Joe McKee, Charles-
ton, W. Va., who will win, in addition to the
Edison scholarship, a fine Gruen watch. Mr.
McKee has established something of a record
for salesmen to shoot at. In three days he
sold $2,300 worth of Edisons.
Retailers Have a Good Season
The feeling of satisfaction in December busi-
ness, and business of the past year, spread
throughout the trade. The Baldwin Piano Co.,
retailer of Victrolas, experienced a good year
and a good holiday trade, both in machines and
records, as did the Otto Grau Piano Co., han-
dler of the Brunswick phonograph.
All of the department stores which have in-
stituted departments for the sale of talking
machines experienced a good Christmas trade
and a good year. These stores, the H. & S.
Pogue Co., the John Shillito Co., the McAlpin
Co. and many others, advertise their talking ma-
chines extensively, and have gone into this
popular business in earnest.
Six Carloads of Columbia Grafonolas
The Columbia wholesale branch in this city
is proud of its record of business done during
December. Ross H. Wilson, manager of the
service department of the branch, said: "Our
(Continued on page 104)
tag
Style L
One of several beautiful ConsoIe'.Models
KIMBALL
PHONOGRAPHS
Invite good customers and
ready sales
Because the line is attractive from a business-
getting standpoint and is thoroughly reliable,
the Kimball is the phonograph for the dealer
who is building wisely and well.
Superior Construction; visible beauty; truth
of tone in reproducing voice or instrument;
Kimball prestige; Variety of Console and
Upright Models; all are qualities that appeal
to customers.
There will be a Kimball Dealer in your
vicinity. Will you be the one?
Write for Agency Terms.
W. W. KIMBALL CO.
306 S. Wabash Ave., Kimball Bldg.
CHICAGO
Manufacturers' of Phonographs, Pianos, Player-Pianos,
Pipe Organs, Distributors of Okeh Records
104
THE TALKING MACHINE WORLD
January 15, 1922
Greatest Musical Hit OpAges
Song <* Love
rfom "BLOSSOM TIME"
you can 't go Wrong
CINCINNATI CLOSES A GREAT YEAR
(Continued from page 103)
business was splendid. We shipped six carload
lots of machines to dealers in the Cincinnati
branch territory. These carload lots were de-
livered respectively to Hook Drug Co., Indian-
apolis, Ind.; Finke & Co., Evansville, Ind.; Lewis
Furniture Co., Portsmouth, O., and Logan,
W. Va.; the Grafonola Shop, Owensboro, Ky.,
and G. C. Garsuch, Springfield, O. Reports of
quick sales from two of these concerns were
remarkable. The Grafonola Shop, Owensboro,
Ky., sold twenty-nine machines the first day
after receipt of the shipment, and 120 machines
in a week. The Evansville dealer disposed of
forty-five of the carload lot on the day of its
arrival and 178 machines during the week.
Growth of Brunswick Distribution
There is enthusiasm in the office of the Bruns-
wick Co. over the showing made during 1921.
The percentage of growth in distribution, noted
in increase of number of new dealers in the
Cincinnati territory, was 150 per cent over 1921.
S. Reis, Cincinnati branch manager of the com-
pany, said: "Very many dealers in Cincinnati
and nearby districts are realizing the value of
the Brunswick line and are adding it to their
stock of goods with fine success. During De-
cember our business was very large; much bet-
ter than for the same period last year. Because
of conditions, of course, the outlook for 1922
is not exceedingly brilliant, but we are quite
encouraged. We are going out to get business
and we will get it."
Prize for Good Sales Campaigning
The Hook Drug Co., Indianapolis, dealer in
Columbia products, has won second prize in the
WHITSIT co-
operation and service to the
Victor dealer has been en-
hanced by the exceptional fa-
cilities afforded us in our new
home. Visit us on your next
trip to Columbv
national advertising contest conducted by the
Columbia Co. The prizes were awarded for
general excellence in sales campaigning. Emer-
son McCord, manager of the talking machine
department of the Hook Drug Co., and Miss
Elizabeth Horner, who write advertisements,
must receive credit for their prize-winning work.
Howard L. Chubb, of the Chubb-Steinberg
Music Shop, said: "We have been in the Vic-
trola and record business but five months, and
yet we are encouraged to believe- that we will
go on next year with a splendid business, as
we have had thus far. Our trade during and
before December was excellent. Even in the
great rush just preceding Christmas we were
able to satisfy every demand upon us. It seems
to me that this speaks for a remarkably good
stock of goods."
E. M. Abbott, dealer in machines and rec-
ords, who has three stores in Cincinnati, has de-
veloped a remarkably fine trade. His Christ-
mas business was good, as was that of the
year. He looks forward with confidence to
1922.
Ross H. Wilson, manager of the Dealer Serv-
ice department of the Columbia wholesale
branch here, visited friends and relatives at Chi-
cago during the holidays. R. H. Woodford,
wholesale branch manager of the company,
passed last week in New York. He attended
there a meeting of the Columbia branch man-
agers.
A surprising number of drug stores in the
suburbs of Cincinnati, and even a delicatessen
or two, have taken on talking machines as an
auxiliary line. They have had little trouble in
disposing of the necessarily limited stocks
which they handled.
Advertising Brings Big Results
F. X. Donovan, manager of the Victrola de-
partment of the John Shillito Co., said: "A re-
view of the year's business is very satisfactory.
Although we undertook the sale of Victrolas
slightly more than a year ago our business in
machines and records has been surprising. We
attribute our success in a great measure to our
extensive advertising of this special department.
We intend to continue this advertising cam-
paign, particularly in newspapers, during the
next year."
Holiday Demand for Jazz
Manager Pauling, of the Starr Piano Co., dis-
tributor of Starr talking machines and rec-
ords, said: "Our holiday business in talking
machines and records was very good. There
were surprisingly few calls for Christmas
hymns and carols. There seems to be such a de-
mand for jazz records that not much time can
be given to other records."
E. A. Geskow, talking machine dealer of Gor-
man, Tex., is planning to open a branch store in
the Nowlin Building, De Leon, Tex.
The talking machine department of the Mes-
serschmitt Jewelry & Optical Co., Fort Col-
lins, Col., is now in charge of Miss Lillie Welch.
BELIEVES IN BILLBOARDS
Enterprising Columbia Dealer Uses Billboards
to Advantage — Sells Many Grafonolas to Schools
Although A. F. Hibbard, Columbia dealer at
Huntington, W. Va., has had his store only two
years, he has already sold quite a number of
Grafonolas to schools in his territory. He not
only pushes Grafonola sales, but has a systema-
tized method of attack in the record department,
HIB BAUD'S
How A. F. Hibbard Advertises
which consists of an intensive circularizing cam-
paign among the schools, school teachers and
principals, coupled with a unique sales idea.
Among Mr. Hibbard's latest publicity enter-
prises is a thirty-two sheet billboard, located near
a street-car switch, where every car stops to
wait for others to pass. This billboard is seen
by many passengers who pass the switch day
by day and it represents timely publicity.
MUSICAL CENSUS BRINGS SALES
The Lippert Jewelry & Music Store, Dyersville,
la., took advantage of the lull last Summer to
make a complete musical census of the 5,000 in-
habitants of that town, together with some thou-
sands of the rural population, and as a result
of having the facts at hand has been closing an
excellent business all Fall, disposing of twenty-
two cabinet Victrolas in the month of November.
Whatever a man does, if that act is reinforced
by his "upper story," he will come out on top.
Empire State finance Corp.
Gotham Natl. Bank Bldg.
1819 Broadway, New York
Purchaser of talking machine and
piano retail collateral
notes or leases.
Annual requirements may
be arranged.
January 15, 1922 THE TALKING MACHINE WORLD 105
106
THE TALKING MACHINE WORLD
January 15, 1922
llllllllllllllllllllllllllllllll
id-W
infc of View
1
Western Division of The World, Chicago, III., Jan. 10, 1922.
We did our New Year's resoluting early, to avoid the rush. And so
have others, so that by this time, no doubt, most of the mid-West
members of the talking machine industry are settled
down to the contemplation of the year 1922, and
are asking themselves what it is likely to bring
forth. Well, one guess sometimes may be no better
or worse than another, nor are we wise enough to know whether our
particular guess does, or does not, possess any especial virtues over
those of our friends. But for so much as it may be worth, it is here
presented for consideration.
In the first place, let us look at some facts; not deductions, not
rumors, but facts. It is not a bit of use denying what everyone
knows, namely, that during the greater part of the
year now happily past the talking machine business
was in rather a poor way. Its own vitality has
pulled it through the worst time it ever experienced.
And that says much for its ability to take care of itself. It would
likewise be ridiculous to deny that retailers have been stocked up for
the greater part of the Summer and Fall and have not been ordering,
during this period, save in the smallest possible quantities. The
natural result — overstocked factories running, if at all, on short time
—has been with us during these past months pretty continually.
Nevertheless, the conditions which began to prevail at the beginning
of last month (December), and which have continued to prevail right
up to the date of writing without sign of relaxation, indicate a very
remarkable probability. During December, as we can say on the
very highest authority, retail business throughout the mid-West terri-
tories picked up wonderfully, with the natural result that many
dealers found themselves short on certain favorite styles of machines
and certain favorite record titles. Factories were unable to supply
the last-minute demand, in spite of their generally stocked-up condi-
tion, for the demand was for certain styles and the stocks of these
were rapidly exhausted. In consequence — as again we can say on
high authority— many orders were taken at retail for future delivery
of these favorite styles. These orders are now being filled. The
outlook for the immediate future is therefore, from the narrow trade
standpoint, not unfavorable at all.
The
Broader
View
But there are other and equally important factors to be considered,
broader in latitude and reaching towards the general conditions of
national and international industrial activity. For
the benefit of our mid-West readers, therefore, it
gives us much pleasure to be able to say that, as
of January 1, 1922, the employment situation in our
territories is steadily improving. The revival is slow, but it is none
the less certain. Factories in various lines, such as clothing, shoes,
furniture and so on, are reopening, or, if they had been on part time,
are going gradually on to full time. The purchasing power of the
people is thus being gradually restored. The process will be slow,
without a doubt, and there will be reactions, arrests of progress,
hesitations, difficulties. Still, whereas one year ago we could only
hope that tkings might not become even worse, to-day we can say
that things have been as bad as they can be. The clean-up has been
appallingly complete, and the survivors are the strong and the sound
only. We look forward, then, to the coming twelve months with
unabated confidence, strengthened by the knowledge that world con-
ditions are gradually coming towards a settlement, if only because
it has finally been seen that some sort of settlement is essential to
the future of civilization. Moreover, the American people by now
generally recognize that their own prosperity has become so bound
up with the prosperity of the world that they must take their share
in the labor of house-cleaning. Thus it becomes certain that, with
a clearer view of the facts, with a cleaner state of business, now
down to rock-bottom and reaching upwards again, we may all join
in looking forward with clear-eyed confidence, not blinking the facts,
but taking advantage of them,
The announcement carried in a news column of this month's Talk-
ing Machine World to the effect that W. H. Wade has taken over
one of the oldest and most famous of Chicago's
retail piano houses and proposes to carry on its
business in connection with his own, directs atten-
tion to the career of a merchant who has known,
Wonderful
William
Wade
better than most men, how to make the merchandising of talking
machines into a process of constant growth and success. To-day
"Bill" Wade is one of the largest sellers at retail of both Columbia
and Brunswick machines to be found in the mid-West territory, and
his handsome warerooms on Chicago's magnificent Michigan Boule-
vard are by this time in the nature of a trade landmark. Ever since
the old days with Lyon & Healy he has been a worker and a thinker.
He to-day is showing some discouraged merchants that the talking
machine business is a big and worth-while, success-bringing business
to those who treat it rightly.
Not everyone realizes how the mid- West is becoming the center — a
new and strong center — for the manufacture and distribution of rec-
ords. We would not say a word against the great
and wonderful collections which were first begun
in the old days when no one believed in the talking
machine, and which retain their foremost position
Progress
in
Variety
today. But at the same time we do believe that it is a very good
thing to have as much variety as possible in this particular depart-
ment of our industry. It is very necessary that there should be as
much as possible of healthy competition in this line, as in all others,
simply because our industry is still in a fluid state and still holds in
solution unlimited possibilities for development. Not all those possi-
bilities can ever be worked out by any one group or even by any
small number of groups. It seems quite obvious that the future
progress of the industry rests, as much as on anything else, upon the
perfection of the art of recording. As one finds things at present,
each make of record has its peculiar advantages. One is noticeably
free from mechanical scratch. Another excels in clarity, i. e., in
ability to render the individual voices of a tone mass with distinct-
ness and cleanness. Another, again, is superior in durability, lasting
through many hundreds of successive playings without perceptible
deterioration of the surface. Each make, we say, has its own pecu-
liar virtues, but no one make can possibly combine them all, just as
no one make can be without some distinct virtues. Wherefore the
value of competition. We are glad to see a variety of makes, and
still more glad to see them all steadily improving as time goes on.
No one can question the immense value in a musical way of the
records of standard music, both vocal and instrumental. They are
playing a vital part in the upbuilding of musical knowledge in
America and particularly among those people who have little oppor-
tunity of hearing our great artists or our great musical organizations.
The talking machine record has a divine mission because musical
culture aids in the refinement of our civilization.
Concluding
With
Compliments
And now, as we reach the last few lines of our page, may we say to
our friends of the mid-Western trade one word of a more strictly
personal and confidential nature? May we say that
it is a pleasure to note how, month by month, the
asperities, the back-bitings and the personal irrita-
bilities which used to disfigure the relations exist-
ing between individual members of the industry, between rival
dealers, and between newcomers and old standbys in the manufac-
turing branches, are being smoothed down into nothingness? It
shows that the trade, as a trade, is rapidly becoming settled, staple,
steady; that the wildcat days are over and that those who to-day
survive are worthy associates of the great pioneers. Gentlemen, you
want, and we want, to see the industry do big things in 1922 and
ever after. One essential towards those wished-for big doings is
mutual forbearance and friendliness. You are beginning to show these
qualities ; and though it be late to wish you a Happy New Year, at
least we can congratulate you on your wider vision.
January 15, 1922
THE TALKING MACHINE WORLD
107
rom
O o
ourf*
•.ok.
WADQUAQTEQ&
© REPUBLIC BLDG.,205> SOUTH STATE ST TELEPHONE WABASH 5242
EDWARD VAN HARLINGEN
WILLIAM BRAIDIWHITE
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., January 8. — The keynote of busi-
ness during the year of 1922 will be keen compe-
tition. This deduction is based on a census of
dealers' opinions derived from the holiday busi-
ness just passed. All indications point to a feeling
of unconcern regarding haphazard makes of in-
struments that were placed on the market in
the past two or three years. Many of the dealers
who had instruments of this type on their floors
during the Christmas rush still had them after
the rush was over. In many instances these
instruments have been consigned to the base-
ment "for keeps." The buyers during the holiday
season showed what they wanted. The dealers
had to have goods of a high quality and rea-
sonable price or else the customer invariably
walked out. On the other hand, the dealers who
had goods of quality and workmanship did a
splendid business. Furthermore, these very same
dealers who sold only goods of quality feel that
they may be sure of good business for 1922.
Consequently, they have no fear for the future.
For the inferior grades of machines, as a matter
of fact, there has been no demand to speak of
for a number of months, and it seems as though
these goods cannot be disposed of even at a sac-
rifice. The accumulated factory stocks of such
machines were sent into storage by the hun-
dreds, at charges which, by now, have accumu-
lated until the total costs have become prohibi-
tive.
On the other hand, there was quite a short-
age on some of the well-known brands of instru-
ments during the holidays. This condition had
been predicted in these columns for several
months and reasons had been given. For the
sake of argument we again state them briefly.
During the Summer months the factories cur-
tailed manufacturing to a considerable extent
and did not cut any lumber or manufacture any
instruments until the finished goods on their
floors should be depleted. By the time this had
happened the trade was already well into the
Fall season. Then, and only then, the great
number of manufacturers began to prepare for
the late Fall and Christmas season. But even
then they only manufactured enough to keep up
with current demands. It was not until Novem-
ber that they put on full forces and began
working at top speed. Then warnings were sent
out to all dealers asking them to anticipate as
nearly as possible their Christmas business.
Many dealers did this and many did not. Those
who did met with no serious shortages, whereas
those who did not suffered considerable loss.
There is a tendency on the part of some
dealers to offer goods to the public on long-time
payments, with a small initial down payment.
The most conservative dealers are not taking
kindly to this plan, because, in many instances,
these men have been handling pianos for years
and know what the piano trade went through
when it instituted the so-called "banking sys-
tem." By that is meant leaving goods out on
long time with small payments and depending
upon accrued interest to fatten their wallets.
The piano men did this for a long time, but,
several years ago, found out that the best way
to fatten a pocketbook and keep it fat was by
the quick turnover route. They found out that
it paid in greater revenue to turn over a dollar
several times within a year than it did to leave
it out at a certain amount of interest per year.
It took them quite a long time to figure this
out, but they finally got out of the rut and have
been making good money ever since. There-
fore, there is no reason why the talking machine
men should not take advantage of this lesson,
which cost the piano men many a dollar.
Wolf Mfg. Industries Open Chicago Office
The Wolf Manufacturing Industries of Quincy,
111., have just opened a Chicago sales office at 123
West Madison street. At the new office the
company are exhibiting their entire line of high-
grade talking machines of both upright and con-
sole types. This office is under the supervision
of Carl Knittel, sales manager of the concern.
Mr. Knittel expects to spend most of his time in
and about Chicago, but contemplates making
monthly visits to surrounding territory. The
Wolf Industries are bringing out many new in-
struments in 1922 models and, as Mr. Knittel
says, these models are built along the lines de-
sired by the public, and in bringing them out the
officials of the Wolf concern have closely ad-
hered to the aforesaid desires.
Brunswick Service Was Efficient
Harry B. Bibb, sales manager of the Chicago
division of the Brunswick-Balke-Collender Co.,
stated during an interview with a representa-
tive of the Talking Machine World that, with
the exception of certain slight and forewarned
shortage, Brunswick dealers throughout his ter-
ritory received their holiday goods in good time
and in very large quantities. Most of the short-
age was for Stratford consoles and No. 117 up-
rights. This seems to indicate that the public
demand is for the higher class of instruments.
Quite a number of dealers lost a great amount
of business during the holiday rush by not an-
(Continued on page 109)
What Our Dealers Say:
Consolidated Talking: Machine Company, Chicago, 111.
"We have very carefully tested the Geer Record Re-
peater and are convinced that it is something that
ought to be in the hands of every phonograph owner.
We shall be very glad to recommend this repeater to
our dealers."
P. E. Grunden, Harrisburg, Pa,
"The Geer Record Repeater came this morning and was
tried and sold to the second man who saw it. Another
man who saw it wants one. Send me one dozen more
immediately — special delivery."
Bond's Graphophone Shop, Nashville, Tenn.
"You will find enclosed amount covering our account.
Please give us credit and enter our order for twelve
repeaters, which please ship via RUSH to us. We are
very much pleased with your device."
Wade Talking Machine Company, Chicago, 111.
"We are pleased to advise you that after making a
test of eight hours per day for two weeks, we decided
to use your record repeater in our show windows as an
attraction. It has kept large crowds of people before
our show windows continuously, resulting in sales of
ten to fifteen repeaters per day.
GEER REPEATERS
FROM every part of the United States we are receiving letters like the
four reproduced below. Hundreds of stores who have ordered our
"Demonstration Package" of three Geer Repeaters have found to their sur-
prise and profit that all three repeaters were "sold out" the same day they
were received. To say that Geer Repeaters sell on sight, therefore, is not
a figure of speech. It is the truth. In nine cases out of ten a demonstration
makes the sale.
The Geer Repeater is as simple and easy to use as a record. It
repeats instantly and as often as wanted. It cannot break or get out
of order. It protects the record, the machine and the needle. For
dances, receptions and at other times when a phonograph owner
wants music, the Geer Repeater is needed. Send for our "Demon-
stration Package."
WALBERT MANUFACTURING CO.
925-41 Wrightwood Avenue CHICAGO, ILL.
Walbert Manufacturing Company,
925-41 Wrightwood Ave., Chicago, 111.
Please send me by return mail your "Demonstration Package" containing
three Geer Repeaters. I agree to pay $4.75 C.O.D.* for the repeaters — the retail
price to be $2.50 each.
Name ;
Address
Jobber
* Credit extended to rated concerns.
108
THE TALKING MACHINE WORLD
January 15, 1922
for economy —
L & H Fibre Needle Cutter
cigar cutter and almost as
small. The new, improved
method of manufacture makes
the cutter practically unbreak-
able. For this reason, Lyon &
Healy absolutely guarantee
each cutter against breakage
or trouble of any kind. Should
one fail to give satisfaction, it
will be replaced or repaired,
free of charge.
Despite these remarkable im-
provements, the price of the
L & H Fibre Needle Cutter
has been reduced to pre-war
level.
Retail Price
Usual Discount to Merchants
LYON & HEALY
Victrola Distributors
CHICAGO
While every talking machine
merchant understands the ad-
vantage of using fibre needles,
particularly for the expensive
records, sometimes the sale of
these needles is small because
of their seemingly higher
price.
As a matter of fact, the fibre
needle is very economical
when used with the improved
L & H Fibre Needle Cutter.
The L & H Fibre Needle
Cutter will re point each
needle ten to twelve times. It
is as simple to operate as a
January 15, 1922
THE TALKING MACHINE WORLD
109
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 107)
ticipating their wants earlier. In spite of the
fact that warnings were sent out months ago,
some dealers waited until the last minute to order
their holiday goods, and consequently were dis-
appointed.
Mr. Bibb is sure that all dealers in his terri-
tory are looking ahead to a good year.
Changes Company Name
The R. C. Wade Co., of Chicago, which manu-
factures the Tonofone talking machine needles,
announces that it has reorganized the company
and has changed its corporate name to the Tono-
fone Co. The change in officers has been com-
pleted and the new men filling the official chairs
are: J. F. Johantgen, president; Alfred Enger,
vice-president, and E. E. Powell, secretary and
treasurer. The financial condition of the com-
pany has been materially strengthened by the
addition of new stockholders, who have added
considerable to the capital of the company.
The Tonofone needle made its appearance in
the field several years ago and since its intro-
duction has met with great favor throughout the
trade. It is a two-piece affair, with a point made
from resilient, flexible metal, which embodies
many striking characteristics. For example, the
ingredients of the metals making up the flexible
point have been calculated to such nicety that
when traversing the record groove the needle
acts in the same manner as a pneumatic tire
rolling over a cobblestone pavement; that is, it
does not bounce* from one wave to the next, as
does the steel tire of a wagon wheel, but, like the
pneumatic, rides the hills with perfect smooth-
ness and falls down into the depressions. The
shank of the needle is made of brass because the
manufacturers believe that the ideal needle
should have no definite vibratory sound-making
quality of its own. The resilient point is tone-
less, and so is the shank; therefore, neither part
adds or takes away from the tonal qualities of
the record.
New Brunswick Traveler
The latest addition to the Brunswick travel-
ing forces is Harry L. Ferris, who has just been
appointed to cover northern Illinois and southern
Wisconsin. For many years Mr. Ferris had
been associated with his brothers in the manu-
facturing business at Waukesha, Wis., which
is his home town. Mr. Ferris succeeds H. R.
Mirich, who resigned after lengthy service to
open an exclusive Brunswick shop in the co-
operative store at the University of Wisconsin,
Madison, Wis.
Lead Christmas Caravan
One of the most novel Christmas decorations
that have been seen around Chicago in a long
time was put into use by Bill and Gus Fricke,
proprietors of the Lakeside Supply Co., during
the holiday week. Each year these gentlemen
make it a point to get out with other business
men and form a line of good fellows for the
purpose of donating Christmas gifts and deliv-
ering Christmas baskets throughout the poorer
sections of the city.
This year both Bill and Gus decided that they
were going to lead the parade or know the rea-
son why. They gained their leadership in the
parade by means of a Christmas tree, about three
feet in height, which was mounted on the radia-
tor of their car. The tree was decorated
with brightly colored glass bells, tinsel and fancy
little Santa Clauses, and was illuminated by
sixteen small electric lights of various colors.
These electric lights were wired in multiple and
run from the electric circuits of the car. Most
of the delivering was done during the evening,
and the Fricke car, being the only one deco-
rated with an electrically lighted Christmas tree,
naturally was placed at the head of the pro-
cession.
Opens New Brunswick Shop
The Deimel Furniture Co., of this city, has
just opened another new, exclusive Brunswick
shop at 2701 North avenue. This new shop was
opened for the Christmas holidays, and the pro-
prietors were well pleased with the results
obtained. The Deimel Furniture Co. now
operates three Brunswick shops. The first is
located in its furniture establishment at 2522
West North avenue, and the second was opened
during November, 1920, at 3957 North avenue.
All these shops are exclusively Brunswick, and
equipped with up-to-date demonstration booths
and record racks.
Purchases Twichell Store
The Wade Talking Machine Co., of 12-14
North Michigan avenue, gave out the announce-
ment this week through its president, W. H.
Wade, that negotiations had just been completed
to take over the retail establishment of- J. O.
Twichell. The Twichell business is one of the
oldest retail establishments in Chicago, and was
organized in 1879. The merger includes, with
stock and good will, the agencies for the Soh-
mer, Emerson, Schomacker and Lindeman piano
lines.
Murray Harrison, who has been manager of
the Twichell concern for twenty years, will con-
tinue in that capacity. For the present it is
planned to conduct both the Wade store and the
Twichell store at their present addresses, but on
or about May 1, 1922, both stores will be merged
and located under one roof somewhere along
Piano Row. The lease of the Michigan avenue
store has been sold by Mr. Wade and after May
chine store will be opened there. In his Michi-
gan avenue place of business Mr. Wade retails
Brunswick and Columbia talking machines and
the same line is handled by the Twichell concern.
Sends Out New Calendar Fillers
The mailing department of the Chicago Talk-
ing Machine Co. spent some mighty busy hours
the week between Christmas and New Year's
sending out new calendar fillers for the year
1922 to Victor dealers. Some years ago the
Chicago Talking Machine Co. sent out a beauti-
ful red leather covered desk calendar which is
very cleverly made. Between the calendar pad
and the frame work is a piece of isinglass on
which is painted a red line, and by the turn of a
screw at the top of the calendar the line extends
and indicates each day. The frame work is a
permanent affair and the fillers containing the
months are replaced each year.
Vacationing in Florida
F. S. Spofford, local Sonora dealer, with head-
quarters in the Republic Building, left Chicago
last week for Sarasota, Fla., where he main-
tains a Winter home. At this time every year
Mr. Spofford spends a several weeks' vacation
there, as he believes that after the Christmas
holidays is a logical time for a dealer to rest up.
1 it is expected that some new retail talking ma-
(Continued on page 110)
WHAT THIS
DEALER
SAID
"I have tried all
of the different
makes of attach-
ments, but the Oro-
Tones remain in a
class by the m-
selves. Rush the
enclosed order."
ANOTHER
DEALER
SAYS
"Your attach-
ments for playing
all records on the
Edison, Victor and
Columbia are
simply perfection
and the wonderful
tone quality is the
convincing argu-
ment."
WHY DON'T
YOU ORDER
SAMPLES
TODAY?
THE
0R0-T0NE
CO.
QUALITY FIRST
iilnl i|||u ixilllli
No. IE ORO-TONE
For Playing AH Records on the
Edison
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached a second. Needle retains
perfect center in playing either lateral
or hill and dale cut records. TONE
QTTALTTT — Full, rich and glowing,
with great carrying power and absence
of metallic shrillness and surface noises.
Retail price. Nickel Plated, $7.50.
Highest Grade Gold Plate $10.50.
—
No, IiS-V ORO-TONE
For Playing: All Records on the
Victor
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
lateral or hill and dale cut records.
TONE QUALITY — Deep, rich and mel-
low, with great volume, eliminating
thin metallic tones and surface or
needle noises on the records.
Retail price. Nickel Plated 56.50.
Highest Grade Gold Plate $9.50.
m
mm
I 71 I
No. 1C ORO-TONE
For Playing All Records on the
Columbia
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
hill and dale or lateral cut records.
TONE QUALITY — Rich and musical
with splendid volume and definition.
Surface or needle noises practically
eliminated.
Retail price. Nickel Plated $6.50.
Highest Grade Gold Plate $9.50.
t , IllLUSTRA'TING
JcomplIete ORO -TONE
AND
E O RGE
CHIICAGIO
110
THE TALKING MACHINE WORLD
January 15, 1922
Price Reductions on Enclosed Motors
We have recently made sharp reduc-
tions in the prices of enclosed, self-
lubricated motors — due to decreased
costs in labor and material and a larger
output.
This will put the Enclosed Motor with-
in the reach of those manufacturers
whose desire has been to use this motor,
but whose lines have not been high
enough in price to do so.
The same quality and high degree of
inspection will be maintained.
REMEMBER
You don't have to tune this motor. It
comes to you silent and smooth run-
ning. It reaches your customers in the
same condition.
Ask about various models and prices.
United Manufacturing and Distributing Company
536 Lake Shore Drive
CHICAGO
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 109)
During the regular Summer vacation season,
when all others are spending their time at local
Summer resorts, Mr. Spofford follows out the
edicts of the old adage, "Make hay while the
sun shines."
Issue New Catalog
Lyon & Healy have just issued their 1922
abridged catalog, which contains the latest addi-
tions to their exterfsive line of musical instru-
ments and supplies. The catalog also contains
the latest revised prices. It has more than 100
pages and every article described is beautifully
illustrated. The talking machine section of the
catalog is devoted exclusively to Victor goods.
In conjunction with the regular catalog this new
abridged edition covers everything handled or
manufactured by Lyon & Healy.
Columbia Artists in the City
Gus Van and Joe Schenck, exclusive Columbia
record artists, are now appearing in the Ziegfeld
Follies at the Colonial Theatre, Chicago. Van
and Schenck's visit to this city last year will be
remembered by the music industry of Chicago
for their willingness to participate in any and
all of the interests of the industry.
What of 1922?
When a "World representative asked Leigh J.
Hunt, of the Oro-Tone Co., to make a predic-
tion relative to the business outlook for 1922,
Mr. Hunt replied: "That's a big thing to ask a
man to do. In fact, I do not believe any man
can do it. However, here is my guess: I am
of the opinion that the greatest trials to which
the trade could ever be put have already been
gone through. This ought to augur well for
1922. The ups and downs of 1921 ought to teach
a wonderful lesson to the trade. We learned
things during that year which were unheard of
before and the experience gained should stand
us in good stead in the years to come. Too
rapid expansion brought about many a failure in
the past, and this alone causes me to believe
that the failures will be fewer in 1922. But,
above all else, the man in our trade, and every
other trade, learned that the fighter is rewarded
and the fellow who gets out and works is going
to end up the year of 1922 with a very satisfac-
tory business report. On the other hand, the
fellow who is spending his time hanging crepe
will most likely continue to do the same for the
balance of the year, instead of working, and at
the end of 1922 is going to have a very unsatis-
factory balance sheet. For 1921 the Oro-Tone
Co.'s business was very pleasing to its officers
and increased to a considerable extent even in
the face of the difficulties through which the
trade went. Every man in our company believes
that the business for 1922 is going to be what
we make it. And we are determined to make it
satisfactory."
Music With Meals
Arnold Shircliffe, superintendent of dining car
service of the Monon Route, has the honor of
being the first to bring music to the patrons
of that railroad. Some time ago Mr. Shircliffe
purchased a Brunswick talking machine, and in
due time became an ardent Brunswick fan. Re-
cently, when suggestions were asked by the com-
pany toward the betterment of the road and the
greater comfort of the passengers, Mr. Shircliffe
proposed that the Monon dining service should
install talking machines in the dining cars. This
Brunswick model was placed aboard the diner
of the Indianapolis flyer, which leaves Chicago
at 5:30 every evening. During the dinner hour
the Brunswick is kept busy playing all the latest
Brunswick operatic and popular selections. After
the dinner hour has passed a continuous musicale
is given, which lasts until about ten o'clock and
to which all passengers are invited. Of course,
all passengers aboard the train cannot be ac-
commodated in the diner at one time, so Mr.
Shircliffe has hit upon the plan of issuing tickets
to all passengers, inviting them to appear at a
specified time. In this way all passengers are
treated to a high-class musicale.
Planning Expansion
The Fletcher-Wickes Co., manufacturer of
the well-known Fletcher tone arm and sound
box, expects to enlarge the size of its present
offices at 6 East Lake street. The contemplated
expansion calls for practically the entire floor
of the building. At present the company oc-
cupies about half of this space, with a similar
space on the third floor and a large stockroom
in the basement.
Brunswick Man Disabled
E. J. Ackerman, city salesman for Brunswick,
had the misfortune to meet with a severe acci-
dent on Christmas eve, when he fell, dislocating
his left shoulder and breaking his left wrist. The
accident happened when he was coming out of
his garage after putting up his car.
Rudolph Wurlitzer Suffers From Burglars
Four safe-blowers broke into the store of the
Rudolph Wurlitzer Co., at 700 West Jackson
boulevard, their wholesale branch, on the night
of December 23 and escaped with quite a sum
of money secured from the sale of Christmas
goods. The robbery was quite spectacular. Fred
Begason, an employe of the Rudolph Wurlitzer
Co., was bound, gagged and forced to watch
three of the men while they drilled into the two
gun, threatening to blow out his brains if he
moved. According to his story, the quartet got
in through a rear door, confronted him before
he was aware of it and bound him securely.
After the four had left the building Mr. Begason
started working at his bonds. He finally freed
himself and gave the alarm.
Now Handle "True Time"
The Lakeside Supply Co., of this city, an-
nounces that it has taken on the "True Time"
electric motor, manufactured by the Efficiency
Electric Corp., of New York City. In speaking
of the new line, W. F. Fricke, secretary of the
company, said: "We have always advocated
electric drives and in the past year have used
over 3,000 electric motors in our business. The
electric motor has many advantages over the
spring drive in that, for one thing, the come-
backs and repairs are perhaps 70 per cent less
than we have on spring motors. The troubles
are usually trifling — such as, for instance, a
broken wire or a loose connection — and repairs
are very readily made.
"The trade has to a great extent contended
that electric motors do not constitute an impor-
tant selling point, but I believe this is a mistake,
because they are very much easier to maintain
and keep in shape than spring motors. We want
to try to make 1922 an electric year, and we are
sure that we can do this. In addition to having
machines electrically equipped the replacement
business is very lucrative and brings good re-
turns."
Now With Chicago Talking Machine Co.
R. E. Kane, who for the past three years has
been connected with the traveling sales force of
Sherman, Clay & Co., San Francisco, has joined
the Chicago Talking Machine Co. and will work
with the inside sales force. Mr. Kane is very
well known on the Coast and his many friends
in the trade there were very sorry to see him
leave. He comes to Chicago at an opportune
time, for just now the Chicago Talking Machine
Co. is about to hold its annual conclave, when
the traveling men in from the road go over their
plans for the new year.
Firestone With Bissell-Weisert
Fred Firestone is now associated with the
Bissell-Weisert Co., Victor retailers. In this
new connection Mr. Firestone is in charge of the
Bissell-Weisert Co.'s outside sales forces and at
present is busily engaged in organizing a large
canvassing crew. His addition to the Bissell-
Weisert sales force is in line with the expansion
that the new quarters on Michigan avenue will
permit when it moves on January 15. Mr. Fire-
plan was given a trial, and a No. 117 upright
MANUFACTURED BY
ALTO MFG. CO.
1801-1803 Cornelia Avenue CHICAGO
safes. One of the men stood over him with a
THE ALTO $1.00 Retail
A high-grade fibre needle cutter made entirely
of steel, hardened, ground and nickel-plated.
Will cut as well as any cutter at any price.
The Alto Superior $1.35 Retail
Of the same general design as the $1.00 cutter,
but somewhat heavier; hand-polished and heav-
ily nickel-plated.
Carry the Alto Cutter; it is a good line
January IS, 1922
THE TALKING MACHINE WORLD
111
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 110)
stone's son, Leroy, several years ago conducted
a business here under the name of the Firestone
Phonograph Co.
Chairman of New Association
At a recent meeting of the Western Adver-
tising Managers' Association C. E. Byrne, vice-
president of Steger & Sons Piano Mfg. Co., was
appointed chairman of the By-laws Committee.
Mr. Byrne is a man of much eminence in Chi-
cago advertising circles, who, as advertising
manager of the Steger Co., received numerous
compliments for the manner in which he main-
tained its constructive policies. His abilities
have received additional recognition recently in
his election as secretary and treasurer of the
Steger & Sons Piano Mfg. Co., maker of Steger
phonographs and pianos.
B. J. Duesler Stirs Up Fort Wayne
Probably the most sensational of all the many
carload sales conducted throughout the United
States by the Columbia Graphophone Co. was
that of B. J. Duesler, Columbia dealer in Fort
Wayne, Ind.
A solid carload of Columbia Grafonolas was
bought by Mr. Duesler to supply the large de-
mand created by the holiday season. Upon the
arrival of the car in Fort Wayne a fleet of motor
trucks was sent to the switch track and loaded
with Grafonolas. Large canvas signs were
placed on both sides of each truck, telling of the
arrival of the Christmas Grafonolas. The trucks
then staged a big parade through the downtown
business section. A Grafonola and Magnavox
on the first truck entertained the Saturday after-
noon throng through which the trucks passed as
a demonstration to the public. One of the trucks
broke down at a busy street intersection and
the traffic was held up for a while.
One of the interesting features of the demon-
stration was the fact that The Better Business
Association of Fort Wayne questioned whether
or not the Grafonola packing cases actually con-
tained Grafonolas. An invitation on the part of
Mr. Duesler to the officials of the Association
to participate in unloading the "empty cases"
from the trucks brought from the Association
a hearty congratulation on the unique advertis-
ing and sales stunt. All the local papers took
photos of the trucks in action and tremendous
publicity was given the sale in all papers for
the succeeding week.
Visits the East
H. L. Fricke, who travels the northern Illinois
and southern Wisconsin territories for the Chi-
cago Talking Machine Co., spent the holiday
season visiting relatives, friends and trade ac-
quaintances in New York and Philadelphia.
About Victor
Something rather original as far as Christmas
remembrances go was received by the officers of
the Chicago Talking Machine Co. this year when
the Krausgill Piano Co., of Louisville, Ky., sent
them a live opossum. Shortly after its arrival
a christening was held and he was named Vic-
tor. After a jolly party, during which Victor
CHARLES F.
224 N. MORGAN ST.
1 2 O O
RECORDS A DAY
WITH
ONE OPERATOR
ON AN
ELMES
AUTOMATIC
DUPLEX RECORD PRESS
Your request will bring you
full information in regard to
this or our other Standard
f Hydraulic Presses, Pumps,
Accumulators, Valves or Fit-
tings.
ELMES ENGINEERING WORKS
Est. 1861 Inc. 1895 CHICAGO, U . S. A.
proved to be very much alive, the folks all got
into automobiles and drove to Lincoln Park,
where it was presented to the Zoo with the
compliments of the Chicago Talking Machine Co.
Returns From Trip
Manager John McKenna, of the Columbia
Graphophone Co.'s Chicago office, has returned
from a trip through Wisconsin, Iowa, Indiana,
Michigan and Illinois, where he has been look-
ing over the field. He reports that the trade did
an excellent holiday business and that there are
very few dealers who do not look forward to a
steadier and bigger business for 1922.
Changes Hands
M. F. Hill, who for the past twenty-eight
years has been in the mercantile business at
Lagrange, 111., a suburb of Chicago, is reported
to have purchased the Forest Park Brunswick
Shop. This shop, it is said, will be conducted
by Mr. Hill and his wife. Mr. Hill plans to
spend most of his time on the outside look-
ing after business and canvassing, while Mrs. Hill
will look after the store. The Forest Park
Brunswick Shop is exclusively Brunswick, but
carries a full line of sheet music besides.
Sawkins Purchases Westfall
News has reached Chicago that the Sawkins
Piano Co., of Alma, Mich., has purchased out-
right the complete business of E. J. Westfall, of
Mt. Pleasant, Mich. The new company makes
the announcement that work will be begun im-
mediately to remodel the store and put in a new
stock. Besides a complete line of pianos and
musical instruments this company carries both
the Brunswick and Columbia lines of talking
machines. The store will be under the super-
vision of E. P. Mahr, who formerly was in
charge of the music section of the Cleveland De-
partment Store.
Records in Libraries
During a recent meeting of librarians from
public libraries all over the United States, which
was held in Chicago recently, the feasibility of
carrying a complete library of all talking machine
records was discussed. Just how the discussion
ended has not been made public as yet, but from
the little rumors picked up here and there by
The World correspondent it seems certain that
ere long operatic and popular records will be
obtainable in all of the public libraries through-
out the country. It might be a good idea for
the manufacturers of talking machine records to
get in touch with their local librarians and find
out what the plans will be.
Now Illustrious Potentate
At the annual election of officers of the Me-
dinah Temple, Chicago, A. A. O. N. M. S., which
was held on the evening of December 29, William
H. Wade, head of the Wade Talking Machine
Co., was unanimously elected Illustrious Poten-
tate. The local Shrine boasts of a membership
(Continued on page 112)
THE MANDEL TONE ARM AND REPRODUCER
It's better because it's different. No loose joints. No unnecessary vibrations. No springs to make it
lighter. No weights to make it heavier. The Mandel is correct down to the last little detail.
These highly efficient sound re-
producing units are now available
for phonograph manufacturers and
assemblers.
A few hundred thousand Mandel
tone arms and reproducers are now
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testimonial.
We offer a tried product and a
proven success.
Write for sample and prices
MANDEL PHONO PARTS CO.
1329 W. LAKE ST. CHICAGO, ILL.
PLAYS ALL RECORDS
PAT. NOV., 1920
112
THE TALKING MACHINE WORLD
January 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 111 )
of over 20,000 Nobles and is said to be the
largest single fraternal organization in the
world. Shriners throughout the trade kept Po-
tentate Wade's place of business at 14 North
Michigan avenue jammed for the balance of the
week. The visitors represented other temples
in all parts of the country and were calling to
pay their respects. Numerous telegrams of- a
congratulatory nature were received by him, as
were also many beautiful floral offerings, which
went to decorate the store.
Fine New Shop in Decatur
After months of careful planning and prepara-
tion, Richard Calhoun, of Decatur, 111., opened
his doors to the public on December 20 with one
of the most beautiful music stores in the Central
West, under the title of Calhoun's Music Shop.
Mr. Calhoun has been a resident of Decatur
for several years, being formerly connected with
a Decatur newspaper. The new store is deco-
rated in blue paneling with white enamel work.
Columbia Grafonolas and Columbia records,
Q R S player rolls and sheet music are being
handled exclusively.
Binger Gets Large Order
F. S. Binger, representative of the Columbia
Graphophone Co. in northern Indiana territory,
has taken the largest individual order ever re-
ceived from any Fort Wayne phonograph dealer
and has turned over to B. J. Duesler a complete
carload of present model Columbia Grafonolas.
One week later Mr. Binger visited Logansport,
Ind., and sold to E. F. Watkins, Columbia
dealer in that city, a similar carload of Grafo-
nolas. He will conduct a similar carload sale.
This is "Bing's" thirteenth year with the Co-
lumbia Grafonola Co., being connected with the
auditing department before going on the road.
Increase in Record Mailing
The past Christmas season has revealed a sur-
prising increase in the quantity of records which
are now being delivered by mail. A few years
ago the amount of mail orders for records was
negligible among Chicago dealers. To-day, due
largely to a growing appreciation on the part of
the public, records ordered by mail and delivered
by mail mount into huge figures.
Many machine owners who live in the suburbs
surrounding Chicago have been unable to find
sufficiently big stocks to select from in the
stores of their local dealers. The result has
been that they have formed connections with
some of the big concerns in town and by judicious
use of the catalogs and the names of alternate
selections have been able to make as satisfactory
purchases as though they were able to hear the
records before buying.
One very essential thing has been secure pack-
ing, for many dealers have learned through bitter
experience that to trust records to the parcel
post when insufficiently protected has meant
complete loss, not only of the stock itself but
of the patronage of the customer.
One of Chicago's most successful dealers re-
cently said to The World representative: "I have
one customer who, this Christmas season, sent
thirty-seven records away to his relatives and
friends. He explained that every one of these
people had a talking machine, that this sort of
gift was always a very welcome one and that
he was able, because of these conditions, to go
into one store and do all his Christmas shop-
ping at one time. He is, of course, a great lover
of music and evidently his family and relatives
are, too. He selects the better-class records,
such as operatic, and in this way helps his friends
to build up a library and at the same time per-
petuates the memory of the gift in their minds.
As he is a very busy man who travels and is
obliged to. spend most of his time on the road,
he finds it a great convenience to go in and get
all his shopping done at once. He never comes
back to the city but he remembers his mother
and a sister and sends them both two or three
records. I imagine he is the sort of a man who
does not write letters, but expresses his regards
and his thoughtfulness in his own way.
"During the holiday season he fussed quite a
bit because the Christmas boxes which we had
were not sufficiently elaborate. He maintained
that the biggest half of a gift was in its wrap-
ping, especially if the recipients were women,
and next year I am going to have some very
elaborate boxes made and, using him as a
nucleus, I am going to see if I can't build up a
good business in this one direction. Of course,
I will make a charge for the special boxes, not
necessarily a high price, but one that will at least
cover the cost and give me a fair profit."
To Protect Instalment Sales
At a recent luncheon of the Chicago Piano
Club C. L. Davies, of the Illinois Furniture As-
sociation and the Chicago Retail Credit Men's
Association, told of the movement to protect
instalment sales from "skips." Mr. Davies men-
tioned the city ordinance recently nullified in
a decision by Judge Trude, which required mov-
ing and van companies to keep a record of the
removal of household furniture, giving the ad-
dress at which received and the address at which
delivered. The decision of Judge Trude has been
carried up to the Court of Appeals in an effort
to prove that the ordinance is legal.
It is difficult to understand who would oppose
this, inasmuch as no honest man objects to hav-
ing people know where he goes, nor where he
lives.
Where Will Be "Phonograph Row"?
The recent move of the Bissell-Weisert Co.
from the Fine Arts Building to a ground floor
location on Michigan avenue, near Madison
street, has aroused considerable interest among
music men generally as to the future center
of the local musical instrument business. At
present it is strongly intrenched at Wabash ave-
nue, centering around Jackson boulevard, where
four of the biggest houses of the music industry
are located.
Many talking machine men are of the opinion
that because of the growing popularity of Michi-
gan boulevard as a promenade and the immense
improvement resulting from the boulevard link
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126 WEST 3rd STREET
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I
January 15, 1922
THE TALKING MACHINE WORLD
113
FROM OUR CHICAGO HEADQUARTERS — ( Continued from page 112)
bridge there will be a tendency to locate new-
talking machine shops on Michigan avenue from
Madison street north.
Stores of the ultra exclusive "shop" type are
the sort which thrive best on such a boulevard
as Michigan avenue. It will be interesting to
see if this prediction will materialize.
New Corporation
The Bowen Music Shop has been incorporated
with a capital of $10,000 to deal in musical instru-
ments. The shop is located at 5516 South Hal-
sted street. Its incorporators are John King,
John J. Bowen and Margaret Bowen. The lines
to be handled have not yet been announced.
Another new house is the Quigley Music Co.,
at 129 North Clark street. It is to publish and
deal in musical instruments, sheet music and so
forth. The firm has been incorporated with a
capital stock of $25,000 by Benjamin Garrison,
J. Lewis Guyon and Thomas J. Quigley.
Pushing Quality Goods
Of genuine value to every dealer in talking
machines or, in fact, any other class of merchan-
dise are the conclusions reached in an editorial
entitled "Old Convictions Are Verified," which
appears in the January issue of Field Quality
News, one of the house organs published by
the great house of Marshall Field & Co. This
editorial says, in part:
"The record of a year is completed and time
is placing before us a fresh sheet upon which
to chronicle another chapter of industrial history.
"On the brightest page of the narrative is writ-
ten the epic of workers, of those who marched
successfully through a difficult business year by
means of untiring effort. Our records show that
the alert, hard-working salesmen of this house
have continued to make a creditable record, re-
gardless of their territory or the difficulty of the
period.
"The same significant fact characterizes the
year for our customers. In every section of the
country there have been merchants, awake to
opportunities their communities afforded, untir-
ing in their effort to develop business, for whom
the closing year has proved successful beyond
their expectations. The year has rewarded
industry.
"Another bright memory and significant les-
son of 1921 is that merchandise of high quality
enjoyed the surest sale. It has proved that
Americans understand that there is economy in
quality; the merchants whose reputation for
quality in merchandise was strongest were best
able to maintain a large volume of business.
"These two golden rules — assayed in the cru-
cible of 1921- — may safely guide us through the
coming year. Your business and ours cannot
be endangered by chance circumstances; through
the years they must hold to an unfluctuating
standard of quality in merchandise and meet ad-
versity with the surest weapon — alert, tireless
industry."
Filled With Orders
C. B. Cordner, proprietor of the Symphony
Music Co., is one gentleman who is not kick-
ing about present conditions. He informs us
that his entry into the wholesale talking ma-
chine business has been marked by an unusual
influx of orders for his diminutive talking ma-
chine, "Baby De Luxe." At present he is un-
able to meet the full demand for this attractive
Edison Diamond
Amberolas— Plus Service
You know the quality of Edi-
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us, you are unfamiliar with
SERVICE.
A TRIAL CONVINCES
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William H. Lyons
Formerly Jam. /. Lyon*
17 W. Lake St. Chicago
Sell Quality
Quality Merchandise
means
Increased Sales
Greater Value
Complete Satisfaction
Jobbers and Dealers who sell Quality
Phonographs are aiding materially in
bringing conditions back to normal.
Write us today for prices
HIAWATHA PHONOGRAPH CO.
209 South State Street Chicago, 111.
little instrument, but at the present time he is
negotiating for larger manufacturing facilities
whereby he hopes to put the instrument on the
market in large numbers.
Importance of Advertising in 1922
William H. Rankin, president of the William
H. Rankin Co., one of the largest of Chicago's
advertising agencies and which the last few
years has handled as much talking machine ad-
vertising as probably any agency in the coun-
try, has written a very interesting article for
the Chicago Journal of Commerce. It is en-
titled "Advertising to Be Greatest Producer of
the New Year" and is worthy of the most care-
ful attention of everyone in this or any other
trade, whether he be manufacturer, jobber or
retail merchant. He naturally includes sales-
manship as an integral part of his subject. Mr.
Rankin directs his talk largely to the manu-
facturer, but what he has to say can be applied
equally well to the business of the wholesaler
and dealer. He starts off in this pertinent man-
ner:
"Nineteen twenty-two will be a real advertis-
ing year. When you compare business condi-
tions just now with those conditions that were
with us and in front of us for 1921 we can say
with a sigh of relief that we prefer the outlook
for 1922. One thing certain, 1921 proved the
necessity of both salesmen and advertising. 1
believe these two factors, combined intelligently,
will be far more important in the promotion of
business in 1922 than in any one year during the
last ten.
"The manufacturer wants, and must have, the
salesman who really sells — sells on such a basis
that when he goes back he will get repeat orders.
The same manufacturer wants, and must have,
advertising that will educate the consumer to
ask for — to insist on having — the goods adver-
tised. Instead of advertising only for prestige
— instead of so-called 'institutional' advertising —
most manufacturers now look upon advertising
for just what it is, namely, the most economi-
cal way to create a consumer demand for their
goods."
Further on in his article Mr. Rankin has these
paragraphs:
"The prime factors in selling in 1922 will be
the salesman, advertising to the dealer and, last
and most important, advertising to the con-
sumer.
"We must plan to help the dealer more
through advertising to create the demand for
products he handles and also to teach him
how to advertise and sell the products he handles,
so that the consumer will get lower prices be-
cause of quicker turnover in sales of advertised
products.
"Advertising will help manufacturers to
realize their fondest hopes in 1922.
"'Go ahead!' means saner and safer use of
advertising — better sales and business conditions
resulting in 1922.
"Set the example and work ten, twelve or
sixteen hours a day, and in that way we can
catch up for the time lost in 1920.
"Newspapermen, salesmen and advertising
men can do much to improve business condi-
tions, as they always do — and as I believe they
will do — in the year which has just opened.
{Continued on page 114)
Why Break Records?
Just File Them !
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAGNOLA
W&tcKirxJ tKe Music Come Out
This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ. President
General Offlees Southern Wholesale Branch
711 MILWAUKEE AVENUE 1536 CANDLER BLDfl.
OHICAOO ATLANTA. 8A.
114
THE TALKING MACHINE WORLD
January IS, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 113)
"One of the best ways to help is to encourage
buying at readjustment prices. Every buying
and selling transaction helps to bring back
prosperity, helps the retailer clear his shelves,
helps the manufacturer sell to the retailer and
it helps the man who works for the manufac-
turer, so that man can buy from the retailer and
his purchase can move again in the same bene-
ficial circle. Therefore, I say 1922 will be a
real advertising year."
Addition to Rodeheaver Staff
Mrs. Sue Hewling, who has been connected
with the Martin Band Instrument Co., of this
city, for some time and who is well known locally
as a musician, is now connected with the sales
force of the Rodeheaver Co., 218 South Wabash
avenue. Mrs. Hewling will cover the Chicago
territory in the inerests of the records manu-
factured by the company.
Brunswick on the Canadian Pacific
Word comes from Vancouver, B. C, that the
Kent Piano Co., Ltd., with retail stores at that
city and Victoria is reporting most encourag-
ing sales in its Brunswick departments.
Although the Brunswick is a recent acquisition
by the Kent Co., the well-known phonograph
has proven decidedly popular on the Canadian
Pacific .Coast. With the aid of the progressive
merchandising methods of the Kent Piano Co.
the Brunswick has been placed in the front ranks
of the talking machine trade of British Columbia.
Changes in Texas House
Some important changes have taken place in
the Bush & Gerts Piano Co. in Dallas, Texas.
Robert L. Mayhew has been elected first vice-
president and general manager, and Paul E.
Burling becomes the general sales manager.
Mr. Mayhew is an experienced man in the piano
trade, but has been more recently with the May-
hew Investment Co., of Dallas. Mr. Burling,
who was already second vice-president of the
company, has been a special salesman for the
Bush & Gerts Co. and is strongly affiliated with
various Dallas musical organizations.
Early this year President W. L. Bush, who is
again in Texas after a Winter spent in Chicago
at the piano factory of the Bush & Gerts Co.,
will go to Houston for the reorganization of the
company's two stores in that city, which will be
merged under one roof. Instead of maintain-
ing separate locations for the Victrola, record
and player roll headquarters three very desir-
able stores, with a total frontage of seventy-five
feet on Travis street and one hundred feet on
Rusk avenue, will be redecorated and equipped
for occupancy, giving a big corner location,
affording not only ample space for the piano
department, but also for the Victor record de-
partment, which needs the additional space it
will now have.
Arthur D. Geissler a Visitor
Arthur D. Geissler, president of the Chicago
Talking Machine Co., with headquarters in New
York City, has been spending some time, as
usual, at the Chicago office. He is gratified with
the amount of Victor business being done in
the Middle West. He found out that the De-
cember business of the Chicago Talking Ma-
chine Co. was a little more than an even break
over last year and that it showed an even greater
increase over the Decembers of the pre-war
period. He returned to New York this week,
as did also Vice-president Dan Creed.
He's Been Europing
Samuel Rosenau, who owns a chain of Colum-
bia stores on the West Side, recently returned
from a protracted trip through Europe. Most
of his time was spent in Hungary. He got many
good points and some bad ones from a study
of the conditions in the talking machine indus-
try abroad and is going over there again next
Spring to see if he cannot get some more
good ones.
Accepts Important Position
F. K. Pennington, who was formerly asso-
ciated with the Columbia Co. of New York, has
accepted the very responsible position of gen-
eral sales manager of the A. S. Dick Co., the
large manufacturer of mimeographs, etc., whose
headquarters are located in this city.
Among the Visitors
J. B. Ryde and Jewett Fuller, proprietors of
Fuller-Ryde, Indianapolis, Ind., were visitors to
Chicago the first week of the new year. Both
gentlemen, who, by the way, handle Victor talk-
ing machines exclusively, reported an excellent
business for the holiday trade.
J. E. Meagher, of Ford's Meagher Music Co.,
of Madison, Wisconsin, paid a visit to his friends
in the Chicago trade the first of the week. Mr.
Meagher had to say that the dealers as a whole
throughout Madison were well satisfied with
their year's work.
A conference was held the first week in Janu-
ary by all Victor travelers of Lyon & Healy.
Manager L. C. Wiswell' presided and plans for
the year of 1922 were gone over. Immediately
after the conference all the travelers departed
for their respective territories.
E. J. Pruin, of Grand Rapids, and his Grand
Rapids store manager, L. A. Shoppe, were
visitors here the first of the year.
Ben F. Dvorak Sells
Ben F. Dvorak, who conducted a retail Victor
shop at 7339 West Madison street, Chicago, has
sold out his interests to Wesley H. Wiehe. Mr.
Wiehe was formerly connected with Mont-
gomery Ward. Mr. Dvorak, who conducted this
place of business for the last six years, has
made no plans as to the future other than a
visit to Los Angeles.
Keep Their Dealers Busy
The national advertising campaign, which was
put into operation several months ago by the
W. W. Kimball Co., is bringing splendid re-
sults, according to J. V. Sill, wholesale manager
of that company. Kimball advertising is appear-
ing in national publications which are known in
advertising circles as the quality group, and to
date many interesting inquiries have been re-
ceived. All inquiries received are turned over
to Kimball dealers, who are located in the terri-
STERLING ^EDISON
PRODUCER — ATTACHMENT
PLAYS ALL RECORDS
The Sterling Reproducer with Edison
attachment not only harmonizes in
appearance with the Edison machine,
but harmonizes with it in its perfect
adaptation to all Edison requirements.
To say that the Sterling Reproducer
plays all records and plays them beauti-
fully is no idle statement. It is based
on scientific facts which talking ma-
chine experts will appreciate.
The Sterling Reproducer when used
on the Edison absolutely synchronizes
when playing both hill and dale and
lateral records. The Edison machine
automatically moves the reproducer
150 threads to the inch and sufficient
free motion is allowed by the Sterling
for the difference between 150 and 80
threads. Upon completion of the rec-
ord, when the lever is operated to re-
Manufarturere of the No. 11 Sterling Non-Infringing Tone Arm. 1pH<5P tVlP rPFirnril 1 PPT frfrtTl fflP rPPOrfl
the Sterling No. 31 Tone. Arm_ with Non-Set Automatic Stop, the lV-<aa^ Lll^ lV.piUUUl,V.l L1VJL1L ittUIU,
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January 15, 1922
THE TALKING MACHINE WORLD
115
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 114)
tories from which these inquiries originated and
Kimball dealers are being kept busy getting after
these prospects. According to Mr. Sill, one
dealer who conducts a retail establishment in a
small town in New York State has sold over
425 Kimball talking machines since Septem-
ber i. Just shows what can be done!
The Cheney Resonator
The Cheney Resonator for January is made
up of news which is of particular interest to
Cheney dealers. The bulk of the paper is given
over to news of the Victor-Cheney suit, the
full text of the decision occupying five full news-
paper columns. Other lengthy articles in this
issue are editorials concerning this case and
an interview with Professor Forrest Cheney tell-
ing how he originated the instrument which now
bears his name. The issue is newspaper size
and is four pages. The fourth page contains
many artistic cuts, showing some of the mer-
chandising helps which make the Cheney line
profitable. C. E. Swanson, sales manager of the
Cheney Talking Machine Co., who supervises
the editing of the Cheney Resonator, plans to
send the January issue to some fifteen thou-
sand retailers throughout the United States.
In commenting upon the business situation
Mr. Swanson stated that the Cheney plant is
working almost to capacity, but, even at that,
the company is still oversold. During January
the Cheney Co. is participating in the semi-
annual Furniture Show at Grand Rapids and is
exhibiting its full line of instruments at its show-
rooms in that city.
Attracts the Crowds
Over at the Song and Gift Shop, a Columbia
account, which is located between Quincy and
Jackson boulevard on State street, in the heart
of Chicago's Loop, the sidewalks have been
jammed with passers-by. The attraction is
nothing less than a spinning turntable in the
window, whereon two little kewpie dolls go
through the movements of a shimmy dance. The
little dolls are caused to zigzag back and forth
above the whirling turntable by means of a
magnet, which is concealed on the platform
which rests on the turntable. The little dolls in
turn are mounted on a wire support which the
magnet attracts.
What of 1922?
"There has been more or less talk as to what
prospects are in view for 1922 and whether or
not this year will beat 1921." The above was
Repair Parts
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Special prices on main springs, governor
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Expert repairing on all makes of phonographs
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INCORPORATED UNDER THB
LA WS OF ILLINOIS
SUCCESSORS
Standard Talking Machint Co.
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227-229 W. WASHINGTON ST., CHICAGO, ILL.
Branch : 2957 Gratiot Ave., Detroit, Mich.
TRADE MARK
CONSOLA"
uttered by E. A. Fearn, of the Consolidated
Talking Machine Co., and, continuing, he said:
"The year 1922 is going to be the best the
Consolidated Talking Machine Co. ever enjoyed.
For example, we know that there are more deal-
ers in the business to-day than there were in
1917, which was practically one of the last nor-
mal years the trade experienced. In that year
we brought out our little Liberty device, with
its three flags, which proved a tremendous suc-
cess, and in the short space of two months we
sold over a million and a half of these Liberty
bells. At that time it was indicated to us that
there were practically a million and a half users
of talking machines who were making use of
their instruments. Since that time there has
been a tremendous increase in the number, and
this means to the Consolidated Talking Co. that
there are a tremendous number of talking ma-
chine owners all over the States who are in the
market for records and accessories. That is the
market which the Consolidated Co. is going to
tackle with full force for 1922, and we firmly
believe that ere the end of this year rolls around
every one of these users will have been made
acquainted with our goods."
Vocalion Man Here
W. H. Alfring, general manager of the whole-
sale branch of the Aeolian Co., visited Chi-
cago during the latter part of December. Mr.
Alfring was on a tour of the various Vocalion
branches and reported that conditions in general
were improved.
BIGGS MUSIC CO. OPENS
Handsome Warerooms Under the Direction .of
Two Well-known Piano Men in Richmond, Va.
ELECTRIC MOTORS GOING BIG
Both for Complete Machines and Replacements
BOTH
MOTORS
RUN ON
D.C.OR A.C.
CURRENT
View of the Tru-Time Motor with Hood
Removed. Built Like a Watch. Send
for Sample. Price, $30.00.
Built for Service and Priced to Use in
Moderate Priced Machines.
Sample, $19.50.
Let us tell you about our "F & L" Automatic Stop for
use with either of the above electric motors, or any
other motor.
Let us figure on your 1922 requirements: On completed
machines (spring or electric), Cabinets, Motors (spring
or electric), Tone Arms, Hardware and Accessories.
LAKESIDE SUPPLY COMPANY, Inc.
416 SOUTH DEARBORN STREET CHICAGO, ILL.
TELEPHONE HARRISON 3840
Richmond, Va., January 2. — The Biggs Music
Co., Broad and Third streets, recently opened a
very handsome wareroom which is fast becom-
ing a music center of the city. The store has a
complete line of pianos, player-pianos and repro-
ducing pianos as well as of talking machines.
The piano department is in charge of William R.
Reinhardt and L. T. Gruner, while the talking
machine department is under the supervision of
L. Bert Slaughter. The company handles the
Knabe, Ampico and other instruments. Mr.
Reinhardt and Mr. Gruner were for many years
connected with the Corley Co. as general man-
ager and sales manager, respectively.
CLOSED HEALTHY BUSINESS
General Phonograph Corp.'s Business for
December Very Satisfactory — Okeh Sales in
New York Particularly Pleasing
"Okeh record sales for the month of Decem-
ber were very satisfactory," said Otto Heine-
man, president of the General Phonograph Corp.,
in a chat with The World. "Practically all of
our jobbers closed a splendid month, and the
demand for foreign language records in particu-
lar was far beyond our expectations. The sale
of Okeh records in New York territory was
especially gratifying, and new accounts are being
opened, daily in the metropolitan district.
"Motor business for December was generally
satisfactory, and there seems to be a better feel-
ing at the start of the New Year than there was
last year. When 1921 started we all looked for
the worst, but with the beginning of this year
we all feel that better business is coming. Ap-
parently we have been through the worst, and
the tide has turned for the better."
U6
THE TALKING MACHINE WORLD
January 15, 1922
DETROIT TRADE WELL PLEASED WITH GENERAL BUSINESS
Dealers and Jobbers Gratified Over Showing for December — New Jewett Models Coming — G. W.
Hopkins Believes in Action — Vocalion Progress — Grinnell Booms Michigan Composer
Detroit, Mich., January 4. — The month of De-
cember turned out just as we predicted it would
be early in the month. Dealers had a very good
December business, making the year show up
considerably better than it would have other-
wise. This week we found dealers very busy
taking inventory of their stock, to find out just
what they would have to reorder. We are frank
in saying that, while no dealer will make as
much profit in 1921 as he did in 1920, he feels
mighty happy to know that he has been able
to stand up during the depression and the worst
slump that Detroit has ever had. So, after all,
there is really a great deal to be thankful for,
as prospects are certainly bright for 1922, and
especially for the dealer who is willing to "go
and get business" and not rely entirely upon
the national advertising of leading manufactur-
ers to bring the business to them. When Roger
W. Babson, the famous economist and statisti-
cian, was in Detroit recently, he said: "There
will be plenty of business in 1922, but those who
want it will have to go out and look for it with
a lantern."
Jobbers Pleased With Holiday Demand
The wholesalers did not fare so well in the
month of December, which was not unusual.
November is invariably the best month of the
year for the jobbers, because it is during that
month that they make their greatest number, and
largest, of shipments to dealers who want them
for the month of December. Orders do not
come in very heavily to the jobbers during De-
cember, as dealers are already stocked up, only
ordering a number here and there as they need
them. But we'll say this' much — the jobbers are
very well pleased with their holiday trade and
they do anticipate a revival in talking machine
business within the next few months.
Record business seems to be holding up very
good for everybody, and January is proving an
excellent month for records. The thousands
of people who received talking machines for the
holidays are naturally good buyers of records,
and we find the record departments very busy
places these days. In fact, January is- one of
the best months of the year for records.
Grinnell Bros. Featuring Guest
All of the Victor stores are boosting the first
record made by Edgar A. Guest, Michigan's
famous composer of sentimental poems, who
writes daily for the Detroit Free Press. Almost
every Victor store in Detroit is boosting the
record and pushing it. Grinnell Bros, even
went so far as to have the three poems printed
in white on a black card, placing them in their
window with a large photo of Mr. Guest, with
the record. The display is drawing crowds every
hour of the day and the record is proving a big
seller. Dealers say they have noticed it brings
them a new clientele of customers, many of
whom are school teachers, who want it . for
their school.
Good Year for the Vocalion
S. E. Lind, of the Lind & Marks Co., De-
troit distributor for the Vocalion, reports that
he had a very good year, despite the fact that
his company did not start in until March^the
worst month of the year. Each month business
improved and November was the best month of
the whole year. Right on January 1 orders
began coming in from dealers, which indicates
that Vocalion dealers enjoyed a good holiday
trade. Mr. Lind is extremely enthusiastic over
1922 and believes that the industry will enjoy
even greater prosperity than it did in the year
just ended. Some weeks ago Mr. Lind was in
New York, accompanying Henry Theis and
some members of the Ritz Detroit Orchestra.
While in New York City Mr. Theis made four
records for the Vocalion, which are to be re-
leased as a special some time in January. Mr.
Lind no sooner notified his dealers of the new
records to be released than he was swamped
with orders, as Mr. Theis and the Ritz Orches-
tra are very popular in Detroit and their new
records are certain to be a tremendous suc-
cess. Mr. Lind is planning a number of novelty
advertising and exploitation stunts to increase
the demand for the Theis records.
New Jewett Models Ready Soon
The salesmen of the Jewett Phonograph Co.
left for their respective territories this week,
after spending a week at the home office con-
ferring with executives of the company on plans
for the new year. A. A. Fair, sales manager,
went over the Jewett product in detail and an-
nounced that within a few weeks some beautiful
new models would be ready for the market.
Several of them were on exhibition and the
salesmen almost gasped for breath when they
looked them over and were told the low prices
at which they would be sold. "This company
is trying to make the greatest phonograph in
the world, and at the least possible profit," re-
marked Mr. Fair to the- writer. As a wind-up
to the sales conferences Fred Underwood, gen-
eral manager of the Jewett Phonograph Co.,
tendered to the salesmen and the various de-
partment heads a dinner at the Hotel Statler
on Tuesday, January 3. There were a few
short talks, in which the various salesmen as-
sured Mr. Underwood that they would work as
never before in 1922 and that they felt sure of
"bringing home the bacon." During the eve-
ning Elmer Wilkinson, production manager in
charge of the factory at Allegan, Mich., ex-
plained in detail the making of the Jewett phono-
graph, from the time the tree was chopped in
the forest to its finished state in the phono-
graph. Mr. Wilkinson opened the salesmen's
eyes when he described the quality and the fine
selection of woods that were put into the
Jewett, although the average person or dealer
would not thoroughly appreciate it. Still, it
was there, just the same, and meant lifetime
endurance.
Some Big Plans for 1922
The Jewett Phonograph Co. has great plans
for 1922 in the way of increasing selling force
and increasing manufacturing facilities, in ad-
How's Your Stock
of Victor Records ?
Write for list of rec-
ords selected by our
committee as the best
sellers for the coming
month. To allow us
to furnish this will not
obligate you in the
least — and it will aid
you in making up your
order.
The great number of Victrolas sold
during the Holiday season gives you
an entirely new group of buyers —
buyers who are eager to add to their
record libraries. Are you prepared
to care for this new demand? Right
now, through having the records
they want, is the time to make them
YOUR steady customers. Have you
a record stock that admits of your
properly developing and profiting
by this new business — of retaining
your present buyers — of bringing
back those you have lost?
You'll Find Us
Well Prepared to
Care for Your Needs
All orders filled same day received.
Transportation facilities that admit
of getting Victrolas and Records to
you in shortest possible time.
Grinnell Bros
Wholesale Distributors
of Victrolas and Records
First and State Streets, Detroit
January IS, 1922
THE TALKING MACHINE WORLD
117
NEEDLES
The only Phonograph
needles rnade with Flexible
Point and Solid
Brass Shank.
Are guaranteed
to make clear and
accurate repro-
duction of
Original Tone
To minimize Surface Noise
and not to injure records.
Ordinary needle
after playing one
record. Point
worn blunt. Will
injure record.
Other needles sold under
various names have come
and gone, but
TONOFONE
NEEDLES
have stood every
test and
ARE HERE
TO STAY.
Liberal Profits to Dealers.
Write for Samples and
Revised Price List.
O/ze gZ&TW&TW Company
Makers
110 S. Wabash Ave., Chicago, 111.
Tonofone needle
after playing 20
to 50 records.
Point same
width as when
new. Records
never injured.
dition to more attractive designs and models.
New accounts galore have been added in the
past two months in the East, as well as in the
Middle West, and applications are received
every day for the line in every part of the coun-
try. Recently the company leased storage
space in the Old Farrand Organ Building, at
Twelfth street and the Grand Trunk railroad,
from where all shipments are now being made.
Records of Detroiter Are Popular
A record made by the Emerson Co., and
which is certain to prove popular in Detroit, if
not all over the country, and especially in the
large cities, is that of I. Leonard Braun, just
released. Mr. Braun has been in Detroit the
past six weeks, giving recitals before Jewish and
other organizations, and he has been a great
success. He has also made a record for the
Victor Co., which will be released later. He is
to give a series of twelve recitals in Michigan,
Indiana, Illinois and Wisconsin before returning
to New York some time the latter part of Janu-
ary. Mr. Braun has written the Ritual of the
B'na Brith, a Jewish organization with over a
million members. His home is in Detroit. He
will continue to record for the Victor Co.
To Open New Brunswick Shop
The Brunswick Music Shop, of Muskegon,
Mich., is opening an exclusive branch at Grand
Haven, Mich., under the management of Art
Wingerden. The company recently opened its
new and handsome shop in Muskegon.
George W. Hopkins Visits Columbia Branch
H. E. Gardner, manager of the Detroit branch
of the Columbia Co., recently made an extended
trip through the State and said he found busi-
ness improving in the small towns. He reports
that new Columbia dealers in his territory are:
Ypsi Phonograph Shop, Ypsilanti, Mich.;
Grubbs' Music Shoppe, Toledo, O., and the
Harper Music Co., Detroit.
Since our last letter George W. Hopkins, gen-
eral manager of the Columbia Graphophone
QGDEN REPORTS GREAT ACTIVITY
Tremendous Holiday Demand for Ogden Spe-
cialties Throughout the Country
Lynchburg, Va., January 6. — J. B. Ogden, presi-
dent of the Ogden Sectional Cabinet Co., of this
city, reports that the demand for Ogden stands
for table model and portable machines has been
very brisk and that immediately prior to the
Christmas holidays a large number of telegram
rush orders were received for immediate ex-
press shipment, indicating that a number of deal-
ers were completely sold out of the stands. Mr.
Ogden further reports that he has received a
number of substantial orders from Victor job-
bers who stated, when ordering, that they found
the stands and service tables were much in de-
mand in conjunction with the table models. The
factory has been working at full capacity and,
although it was originally planned to close the
factory for a day or so during the Christmas
holidays, the rush of business made this impos-
sible. Referring to foreign business, Mr. Ogden
stated that Latin-American business is con-
stantly improving and that shipments to South
Africa and Australia are likewise improving. It
is expected that the Ogden stands will be shortly
introduced in talking machine circles in Africa,
India and Indo-China. Mr. Ogden believes that
the trend of the times points toward greatly in-
creased business during 1922.
NOTICE
Record Dealers & Shippers
RECO-RAPS
A Transportation Package for Phonograph Records
O ^ Far more than their Cost
*-/Co jn Postage and Insurance
Prevents Breakage.
Write us for particulars and samples
THE RECO-RAP CO.
104 North 12th St. St. Louis, Mo.
Co., was in Detroit and spent a day in con-
ference with Mr. Gardner. Mr. Hopkins said
that America had been through a slump which
came suddenly and unexpectedly and that
American industries had stood up exceedingly
well, considering the chaotic condition of
things, and that he believed that if phonograph
dealers would put their shoulders to the wheel
and work harder than ever before they would
find the public ready to respond. It has always
been the contention of Mr. Hopkins that the
average phonograph dealer is too easily satis-
fied and lacks the ambition because sales are
created for him in advance. "Just imagine what
these same dealers could do if they would go out
and create new business themselves," he has
often remarked. "The opportunities in this in-
dustry are unlimited for the man who is willing
to work, and a man's success is judged by the
amount of work he does."
Oscar W. Ray, manager of the record depart-
ment of the Vocalion Co., was here recently,
conferring with Sam Lind, of Lind & Marks Co.
He also visited Cleveland and Chicago while in
the Middle West.
Jules H. Roos, director of sales for the needle
department of the General Phonograph Co.,
maker of True-Tone needles, was here Christmas
week and said business was very satisfactory.
Carload Sale Goes Over
The Detroit Music Co. bought two carloads
of Columbia phonographs just before Christ-
mas, which they advertised very extensively at
special prices. When the machines arrived
they loaded them on two great, big trucks, and
had banners painted for all sides announcing "A
carload shipment of Columbia Graphophones, to
be sold for ten days at special prices." Charles
Smith, secretary of the company, says the sale
was very successful.
Takes in the Jewett Line
The Friedrich Music House, of Grand Rapids,
Mich., has added the Jewett phonograph line.
TO PARTICIPATE IN THRIFT WEEK
Members of Music Industry Throughout Coun-
try Indicate Intention of Taking an Active
Part in Forthcoming Thrift Celebration
That the members of the music industry
throughout the country are planning to partici-
pate actively in the Thrift Week campaign dur-
ing the week of January 17-23 is indicated by
the demand being made upon the Trade Service
Bureau of the Music Industries Chamber of
Commerce, as well as upon the National Bureau
for the Advancement of Music for advertising
and publicity matter hooking up the music trade
with the thrift idea.
During December the first issue of 50,000
booklets, "Music an Aid to Thrift," was almost
exhausted, and a second lot of 50,000 was or-
dered. Dealers who want the booklets, window
streamers, display cards and newspaper adver-
tising copy offered to the trade are advised to
send in their orders at once to the Chamber
office at 105 West Fortieth street, New York
City, in order to allow time for filling orders
before January 17.
A special notice has been sent to music mer-
chants in towns and cities, which have regis-
tered for local observance of Thrift Week, call-
ing attention to the special thrift service of the
Chamber.
COLUMBIA CO. VISITORS
There were quite a number of visitors at the
Columbia executive offices in New York over the
holidays, among the callers being Thomas B.
Niles, assistant manager of the Pittsburgh
branch, accompanied by Mrs. Niles; D. H. Del-
zell, manager of the Salt Lake City branch of
the Columbia Stores Co.; R. H. Woodford, man-
ager of the Columbia Co.'s Cincinnati branch;
Mr. Markson, of Markson Bros., Columbia deal-
ers at Syracuse, N. Y., and Carl Buechner, sales
representative of the Boston branch. The visi-
tors were all optimistic over trade prospects.
MODERNOLA GROWS IN FAVOR
Modernola Sales Co. Reports Satisfactory Holi-
day Business, With Good Outlook for 1922
The Modernola Sales Corp., New York City,
Eastern distributor for the Modernola phono-
graph, reports that its dealers completed a very
successful Fall and holiday season, and that
from present indications 1922 will be a very
satisfactory year. George Seiffert, president of
the company, stated that the recent newspaper
campaign conducted in the metropolitan dailies
was highly productive for both the Modernola
Sales Corp. and its dealers. This campaign
elicited replies from foreign countries although
only appearing in New York papers. Mr. Seif-
fert has in his possession an order, received from
an ad appearing in the New York Times, from a
town in Ohio, where the reader was so highly
impressed that he immediately ordered a model
of the Modernola and sent in payment several
shares of stock in a farmers' supply company.
118
THE TALKING MACHINE WORLD
January 15, 1922
[iss Gilda Grays Sensational Success
4t theRENPEZyOUS -KewYorks Newest and Smartest D^icePdac%
(/ou can't go wrong
with an y feist song "
A TREMENDOUS DEMAND FOR RECORDS IN LOS ANGELES
Holiday Trade, Despite Unfavorable Weather Conditions, Most Satisfactory — Many Concerns Re-
port Phenomenal Business — New Local Record Manufacturers — Interesting Review of Conditions
Los Angeles, Cal., January 4. — December ended
in a blaze of glory in respect to sales of talking
machines and records, according to reports from
practically all music stores in Los Angeles.
With many extra assistants the record depart-
ments had great difficulty in coping with the
big crowds that surged into the stores every
day, and all day, for several days, meeting with
an almost greater problem in keeping track of
records and returning them to their proper
places so that they could be found when wanted;
but, owing to the fact that record stocks were
in much better shape than in former years, rec-
ords sales were extraordinarily good. Rain fell
almost continuously during the last week before
Christmas, but appeared to have no effect upon
shoppers, except that it probably served to pre-
vent them from wandering from one store to
another on their purchasing quest.
Barnes' Sales Break Records
George H. Barnes, president of the Barnes
Music Co., declares himself to be extremely well
pleased with the sales of the Brunswick depart-
ment for the month of December, which far ex-
ceeded those for the corresponding period of
last year, and particularly for Christmas week;
next week will see them with a practically de-
pleted stock.
Phenomenal Sales at Barker Bros.
J. W. Boothe, general manager of the music
department at Barker Bros, reports that the
December, 1921, sales in the talking machine de-
partment will exceed by a large margin those
of 1920. On the Wednesday immediately pre-
ceding Christmas the high-water mark in sales
of instruments for one single day was reached,
namely, eighty-seven. Of the eighty-seven ma-
chines sold, one consisted of a thousand-dollar
period model, three were in excess of $500 each,
while the remainder varied in prices from $50
to $500. Mr. Boothe emphasized the fact that
all advertising of talking machines by his firm
during the last two or three weeks before Christ-
mas omitted all reference to specific terms; in
many cases advertisements actually stated that
The Most
Dependable and
Inexpensive
Lid Support
on the Market
The new channel
support is construct-
ed of one piece of
metal and it works
automatically per-
fect. The hinges are made in two styles — flexible
and bent. Samples on request.
STAR MACHINE & NOVELTY CO.
Patented
5ept.9.l9l9N
Two other patei
Applied for.
81 MILL STREET
BLOOM FIELD, N. J.
the goods were not offered at bargain prices on
terms — N. B.: Would one call this kind of ad-
vertising appealing to the customer's pride, get-
ting the customer's goat, or raising the house's
prestige? A combination of all three, perhaps.
Anyhow, it seems to have brought home the
bacon.
Southern California Music Co. Crowded
The talking machine departments of the South-
ern California Music Co., both on the first and
third floors, were crowded to capacity during
the last two weeks before Christmas. Edisons,
Victors and Burnhams were sold in large quan-
tities, and the record departments smashed all
former — er — er — totals, Manager Westphal
states.
Hamburger's Require More Space
Sales of Victors, Brunswicks and Vocalions
were excellent throughout the month and the ex-
pected rush occurred during Christmas week;
some difficulty was experienced in taking care of
all record customers, all demonstration rooms
being filled. Harry N. Briggs, general manager
of the music department, is looking forward to
big extension plans in the very near future, at
which time the present space occupied by the
department will be doubled or trebled.
Among the Wholesalers
Charles Ruggles, Los Angeles, manager of
Sherman, Clay & Co., Victor distributor, re-
ports that sales for December were the largest
in the history of the branch.
W. F. Stidham, manager of the Los Angeles
wholesale branch of the Columbia Graphophone
Co., is well pleased with the sales for Decem-
ber; the Los Angeles branch has led the United
States for seven successive months, according
to quota.
Howard L. Brown, manager of the phonograph
division of the Los Angeles branch of the Bruns-
wick-Balke Collender Co., states that sales for
the month of December, 1921, exceeded those
for December, 1920, by over 100 per cent. The
Los Angeles branch occupied top place for every
month of 1921 in the listing of all the branches
of the United States for sales per capita, and
showed a larger percentage of gain than any
other branch.
E. R. Darvill, Vocalion manager of the Com-
mercial Associates, successors to the Western
Jobbing Trading Co., distributors of Vocalions
and Vocalion records, reports that sales for 1921
were very satisfactory. Dealers have been loud
in their praises of the record service which has
been given to them, and are pleased at the new
fifteenth of the month release, which will go into
effect at once.
Irving C. Franklin, sales manager of the Burn-
ham Phonograph Corp., stated that extra shifts
had been employed at the Burnham factory,
keeping the wheels turning daily until 11 p. m.
up to within a few days before Christmas in
order that they might cope with the demand.
Mr. Franklin looked forward to a still larger
increase in 1922.
M. F. Fybush, general manager of the Blue
Bird Talking Machine Co., declared that work
at the Blue Bird factory during the latter part
of the year had called for extra pressure, espe-
cially due to the demand for certain models;
1922, in his opinion, should bring excellent busi-
ness for all lines.
Record Factory and Laboratory in Los Angeles
Los Angeles is to have its own recording labo-
ratories and record presses in the immediate
future. The Golden Record Co. is the name of
a new concern, which plans to record and manu-
facture records here. The record which it will
make will be golden in color, and special atten-
tion will be given to the recordings by private
persons of records for their own private use.
Theophilus Fitz is at the head of the company,
and has had many years of experience in the
business.
New York Man Stays in Los Angeles
J. G. Pierce, for many years assistant to Her-
bert Brennan, of the Rudolph Wurlitzer Co.,
New York, has located in Los Angeles and is at
present connected with the sales force of the
Starr Piano Co.
Will Go Into Business
J. A. Sabine, Columbia jobber for the province
of Ontario, Canada, has arrived in Los Angeles
and is believed to have decided to make this
part of the world his future home, and, with an
inherent dislike for idleness, will engage actively
in the music business, principally phonographs,
in this section.
JOHN CHAS. THOMAS GOES TO ITALY
Popular Baritone and Vocalion Artist to Study
Under Jean De Reszke
John Charles Thomas, noted musical comedy
baritone and exclusive Vocalion record artist,
recently made his farewell appearance in New
York prior to sailing for Italy, where he will
spend some time as a pupil of Jean de Reszke.
With the additional training thus received it is
believed that Mr. Thomas will find a new pin-
nacle awaiting him among American baritones
in the grand opera field.
THE BROOKS'INBUILT AUTO-
MATIC REPEATING
PHONOGRAPH
The most wonderful Talking
Machine on the market. All but
human, will play any part or all
of any record from one to eight
times. Set the dial and have
music throughout the meal or
during the dance. It is justly
termed the "wonder" instrument,
exquisite in cabinet design and
marvelous in tone. Send tor deal-
ers' di count. Distributors wanted.
BROOKS MFG. CO.
Saginaw Mich.
January 15, 1922
THE TALKING MACHINE WORLD
119
The Geo. J. Birkel Co., Los Angeles, Cal. — A progressive dealer with progressive equipment.
1922 — The Year of Discriminating Buyers
Are You Ready for Them?
Trade Leaders predict good business in 1922 for the Talking
Machine industry — but they also predict that the purchasing
public will be discriminating.
The Quality Market has returned — the attractive store which
suggests quality will secure normal 1922 business.
Analyze your store — plan to make it the focus point for the
quality buyers of your community.
The Unico System has accomplished this result for the Birkel
Company of Los Angeles (the photograph and letter tell the
story).
The Unico System will produce the same results for you.
Consider your essential requirements in equipment!
Price?
Sales Background?
Quality?
Service?
Investment ?
Low!
Attractive and Productive!
The highest!
Quick but dependable!
Secure!
Unico Equipment fulfills all of these requirements — not only
fulfills but guarantees them.
Consult our nearest branch in reference to the Unico Guarantee
of Price, Quality and Service.
F'>;pjfP,B>ijiKEj{,@»>ii?A3STk?-
Los Angeles. Caj,.
Dec. 24, 1921,
Unit Construction Co.
5Blli St. & Grays
Phlladelphl.
We are sending to you photographs
of our Vletrola Dept. This shows the
rem Unit Construction Installation.
We want to take this occasion to
express to you cur very great satisfac-
tion, not only in the *ork and the whol»
schen.e and layout, but the charaoter of
the work and the neatness and dispatch
*llh which the installation was made and
the jjleosurs In our entire dealings with
you.
We gladly recomrend your product to
anyone considering the Installation of a
niw department or adding thereto.
With kindest regards, »e are
Yours very truly ,
GEO. J. BIRKEL COMPANY.
UNIT CONSTRUCTION COMPANY
Rayburn Clark Smith, President
58th Street and Grays Avenue, Philadelphia, Pa.
NEW YORK, N. Y.
299 Madison Ave., Cor. 41st St.
LOS ANGELES, CAL.
274 I. W. Hellman Bldg.
ATLANTA, GA.
49 Auburn Ave.
DALLAS, TEXAS
209 Dallas Bank Bldg.
CHICAGO, ILL.
30 North Michigan Ave.
DENVER, COL.
1741 Champa St.
SALT LAKE CITY, UTAH
150 Main St.
Address our nearest office TO-DAY
120
THE TALKING MACHINE WORLD
January 15, 1922
THREE tiCLOCKin
HORNING
THE
u Tempo di Valse Lente
h It's three o' c^ock in the morn . ing.
4M
f^'^ES waltz that >^
P
is
l/oucdn'tg.
Wrong wilhani/
'Je/st'sony"L
HONOR LOUIS D. ROSENFIELD
Emerson Sales Executive Guest of Honor at
Testimonial Dinner Given by Artists and Deal-
ers— Presented With Handsome Loving Cup —
S. J. Corsover in Charge of Arrangements
Louis D. Rosenfield, head of the foreign lan-
guage record department of the Emerson Phono-
graph Co., New York, was the guest of honor at
a dinner given on January 4 at the Little Rou-
manian Restaurant, 108 West 116th street, New
York. The dinner was in the nature of a testi-
monial to Mr. Rosenfield by the dealers and
artists with whom he has been associated for
the past nine years, and there were also pres-
ent Emerson executives who have been associ-
ated with Mr. Rosenfield for the past four years.
The committee in charge of the dinner empha-
sized the fact that the surprise testimonial to
Mr. Rosenfield had been planned in order to
express the dealers' and artists' appreciation of
the co-operation and consideration that he had
extended them during the past nine years. Mr.
Rosenfield's popularity in the trade is indicated
by the fact that over sixty people attended the
dinner, all of whom were glad to have the oppor-
tunity of joining in the testimonial to one of
their friends and associates.
The toastmaster of the evening was E. H.
Davis, advertising manager of the Emerson
Phonograph Co., who filled the post with signal
ability. As the first speaker of the evening, Mr.
Davis introduced Victor H. Emerson, president
of the Emerson Phonograph Co. and one of the
pioneers of the talking machine industry. Mr.
Emerson gave a semi-humorous, reminiscent
talk, bringing the guests back to the early days
of the industry, and outlining some of the diffi-
culties that had been faced and solved. As one
of the foremost technical experts of the industry,
Mr. Emerson's comments regarding the various
phases of the development of the talking ma-
chine were received with keen enthusiasm.
Other speakers of the evening included H. T.
Leeming, vice-president and general manager of
the Emerson Phonograph Co.; Harry G. Neu,
sales manager; Miss Lillian M. Guth, credit
manager, and Sidney J. Corsover, chairman of
the dinner arrangement committee, who was
largely responsible for the success of the event.
Rosenfield outlined briefly the aims and ideals
which had formed the foundation for his activi-
ties in this industry. He stated that he would
cherish the cup as his most valued possession
because it represented the good will and love of
his fellowmen.
The musical program for the evening was a
lengthy one, and each number was received with
enthusiastic applause by the guests. All of the
artists appearing are well known in talking ma-
chine and musical circles, and among the artists
on the program were Mme. Louisa Tuzier, for-
merly a member of the Metropolitan Opera
Company; Joseph Feldman, S. Berini, S. J. Cor-
sover, Simon Paskal, Fred Duff, A. Schwartz
and daughter, and the Misses Lindeman and
Lipman.
M. Ross, of the Rialto Phonograph Co., was
chairman of the committee which planned the
dinner, and was ably assisted by Harry Duff and
Mr. Corsover. They left nothing undone to
make the dinner a success, and well deserved
the congratulations which they received at the
close of an evening which was greatly enjoyed
by everyone in attendance.
Louis D. Rosenfield
In the course of his address Mr. Corsover paid
a signal tribute to Mr. Rosenfield's indefatigable
efforts in behalf of the artists and the dealers,
and also referred to Mr. Rosenfield's willingness
and desire to aid the artists along helpful, prac-
tical lines. At the close of his address Mr. Cor-
sover presented Mr. Rosenfield with a handsome
silver loving cup, which he stated was a token
of esteem from the artists, dealers and the busi-
ness and personal friends with whom Mr. Rosen-
field had been associated for many years.
In expressing his appreciation of the honor
conferred upon him by the guests present, Mr.
E. R. BURLEY TAKES OVER BUSINESS
Buffalo, N. Y., January 6. — The partnership
heretofore existing between Edward R. Burley
and A. V. Biesinger under the firm name of
Burley & Biesinger, Victor talking machine deal-
ers of this city, has been dissolved and the busi-
ness will be conducted in the future by Mr. Bur-
ley at the present address at 332 West Ferry
street.
MULTUM IN PARVO
He that crawfisheth, nor repineth not when he's
"broke," but getteth out and hustleth in the vine-
yard, shall gather!
Imported Homokord Records
"A Better German Record "
More profit in selling Homokord Records.
Let us send you details regarding agencies.
A. G. KUNDE
Importer and Distributor
344 E. Water Street Milwaukee, Wis.
it-
January 15, 1922
THE TALKING MACHINE WORLD
121
"Ka-Lu-A" and "Blue Danube Blues," two new dance
hits from the musical comedy success Good Morning,
Dearie, are played tant alizingly by the Knickerbocker
Orchestra, another new addition to the Columbia list
of musicians. A-3516.
Columbia Graphophone Co
NEW YORK
RECUPERATION NOW AT HAND, SAYS HERBERT HOOVER
He and Secretary Weeks See Great Promise of Better Conditions in All Lines During 1922 —
Period of Liquidation Is About Over and Recuperation Is Bound to Follow
Washington, D. C, January 3. — Much of prom-
ise in the new year is seen by Secretaries Hoover
and Weeks, who in statements issued on Sat-
urday last declared that the American people
could look forward to 1922 as a year of recuper-
ation.
"Considering that we have gone through the
greatest war in history and considering the
dangers that we have passed through in the
great readjustment of 1921," said Secretary
Hoover, "we have a lot to be cheerful over and
we have ahead of us very substantial hopes of
steady improvement both at home and abroad."
"The industrial and social upheaval resulting
from the war reached its crisis during the old
year," said Secretary Weeks. "The period of
adjustment has been trying for the people and
the Government alike, but the rapidity with
which the American people have been putting
their affairs in order during the past few months
makes the outlook for complete industrial ad-
justment and resulting prosperity during the
coming year bright."
Mr. Hoover in his statement said:
"The economic situation for the New Year
holds much good promise. Our year of liquida-
tion is over and we can look forward to a year
of recuperation. Except for the seasonal dip of
the Winter we should have a continuous lessen-
ing of unemployment and an increasing better-
ment in the agricultural situation. We have
passed through the most precipitous price drop
in our history — a drop averaging nearly 50 per
cent — and necessitating the writing of something
more than $20,000,000,000 off our books as a
Nation during 1921.
"We have still a good many readjustments
to be made, due to the inequality in the fall of
prices and wages. The former has fallen too
much. Some of the industries, such as coal,
railways and construction, are far above the
average levels of the country; but economic
pressures, although painful, are in motion which
will eventually reduce the expenses and the
charges of these industries against the com-
munity.
"A secondary part of our recuperation must
depend upon the recuperation abroad. In Europe
the most promising thing is that there is a more
general realization that German reparations,
land armaments, unbalanced budgets, inflated
currencies, unnecessary barriers against eco-
nomic movements, must all be reduced if Europe
is to attain economic stability and if the very
solid progress made in other directions during
the last three years is not to be lost."
Is your establishment neat and orderly? If
not, why not?
NEW WITH THE
NEW YEAR
Pleasing to the Eye
and
Pleasing to the Ear
The New Phillips Octagon Throw Back Tone Arm No. 5
With Octagon Reproducer No. 5
A decidedly attractive combination that has met with instantaneous success.
Besides its attractive appearance it has a deep full tone that is much admired.
Quantity Prices on Request
The William Phillips Phono Parts Corp.
Manufacturers of Tone Arms for Portable, Medium and High Grade Machines
145 West Forty-fifth Street New York City
122
THE TALKING MACHINE WORLD
January 15, 1922
Genius is the capacity for taking infinite pains
99
The exacting lest of the governor shaft in the Cheney motor
These two ciews show
how carefully the gov-
ernor shaft is polished.
After the governor shaft is made, it is polished
by drilling it hundreds of times in a piece of
maple. Every burr is removed and the shaft,
when finished and buSed, feels smooth as velvet
and glistens like silver. A man can polish only
about 100 shafts a day.
Experience has demonstrated that only by
rigidly holding to such high standards can we
maintain dynamic balance in the governor and
assure dealers that perfection of Cheney motors
which has added so much to the reputation of
The Cheney.
Perfect mthm.000J5tkofan inch
Three-fourths of 1/1000 part of an
inch! Can you conceive of it?
Divide one thirty -second part of an
inch into 32 parts, and one of those
microscopic divisions represents the out-
side limits of variation permitted in the
making of the governor shaft in the
Cheney motor.
It is the most exacting test in all
of the manufacture of The Cheney where
we are accustomed to hold mechanical
parts to thousandths of an inch. It
explains why the Cheney motor runs
as smooth as a watch, practically with-
out noise.
Equally high manufacturing standards
for Cheney cabinet and acoustic parts
have made The Cheney "the master
instrument." Though offering such
supreme value, Cheney prices are re-
markably low.
Cheney Talking Machine Company « Chicago
\Jhe
Cheney
The Master Instrument
January 15, 1922
THE TALKING MACHINE WORLD
123
ANNOUNCES NEW DEVELOPMENT
C. A. Fullerton, of Architectural Bronze Fame,
Enters Phonograph Industry — Fullertone Pho-
nograph Products, Inc., to Manufacture New
Musical Instrument, the "Fullertone," a Radi-
cal Departure in Phonograph Construction
By H. N. McMENIMEN
For several months past there have been
rumors around the phonograph shops, telling of a
sensational phonograph invention. Rumors of
this kind are plentiful in the trade. Nobody paid
much attention to this one until they heard that
Clarence A. Fullerton, head of the Fullerton
enterprises, had started the manufacture of this
invention. The name of C. A. Fullerton is known
to but few people in the phonograph business,
but after having had the opportunity of investi-
gating the merits of his new invention I may
safely believe that it is going to be a name to
conjure with in the talking machine industry as
it is to-day in the field of art bronze working.
When I was requested by Mr. Fullerton to
investigate the invention of Antal Fodor, an
engineer of Paris, and to make an exhaustive
laboratory test of this invention, I was impressed
with the fact that the tone was the most natural
that has ever been brought to my attention in
twenty-eight years of constant association in the
phonograph industry. I was fully convinced
that there never was a time in the history of
the talking machine business when essential and
basic improvements were more needed than at
the present time. I mean improvement upon
the sound wave regenerating device, of what is
technically known as the graphophone.
An instrument of this kind, I felt, should not
only be an artistic achievement in reproducing
music, but also prove to be a real business-getter
for the trade. I believe the "Fullertone," the
trade name given to this device, to be such an
instrument that it opens new vistas in the field
of phonograph construction as well as in the
field of merchandising.
Too great stress cannot be laid on the fact
that the "Fullertone" is a new entity in musical
instruments, which consists of a small wooden
resonator, having the shape of a lyre, resembling
a violin in its construction and finish. It can be
used as a reproducer on any of the existing
phonographs, as it replaces all of the mechanical
parts of the phonograph, excepting the motor
and turntable. It will play all makes of records
and its wonderful tone qualities as a musical in-
strument are chiefly due to the fact that the
whole instrument excepting the needle holder is
constructed of wood.
Wood has been recognized by scientists and
musicians for ages as the most resonant material
known to mankind. A large vibrating wooden
surface enables the "Fullertone" to move a large
FULTON (MODEL 35)
Price for Sample Now $13.50
3 or more $12.50
Phonographs and Accessories, Repair Parts
for All Makes.
Best Steel Needles of American
Manufacture at 30c. per M.
FULTON TALKING MACHINE CO.
253-255 Third Ave., New York City
Between 20th and 21st Streets
®
© Scotford Model I Reproducer on Victor and Columbia
Plays Only Hill-and-Dale Records, but Plays Them at Their Best
© Scotford Model I Reproducer 1 -V for Victor— Sample Prepaid to Dealer
$3.85 Nickel; $4.75 Gold — Retails $6.00 and $7.50
Scotford Model I Reproducer with 1-C Columbia Connection-Prepaid Superior Specialties for Phonograph
to Dealer, Nickel $4.25 ; Gold $5. 50 - Retails $6.75 and $8.75 BARNHART BROTHERS & SPINDLER g
Quantity Prices on CApplication Monroe and Throop Streets CHICAGO
©@©@©©©©@©©©©©©©©©©@®@©©©©©©©©©©©©®©©©©©©©©@©@@©©©©©©©©©©©@©@©©©©©©©
body of air, producing sound waves that create
a large volume of sound of great carrying power,
which is mellowed by the inherent qualities
characteristic of all wooden instruments. It re-
generates sound waves, substantially correspond-
ing in intensity with the general recording, be-
sides giving it a tone quality entirely free of
H. N. McMenimen
megaphonic or nasal rendering of the artist's
efforts.
As to merchandising possibilities the "Fuller-
tone" offer, I only call attention to the fact that
it can be used on any existing phonograph, irre-
spective of cabinet style, and it can be placed on
any piece of furniture in which a motor and
turntable can be installed. This feature of the
"Fullertone" will give the trade a wide range of
models which are bound to suit every conceiv-
able taste. The Fullerton Phonograph Prod-
ucts, Inc., plant has started quality production
of this remarkable instrument, which I believe
will be the means of bringing a renaissance in
the industry, pointing to a new departure in pho-
nograph construction and artistic development.
CLOSED A SATISFACTORY YEAR
Max Willinger, president of the New York
Album & Card Co., spent the opening weeks of
the year at the Chicago factory of the company.
Mr. Willinger reports that the year just con-
cluded was a satisfactory year in every respect
and that indications point toward generally good
business during 1922.
HEALTH=BUILD1NG RECORDS
Leading Metropolitan Stores Tell of Increasing
Appreciation of Course by Public — Outlook
Reported by the President to Be Excellent
R. B. Wheelan, president of Health Builders,
states that he has received many encouraging
reports from dealers relative to the good holi-
day business they did in this health-building
course of records. One dealer reported that a
customer purchased ten sets of the course for
Christmas presents, and it was not an uncommon
custom for two and three sets to be bought
at a time for gifts.
Wanamaker, Lord & Taylor, Fredk. Loeser &
Co., Davega and other metropolitan stores re-
port increasing demands for this course. In the
case of the S. B. Davega Co. it was found that
the Health Builders' course was the direct cause
of the sale of two machines, as the customers
who desired the course did not have the ma-
chines to play it on. Mr. Wheelan states that
the outlook for 1922 is very promising. Not
only is the record course getting more and more
popular, but the Winter season is acknowledged
as the best for this indoor exercise and the keep-
ing-fit .movement is rapidly spreading through-
out the entire country.
SHOW NEW SEABROOK PHONOGRAPH
Dodge Mfg. Co. Makes Display in Offices of
Company — Many Claims Made for It
South Bend, Ind., January 3. — Shortly before
Christmas the Dodge Mfg. Co. turned its offices
into a sales exhibition room and gave the pub-
lic an opportunity to examine the new Seabrook
phonograph being manufactured by the com-
pany. The instrument is the invention of B. R.
Seabrook, a Canadian engineer, who has special-
ized in acoustics. He began development work
on the instrument in May, 1920, and the result
is said to be a radical departure from all accepted
types of sound-reproducing machines.
As it stands the Seabrook phonograph, it is
announced, has fourteen distinctive improve-
ments. The plan is to place the new instrument
on the market immediately.
The University Music Store, 4312 University
Way, Seattle, Wash., features Columbia Graf-
onolas exclusively and has built up a large trade.
THE TRIPLEX PHONOGRAPH
is an entirely new type which combines the
portable with artistic reproduction and
changeable picture panels.
Made in one standard size which incor-
porates all features.
Do not select your lines for 1922 until you
have learned all about this wonderful and
unique instrument.
For descriptive folder address the
TRIPLEX ARTISTIC PHONOGRAPH CO.
Pershing Road and Ridgeland Ave.
BERWYN. ILLINOIS
124
THE TALKING MACHINE WORLD
January 15, 1922
STOCKS LOW IN PORTLAND OWING TO HOLIDAY DEMAND
Continued Buying of Machines and Records Since the Holidays Affords Encouragement to Mer-
chants Regarding Continuation of Good Business — What a Talk With Leading Dealers Reveals
Portland, Ore., January 4. — A better Christ-
mas trade than was enjoyed last season was ex-
perienced by the dealers in talking machines
and records of Portland in the period just
ended. Dealers throughout the city have ex-
pressed surprise at the condition and to-day
the stocks are decidedly low. *
One of the most heartening factors for the
dealers is the condition since Christmas. The
amount of buying of both- machines and rec-
ords since the holidays has eclipsed former
similar periods. The same condition seems to
be true in all lines of trade in Portland and
the Pacific Northwest.
E. B. Hyatt, of the Hyatt Talking Machine
Co., reports business for the month of Decem-
ber better by far than expected. The sale of
the better grade of machines took a big jump
just before Christmas and this popular shop
was so busy during the holiday buying that peo-
ple were turned away. Mr. Hyatt proved him-
self to be a wonderful Santa Claus to his em-
ployes.
Frank M. Case, manager of the Wiley B.
Allen store, is very greatly pleased over the
December business. C. L. Neilson, formerly of
the Sherman, Clay Victrola department, has
been secured by Mr. Case, to assist Paul B.
Norris, sales manager. Bertha Serr, for the past
three years manager of the record department,
has resigned her position and Erma Ewart has
taken Miss Serr's place as manager of the de-
partment. Margaret Corbett has been added
to the record sales force.
D. C. Peyton, manager of the Meier & Frank
talking machine department, who advertises ex-
tensively "The House of the Big Four" — Vic-
trola, Vocalion, Columbia, Edison — reports a
rushing December business, with over 300 ma-
chines being placed in Portland homes during
the month.
A. C. Sherbet has returned to the Meier &
Frank department and Marvel Case and Flora
Wakefield have also been added to the force.
Charles T. Corbin, general manager of the
Seattle b ranch of the Bush & Lane Piano Co.,
extended an invitation to the Portland firm to
participate in the annual banquet which was
given by them on New Year's Eve. As many of
the force as could get away gladly accepted the
invitation and motored to Seattle.
Garrett Stetzel, credit man for the Bush &
Lane Piano- Co., has gone to California and
J. F. O'Gara, formerly of Lipman, Wolfe & Co.
and president of the Portland Credit Association,
has been secured by J. H. Gallagher, manager,
to fill his position. F. E. Shaw, formerly of the
Sherman, Clay & Co. Victrola department, has
been added to the sales force of the Bush &
Lane phonograph department.
The Harold S. Gilbert Music Co., which for
the past six years has occupied quarters at 384
Yamhill street, has moved to bigger and bet-
ter quarters in the Pittock Block, at 103 West
Park street. The store has very fine window
space and with a fine big electric sign being
installed Mr. Gilbert expects to attract a great
amount of new trade to his store.
Clyde Freeman, manager of the Remick Song
Shop, reports a good December in the Colum-
bia department and when the Christmas rush
began he added three salesmen to his force to
accommodate the throngs of customers. W. B.
Maxwell, for some time assistant to Mr. Free-
man, has accepted a position with the whole-
sale Victrola department of Sherman, Clay &
Co., and will assist Elmer Hunt, manager.
Ray Feldenheimer, manager of the Lipmtem,
Wolfe & Co. phonograph department, reports
an excellent sale of Sonoras and Brunswicks
during December.
Charles D. Carter, Northwest representative
of the Sonora Phonograph Co., who had his
headquarters at Seattle, Wash., has moved to
Portland, where he is now making his home.
Andrew Noble, formerly of the Berkey &
Gay Co., of Grand Rapids, Mich., has been se-
cured as superintendent and designer for the
Stradivara Phonograph Co. Mr. Noble is prov-
ing a very valuable man and has designed some
very artistic work.
C. A. Alphonse, of the Hyatt Talking Ma-
chine Co., was an active member, acting as vice-
president on the Christmas tree committee of
the Portland Elks, 142, who entertained 3,200
poor children at a Christmas party given by
them at the public auditorium Monday, Decem-
ber 26. Gifts and baskets of food were gener-
ously given.
CHEER INVALIDS AND MAKE SALES
Smith & Stout, Brunswick Dealers, Send
Machines to Homes of Sick and Reap Profits
of Several Sales and Much Publicity
La Plata, Mo., January 9. — A clever stunt which
is selling Brunswick machines and records for
the firm of Smith & Stout, Brunswick dealers,
this city, is the loaning of a machine and rec-
ords to persons who are ill. Upon hearing of
any person confined to the house by illness or
accident, a machine and records are immedi-
ately sent out to the house in an effort to cheer
up the invalid. There is no solicitation to buy,
but in every instance where this plan has been
tried a sale was made.
A. C. IRETON'S OPTIMISTIC LETTER
Edison Phonographs, Ltd., Edison jobbers on
the Pacific Coast, with headquarters in San Fran-
cisco, and branches in Los Angeles and Port-
land, sent out on the first of the year a most
optimistic letter to the trade regarding the busi-
ness opportunities that were in view for 1922.
The letter was signed by A. C. Ireton, man-
ager, and was of a character to instill confidence.
The
New
Year
1921 was spent in the further liquidation
and reduction of prices of commodities to
a normal basis.
This year we start with this liquidation
practically completed, which means an
increase in production and an increase in
employment.
With this splendid outlook for the present
year, there is every reason why Victor
dealers throughout the country should enjoy
a greatly increased business.
We trust that each will secure his share,
and we also trust that we may be given
the opportunity to help and co-operate in
furthering this prosperity of the Victor
dealer.
CURTIS N. ANDREWS
BUFFALO, NEW YORK
January 15, 1922
THE TALKING MACHINE WORLD
125
L&\NI»WORLMIllSI
TENDENCY TOWARD A BETTER TYPE OF POPULAR MUSIC
■'Melody" Songs Appear to Be Finding Much Favor With the Public During the Current Season
and Some Have Proven Real Hits — The Relation of Jazz and the Dance Craze
While _it is true that there have been, this
season, several big song and, particularly, in-
strumental successes that can be described as
"jazz" or "blue" numbers the contributions as
a whole have been of a much better musical
standard. The jazz numbers are not having
quite the large sales they once had and there
are not so many of them. The real big things
have been melody songs, and the jazz, if there
still be any, gets most of its encouragement
from the dance field.
Songwriters and publishers, naturally, en-
deavor to turn out those things which will have
the largest returns and it is the melody songs
and ballads that can be arranged as dances that
reach the top figure in sales. Their life being
much longer, it gives the publisher opportunity
to cash in over an extended period, whereas
the jazz or novelty type is short-lived and must
be exploited intensively in a short space of
time. A comparison of songs of this season
and those of the last shows a decided improve-
ment from a musical standpoint and, as these
are the most profitable issues, the natural re-
sult is that they get the most attention.
There has been much propaganda against
jazz, columns have been written in the news-
papers and civic bodies and others interested in
improvement have bewailed the present-day
standards. But all this has resulted in little or
nothing. Protest did not accomplish anything
and jazz will not be entirely eliminated until it
spends itself.
From a song standpoint it is almost passe.
At least, no such number nowadays acquires
national importance as a song. In the dance
field such numbers still have big popularity and
as long as numbers are issued of that type that
have a wide appeal as a dance they, undoubtedly,
will continue to enjoy prominence in dance pro-
grams. The improvement in the dance field is
somewhat slower. The lure of jazz for the
dancer is quite decided and will take a much
longer time to spend itself.
J. Hartley Manners, husband of Laurette
Taylor, of "Peg o' My Heart" fame, has just
starred his wife in a new production, the title
of which is "The New American Anthem." The
show has not yet reached New York, but the
reports from the towns where it has appeared
describe it as a satire on present-day life in
which, of course, jazz is made the "anthem."
Of course, it is all exaggerated and it is not
expected that it will be taken overseriously,
although it may prove quite entertaining.
After all, quite an injustice is done the aver-
age American in making it appear that he is
jazz mad, for, as a matter of fact, the things
that are popular here are proving successful in
all other parts of the world. Some of the newer
English publications, particularly of the one-
step variety, have their jazz effects and there
are any number of French fox-trots which
show jazz at its best, if there is such a thing.
At least two of these latter numbers have been
successful in America and, we understand, there
are still more to come, so we are not alone in
our worship at the shrine of jazz.
But the tendency is toward better things and,
while the change has not been revolutionary in
character, it is probably more healthy, and in
this manner makes for permanence.
The songwriters and publishers, of course,
are only giving the public what it wants, which
is good business. Thousands of dance orches-
tras throughout the country must be satisfied,
and as long as they feature music of the jazz
variety someone will supply them with such
material. But such demands are becoming more
and more limited and, as the royalties on the
better-class songs are more assured, the writ-
ers, in the future, will more and more endeavor
to issue numbers of that type.
SPECIAL WINDOW FOR "THE SHEIK"
The new Victor record success, "The Sheik,"
was featured most successfully recently by
Simon's Music Store, Uniontown, Pa. The win-
dow represented a real desert scene with sand,
a palm tree, and a real Sheik to give it tone. An
increase in the sales of the record was directly
traceable to the window.
Gottschalk & Co., 732 Market street, Chatta-
nooga, Tenn., have opened a phonograph depart-
ment in which various Brunswick models are
featured.
126 (World of Music)
THE TALKING MACHINE WORLD
January 15, 1922
TWO GENUINE IRVING BERLIN HITS— GET THEM AT ONCE
GRANNY
YOU'RE MY MAMMY'S MAMMY
By the Writer of "Mammy," " 'Tucky Home," Etc.
JUST A LITTLE LOVE SONG
The Most Beautiful Song We Have Ever Published
IRVING BERLIN, Inc., 1607 BROADWAY, NEW YORK
FEATURING "WABASH BLUES"
POPULAR MUSIC ON THE COAST
Lyon & Healy, Chicago, Devote an Elaborate
Window Display to That Number
San Francisco, Cal., January 5. — Henry
Grobe has been featuring the "Lilac Tree," by
George H. Gartlan, Hinds, Hayden & Eldridge,
New York, and reports that the sale is very
favorable. The "Four Castilian Sketches," by
Frederick K. Logan, Forster Music Co., are
proving attractive to customers at Sherman, Clay
& Co.
"Honolulu Honey," by Louis Weslyn, Eva Ap-
plefield and Hal Dyson — Edw. B. Marks Co.,
New York- — is also having a good sale, accord-
ing to the Elite Music Shoppe. Miss Applefield
is a San Francisco composer and is the author
of "Hawaiian Chimes," published by Leo Feist.
The success the larger talking machine stores
of the country have had with attractive win-
dow displays, and the increased sales resulting
therefrom have served to encourage dealers
with smaller stores to follow suit. Among the
stores which can be credited with materially
advancing the interest of popular numbers with
special displays is that of Lyon & Healy, Chi-
cago, 111., who, throughout the past year, have
shown a series of most attractive windows, all of
which were the means not only of attracting at-
tention to their popu-
lar record department,
but also of increasing
sales.
One of the more re-
cent displays shown
by this well-known firm
was the window featur-
ing "Wabash Blues."
The photograph shows
a scene on the Wabash
and is presented, along
with a Victrola and rec-
ords, in a most attrac-
tive manner. Dave N.
Allen, one of the West-
ern traveling represent-
atives for Leo Feist,
Inc., the publisher of
the number, states that
the success Lyon &
Healy have had with
this particular display
was the means of in-
ducing numerous deal- Lyon & Healy Window Display of New Feist Hit
ers in his territory to allot special display space The Elite Shoppe reports also that "Plantation
to "Wabash Blues," which has helped to increase Lullaby" and "Maybe It's All for the Best" are
the popularity of the number. having brisk sales.
SPECIAL WINDOW FOR KARLE
Brunswick Dealer Takes Full Advantage of Visit
of That Artist to Portland
Portland, Ore., January 3. — Brunswick dealers
in this section took full advantage of the recent
appearance here of the noted Brunswick artist,
Theo. Karle Featured in Window Display
Theodore Karle, in a very successful concert at
the Portland auditorium.
The Powers Furniture Store devoted one of
its large windows to a special display in honor
of Mr. Karle, and P. J. Heinz, manager of the
company's phonograph department, reported a
big increase in the sale of the Karle records
as a result of his personal visit.
SCORING A BIG HIT
Yerkes S. S. "Flotilla" Orchestra Winning Wide
Reputation for Its Dance Music
Harry A. Yerkes and his S. S. "Flotilla" dance
orchestra opened an engagement at the S. S.
"Flotilla" restaurant, 100 West Fifty-fifth street,
New York, last month.
This dance orchestra has gained the reputa-
tion of making "dancing the poetry of motion."
Through his many novel orchestra combinations
Harry A. Yerkes has gained almost interna-
tional fame for the dance records recorded for
the various leading talking machine record com-
panies. This, his newest orchestra combination,
the S. S. "Flotilla," has already been given rec-
ognition as a leader. Among the numbers he is
now featuring is "Arkansas Blues," published
by the Frances Clifford Music Co., Chicago.
L. C. ACKLEY RESIGNS
L. C. Ackley, manager of the San Francisco
branch of the Columbia Graphophone Co., re-
signed from this position, effective January 1.
P. S. Kantner, formerly a member of the sales
staff, has been appointed acting manager.
THE "HAPPY SIX" IN CHICAGO
The Balaban & Katz Co., Chicago, has secured
the services of the "Happy Six" to play in its
two new theatres, the Chicago and Tivoli, for the
weeks of January 9 and 16. Chicago record buyers
undoubtedly will anxiously await this personal
appearance of the well-known dance organiza-
tion. One of the numbers the "Happy Six" will
feature during their Chicago stay is the Frances
Clifford Music Co.'s "Arkansas Blues."
TWO NEW IRVING BERLIN SONGS
Among the new songs released for sale by
Irving Berlin, Inc., on January 1 were the suc-
cess, "Granny, You're My Mammy's Mammy,"
and the Irish novelty song, "Delia."
January 15, 1922
THE TALKING MACHINE WORLD
(World of Music) 127
in You Do?
Latest Dance Hit by
Ishatn Jones
Ijott cant 90 wrong with
any feist' song"
HEAR IT
What-U you do,— when you are lone -some an
NEW IRV1N0 BERLIN DRIVE
'Say It With Music" to Be Featured During
Week of February 4
Irving Berlin, Inc., announces a national sales
week on the big song and dance success from
Irving Berlin's "Music Box Revue," "Say It
With Music." This campaign will be similar to
the previous publicity drives on "My Mammy"
and "All By Myself." The week will be from
February 4 to February 11, inclusive.
"Say It With Music" has probably had more
free publicity than any musical number of the
past decade. Upon its original release it was
most favorably received by not only sheet music
dealers but talking machine record and player
roll dealers as well. Since that time its sales
have steadily mounted and the talking machine
record companies which originally released the
number in dance form now announce a re-
issuance of the number in vocal form.
"Say It With Music," together with "Tuck
Me to Sleep" (In My Old 'Tucky Home) and
the two new songs recently added to the Berlin
catalog, "Delia" and "Granny, You're My Mam-
my's Mammy," are among the current big sellers.
TO OPEN JOBBING BUSINESS
Maurice Richmond to Establish Jobbing Head-
quarters in New York
Maurice Richmond, formerly active head of
the Enterprise Music Supply Co., which latter
was some time ago purchased at auction by the
Crown Music Co., will, as announced some time
ago in these columns, open up a music jobbing
business in New York. The name of the new
company will be the Richmond Music Supply Co.,
and it is understood the new firm has leased
offices on West Forty-second street, New York
City.
NEW POST FOR J. J. BREGMAN
J. J. Bregman, who for many years was busi-
ness manager for the Enterprise Music Supply
Co. and later auditor and office manager for
Maurice Richmond, Inc., will, it is announced,
join the staff of the new Richmond Music Sup-
ply Co., Inc., which recently opened up offices
in the Bush Terminal Building, West Forty-
second street, New York City. It is un-
derstood that Mr. Bregman will also act in an
advisory capacity to the firm of Richmond-Rob-
bins, Inc.
INFRINGEMENT SUIT ENDED
A formal order of discontinuance of the copy-
right infringement suit brought by G. Ricordi &
Co. against Jerome H. Remick & Co. was signed
by Judge Knox in the Federal District Court last
week. The plaintiff had charged that Remick's
"Avalon" song, written by Al Jolson and Vincent
Rose, was an infringement on the melody of
Puccini's opera "Tosca," which copyrighted com-
position the plaintiff controlled.
SAM FOX ON VISIT TO NEW YORK
Sam Fox, head of the Sam Fox Publishing
Co., Cleveland, Ohio, arrived in New York quite
recently. Mr. Fox has just completed a trans-
continental tour covering the larger trade cen-
ters of the United States, including many points
in Pacific Coast territory. He is completing
plans for an Eastern publicity campaign on the
current Fox successes, but returned to Cleve-
land in time for the holidays.
The new publishing firm recently organized by
Albert Von Tilzer has been named the A. V. T.
Music Pub. Co. Neville Fleeson and Seymour
Brown are associated with the concern.
IN MAYTIME
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Published <bu THE HOUSE OF MASTER COMPOSITIONS
165a BROADWAY, NEW VOUK*.
128 (World of Music)
THE TALKING MACHINE WORLD
January 15, 1922
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A NEW WALTZ SONG SUCCESS
Maytime" Being Used Extensively
Vaudeville Singers and Orchestras
Jack Snyder received a letter from the King's
Favorite Syncopators, of Jersey City, N. J., in
by which "In Maytime" was shown to be a big
favorite.
The sales of this recent addition to the Jack
Snyder catalog have been steadily mounting and
show indications of its becoming one of the
CUSS or SERVICE 1 SYMBOL
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Jack Snyder, the author, composer and pub-
lisher, who some time ago opened offices at
1658 Broadway, New
York City, and who
is responsible for such
songs as "Frankie"
and "In Maytime,"
has been receiving
many letters and tele-
grams of congratula-
tion on the success of
his catalog, and par-
ticularly "In May-
time," in waltz form.
Among the vaude-
ville stars who are
singing "In Maytime"
is Sophie Tucker, now
appearing on the
Keith circuit. The re-
ception of the num-
ber would indicate
that others will quick-
ly take it up. In the One of the Many Telegrams Sent Jack Snyder Music Pub. Co.
orchestra field there are many organizations fea- most successful waltz ballads of many seasons
turing this number in dance form. Recently in the theatre and in the home.
J0HHST0WD PEHH 28
EDDIE EOSS
MANAGER JACX SNYDEB MUSIC PUB CO 1658 BROADWAY HEWYORJi HY
SOHG HAYTIME A BIG SUCCESS IH JOHNSTOWN BEST SOHG EVER SUHG IN MY
ACT THIS LAST HALF IB SHERIDAN SQUARE THEATRE PITTSBURGH OTHER
ROUTE WILL FOLLOW BEST WISHES
KUBLICZ MONTE CARLO.
"ARKANSAS BLUES" A HIT
Western Number Proving One of the Successes
of the Season
NEW MUSICAL COMEDY
Crown Music Co. Publishing Score of "Up in the
Clouds," Now Playing in New York
"Arkansas Blues," described as a down-home
chant, and which is published by 'the Frances
Clifford Music Co., Chicago, 111., is fast estab-
lishing a record for a number of its type. For a
period of months it has been one of the most
successful of the novelty song and instrumental
numbers. Generally speaking, the life of a
"blues" number is quite short, but such is not the
case with "Arkansas Blues." It is apparently
easy to sing and as it is featured extensively in
theatres, cabarets, dance halls, amusement parks,
etc., its sales should be quite large during the
present season.
The writer of the number, Spencer Williams,
in describing it, said:
"The melody of 'Arkansas Blues' is similar to
the chant of the Voodoo doctors at a time when
they are indulging in their witchcraft dances."
Mr. Williams, by the way, is the writer of other
successes, as "Royal Garden Blues" and "Tisho-
mingo Blues," and the Frances Clifford Music
Co. will shortly release his latest number, en-
titled "The Mississippi Blues."
■"Up in the Clouds" is the title of a musical
comedy which opened at the Lyric Theatre,
January 2. The production had quite an exten-
sive run in Chicago, following which it appeared
on the road. Jos. M. Gaites is the producer and
the book is by Will B. Johnstone, with music by
Tom Johnstone. The Crown Music Co. has the
selling rights for the music.
Nature makes no allowance for a man who
lies down; he must face the music.
DEATH OF CAMILLE SAINT=SAENS
Camille Saint-Saens, the noted French com-
poser, died suddenly in Algiers, Africa, on De-
cember 16. He was born in Paris in 1835, and
at the age of two and a half years was able to
play the piano. He began the study of music
at an early age under the leading teachers, de-
voting himself to the piano and organ, and even-
tually became a prize-winner in the Conserva-
toire. His first symphony was written and per-
formed when he was seventeen years old.
The compositions of Saint-Saens which are
familiar to American audiences are legion and
cover every line of composition — opera, sym-
phony and piano numbers, for Saint-Saens was
a great pianist as well as a great composer.
MUSIC PUBLICITY OF MANY USES
Advertising Material Prepared by Leo Feist,
Inc., Found Available for Use of Talking
Machine Dealers in Window Displays, Etc.
pearing in a strip across three columns at the
top of the page. Many, dealers have extracted
these strips and made use of them for display
t/ou cdritqo wrong
with Srtij jc/st sonq'
During the past year Leo Feist, Inc., has is-
sued much of its advertising material in a form
which allows it to be used in many ways, all of
which, however, carry the same idea on any indi-
vidual song title. This includes the material for
window strips, counter display, material for the
band and orchestra field and for trade papers.
Smaller reproductions embodying the same idea
have recently been used by many of the sales-
men, song pluggers and others in the company's
employ as a "back-up" on their personal cards.
Invariably the Feist advertising material can
be most appropriately used by the talking ma-
chine record dealer, the player roll retailer or
by those handling sheet music. In this manner
special material need not necessarily be issued
for any particular record, roll, etc., but the same
material can be used advantageously in any one
of these fields or in all of them.
The Feist active sellers are invariably an-
nounced in The World, the material usually ap-
> SNAPPY BIT Of SYNCOPATION
> AS THE FAMOUS
WANG WANG BLUES"
en Little Finders
^Ten li((leToes
&3iGJSr /l Peach of & sontf!
ASK TO HEAR IT!
Two of the Striking Feist Cards
purposes when the particular number was re-
leased in record form. Where larger space is
not available this smaller size, naturally, can
prove of value.
January 15 .1922 THE TALKING MACHINE WORLD 129
p U/* HEAR IT NOV
TheHlTFrom The Greenwich Village Follies 1921
SURVEY OF CONDITIONS IN THE RETAIL FIELD IN AKRON
Reports From Leading Dealers Show Marked Increase for 1921 Over Previous Year — Big Holi-
day Trade Inspires Confidence That 1922 Will Make a Satisfactory Showing
Akron, O., January 5. — A survey of the retail
music industry this week by a representative of
The World disclosed that, without exception,
every dealer enjoyed a very profitable business
during the holiday season and in many instances
the volume of sales was beyond their expecta-
tions. Another encouraging report, which is
putting the industry on a better footing, is the
fact that collections have improved in the past
four weeks almost 25 per cent and that sales are,
in a large majority, for cash instead of instal-
ments.
Double the volume of business of 1920 was
done the past year by the A. B. Smith Piano
Co., according to Ernest E. Smith, manager of
the company. ' Our books show that twice the
number of pianos and talking machines were
moved during 1921 as in the year previous," said
Mr. Smith. Continuing, he declared that the
piano and talking machine business is steadily
improving and he predicts a busy Spring
for the retail music trade of the Akron district.
He expressed himself as being highly pleased
with the improvement in collections the past
four weeks, which change is attributed to the
revival in the rubber industry and the reliev-
ing of the unemployment situation, hundreds of
workers having returned to their jobs since the
middle of December. Talking machines moved
well the three weeks prior to Christmas and
records held their own. Small goods helped
swell the volume of holiday trade.
George S. Dales, of the George S. Dales Co.,
Victor dealer, said this week that the holiday
talking machine business was beyond expecta-
tions this year and that much more merchan-
dise was moved than he anticipated. He de-
clared that there was practically no business on
cheaper-grade machines and that sales in his
store were confined to merchandise from $100
up. "Taking the holiday business as a whole,
it was 50 per cent better than a year ago," said
Mr. Dales.
Phenomenal record sales characterized the
holiday business at the Windsor & Poling store,
another Victor store, according to Earl Poling,
of the firm. He said that the business the
day prior to Christmas was so heavy that it
was almost impossible for the augmented sales
force to handle the crowds.
J. A. Perry, well-known music dealer at New
Castle, Pa., has taken over the entire stock for-
merly owned by John C. Rote, bankrupt, 30
East street, and will dispose of same at a sale.
The stock includes a varied line of talking ma-
chines and records. Mr. Perry has been con-
nected with several New Castle music firms.
Thomas B. Johnson, formerly manager of the
Union Piano Co., Akron, has joined the sales
force of the A. B. Smith Piano Co. This is the
first addition to the sales force of this music
house forjnany months and is an indication that
business is on the up-grade, according to Man-
ager Ernest Smith.
Business in the music department of the
M. O'Neil department store, largest Akron de-
partment store, was of a very satisfactory vol-
ume during the holiday season, William H.
Corcoran, merchandising manager, said this
week. The talking machine sales were ahead
of last year and records held up amazingly well
for three weeks prior to Christmas.
DEALERS INSTALL EQUIPMENT
Report by Van Veen & Co. Indicates That
Dealers Plan Lively Campaign for Business
Van Veen & Co., Inc., New York City, report
that a large number of dealers are planning to
increase their facilities during 1922. Leon Tobias,
secretary of the company, is spending much time
in and out of town calling upon the various deal-
ers and co-operating with them in planning
these improvements. A. L. Van Veen, presi-
dent of the company, states that the recent in-
stallation in the talking machine department of
the James A. Hearn department store, New York
City, is exciting considerable comment, because
of its exceptional soundproof qualities.
THE INFLUENCEOF GREAT MUSIC
"Great music is a physical storm, agitating to
unimaginable depth the mystery of the past with-
in us. Or we might say it is a prodigious incan-
tation, every different instrument and voice mak-
ing separate appeal to different billions of pre-
natal memories. There are tones that call up all
the ghosts of youth and joy and tendencies.
There are tones that evoke all phantom pain of
perished passion. There are tones that resurrect
all dead sensations of majesty and might and
glory — all expired exultations — all forgotten
magnanimities. Well may the influence of music
seem inexplicable to the man who idly dreams
that his life began less than a hundred years ago!
But the mystery lightens for whomsoever learns
that the substance of self is older than the sun.
He finds that music is a Necromancy; he feels
that to every ripple of melody, to every billow of
harmony, there answers within him out of the
Sea of Death and Birth some eddying immeasur-
able of ancient pleasure and pain.
"Pleasure and pain: They commingle always
in great music, and therefore it is that music can
move us more profoundly than the voice of ocean
or than any other voice can do. But in music's
larger utterance it is ever the sorrow that makes
the undertone, the surf matter of the Sea of Soul.
. . . Strange to think how vast the sum of joy
and woe that must have been experienced before
the sense of music could evolve in the brain of
man!" — Lafcadio Hearn.
THE BEST BLUES SINGERS
and
NEGRO SPIRITUALS
Are to Be Found Only on
Black Swan Records
Ethel Waters /^*c^\ Lucile Hegamin
Alberta Hunter 5f(§lj) Lula Whidby
Katie Crippen ^co^ Carroll Clark
Pace Phonograph Corporation
2289 Seventh Avenue New York, N. Y.
130 THE TALKING MACHINE WORLD January is, 1922
DOMINO or (M/m
v r ^r g SB . vi— 1 - "~
APPRECIATION OF RECORD MUSIC GROWING IN TORONTO
Musical Clubs and Literary Societies to Be Followed Up by Dealers — Figures on Male and Female
Purchasers — Edison Artists Heard — Canadian Plant of General Phonograph Corp. — Recent Visitors
Toronto, Ont., January 2. — The talking ma-
chine trade should not overlook the important
fact that musical clubs and literary societies are
doing a great deal to stimulate and create a de-
mand for all that is up to date and best in music.
Although they have no thought in regard to the
commercial aspect, they nevertheless are the
mand for all that is up to date and best in music,
music trade that would not otherwise be spent
with it. The reason for this is that through
them the influence and power of music is being
taught and understood. As a consequence, there
is an ever-increasing and steady demand for talk-
ing machine records, vocal and instrumental
selections and publications, which should not
escape the notice of music dealers, whose en-
couragement and hearty co-operation would re-
sult in benefit to both parties.
Mrs. Christine Frederick, director of the Apple-
croft Experiment Station, Greenlawn, L. I., in
an address recently before the Advertising Affilia-
tion Convention in Hamilton, Ont., stated that
only 24 per cent of the talking machines bought
were purchased by men. This would mean,
therefore, that women do the bulk of the buying,
the percentage being 76 per cent.
C. J. Pott, of the General Phonograph Corp.,
reports a much brighter outlook from all quar-
ters, and that plans are now being made for a
greatly increased production of motors and tone
arms during the Winter and Spring at the
Kitchener factory.
Recent visitors to the Canadian headquarters
of the Columbia Graphophone Co. were L. L.
Leverich, advertising manager at the New York
office, and T. H. Johnson, of the George Batten
Advertising Agency. Mr. Pratt, of the New
York office, also called on the Toronto Columbia
dealers recently.
An event in the trade in Ottawa was the per-
sonal appearance recently of several Edison
artists in a special demonstration of re-creation
qualities in the Edison instrument. This stunt
has been, featured in many cities, but it was
staged in fine style in Ottawa through the initia-
tive of Arthur Mandy, Ottawa branch manager
of R. S. Williams & Sons Co., Ltd., in having the
soloists at the luncheon of the Rotary Club of
Ottawa on the same day as the public concert and
in making a speech on the subject of the origin
of the phonograph before the club luncheon.
H. S. Berliner, proprietor of the Compo Co.,
of Lachine, Que., recently renewed his contract
to personally supervise the manufacture of the
material and the pressing of Starr-Gennett rec-
ords for the Starr Co. of Canada, in connection
with which W. D. Stevenson, of the latter com-
pany, recently met Mr. Berliner here.
Arthur B. Pollock, of the Canadian Division
of the General Phonograph Corp., and in charge
of the Canadian factory at Kitchener, when seen
recently in Toronto was enthusiastic over the
quality of the motors being produced in Kitch-
ener, and also over the production facilities at
the plant. With modern equipment, a large,
thoroughly trained staff and experienced engi-
neers and inspectors, the output of motors for
1922, Mr. Pollock feels confident, will, in point
of both quality and quantity, be a credit to Cana-
dian manufacturing enterprise.
John A. Croden, president of the Starr Co. of
Canada, Ltd., London, recently visited dealers in
the Western provinces. He was accompanied
by Mrs. Croden, who. unfortunately, was hur-
riedly called home owing to the serious illness
of her mother.
An intelligent, living counterpart of "Nipper,"
the His Master's Voice dog, trots sedately back
and forth in a Western talking machine store
with a monthly record supplement in his mouth.
He courteously presents the booklet to custom-
ers entering the store.
With the addition of Roy Howells to the sell-
ing staff of the Sun Record Co., distributor of
Apex records, the Howells family can truly be
called a musical family.
J. W. Nichols, who is well known in the talk-
ing machine trade through his dealers' service
and promotion work for His Master's Voice,
Ltd., has joined the staff of the Musical Mer-
chandise Sales Co. in the same capacity. Mr.
Nichols has already taken up his new duties and
will devote all his time to co-operating with
Montreal, Can., January 3. — Christmas talking
machine sales this year were excellent, and why
shouldn't they be? Never before in the history
of the industry has so much newspaper adver-
tising been used by the manufacturers, and this
was largely supplemented by the retail dealers,
and in addition talking machines were offered at
any old terms. Montreal is situated a little dif-
ferently than most cities inasmuch as the English
population caters more to gift-giving at Christ-
mas than the French citizens, who observe New
Year's Day as a day for exchanging presents. So
the dealers get the benefit of both weeks.
Nora Bayes, the well-known Columbia artist,
played a week's engagement at His Majesty's
Theatre. Her appearance in person was cer-
tainly profitable for Columbia dealers, who
cashed in largely on the sale of her records.
The McCaw-Bissell Furniture Co., Sherbrooke,
Que., recently advertised the Aeolian-Vocalion as
follows : 'While not the best-known phonograph,
the Aeolian is positively the best of known pho-
nographs to-day. It stands without a peer in the
phonograph world."
New firms registered in Montreal include the
Artrola Co., manufacturer of talking machines.
The first community Christmas tree ever put
up in Montreal was placed in Dominion Square
on Christmas eve and a community sing of
Christmas songs and carols was held. Brown's
Talking Machine Shop as usual supplied the
Magnavox.
The McCaw-Bissell Furniture Co., Sherbrooke,
Que., has received its first shipment of English
records made by the Aeolian Co., of London,
Eng.
C. J. Pott, Canadian manager of the General
Phonograph Corp., Ltd., Toronto, was a recent
visitor to this city in the interests of Heineman
and Meisselbach motors and tone arms. He re-
ported improved business conditions in the Prov-
Brunswick dealers by preparing all sorts of
dealer helps and in helping solve these retail
problems. He has had a wide experience in both
wholesale and retail talking machine work in
the West as well as here in the East.
W. F. Hitchcock, proprietor of the Phono-
motor Co., Rochester, N. Y., and maker of the
Hitchcock patented electric drive and automatic
stop for talking machines, finds that business
conditions in Canada, as far as his line is con-
cerned, are picking up more quickly than those
in the United States.
With the co-operation of the Liberal-Conserva-
tive Association, which installed a telegraph and
receiving station in the Ryrie Building, where
Sonora offices are located, I. Montagnes & Co.,
Canadian distributors, announced the recent Do-
minion election returns from the Sonora offices
through the Magnavox and the Sonora. The re-
sults were plainly heard for some blocks distant.
ince of Quebec, which he found to be confirmed
by the observations of other business men in
Montreal.
Phinney's, Ltd., Halifax, N. S., brought to that
city recently Edison tone test recital artists Miss
Leola Lucey, Adrien Freiche and Raymond
Barry. It has always been the custom of this
firm to issue invitations for these annual events,
but this year the public was invited to attend, all
that was necessary being to ask at their store
for tickets. The recital was held in the Majestic
Theatre.
W. B. Puckett and F. A. Trestrail, of the
Musical Merchandise Sales Co., Toronto, and
A. J. Kendrick, sales manager of the Brunswick-
Balke-Collender Co., Chicago, visited Montreal
the middle of last month.
The stork recently visited the home of W. W.
O'Hara, of W. W. O'Hara, Ltd., Columbia deal-
er, and deposited therein a bouncing baby girl.
Eugene Julien & Co., Ltd., Quebec, have made
a voluntary assignment. The assets of the firm
are $1,300,000, while the liabilities are said to
exceed a million dollars. The failure is ascribed
to difficulty of collections, reduced sales and loss
on heavy stock. The firm deals in talking ma-
chines, musical merchandise, sheet music, pianos,
automobiles, furniture, agricultural implements
and vehicles of all kinds.
The appearance in Montreal of Harry Lauder,
exclusive Victor artist, stimulated the sale of this
artist's records. The demand for the new double-
faced ones of his recording was considerably
stimulated.
In connection with the recent Edison tone test
recital held in the Ritz-Carlton Hotel under the
auspices of Layton Bros, this firm ran a photo-
graph of the event in the leading newspapers
showing the large and fashionable audience pres-
ent, and they are to be congratulated upon pro-
viding a recital of such high artistic merit.
TALKING MACHINE SUPPLIES AND REPAIR PARTS
The superiority of RENE MADE SPRINGS and PARTS
is not accidental but is the result of years of painstaking de-
votion to the highest standards of machine shop craft.
NONE BETTER IN QUALITY NONE LOWER IN PRICE
THE RENE MANUFACTURING CO. Montvale, New Jersey
See page 66
HOLIDAY SALES IN MONTREAL WERE ABOVE THE AVERAGE
Prices, However, Were Very Elastic, an Evil Which Should Be Remedied— Julien & Co., Ltd.,
Assigns — Recent Edison Tone-tests — Wm. Lee's Great Columbia Sales — Month's News Budget
January 15, 1922
THE TALKING MACHINE WORLD
131
An attractive display inaugurated by Win. Lee,
Ltd., paraded the main thoroughfare featuring a
freight car of Columbia Grafonolas, numbering
130 cabinet models. Mr. Lee, the president and
managing director, was most emphatic in his
statement that this carload of $10,000 of Grafo-
nolas would be sold within ten days — and they
were.
V. Sgroi, Columbia distributor, had a similar
parade featuring the sale of a carload of Colum-
bia Grafonolas and likewise was most enthusi-
astic as to the disposal of the same within a very
short period.
Christmas clubs were all the rage during De-
cember, and from what we can learn all makers
participating in the same reaped the benefit of
an increased volume of sales.
TRADE GLEANINGS FROM WINNIPEG
Melotone Co. Makes Offer of Preferred Stock
— Masterpiece Co. Incorporated — Incident
Which Shows the Extent of Talking Machine
Popularity — How Calgary Dealer Builds Trade
Winnipeg, Man., January 5. — The Melotone
Talking Machine Co., of this city, which for the
past six years has been engaged in the manufac-
ture of talking machines, is offering to the in-
vesting public of the Province $50,000 of 8 per
cent preferred stock.
The Fowler Piano Co., which has been estab-
lished for some years at 432 Main street, is mov-
ing to splendid, large, new quarters at Portage
and Edmonton streets.
The Child & Gower Piano Co., Regina, Sask.,
is specializing in Columbia Grafonolas and
Brunswick phonographs.
Mr. Johnson, of the Mason & Risch Regina
store, reports that they carry so complete a sup-
ply of His Master's Voice records that they
could easily arrange classified selections for use
in almost any sort of a lecture-recital on short
notice.
W. G. F. Scythes & Co. tendered the music
lovers of Regina a phonograph concert at the
City Hall auditorium recently which was greatly
appreciated by the many who attended. The
phonograph used was a New Edison. Miss
Helen Newitt, soprano, Miss Virginia Powell,
reader, and Miss Whitaker, violinist, helped to
make the event a success.
The Masterpiece Music Co., Ltd., 519 Burrard
street, Vancouver, B. C, has incorporated for
$40,000, taking over the business of the Master-
piece Phonograph Co.
The manner in which the talking machine has
penetrated into the remotest country districts of
our Canadian West is indicated by this item in
one of the Edmonton papers: "A young woman
called at the warerooms of a music dealer in
Saskatoon to see some talking machine records.
She mentioned that her home was two hundred
miles from the railroad, and that she had come
to the city by motor car. The dealer, naturally,
began to show her some of the newer and more
popular records. She was not particularly inter-
ested. 'We have that one,' was her invariable
remark. After inquiry the dealer learned that
the family received every month the catalog of
one of the leading manufacturers, and purchased
the records largely by mail order."
A Calgary, Alta., phonograph firm watches for
wedding announcements of daughters of its regu-
lar customers. To the recent bride goes a letter
calling to her attention the fact that her family
has been a customer of the store for many years
and that they offer the same service to her. Of
course, they close the letter by inviting her to
open an account, and store statistics prove that
many of the brides thus invited do so.
Claire Dux, soprano of the Chicago Opera Co.
and Brunswick artist, was one of the soloists
at a morning musicale in the Waldorf-Astoria
Hotel in New York City last week.
D TRADE MARK.
isc-o-gambS
PAT APPLIED FOR. ^fc^
BUFFALO DEALERS ARE OPTIMISTIC
Business Steadily Improving, With Better Pros-
pects in Sight — G. W. Peace Resigns — Victor
Dealers' Association Honors Victor Artists —
The Enterprise of Oliver E. Dake
Buffalo, N. Y., January 9. — It is with a hope-
ful spirit that the talking machine dealers here
are looking forward to 1922. The impetus
derived from Christmas trade provided them
with considerable encouragement, after a year
that had been rather a dull one.
Business here is still improving, with better
prospects in sight. Industrial conditions are
very much better than they were a few months
ago and there is a greater plentitude of ready
money. Record business picked up consider-
ably, also, during the holiday season. Popular
syncopated numbers went rapidly. The record
business was still continuing strong after Christ-
mas.
G. W. Peace has announced his resignation
from the Columbia branch office here, where
he has been assistant branch manager. The
resignation takes effect January 14. Mr. Peace
is not announcing his future plans at the pres-
ent time.
In honor of John Steel and Walter C. Kelley,
Victor artists, who were appearing that week at
Shea's Theatre here, the Victor Dealers-' Asso-
ciation of Western New York held a luncheon
at the Hotel Iroquois on December 30. C. E.
Siegesmund, president of the Association, pre-
sided at the luncheon. Among those present
were Curtis N. Andrews and O. L. Neal. Covers
were laid for about thirty members of the As-
sociation.
The Columbia carload sales which have been
held in this vicinity have proven very success-
ful. In frequent cases it is reported Grafonola
sales mounted to the 100 mark. Much enthu-
siasm is reported from the places where the
sales were held.
The Brunswick branch here reports a good
business in records during the holiday season.
Among the popular numbers that are going
well are the "Wabash Blues" and "Canadian
Capers." The Brunswick operatic records are
growing rapidly in popularity here, according to
reports at the branch office.
T. R. Tracy, who has been connected with
the Columbia branch here as city representa-
tive, has tendered his resignation, effective
January 1. He is succeeded by Milton H. Batz.
Oliver E. Dake, Brunswick dealer at Spring-
ville, N. Y., and also proprietor of a moving pic-
ture theatre in that town, recently combined his
two lines so as to feature the Brunswick. He
held a special "Brunswick Day" at the theatre,
when a fine program of movies was shown and
an exhibition given of the qualities of the Bruns-
wick. Admission was free. His move proved a
great hit, large crowds attending the theatre
from whom he got a long list of prospects.
OUR FOREIGN CUSTOMERS
Interesting Figures Showing the Leading
Importers of Talking Machines, Records and
Supplies in Foreign Countries
Washington, D. C, January 9. — Details of the
statistics relative to exports of talking machines,
records and accessories from the United States
during November, 1921, issued by the Depart-
ment of Commerce, which appear elsewhere in
this issue of The World, show that Canada was
the leading importer of talking machines, its
purchases possessing a value of $73,918. Mexico
was second, with imports valued at $13,194, and
Australia was third, with imports valued at
$8,169.
Canada was also the leading importer of rec-
ords and accessories, which were valued at
$80,196. Argentina was second, with imports
valued at $7,499, and Mexico was third, with im-
ports valued at $6,221.
Announcing
the first successful applica-
tion of wood as a diaphragm in
the phonograph reproducer
The Violin Spruce Diaphragm
The Violin Spruce Diaphragm will
earn acceptance as the greatest step in
the tonal development of the phono-
graph.
It has been brought to the stage of
commercial possibility under the
supervision of the world's leading
authority on acoustics. The applica-
tion of the same scientific principles
as applied to the forming of a violin
top results in tone reproduction of a
quality that is unattainable with any
mica or fiber diaphragm.
So strikingly favorable is a compari-
son demonstration that the sale of a
Violin Spruce Diaphragm almost in-
variably follows.
This diaphragm is adaptable to any
well-made phonograph ; interchange-
able with any reproducer; unaffected
by atmospheric conditions.
Retails at $15. Sold only through dealers and distributors.
If your distributor cannot supply you — order direct.
The DIAPHRAGM Co.
CLEVELAND
•
132
THE TALKING MACHINE WORLD
January IS, 1922
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See pages 53 and 133
FAREWELL DINNER TO H. C. ERNST
Staff of New York Talking Machine Co. Honors
Former Sales Manager — Presents Him With
Cigarette Case as a Mark of Esteem
H. C. Ernst, former sales manager of the New
York Talking Machine Co., Victor wholesaler,
was the guest of honor
at a farewell dinner
given by the members
of the executive sales
staff of this company
in the Blue Room of
the Hotel McAlpin on
January 4. Mr. Ernst
recently resigned from
this position to be-
come vice-president
and general manager
of Paul Whiteman,
Inc., which has opened
offices at 156 West
Forty-fifth street, for
the purpose of furnish-
ing musical entertain- Those Pre
ment for all professional and social purposes.
Twenty-one members of the staff of the New
York Talking Machine Co. were present at the
dinner, and as a token of their esteem and affec-
tion they presented Mr. Ernst with a handsome
cigarette case. Charles B. Mason, assistant
sales manager of the company, presided as toast-
master, and after the banquet was over the party
adjourned to the Palace Theatre, where boxes
had been reserved. Mr. Ernst's resignation is
sent at Dinner Given to Mr. Ernst
regretted by the members of the staff, but their
best wishes go with him to his new position.
VICTOR ARTISTS SCORE IN JAPAN
Mischa Elman and Mme. Schumann-Heink
Achieve Triumphs During Their Recent Con-
cert Tours in the Land of the Nipponese
It is generally understood that the Oriental's
conception of what constitutes good music dif-
fers materially from that of the Occidental and
vice-versa, and that for an American or Euro-
pean artist to attempt to win favor among the
natives in the Orient with European or Amer-
ican music is likely to prove a mistake.
The recent visits of Mischa Elman, the noted
'
an artist can give them. They are in every way
equal to the finest audiences I have played be-
fore on any American or European stage.'
"Substantially the same thing is true of Mme.
Schumann-Heink's concerts — which the quiet and
undemonstrative Japanese took at their full
artistic value.
"The Japanese do not care for what is artis-
tically imperfect or insincere; they will not have
it, they will not tolerate its presence. All must
be perfect in technique; must embody sincere
human feeling; must, in short, touch life into
responsiveness.
"Therefore, when we tell you that, immedi-
ately after the concerts of these
two great Victor artists, Japanese
dealers in Victor products were
literally swamped with orders for
their Victor records, you will
agree with us that high tribute
has been paid not only to the
genius of Mischa Elman and to
Mme. Schumann-Heink, but also
to the innate quality and the su-
premacy of the products that we
are proud to manufacture and you
to sell."
The wonderful response ac-
corded these artists on their
tours is indicative of the prog-
ress of American music in Japan
and the splendid opportunities
for developing the talking ma-
chine trade in that country.
Mischa Elman Surrounded by Enthusiastic Tokyo Dealers
violinist, and Mme. Schumann-Heink to Japan,
however, and the wonderful receptions accorded
those artists by the Japanese has shed a new
light on the progress of the Japanese, at least
in matters musical as we understand them. The
results of the tours are set forth as follows in
The Voice of the Victor:
"The tours of both of these artists were some-
thing more than ordinary 'successes.' They not
only drew audiences, but they drew audiences
of high responsiveness.
"Few except the most far-seeing American
manufacturers and merchants know the eager
curiosity with which Japan looks upon the West-
ern world. It is not a curiosity born of
ignorance, but one which has grown out of an
appreciation of the arts developed through cen-
turies, and pursued to a degree of connoisseur-
ship hardly known in the Western world.
"Hear Elman himself. When he gave his first
Japanese concert he said: 'Do these people
really appreciate my music or do they applaud
because they think it is the proper thing to do?'
He gave his own reply before leaving Japan
when he said to the same person: T am con-
vinced that these people appreciate the very best
INVENTION ATTRACTS INTEREST
Several members of the local trade have ex-
pressed keen interest in a new invention recently
completed by Hugo Schroeder, who has
perfected several improvements in the automo-
bile field. Mr. Schroeder's invention, when at-
tached to a talking machine, will play from one
to twelve records consecutively, or will repeat
the whole or a part of any record. The inven-
tion is noteworthy for its simplicity, as it is con-
trolled entirely by two buttons and does not
mar or injure the cabinet in any way. After
each record is played it is thrown off auto-
matically, and the succeeding record is placed
on the turntable ready for playing.
A. H. CURRY BACK AT DESK
A. H. Curry, vice-president of Thos. A. Edison,
Inc., returned to his desk at the Edison head-
quarters in Orange on January 2, after being
confined to his home for some time by illness.
The smooth running of a business depends
on the absolute co-ordination of its every part.
January IS, 1922 THE TALKING MACHINE WORLD
133
EDISON SCHOOLS FOR SALESMEN
Schools in Twenty-two Different Cities of
Country to Be Conducted During Period
From February 20 to May 20 for the Benefit
of Retailers and Their Sales Staffs
Plans for an elaborate series of Schools for
Salesmen, to be conducted in twenty-two cities
of the country and covering a period of nearly
three months, are now in preparation by Thomas
A. Edison, Inc. The first school will open in
Philadelphia on February 20, and will last for a
week, and simultaneously will open in Boston
and continue for the same period. The local ar-
rangements for the schools are in charge of Edi-
son jobbers in the various localities, and those
who attend will include dealers as well as the
members of their sales organizations.
The instructors elected for the schools will be
Dr. Benjamin W. Robinson, loaned for the pur-
pose by the Carnegie Institute of Technology,
Pittsburgh, and Dr. Paul N. Stinchfield, a grad-
uate of the Carnegie Institute. The lecturers will
be William Maxwell, vice-president of Thos. A.
The Cabinet and
Accessories Co., ]nc.
Distributors of
Talking Machine Accessories
Portable Machines
GIROLA in New Model
Now ready for immediate
delivery . . List Price $35
OUTING
The newest portable with
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List Price $35
BUBBLE BOOKS
PRICE REDUCED
$1.00 Each (List Price)
Ask for Dealers' Discount
Write for our complete catalogue of all
Talking Machine Accessories
The Cabinet and Accessories Co., inc.
OTTO GOLDSMITH. Pres.
145 East 34th St. New York
Edison, Inc., who will spend three days at each
school and lecture on the various phases of sales-
manship, and Eugene Lockhart, the noted actor,
composer and writer, will also spend three days
at each school alternating with Mr. Maxwell,
and teach the essentials of deportment, manner
of speech, refinements of carriage, etc. One day
at each school will be devoted to a round-table
discussion for dealers on various business ques-
tions. At the present time 1,500 students have
already been enrolled for the twenty-two schools,
and indications are that the total enrollment be-
fore the series opens on February 20 will be
close to 2,500.
The schedules for the various schools for sales-
men are as follows: Philadelphia and Boston,
February 20-25; New York and Syracuse, Feb-
ruary 27-March 4; Toronto and Cleveland, March
6-11; Detroit and Chicago, March 13-18; Indian-
apolis and Cincinnati, March 20-25; Richmond
and Atlanta, March 27-April 1; New Orleans
and Dallas, April 3-8; Kansas City and St. Louis,
April 10-15; Des Moines and Minneapolis, April
17-22; Winnipeg, April 24-28; Seattle, May 2-6;
San Francisco, May 9-13, and Ogden, May 15-20.
Q. W. LYLE ON WESTERN TRIP
President of Manufacturers' Phonograph Co.
Visiting Trade in Middle West — Several New
Deals to be Announced Later
Geo. W. Lyle, president of the Manufacturers'
Phonograph Co., New York, manufacturer of
the Strand phonograph, is at present visiting the
trade in the Middle West. Mr. Lyle's itinerary
calls for a visit to Indianapolis, Cincinnati, St.
Louis, Kansas City, Omaha, St. Paul, Chicago,
Cleveland, Buffalo and Pittsburgh.
Before leaving for the West, Mr. Lyle stated
that the company's sales for December were far
beyond expectations, and judging from all indi-
cations, January business will be very satisfac-
tory. Several important additions to the com-
pany's sales staff have been made in the course
of the past few weeks, and full details will be
ready for announcement upon Mr. Lyle's return
the end of the month.
NEW MUSIC JOBBING HOUSE OPENED
Richmond Music Supply Corp. Opens New
Quarters in Heart of New York
The Richmond Music Supply Corp., well-known
jobbers of sheet music, held the formal opening
of their new quarters in the Bush Terminal Sales
Building, 143 West Forty-first street, New
York, on Friday, January 13, just to show that
the heads of the company have no superstitious
dread of the combination of Friday and 13, but
rather regard the combination as a good omen.
OUTING PORTABLE ACTIVITIES
In a chat with The World, A. J. Cote, head
of the Outing Talking Machine Co., Mount
Kisco, N. Y., manufacturer of the Outing Port-
able machine, stated that during the past few
weeks his company had established jobbers in
New York, Buffalo and Davenport, la. Ar-
rangements also have been completed whereby
the Outing machine will be given valuable ex-
port representation, and in the course of the next
fortnight jobbing arrangements will be com-
pleted with a number of prominent concerns in
the leading trade centers.
A. H. CUSHMAN'S PLANS
Arthur H. Cushman, formerly associated with
the Regal Record Co., New York, resigned from
this company's staff the first of the year. Mr.
Cushman has not yet announced his plans for
the future, but he has made an important con-
nection that will be announced shortly.
Tino Pattiera, Brunswick artist and a member
of the Chicago Opera Co., has been engaged for
a recital which will take place at Louisville, Ky.,
on February 7.
The OGDEN "UNIT"
Filing and Sale System
Is guaranteed to increase your service,
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A Patented Record Cabinet with soft,
flat springs to support the records in an
upright position (the only convenient
position for handling) and prevent
warping.
This is Model No. 2 and No. 62
As illustrated: Five record sections, a
top and base. Holds 1,500 10" and
12" records. Costs only $43.00.
Oak, Makogany and Enamel Finiskes
Ship Us via:
FREIGHT EXPRESS
— Top or Crown Section No. 2
only $3.00
—Record Section No. 2 (holds 300
10-inch and 12-inch records) . 7.00
— Record Section No. 62 (holds
300 10-inch records) 7.00
— Sanitary Base No. 2 with Ac-
cessory Drawer 6.50
— Sanitary Base No. 2 without
Accessory Drawer 5.50
Finish wanted
Reduced Prices on Unit Model No. 2,150 D.D.
(Wof Illustrated)
Each Holds 2,150 10 and 12-Inch Records
OAK, MAHOGANY and ENAMEL FINISHES
No. 21S0D.D. With Locking Wood
Roll Curtain $85.00
No. 2150D.D. With Spanish Leather
Curtain 75.00
No. 1800 Without any curtain 65.00
This high-class cabinet work costs less
than carpenter work. Files the largest
number of records in the smallest pos-
sible space, with every record at your
finger-tips. As simple as 1,2, 3.
New catalogue with reduced prices on
all models of cabinets and catalogue of
stands and service tables mailed upon
request.
Ogden Sectional Cabinet Co., Inc.
Lynchburg? Va.
See pages 53 and 132
134
THE TALKING MACHINE WORLD
January 15, 1922
S»JALKIN<TMACHINi
[Editor's Note: — This is the fifteenth of a new series
of articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to
the consideration of all who are devoting attention to the
featuring and developing of the musical possibilities of
the talking machine. J
A WAY TO GET AT THE MUSICIANS
Why do not merchants try harder to sell the
talking machine to singers and students of sing-
ing, as well as to other musicians? The ques-
tion when asked sounds so obvious and there
seems to be so very little need of asking it that
the reader may wonder if, in putting it forward,
we are not showing ourselves hard pressed for
a subject. Yet such is not the case. For, obvious
as the idea may be, the fact remains that talking
machine dealers have been singularly slow to
connect up their selling machinery with the
musical people in their communities. Yet these
musical people form a large and eminently de-
sirable element in the buying mass, an element
which ought to be encouraged, brought into the
buying circle and exploited for all it is worth.
As a subject to be discussed at the opening of
the year, it is highly apropos.
Repertoire and Study
The writer happens to be acquainted with a
young lady who for some years has been study-
ing the vocal art. She possesses an excellent
contralto voice and most of the qualities which
go to make up a successful singer. She finds,
however, like many others, that one of her great-
est difficulties is to keep in touch with the prog-
ress of the art as exemplified by its great ex-
ponents. In order to perfect her repertoire she
finds it necessary not only to hear a great deal
of music, but to be continually studying new
things and working to gain the right interpreta-
tions of the great standard works. This means
usually that one must engage the services of a
coach, which is very expensive. Even when a
singer has graduated, as it were, and is no lon-
ger a mere pupil, the need persists for acquir-
ing a large and perfected repertoire. A singer
must be letter perfect and note perfect in a
great many songs, arias, recitatives, etc.,. and
at the same time must be acquainted with the
traditional method of rendering many of these
that are old enough to have acquired a tradition.
That is only another way of saying that the great
mass of classic and operatic music suited for
each type of voice, soprano, mezzo-soprano, con-
tralto, tenor, baritone and bass, must be studied
by each possessor of one of these voices, not
merely as to word and music but as to interpre-
tation, too.
The singer who cannot go on forever paying
out large fees to a coach has, however, one ex-
cellent substitute. This, of course, is the talk-
ing machine. Just as soon as this fact is clearly
recognized by, and demonstrated to, any singer
there will be an immediate response. And in
the case of the young lady to whom I have al-
ready referred the talking machine has become
a truly adequate substitute for the ordinary proc-
ess of coaching.
A Practical Example
This young singer has not only a good talking
machine but has gradually acquired an excellent
library of contralto songs and airs as sung by
such great contralti as Clara Butt, Louise Homer
and others. She has thus been able not only to
learn the traditional method of rendering most
of the important classic airs, such as the great
solos in Handel's oratorios and in the best-known
Italian operas still in use, but also of comparing
one artist's rendering with another. This has
been a most wonderful help to her and has
enabled her to learn for herself what otherwise
she would have had to pay others to tell her.
What has here been set forth as the experi-
ence of one singer has been the experience in
fact of many others. But still there is compara-
tively very little understanding by singers of
the possibilities of the talking machine. That
this ignorance should exist is not very creditable
to the retail merchants of the industry.
Numbers vs. Influence
If it be alleged that the past trade apathy of
which we speak has been fostered by a belief
that in all probability very little could be gained
by cultivating the trade of the musicians the
answer is that all experience points the other
way. Here is a feature of all such situations.
The musical community is always a small frac-
tion of the larger community of which it forms
a part, but its influence is always out of any
proportion with its numbers. Musicians, for in-
stance, who are important enough to appear on
the concert platform with concert grand pianos
are very few in number, and the actual quantity
of concert grand pianos made at any time is
very small. Yet it is the concert grand which
dominates and directs the construction of every
other piano, while it is the concert grand user
who advertises pianos in general to the public
more effectively than any other medium does
or can. The same reasoning holds good with
the talking machine business.
The musicians who use talking machines as-
aids for study are few in number as yet, and
even when the talking machine shall have be-
come as much a feature of the vocal studio as
the piano is, they will still constitute only a
small fraction of the complete community. But
if every vocal studio where is now a piano also
held a talking machine and library of records,
the talking machine would be ipso facto placed
in a position of superiority which it in no other
way could possibly achieve. The musicians of
the community would be behind it — that is what
it would come to — and it would, therefore, step
at once into a public position of respect and
regard on the part of the whole community
which it otherwise would and could not attain.
How to Do It
Is there anything unreasonable, therefore, in
the idea of a merchant setting aside a part of
his advertising appropriation and of his floor
space for the purpose of cultivating, obtaining
and exploiting to the general advantage the talk-
ing machine trade of the musicians? There are
many ways in which such a scheme might legiti-
mately be worked out. For instance, it would
be a simple matter to provide a room especially
for the purpose of enabling singers to select
records. This should be comfortably furnished,
and contain a piano, which should be kept in
tune constantly. It should be in charge of a
saleswoman who knows something about music
and who could, for instance, be trusted to see
that the pitch of a record and the pitch of the
piano were in agreement when a musician might
wish to try on the piano the accompaniment to
a record, as is often done. And there are many
other details which will suggest themselves.
But this is not all. Suppose that each month
the musicians of the community, especially vocal
teachers, students, church soloists, etc., should
receive lists of the extant .vocal records classified
for soprano, contralto, tenor, baritone, etc., for
the purpose not only of showing the new things
which come out each month, but also to give
information and suggestions as to choice of music
for the different voices. This would be a simple
scheme, but most effective. It would, of course,
entail a good deal of work, but the manufacturers
of records are always ready to co-operate, and
many of them already put out educative matter.
Similar work in the advertising columns of
the newspapers, if kept up persistently, would
have the best of effects. In a word, it is a ques-
tion (1) of arresting the attention of vocal teach-
ers and students of singing, (2) of demonstrating
to them that the talking machine and its records
are actually a genuine and authentic record of
interpretation and style, and (3) of showing that
the store actually possesses enough knowledge
to co-operate intelligently with musicians who
wish to avail themselves of the musical possi-
bilities of the talking machine.
One could go along indefinitely in this strain,
but enough has been said to outline the general
idea. It need hardly be added that, given intel-
ligent direction by the merchant and intelligent
service by a trained clerk, the same idea may
easily be broadened to include instrumental
music and the students thereof.
A Message To
Victor Dealers in Ohio, Michigan and Indiana
We now have the stock you will want a little later. Why hesitate?
THE TOLEDO TALKING MACHINE CO.
TOLEDO, OHIO
WHOLESALE
EXCLUSIVELY
January 15, 1922
THE TALKING MACHINE WORLD
135
Relativity
RT and craftsmanship in cabinet making, skill and knowledge
in tonal reproduction, organization and aggressiveness in the
sales department ; these count for naught if the motor equip-
ment is not as troubleless as the cabinet itself, and if it does
not unfailingly perform its function positively and so quietly
as to be unnoticed.
The Stephenson Precision-made Motor for Phonographs
is a product of merit with features that add a tangible sales
value to the phonograph equipped with it.
DIVISION
DE CAMP 6- SLOAN INC.
One Hundred and Seventy Pennington Street
MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX
136
THE TALKING MACHINE WORLD
January 15, 1922
LIVELY MEETING OF THE TALKING MACHINE MEN, INC.
Entertainment Features Overshadow Business at Monthly Meeting of Local Organization — Elab-
orate Plans for the Future of the Association Announced and Discussed by Members
Wolfe Gilbert Music Corp. will send representa-
tives to tell of its plans for the New Year and
demonstrate some of its late song successes. The
rest of the session will be devoted exclusively
to business.
The monthly meeting and luncheon of The
Talking Machine Men, Inc., the first meeting
since the joining with that body of the United
Phonograph Dealers' Association, attracted about
125 members of the association and their friends,
one of the biggest gatherings in the history of
the organization.
During the course of the luncheon President
Kurtz took the opportunity of making a list of
those present and introducing them all individual-
ly. Before proceeding with the general program
he announced that a new swindler of talking
machine dealers had been captured. This man
had made a practice of visiting Victor dealers
and while a record was being demonstrated for
him in the booth he would remove the Victor
sound-box and substitute therefor a cheap im-
ported sound-box of similar design. Local re-
tailers who have suffered at the hands of the
swindler are urged to communicate with Mr.
Kurtz at once in order that they may appear
against him in court.
The E. B. Marks Music Co. was the music
publisher invited to this month's meeting, and
Ed Bloedon, of the company's staff, introduced
Billy Jones and Ernest Hare, well-known and
successful record artists, who rendered in their
inimitable manner "Down at the OF Swimmin'
Hole" and two brand new Marks numbers,
"Eddie Leonard Blues," and "Lullawanna Lul-
laby."
After this demonstration the Princess Watah-
waso was introduced, appearing in costume, and
gave a very interesting talk regarding her work
of interpreting Indian music and legends. The
Princess also sang several characteristic Indian
songs, explaining each in detail, and demonstrat-
ing several Indian dances, her work creating
a decidedly good impression. It is very likely
that she will be heard on numerous occasions in
and about New York under the auspices of
various Victor dealers, for which company she
has made a number of records.
M. V. DeForeest, president of the National As-
sociation of Music Merchants, was next intro-
duced and told briefly of what was being ac-
complished by the national organization for the
benefit of music and talking machine dealers as a
whole. He also called attention to the forth-
coming convention of the various national music
trade organizations in New York in the Spring,
to be preceded by a big music week celebration.
President Kurtz next introduced the several
division vice-presidents, namely, L. Tylkoff, for
the Columbia; V. J. Faeth, for the Victor; A. Ber-
sin, for the Brunswick, and J. H. Mayers, for the
Sonora. The several vice-presidents in turn gave
their ideas of what was to be accomplished and
the best way to proceed. Mr. Tylkoff particular-
ly pointed out the growing menace offered by
the price-cutter and "gyp" dealer.
The attention of the members of the associa-
tion was called to the forthcoming celebration
of the 125th anniversary of the birth of Franz
Schubert on January 29, and they were urged to
feature records of Schubert's popular composi-
tions, as well as portraits of the composer, in
their window and store displays and in their
publicity.
President Kurtz announced that artists were
now working on a new design for an association
insignia, with a record as the basis, and that a
suitable slogan to be placed thereon was much
desired, suggestions being sought. It is the plan
to have the insignia reproduced on decalcomania
for pasting on store windows, etc.
The president also announced that several lead-
ing manufacturers had been approached with the
suggestion that a certificate be issued with every
machine leaving the factory, the certificate to bear
the machine number, and that the advertising to
the public urge that the buyer insist upon re-
ceiving a certificate with the machine to insure its
being as represented.
It was also suggested that manufacturers print
two list prices in their catalogs, one applying to
cash sales and one to instalment sales. No action
was taken on this at present.
The annual entertainment and dance of The
Talking Machine Men, Inc., will be held in April,
and plans are under way to make it one of the
most elaborate of the series. Plans are also being
considered for a big musical affair in the Fall in
one of the theatres featuring the Eight Famous
Victor Artists, some of the prominent recording
orchestras and other artists known to the public
through the medium of their records.
Among the out-of-town visitors at the meeting
were S. Semels, president, and H. A. Glasser,
secretary, of the Victor Retailers of New Jersey.
At the next meeting of the Talking Machine
Men, Inc., to be held on February 15, the L.
ro
HAPPY NEW YEAR
We thank the trade for the good will
so liberally displayed toward us. And
we hope, by continuing to couple the
best of merchandise with the best of
service, to merit a continuance of
that good will.
(greater (Ettg pjflttoijrajjl) fflnmpany
311 Sixth Ave. Tel. Chelsea 9237 New York
8>nrtnra Distributors Exclusively
for New York, Staten Island and the lower Hudson Valley
AN IMPORTANT "PRICE" DECISION
While Beechnut Packing Co.'s Policy Is De-
clared Illegal, U. S. Supreme Court Reaffirms
Right of Refusal to Sell to Price-Cutters —
Views of Justice Holmes, Who Dissented
Believers in the value of price maintenance in
the retail field and in the protection of trade-
marked merchandise have been interested in and
surprised at the recent decision of the U. S.
Supreme Court in the Beechnut Packing Co.'s
case which, while reaffirming the right of a man-
ufacturer, or merchant, to refuse to sell to price-
cutters — in other words, goods may be withheld
from those who will not sell them at the prices
fixed — the court, by a five to four decision, held
that the company cannot consistently, under the
Sherman Act, go beyond the exercise of this right,
and by contracts, or combinations, expressed
or implied, unduly hinder or obstruct the free,
and natural flow of commerce in the channels of
interstate trade. In this respect the Beechnut
Co. went beyond its legal rights, according to
Supreme Court Justice Day, who wrote the ma-
jority opinion, reversing the ruling of the Fed-
eral Court of Appeals, which refused to uphold
the complaint of the Federal Trade Commission.
Justice Holmes, who, with McReynolds, Mc-
Kenna and Brandeis, dissented from the majority
opinion, in a prepared statement pointed out
in part: "The ground on which the respondent
is held guilty is that its conduct has a dangerous
tendency unduly to hinder competition or to
create monopoly. It is enough to say that this
I cannot understand. So far as the Sherman
Act is concerned I had supposed that its policy
was aimed against attempts to create a monopoly
in the doers of the condemned act, or to hinder
competition with them. Of course there can be
nothing of that sort here. . . . The worst that can
be said, so far as I can see, is that it hinders
competition among those who purchase from
it. But it seems to me that the very founda-
tion of the policy of the law to keep competi-
tion open is that the subject matter of the com-
petition would be open to all but for the hin-
drance complained of. I cannot see what that
policy has to do with a subject matter that
comes from a single hand that is admitted to
be free to shut as closely as it will. And to
come back to the words of the statute I cannot
see how it is unfair competition to say to those
to whom the respondent sells and to the world,
you can have my goods only on the terms that
I propose, when the existence of any competition
in dealing with them depends upon the re-
spondent's will. I see no wrong in so doing, and
if I did I should not think it a wrong within
the possible scope of the word unfair. Many
unfair devices have been "exposed in suits under
the Sherman Act, but to whom the respondent's
conduct is unfair I do not understand." Jus-
tice McKenna and Justice Brandeis concurred
in this view of the case.
FILE ANSWERS IN "SUPERBA" SUIT
Washington, D. C, January 10.— The May Co.
and the May Department Stores Co., both of
Cleveland, O., have filed separate answers to
the suits brought against them several months
ago by the Schiller Piano Co., of Oregon, 111.,
charging infringement of its trade-mark for
phonographs and asking $50,000 damages, ac-
cording to advices received here by the United
States Patent Office.
The May concerns state that the advertise-
ments were withdrawn as soon as it was
learned that the word "Superba" was used as
a trade-mark by the Schiller Piano Co. They
state further that no machines were sold under
that name and deny that there was any inten-
tion to defraud.
January IS, 1922
THE TALKING MACHINE WORLD
137
HOW MUSIC PLAYS ITS PART AS AN AID TO THRIFT
The Music Industries Chamber of Commerce Thrift" have been sent to dealers in all sections
has again taken an active interest in the annual of the country for distribution to the public, and
celebration of Thrift Week, January 17 to 23, there have also been issued special circulars,
OBSERVE NATIONAL THRIFT WEEK JANUARY 17-23
S"V WAV/1V G
FOR EDUCATION ' ENJOYMENT ECONOMY
Window Streamer Prepared by Music Industries Chamber of Commerce for Thrift Week
ment in the home, and it is emphasized that Ben-
jamin Franklin, the great apostle of thrift, was
himself a musician of no mean ability and the
inventor of the harmonica, or musical glasses,
now on display in the Metropolitan Museum of
Art, New York.
A reproduction of the win-
dow streamer prepared and
distributed by the Chamber
of Commerce is presented
herewith. The original is
in two colors, 14x56 inches.
Streamers and other mate-
rial may be obtained from
the Trade Service Bureau
of the Chamber of Com-
merce, 105 West Fortieth
street. New York.
and has been carrying on a strong campaign
among the members of the music industry seek-
ing to hook up music with the thrift idea.
During the past few weeks several thousand
booklets on the subject of "Music as an Aid to
posters and window-streamers for the use of
the dealer in taking part in the campaign.
The idea being put across is that the purchase
of a musical instrument indicates thrift and
serves to make it possible to provide entertain-
Frank Steadman, proprietor of the Steadman
Music House, Yonkers, N. Y., left recently for
Florida for his health. Mr. Steadman's physician
ordered the trip, following an operation.
NEW W1DD1C0MB RETAIL PRICES
Widdicomb Furniture Co. Announces Reduction
in List Prices of Widdicomb Phonographs —
New Prices Well Received by Trade
Grand Rapids, Mich., January 9.— The Widdi-
comb Furniture Co., of this city, manufacturer of
the Widdicomb phonograph, announced this
week that a new price-list of Widdicomb phono-
graphs was ready for the trade and, according
to the new price-list, this well-known line of
phonographs will now retail from $90 to $260.
This represents a special reduction in price, as
Widdicomb phonographs formerly retailed from
$95 to $300. The company states that the new
prices have been made possible because of re-
cent opportune purchases of raw materials and
the further enhancement of manufacturing effi-
ciency.
Widdicomb dealers have evinced keen inter-
est in the new prices, and many of the dealers
have advised the company that they greatly ap-
preciated its spirit of co-operation and helpful-
ness in giving them an opportunity to stimulate
sales at this time.
DISCUSSES ARTO CO. AFFAIRS
G. Howlett Davis Declares Standard Music Roll
Co. Is Not Affected Except in That It Is One
of the Largest Creditors of the Company
G. Howlett Davis, president of the Standard
Music Roll Co., Orange, N. J., in commenting
upon the financial difficulties of the Arto Co.,
Inc., the manufacturer of Arto records, said:
"The Standard Music Roll Co. has no relation
with the Arto Co., except to the extent of
being one of its largest creditors. However, any
losses sustained through the Arto Co. will
not seriously affect us. We are fortunate in that
our firm has weathered the financial storm suc-
cessfully; in fact, we are now in better position
financially than ever before in the history of our
business. We earnestly trust that each one of
our Standard dealers is also in position to take
advantage of improving conditions."
CHAS. K. HADDON GOING ABROAD
Charles K. Haddon, vice-president of the Vic-
tor Talking Machine Co., accompanied by Mrs.
Haddon, will sail on January 28 for a trip to
the Mediterranean and the Winter resorts along
the Riviera. Mr. and Mrs. Haddon will probably
be away several months, and their itinerary pro-
vides for a trip that should be keenly enjoyed.
PURCHASES RETAIL STORE
The retail piano business conducted by Brod-
beck & Co., 49 Fourth avenue, Mount Vernon,
N. Y., has been purchased by S. L. Schott. This
company is one of the oldest established retail
music concerns in Westchester County, and han-
dles a complete line of Victrolas and pianos.
The new and better Phonograph
CONSOLE— MODEL 8
Mahogany or Walnut
Top, 36" x 21". Height, 34!4
List Price, $125
Costs the Dealer — Write in and Ask!
Not a Liquidation Sale
All Strand models represent our 1922 stand-
ardized line. All Strands new in design, built
in one of the best-equipped factories in the
country, at current costs. All sold to the
dealer direct.
Safe Instalment Business
You can work up sales on STRAND prod-
uct and be sure that no Tom, Dick or Harry
can cut in and grab them off. No next-door
competition to buck. This is the time to tie
up with the Manufacturers Phonograph Com-
pany, whose recommended list prices are right,
whose discounts are right, whose product is
right, who sell only to representative houses,
protect them against competition, and who
guarantee all product fully as to design, finish,
motor and other parts — all parts replaceable at
any time.
Three New Console Models
We are now ready with three additional
STRAND Consoles— at $150, $175 and $200,
each as correct and beautiful in design and
finish and as non-competitive in value and
with the same long discount as the Model 8.
"IT'S THE DEALER'S TURN NOW."
The man who does the selling is entitled
to a REAL profit.
'Better merchandise, lower list, and
fatter discounts.*'
MANUFACTURERS PHONOGRAPH COMPANY, Inc.
95 MADISON AVE., N. Y. GEORGE W. L.YL.E, PRESIDENT
138
THE TALKING MACHINE WORLD
January 15, 1922
PUBLIC APPRECIATES BETTER MUSIC "DREAM PICTURES" IN NEW HAVEN
American People Beginning to Like the Classics,
Declares Paul Whiteman, the Noted Orchestra
Leader — Wide Jazz Craze Is Wearing Out
Paul Whiteman and his orchestra were the sub-
ject of a very interesting article in the magazine
section of the New York World on January 8,
the article being written by John Wiley and
telling how Mr. Whiteman came to organize
his own orchestra in San Francisco and of the
success won by the orchestra in Atlantic City
and finally in New York. The popularity won
by the Whiteman orchestra through the medium
of Victor records is country-wide and, therefore,
the opinion offered by that well-known conductor
regarding the change of public taste in music is
of unusual interest.
In this connection Mr. Whiteman is quoted
as saying:
"I think the attitude of the American people
toward music has changed. They like things
that were formerly considered classic and fit only
for opera or the concert stage. Even in the
jazziest homes there is a section of the album
where the red seal records are kept. I think that
the phonograph and the player-piano are ac-
countable for this. Of course, rhythm and tone
are the fundamentals of jazz, yet when people
hear classical music that they know set to jazz
they particularly enjoy it.
"I think that the days of jazz being popular
simply because it is jazz are over. It is no longer
new to see a man play a trombone walking
around his chair or blow a horn through his hat,
or playing two instruments at the same time and
simultaneously playing the traps. That sort of
stuff doesn't get by any more. The novelty has
worn off. They do enjoy, though, renditions of
favorite composers such as Grieg, Massenet,
Schubert, Chopin and Puccini. They are always
popular. It is familiarity with these pieces that
people enjoy.
"We were the first to start playing soft. Now
that there aren't so many drunk parties, as there
were, this comes as a relief, because sober peo-
ple don't like the blare. Of course, in scoring for
dance music, the field is limited. People for
some reason will not dance waltzes. Dances
like the tango and the maxixe passed out a long
time ago."
Mr. Whiteman smiled. "Of course, you can't
tell," he said, "how long the vogue for this kind
of music is going to last. The public is pretty
fickle. Still we have been pretty successful."
He flicked the ash from his cigarette. "Next
summer we may go abroad if our contract per-
mits." He smiled. "I guess we haven't any-
thing to complain about," he added.
A new Edison phonograph establishment has
been opened at 2412 Santa Clara avenue, Ala-
meda, Cal., by Louise Bates.
The City News Stand, Russellville, Ark., has
added a line of talking machines and records. W.
G. Renfrow, proprietor, reports a good business.
Loomis Temple of Music Attracts Enthusiastic
Audiences With the Pictures Shown to Accom-
paniment of Victrola and Ampico
New Haven, Conn., January 9. — The Loomis
Temple of Music attracted a host of lovers of
music and art to its warerooms throughout last
week with the showing of the "Dream Pictures,"
originated and presented by Branson DeCou,
which have already been described at some length
in The World.
The pictures were shown each afternoon and
always attracted a capacity audience, and there
were special evening presentations on Thursday
and Friday to take care of those who could not
attend the afternoon session. The Victrola and
the Ampico in the Knabe piano were used in fur-
nishing the musical accompaniments to the pic-
tures, of which twelve in all were shown.
The showing of the Dream Pictures was well
advertised by the Loomis Temple of Music and
was also given much free publicity by the news-
papers.
WINDOW PRODUCES SALES
Columbia Dealer in Denver Specializes on At-
tractive Windows — Features Economy Theme
Denver, Col., January 5. — The Russell Gates
Grafonola Store, 633 Sixteenth street, recently
prepared an effective window display that re-
sulted in the sale of a namber of Columbia Graf-
How Denver Dealer Uses Window Effectively
onolas. This enterprising Columbia dealer has
been taking advantage of every opportunity to
place before the Denver public the fact thu*
Columbia Grafonolas give maximum value for
the money expended. Their sales and publicity
campaigns have been built around this theme and
the results to date have been very satisfactory.
Leopold Godowsky, pianist and Brunswick ar-
tist, will appear in concerts at Grand Rapids,
Detroit and Kalamazoo, Mich., before starting
his Canadian tour at Hamilton, Ont, on Janu-
ary 19.
Universal Record-Lite
Now Retails at $2.00 Complete
An Easy Seller
At $2.00 each, this handsome phonograph accessory is within the
reach of everyone. It is a necessity, for it prevents scratching the
record, and groping in the dark for the needle. Is beautifully finished
and adds to the appearance of any phonograph. Comes packed
complete with battery. Anyone can attach it in a minuteL
Helps You Sell Phonographs
Equip your sample machines with this Record-Lite.You will be sur-
prised at how it helps you sell phonographs. This device is fully
guaranteed. Order now— don't delay.
40% Discount to Dealers
COLE & DUNAS MUSIC CO.
50-56 W. Lake Street
Chicago, 111.
SOME NEW YORK BRUNSWICK NEWS
E. R. Strauss Attending Conference in Chicago —
E. Wolf Returns to Toronto— O. J. Miller
Visits Headquarters and Tells of Factory
Activities in Chicago
E. R. Strauss, manager of the New York
branch of the phonograph division of the Bruns-
wick-Balke-Collender Co., left on Saturday for a
visit to the Brunswick headquarters in Chicago, to
attend a sales conference of branch managers,
to be held this week. This is the annual reunion
held at this time each year for the purpose of
discussing business done the past year, and
the preparation of policies and plans for the new
year. Mr. Strauss expects to be gone for a
period of ten days.
Before leaving, Mr. Strauss announced that E.
Wolf, who has been covering Brooklyn terri-
tory, has resigned and is returning to his home
in Toronto, Canada. Mr. Wolf was formerly
with the Musical Merchandising Sales Co.,
Canadian distributor for the Brunswick line in
Toronto, and is going back to take up the post
of sales representative, which he formerly held.
O. J. Miller, assistant superintendent of the
Brunswick factories in Chicago, and son of C.
P. Miller, vice-president of the New York branch
of the Brunswick-Balke-Collender Co., came East
to spend the Christmas holidays with his par-
ents at their home in Mt. Vernon. Mr. Miller
called at the New York offices while here, and
stated that the factories had been working over-
time since the month of September, and that
despite the night and day schedule at the plant
they were unable to meet the demand, which is
simply enormous.
Retail Price, $35
THE OUTING
Write for Discount
The most improved Portable Phonograph ever made.
A modest investment with big returns for the dealer.
Distributed by
CABINET & ACCESSORIES CO., IROQUOIS SALES CO.,
145 East 34th Street, New York Buffalo, N. Y.
DAVENPORT PHONOGRAPH & ACCESSORIES CO.,
Davenport, Iowa
R. C. ACKERMAN
291 East 162nd Street, New York
Export Representative
Desirable Jobbing Territory Open.
Manufactured by
OUTING TALKING MACHINE CO.
Mt. Kisco, N. Y.
January IS, 1922
THE TALKING MACHINE WORLD
139
59*$
PHONOGRAPHS
This trade-mark is a symbol
or suoremacv in everv
corner of the world.
SAPPHIRE
RECORDS
V/OU don't have to tell people what the Pathe red
rooster on your window stands for. You may stake
your reputation as a dealer on this: That they already
know it and are entirely familiar with its significance — both
as an identification of Pathe phonograph product and as
an instantly recognized message of quality flashed daily on
ten thousand motion picture screens.
5&*§
ACTUELLE
RECORDS
You've got an asset in that red rooster and the Pathe
name as big as the world-wide Pathe repertoire — as broad
as the claims you can make for Pathe product — and as
solid as the business you can build on the exclusive features
and TONE and quality of both the Pathe Phonographs
ano it aiiie rvecorub. .taiiu 11 b unc abaci wuilii muic iu you
each time we remind the public of what it stands for — as
we are regularly doing it with increased force.
5t^|
ACTUELLE
*Pathe dealers are not enjoying all the privileges of a Pathe
franchise unless the Red Rooster is displayed on their windows.
Decalcomanias for this purpose are supplied by Pathe jobbers
or the Pathe Dealer Service Bureau to authorized Pathe dealers.
ELECTRIC
MOTOR
PATHE FRERES PHONOGRAPH CO.
20 GRAND AVENUE, BROOKLYN, N. Y.
140
THE TALKING MACHINE WORLD
January 15, 1922
Steal
nig 5teal
ing wiith
youi eyes ap peal mg
Stealing
AFoxTrot Rhythm that Will steal right into your Heart
iiiifiii:::::;:;iiiii!iiiiiiii!ii!...;:....j
FOUR STAGES OF BUSINESS LIFE
Benjamin H. Jefferson, of Lyon & Healy, De-
scribes Various Stages of Business Existence
in a Very Interestingly Written Article
"How to Keep a Business From Growing
Old" is the title of an interesting and lengthy
article appearing in the current issue of Print-
ers' Ink. The article, which was written by
Benjamin H. Jefferson, advertising manager of
the enterprising house of Lyon & Healy, Chi-
cago, compares the average business life with
that of a man. He points out that the life of
a business has four distinct stages, as follows:
An enterprise, an established enterprise, an
enterprising establishment and an establishment.
Excerpts from the article, which possesses
distinct merit and will form the basis for self-
analysis by wise dealers, follow:
"A }-oung man must go forward — and so must
his enterprise. A middle-aged man proceeds
vigorously but with caution; so does an estab-
lished enterprise. A mature man looks care-
fully at the risk before trying new things, and
so does an enterprising establishment. And,
finally, an old man is busy hanging on to what
he has. And so is an establishment.
"The relation of an enterprise to youth in an-
other direction is also most interesting. An en-
terprise is willing to spend itself freely. There-
fore, like a young man, it must absorb energy
in great waves. Nature has fixed it that every
enterprise must either perish or eventually turn
into an establishment. Just as in every man's
life the time must arrive when he is no longer
able to give out endless radiations of pep. when
he feels that he must conserve his strength, so
this moment comes in a business house. But
this time may be greatly retarded, and it is this
fact that makes a study of the matter so well
worth while. A man who is afraid of his
shadow has a hard time of it; a business house
that is unduly concerned with safety will quick-
ly reach the fourth and final phase of its exist-
ence. When the business arrives where it 'won't
take a chance' either on the human race, the
vitality of the United States, the ability of an
individual, the soundness of an idea, or the sal-
ability of goods, then the legal undertakers are
near.
"In conclusion, it seems to me that a business
man should hold fast to .the spirit of joy in the
conduct of his affairs. When office duties cease
to be a pleasure, are they worth while? The
bardic note should be encouraged in the visions
of achievement yet to come. Enterprise for its
own self, as well as for definite gains, should be
treasured. Each division of the house should be
viewed as embryonic, just as in the beginning.
The full glory of the institution should still be
visualized as something to be brought about
in the years to come, as the fruition of plans
conceived in happiness and brought forth in
triumphant hope."
JOBBERS' COMMITTEE AT CAMDEN
Association Officials Confer With Company's Ex-
ecutives on Various Matters Connected With
Merchandising of Victor Product
Philadelphia, Pav January 10. — Louis Buehn,
president of the National Association of Talk-
ing Machine Jobbers, together with J. New-
comb Blackman, W. F. Davisson, L. C. Wis-
well and E. C. Rauth, of the executive commit-
tee of that organization, visited the Victor Co.
factory yesterday for the purpose of conferring
with Victor officials legarding various matters
of general importance to the- trade. It is under-
stood that many matters of interest were taken
up, including a discussion of the record exchange,
of cabinet styles and various distributing prob-
lems.
It was felt that there were a sufficient number
of matters pending to warrant a conference be-
tween the jobbers and factory officials at this
time without waiting for the calling of a meet-
ing of the full executive committee of the as-
sociation.
SAUL BIRNS TO ENTERTAIN
FIRE DAMAGES BADGER CO.'S STOCK
Plymouth, Wis., January 9. — The building and
stock of the Badger Cabinet Co., manufacturer
of talking machine cabinets here, was seriously
damaged by a fire last week. The damage is
estimated at $50,000. The loss is covered by in-
surance.
Saul Birns, the well-known piano, talking ma-
chine and music dealer of New York, has ar-
ranged to give an elaborate entertainment and
supper to his employes and friends at the Hotel
Commodore on Sunday evening, January 15.
Officials of the Victor, Columbia and Brunswick
companies have promised to attend the affair,
which will be held in the east ballroom of the
hotel.
HEM IN A
ONE HAND DOES IT ALL
Even a Child Safely Handles Records
Filed in a "Grip-N"
Each separate record instantly accessible. Double the capacity of other files. Mechanically simple. Easily installed in any talking
machine. Improves appearance. MANUFACTURERS WHO ADOPT THIS FILE WILL COMMAND THE MARKET.
CRIPPEN RECORD FILE CORPORATION
39 N. Water Street, Rochester, N. Y.
January IS, 1922
THE TALKING MACHINE WORLD
141
MEADER SCORES SUCCESS
WINDOW DISPLAY MAKES SALES
Well-known Operatic Tenor and Exclusive Co-
lumbia Artist Appears at Strauss Recital —
Performance Highly Praised by Critics
Duss Band
George Meader, tenor, with the Metropolitan
Opera Co., and exclusive Columbia artist, ap-
peared at the Town Hall in New York recently
at the third recital of Dr. Richard Strauss' songs.
Dr. Strauss played the accompaniments on the
piano, and Mr. Meader's interpretations of these
songs were praised enthusiastically by the
musical critics.
Richard Aldrich, musical critic of the New
York Times, and one of the foremost members
of his profession, stated that it would have been
difficult to find a better singer for these selec-
tions than Mr. Meader, as he is an artist of rare
accomplishment and skill. The program included
some of the best-known and most popular of
Dr. Strauss' songs, together with several selec-
tions that are not so well known to American
music-lovers.
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HARMONICAS
'The American Boy's Favorite"
25 STYLES
OF THE
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at popular prices. Within the
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Get a good start in the New
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include
DURRO
VIOLINS— BOWS-STRINGS
The String that Won the Prize
at Leipzig
S. S. STEWART
STRINGED INSTRUMENTS
Write for our complete catalog
of all musical merchandise.
Buegeleisen & Jacobson ^
5-7-9 Union Square ^
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Novel Arrangement of Machines and Records to
Simulate Automobile Helps Landau Store to
Sell Eight Machines a Day — Clever Sales Plan
PLAZA
Hazleton, Pa., January 8. — Two talking ma-
chines so arranged that the sound-box doors of
the rear instrument made the "side doors" of the
automobile, which the arrangement represented,
with records for wheels and another for a steer-
ing wheel, and with winding crank for the crank
of the "flivver" and needle-boxes for lamps, have
made so good a selling display that the Landau
Music Store has sold an average of eight ma-
chines a day since November 21 and expects to
keep up the sales in the new year. The window
display has held hundreds of people in front of it
every day since it was first put in.
Leo Landau and William Bronson, who run
the store and who arranged the display, also sold
200 records of "Ma" and "My Sunny Tennessee"
by use of the "automobile." The front talking
machine was kept in continual operation day and
night by a Motrola and a reverser which
brought the needle around to the edge of the rec-
ord after the whole disc had been covered. It
was found that one tungstone needle and one
record were worn out by twenty-four hours'
steady operation. This feature of the display
was watched with interest by many, who won-
dered how long the needle and the record could
be used. As a record is played in two and a half
minutes, this demonstration of its durability was
quite a selling argument for both the machine
and for the selection itself and over 200 of the
records were sold in one week to persons who
watched the display and checked up on the
change of the discs.
PROVES CHAMPION RETAILER
George E. Buss, New Philadelphia, G*., and Sales-
men Capture Edison Honors
New Philadelphia, O., January 8. — George E.
Buss, local Edison phonograph dealer, and Jesse
Barnes and Russell Justatt, his salesmen, top
the State of Ohio in a contest recently con-
cluded by Thomas A. Edison, Inc., which be-
gan August 8 and ended December 31. Mr.
Buss won the distinction of being the leading
distributor of the State and Barnes won first
prize for the biggest sales. Barnes' award was
a watch-chain and charm valued at $300, and
Justatt, who was one of the ten salesmen in the
State with the biggest sales, received a week's
schooling in Cleveland at the expense of the
Edison company.
COLUMBIA NEWS ITEMS
Branch Managers Visit Executive Offices — H. L.
Pratt Visits Western Branches
Among the recent visitors to the executive
offices of the Columbia Graphophone Co. was
R. H. Woodford, manager of the Cincinnati
branch, who conferred with George W. Hop-
kins, general sales manager, regarding plans for
1922. H. E. Gardiner, manager of the Detroit
branch, was another visitor to the executive
offices, bringing with him excellent reports of
Columbia activities in his city.
E. S. Germain, sales representative of the Buf-
falo branch, was a guest at the general sales
offices of the company as a result of his splen-
did sales work in the field. This was Mr. Ger-
main's first visit to New York, and he took ad-
vantage of every opportunity to thoroughly
enjoy his stay here. Other callers at the execu-
tive offices this week were Westervelt Terhune,
manager of the Atlanta branch, and Fred E.
Mann, manager of the Boston branch.
H. L. Pratt, manager of the Columbia branch
service division, left New York Tuesday for a
trip to Chicago and St. Louis. Time permitting,
Mr. Pratt is planning to visit some of the
branches adjacent to these two centers, and will
probably be away about two weeks.
BUY YOUR
ACCESSORIES
Mil From One Source
41
i
4
41
REPAIR
SPECIAL PRICES
RECORD BAGS
Made of 40 lb. No. 1 Kraft Paper with
buttons and string.
FOB 10" RECORDS $7.50 PER 1000
" 12" " 9.00 "
Printing in Lots of 5000 and over. Write
for prices.
HEADQUARTERS FOR
RECORD ALBUMS
ALBUM SETS FOR No. 80 VICTROLA
ALBUM SETS, ALPHABETICALLY
STAMPED
REPAIR PARTS
KENT ADAPTERS
NOVELTY TOY RECORDS
MIRRORLIKE POLISH
CONVERTO CABINETS
BRILLIANTONE STEEL NEEDLES
MAGNEDO MULTI-PLAYING NEEDLES
SUPERTONE STEEL NEEDLES
SHEET MUSIC
RECORDS
MUSIC ROLLS
RECORD CLEANERS
PHONOGRAPH DELIVERY COVERS
BUBBLE BOOKS
FIBRE NEEDLES
FIBRE NEEDLE CUTTERS
RECORD FLASHERS
REPEATOGRAPH
TONOFONE NEEDLES
REFLEXO NEEDLES
DANCING "SHIMANDY"
DANCING RASTUS
PLAYER-PIANO VACUUM CLEANER
SUPPLEMENT MAILING ENVELOPES
SAPPHIRE BALL NEEDLES
SAPPHIRE POINT NEEDLES
DIAMOND POINT NEEDLES
UNIVERSAL DISPLAY RACKS
SHEET MUSIC RACKS
NYOIL
BOBOLINK RECORDS AND PHONO-
BAP II S
PHONO MOVIES
STOCK ENVELOPES
''NUment' music ROLL attach-
SPRING LUBRICANT
VICTOR AND COLUMBIA ATTACH-
MENTS ixxAi^n
TONE-ARMS AND SOUND-BOXES
STEEL NEEDLES IN ENVELOPES
WITH SPECIAL IMPRINT
Watch for our next month's
specials
~o inn oTffl
Plaza music Co.
18 WEST* 20 ™ STREET
NEW "YORK
142
THE TALKING MACHINE WORLD
January 15, 1922
examples shown are by
1— CHENEY TALKING MACHINE CO.
2— CHARLOTTE CHAIR CO.
3— GRANBY PHONOGRAPH CO.
4— SONORA PHONOGRAPH CO.
5— THOS. A. EDISON INC.
A. few of the many who consider "Domes of Silence**
Standard Equipment for Furniture
DOMES of SILENCE
The PERFECT Furniture Footwear
Best for all furniture except Refrigerators and Pianos. They improve the appearance of
furniture and save furniture, floors and rugs. Their use means satisfied customers,
HENRY W, PEABODY & CO.
17 STATE STREET NEW YORK CITY
Domes of Silence Division
s^fy DOMES of SILENCE
A mark, of BETTER Furniture regardless oF its cost F1S
What we say above about Furniture applies also
to Phonographs
January IS, 1922
THE TALKING MACHINE WORLD
143
A violin solo by Duci dc Kerekjarto stands out con-
spicuously in the Columbia list for February as a
winner, Moszkowski's "Serenata." Kerekjarto and
his violin prove to be veritable spellbinders in this
record. Columbia 79749.
Columbia Graphophone Co
NEW YORK
PRONOUNCED ACTIVITY PREVAILS IN BALTIMORE TRADE
Holiday Trade Exceeded Expectations — New Year Has Opened Up With Continued Buying Indi-
cating That Baltimoreans Are Appreciative of the Talking Machine as a Musical Factor
Baltimore, Md., January 9. — Last-minute buy-
ing— that is, the purchasing of machines and
records during the last week before Christmas —
saved the holiday business for this city and sec-
tion and not only came up to but in many cases
exceeded the expectations of the most optimistic.
A canvass of both the wholesale and retail busi-
ness shows that the volume of business done
during the month of December will run away
ahead of the 1920 Christmas trade and bids fair
to almost equal the banner years of 1918-19,
which were due to wartime prosperity.
As was to be expected, this has been followed
by a big sale of records ever since Christmas
and dealers are having a hard time keeping their
stocks supplied with most of the popular selec-
tions. The Victor Co. made a ten-strike by re-
leasing its January * records right after the
holidays and its local distributors, Cohen &
Hughes, have been kept busy trying to keep up
with the orders which have been coming in ever
since, especially "Ku-Lu-A," "Blue Danube
Blues" and "Everybody Step," fox-trots, played
by Paul Whiteman's Orchestra; "Weep No
More, My Mammy," "April Showers," "Birds of
a Feather," "Leave Me With a Smile," "I Want
Mammy" and "Mandy 'n' Me," by the Peerless
and American quartets.
Handsome window displays featured the holi-
day trade, almost every dealer in the city, and
especially those in the downtown section, having
attractively arranged and in most cases original
creations that held the attention of crowds at all
times. The majority of them followed this up
with liberal newspaper advertising calling atten-
FIRST-CLASS GERMAN FACTORY
Specializing in
Phonograph Motors
Wants several High - grade,
Efficient Representatives for
the UNITED STATES.
Present capacity (which
can be greatly increased)
10,000 motors per month.
Interested parties are re-
quested to send their address
and references as quickly as
possible to Box G, care
Talking Machine World, 373
Fourth Avenue, New York.
tion to their unusual and beautiful displays.
The Columbia Branch is still pushing its car-
load lot proposition and meeting with great suc-
cess, according to J. H. Marshall, who has just
returned from Roanoke, Va., where he spent ten
days helping Hobbie Bros, dispose of their car-
load order. He said the business done was re-
markable and the best in the history of the firm,
selling sixty-seven Grafonolas in ten days and
disposing of as many in the last days before
Christmas as were sold by the firm during the
months of September, October and November.
W. H. Swartz, of the Columbia sales force, was
also busy just about the same time helping Gut-
man's, of Bristol, Va., dispose of their carload
in what was record time for a sale of that kind.
W. T. McCoy, of Charlotte, N. C, is another
dealer who not only disposed of a carload but
has placed his order for another one, due to the
excellent work of Mr. Swartz and Paul E.
Merker.
The Bubble Books had a big sale during
Christmas and repeat orders are still coming in
in such volume that the local agency is having
a hard time in keeping the dealers supplied.
David Rufkind, 1534 Seventh street, Washing-
ton, is another new Columbia dealer who opened
just before Christmas and reports an excellent
business.
The Brunswick-Balke-Collender Co. here re-
ports a very gratifying year for the Brunswick
machine, and that total sales for 1921 will no
doubt greatly exceed all expectations. The
business so far this month indicates that the im-
provement noted the last two months of the
year can be counted upon to continue, and the
outlook is very encouraging. The Brunswick is
rapidly coming to the front in this territory,
according to the local agency, and the list of
dealers taking on the Brunswick line is being
augmented each month.
The unusually large Christmas business was
not confined to the downtown district by any
means. Dealers in all sections of the city report
not only a good holiday trade, but, with few ex-
ceptions, business for the year, considering the
industrial depression through which Baltimore
and vicinity has passed, showed a very gratify-
ing increase. Leonard Trout, of Trout's Music
HIGH CLASS PHONOGRAPH
RECORDING
FOR THE TRADE AT EX-
CEEDINGLY LOW PRICES
Newark Recording Laboratory
15 West Park St.
Newark, N. J.
Shop, 511 South Third street, Highlandtown,
in commenting on business, said that while a
number of the residents of his section had been
hard hit by the closing down of the shipyards and
other war plants, their business as a whole had
been really better than they anticipated, espe-
cially the Christmas trade, and that they closed
the year with a substantial balance on the right
side of the ledger.
Going over into the western section of the city,
Berlin & Lewis, 1317 West Baltimore street, had
practically the same experience. They are lo-
cated in a section of the city where their trade
comes almost entirely from the working people,
and notwithstanding that many of them lost con-
siderable time during the year through furloughs
from the railroad shops and other manufactur-
ing plants, business for the year was very satis-
factory and had shown a marked improvement
during the past few months. It is expected that
this improvement will continue.
CHINESE RECORDS PROVE PUZZLE
Collector of Customs Thought the Music Was
a New Brand of Jazz Until Owner of Chop
Suey Restaurant Made Explanation
Louisville, Ky., January 9. — Although "there's
nothing new under the sun," more than a score
of Chinese phonograph records proved a new
importation to Collector of Customs Thomas
L. Walker, who collected the tariff due and
turned them over to their owner, Chan Fong, of
the Liberty chop suey emporium.
The records represent the best vocal and in-
strumental talent of the Far East — the Pade-
rewskis, Kreislers and Galli-Curcis of China.
Although the music was at first mistaken for
American jazz by the unaesthetic ears about
the Federal building, all were correctly informed
to the contrary when Fong called for the prized
records.
They were made in Canton and Berlin, whence
they were imported through the Oriental firm
of Eng Chow Co., of Vancouver, B. C.
Whether patrons of the chop suey cafe will
be treated to Chinese opera and orchestral music
with the meals, Fong could not say. He im-
ported the records for the personal delectation
of himself and compatriots at the cafe, but ex-
plained that he would play them for those "who
like music with their meals," if appreciated, in-
stead of American jazz.
ACME-DIE
-CASTINGS-
AIU>DNUM-ZINC-TIN aLEAD ALLOYS
AcmeDie-Castin^Corp.
Boston Rochester BroollynN.Y. Detroit Chicago
144
THE TALKING MACHINE WORLD
January 15, 1922
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
USING SPRINGS THAT HAVE BROKEN
Dayton, O., December 29, 1921.
A. H. Dodin, care Talking Machine World:
Do you know of any device on the market to
enable you to use old main springs which have
broken in the center?
I find that many springs only break at the
very end, and in many cases, as they are odd-
sized springs which I have not in stock, I have
been unable to make the repairs. Yours truly,
Frank Rase.
Answer — It is impossible to use this main spring
which has been broken in the center a second
time. Those that break near the cage end, say
up to about two feet from the end, can be used
again if they are properly cut and holed. To
make a new hole in the spring it is necessary
to first take the temper out of the spring for
about three inches back from its end. Then
drill a hole a little larger than the head of the
cage rivet, say an inch and a half from the end
of the spring, and directly in front of this hole
drill a second one the size of the body of the
cage rivet; place the spring in a vise and, with
a rat-tail file, file out the metal remaining be-
tween the two holes and then with a small, flat
file shape up to a pear-shape hole. This com-
pletes the operation, as it is not necessary to
re-temper the end of the spring. There is not
at the present time any tool on the market that
would be of any use to you other than those
mentioned.
Repairing Broken Springs
Youngstown, O., January 7, 1922.
A. H. Dodin, care Talking Machine World:
Will you advise the writer if you know of any
device whereby old, broken phonograph springs
can be repaired and used a second time? The
reason the writer asks this is that he has an
idea that he could utilize about 95 per cent of
all broken springs which at the present time
are discarded for new ones used in their place.
For the past two and a half years I have been
repairing different makes of phonographs, and
find that out of 1,700 springs which were broken
and which I repaired and used a second time
only nine of them were returned broken to me
within that period of time. I believe that it
would be a great saving to the repair depart-
ment of the different stores to use my method
of repairing these broken springs, and it would
also obviate the necessity of carrying a stock
of many different sizes of main springs which
are seldom used. Trusting that you will give
me your opinion of the value of a tool of this
description and purpose, I am,
Very truly yours,
Domenick Ruff.
Answer — As to a device for repairing broken
main springs I refer you to my answer to Mr.
Frank Rase in the letter above. I am of the
opinion that if you have only had nine returns
out of 1,700 springs repaired your tool and
method of doing this work must be very good,
and I can see no reason why a tool of this na-
ture would not find a ready sale among the many
repair shops throughout the country. I would
be very pleased to have you give me a descrip-
tion of this tool, or inform me when you have
same ready to market and I will bring it to the
attention of the various repairmen through this
column as soon as received.
CONVENTION OF EDISON JOBBERS
Annual Meeting of Association to Be Held in
New York on February 13, 14 and 15
The annual convention of the Edison Disc
Jobbers' Association will be held at the Waldorf-
Astoria Hotel, New York, on February 13, 14
and 15, and the usual elaborate program is in
preparation covering all three days. The second
day of the convention, as usual, will be termed
"laboratory" day, when the officials of Thomas
A. Edison, Inc., will attend the convention and
discuss with the jobbers the various trade prob-
lems. On the evening of the last day the job-
bers will be the guests of the company at an
elaborate banquet at the hotel, where a fine
program of entertainment will be offered by Edi-
son recording artists.
OPENS STORE IN ATLANTA
Atlanta, Ga., January 9. — The latest addition
to the local retail music field is the Okeh Record
Shop, which was opened recently at 73 Decatur
street by Charles L. Adams. The lines that will
be featured in this new store will be Okeh rec-
ords and Steger phonographs. The establishment
is fitted up very attractively and a complete line
of Steger phonographs, with a full library of
Okeh records, affords Atlanta music-lovers an
opportunity to secure maximum service and co-
operation.
TAX RELIEF IS USHERED IN
Elimination of Excise, Transportation and Othet
Taxes Means Substantial Savings for the
Music Industry and Other Trades
Washington, D. C, January 6. — The first
concrete evidence that the war is really "over"
reached the music industry on January 1, when the
repeal of the tax on musical instruments pro-
vided for in the new revenue law became effec-
tive. While benefiting directly from the lifting
of this tax the industry also will feel the effect
of the repeal of other taxes which during the
past four years have been a material factor in
the cost of production and distribution.
More than $13,000,000 was collected from the
tax on musical instruments during the fiscal
year ended June 30 last, and while business since
the first of the year has fallen off somewhat it is
believed that the taxes for the fiscal year of 1921
would have been not less than $10,000,000.
The repeal of the transportation taxes will
save the business of the country hundreds of
millions of dollars a year. Since January 1
there has been no tax on freight, express or parcel
post shipments, on personal transportation
tickets, or on berths, staterooms or similar ac-
commodations.
The repeal of the excess profits tax and the
lowering of the surtax rates became effective
on the first of the year, and so taxpayers will not
benefit by these provisions of the law in paying
their income taxes for 1921. Heads of families,
however, will benefit this year by the provision
increasing the exemption for dependents from
$200 to $400 each and increasing the personal
exemption from $2,000 to $2,500 where the net
income is not more than $5,000.
AN AGGRESSIVE MUSIC DEALER
Campbell Pomeroy, piano merchant of Santa
Rosa, Cal., was the subject of an interesting car-
toon and article in a rece-nt issue of the Press
Democrat of that city. The cartoon showed a
portrait of Mr. Pomeroy resting on a Baldwin
piano and bore the caption, "Campbell Pomeroy,
Who Has Made 3,000 Homes Vibrate to the
Baldwin Tone."
Mr. Pomeroy established his business in Santa
Rosa in 1909 under the name of the Sonoma
Music Co. and established a number of sub-
agencies which enable him to cover the country
thoroughly. He features Baldwin pianos par-
ticularly, and also handles Brunswick and Co-
lumbia machines.
WORLD CLASSIFIED ADVERTISING
{Continued from page 148)
WANTED
Dealers and distributors in every State to
sell the So-ave-tone line of talking ma-
chines. The machine with a personality.
The J. K. Mohler Co., Ephrata, Pa.
CARVED LEGS
Eight designs in gum, oak and ma-
hogany. Prices reduced. Send for cir-
cular. Klise Mfg. Co., Grand Rapids,
Mich.
BUSINESS OPPORTUNITY
WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers.
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day.
Fogarty Manufacturing Co., Dayton, O.
CABINETS
Beautiful new designs in mahogany,
oak and walnut. Everett Hunter Mfg.
Co., McHenry, 111.
We Challenge
Comparison
Exclusive Patented Features,
Attractive Library Table and
Phonograph Combined.
The exquisite tone of this new patented
Clayola Phonograph distinguishes it from all
other phonographs.
The foundation of artistic worth In a phono-
graph is mechanical excellence. Painstaking
care to secure perfection in every detail of
construction. The most artistic, the most use-
ful of all phonographs. We have added to the
cost of this table money which might have
been added to our profits.
My idea of introducing the new style Clayola
is not to make the most profit but to make the
best phonograph.
We are more than sure of your approval of
the exclusive patented features of major impor-
tance, features other phonographs do not have.
We can furnish these library table machines
in the William and Mary period If you de-
sire.
Attractive prices to dealers forwarded on
application.
THE PHONOMOTOR
The standard electric phonograph motor for
seven years. Universal motor, A. C. or D. C.
current. 110 volts, with current consumption of
less than a twenty watt lamp. Automatic stop.
Always true to pitch. Silent, durable and
dependable. Write for our new prices.
GEO. CLAY COX
Manufacturer
Offices: 73 State St.
ROCHESTER, N. Y.
January 15, 1922
THE TALKING MACHINE WORLD
145
Imagine a set of five attractive Form-Letter Folders
in full color, imprinted with your name and address,
mailed to all your prospects! Grafonola Form-Letter
Folders bring prospects into your store half-sold.
Ask your dealer service man.
Columbia Graphophone Co
NEW YORK
POMMER'S STORE OPENS IN ALBANY
Latest Brunswick Dealer in Central New York
Gets Magnificent Send-off at Opening
record booths have also been installed, of a
design to conform with the rest of the store.
Two large show windows, artistically arranged,
add to the store's attractive appearance, which,
as a whole, is a credit to the retail section.
Albany, N. Y., January 9. — The latest addition
to the Brunswick retailer list in central New
York State is Pommer's modern music store of
this city, which was formally opened early in
December by John W. Pommer. The Brunswick
Co. spared no effort to make the opening a suc-
cessful one and to properly introduce this new
exclusive Brunswick dealer to the people of Al-
bany. During the day a musical program was
furnished by Carl Fenton's orchestra, exclusive
Brunswick artists. E. R. Strauss, manager of
the New York branch of the Brunswick Co.,
attended the opening and with Chester I. Abelo-
witz, metropolitan representative, planned and
personally took charge of the arrangements.
The equipment of the store is modern in every
respect, a feature of which is the installation of
the Sel-Rex record counter, the newest device
in the trade for hearing records. Seven private
MUSIC MEMORY CONTEST BULLETIN
Educational Department of Sanger Bros., Dallas,
Tex., Prepares Elaborate Series of Plans and
Suggestions for Carrying on Such a Contest
With the Aid of the Victrola
The outline includes suggestions for securing
the support of school officials, newspapers,
churches, etc., methods for raising necessary
funds, the materials needed and the cost, the
Victor literature of special value in the carrying
on of the contest, and detailed plans for the
carrying on of the contest itself. A number of
the suggestions offered by the National Bureau
for the Advancement of Music, which was re-
sponsible for the music memory contest idea,
are included in the bulletin, which is an ad-
mirable production in every respect.
The value of the music memory contest in the
work of developing interest in the Victrola and
Victrola music is strongly emphas:'zed by the
wholesale Victrola department of Sanger Bros.,
Dallas, Tex., which has recently issued a com-
prehensive set of instructions and suggestions
for conducting a music memory contest. The
outline is the work of L. A. Inman, director of
the Victrola educational department of Sanger
Bros., and is based largely upon suggestions
made by many noted supervisors of music.
PEARSALL CO/SGIFT TO DEALERS
The Silas E. Pearsall Co., New York, Victor
wholesaler, presented its clientele with a hand-
some bronze tray as a Yuletide remembrance.
This tray can be utilized for many practical pur-
poses, and forms another link in the set of
bronze gifts that have been sent out to the trade
by this popular Victor wholesaler. This year's
gift was erroneously reported as a tray made of
lacquered brass.
RETAIL DEALERS — The jWabtSon Is the Greatest
TABLE PHONOGRAPH Ever Offered to the Trade
A Real Phonograph
Plays ten or twelve-
inch records as clear
and loud as the
largest phonograph .
Compact— has a
real motor.
mechanically perfect in every detail.
arge amplifying
THE MADISON TABLE PHONOGRAPH. Size, 13" wide-12" deep— high
This is not an assembled machine — every part manufactured in one factory
Never before has such value been offered by anyone at this price.
Mahogany polished lacquer finish — all parts finest grade nickel plate — improved mica sound-box
chamber — speed regulator — start and stop device.
SAMPLE PRICE $7.50 Firms not rated remittance with order QUANTITY PRICE QUOTATIONS ON REQUEST
We offer jobbers a very attractive proposition — territories still open— write us today.
We have a leatherette carrying case for the fHabtsnn — price on request.
MADISON MUSIC COMPANY
114 East 28th St., New York City
THE TALKING MACHINE WORLD
January 15, 1922
l/oucan'tqo wrong
with any jeist'song'
rO HEAR IT
LEADING —
ORCHESTRAS
EVERYWHERE
> SNAPPY BIT Of SYNCOPATION
AS GOOD AS THE FAMOUS
"WANG WANG BLUES*
CLEVER AUTOMATIC "TALKER"
Six Dry Cells Play Over 2,000 Records on New
Machine Containing Novel Equipment
publicity man of the show. The one-sheet post-
ers listing Bert Williams' records have started
the ball rolling in the sale of Bert Williams'
records in a very gratifying way.
An automatic talking machine electrically op-
erated by means of six dry cells is described in
the current issue of Science and Invention. This
invention, which is the work of James T. Sibley,
has been thoroughly tested and 2,000 records
have been played on it without exhausting the
power of the batteries. A clever governor keeps
the speed of the machine absolutely constant;
a special reproducer allows of the playing of any
record, and a repeat arrangement can be set so
that a record can be automatically played as
many times as desired.
TONEPEN MAKING RAPID PROGRESS
New Needle Now Being Merchandised by
Dealers Everywhere — Company Making Plans
for Intensive Sales Campaign
BERT WILLIAMS SCORES IN CHICAGO
Chicago, III., January 10. — Bert Williams'
troubles in "Under the Bamboo Tree" at the
Studebaker Theatre in Chicago are the delight of
the thousands of people that are seeing him —
just as his troubles on Columbia records are the
delight of millions. Bert Williams is to be
seen now to a better advantage than he has ever
been for years. The Columbia Graphophone
Co. is securing unusual co-operation during Bert
Williams' appearance in Chicago. A one-sheet
poster featuring five of his records and circulars
for circularization over dealers' mailing lists
have been furnished through the courtesy of the
The Tonepen Co., New York, manufacturer of
Tonepen needles, states that its product is be-
ing well received by the dealers throughout the
country. Distribution has been established from
coast to coast, and the company has received
enthusiastic letters from the dealers relative to
the quality of its product and its sales value.
A few weeks ago the Tonepen Co. also re-
ceived an interesting letter from a prominent
manufacturer of an automatic repeater, who
stated that he had tested the Tonepen needle
and was delighted with its tone and wearing
qualities, the contents of which, in detail, will be
gladly sent to members of the trade. The com-
pany is making plans to give its dealers prac-
tical co-operation during 1922, and an intensive
sales and merchandising campaign is under way.
D. L. Hogan, of Kankakee, 111., who was a
visitor to the Chicago office of the Columbia
Co. the other day, reported a fair sale of Grafo-
nolas during the holidays.
1922
HITS
1922
NERVOUS BLUES
By the writer of Crazy Blues.
Sung by Edith Wilson. Played by the Original Jazz Hounds.
Columbia Record No. a-3479
OLD TIME BLUES
"Variety" says : "This was the Greatest Finale
of any Show ever played on Broadway."
Sund by Edith Wilson. Played by the Original Jazz Hounds.
Columbia Record No. b-3506.
BUGLE BLUES
That Great Sensational Blues. Played by the Original Jazz Hounds.
Columbia Record No. a-3541.
MY JUNE LOVE
By SPENCER WILLIAMS
The Hit of the "Put and Take" Show, Broadway's Fastest Musical Comedy
ALAN DALE says — "It's a wonderful tune."
PERRY BRADFORD, Inc., 1547 Broadway, New York
A LETTER FROM A DEALER
"New York, December 17, 1921.
"Editor, Talking Machine World, New York.
"Dear Sir: Tremendous changes are taking
place in our business. It is now in a state of
flux, but only the purblind fail to perceive the
new order emerging from the chaos. This new
order is not a thing of progress, but is rather a
case of atavism, a reversion to the pre-A. T.
Stewart era, when merchandising was only an-
other name for 'doing' somebody.
"This condition has been brought about by a
few unscrupulous jobbers, apparently with the
tacit approval of the manufacturers. No attempt
is being made to stop price cutting, misrepre-
sentation and all-around rascality now running
riot in our business. Nay, it is actually encour-
aged by certain jobbers by granting franchises
to the lowest element and mpst notorious de-
spoilers of our industry. Their advice to the
dealers seems to be: 'Make sales, honestly if
you can, but make them anyway.' And the pres-
ent avalanche of 'gyps' infesting the whole coun-
try, and New York in particular, is one of the
results.
"It is obvious that the legitimate dealer cannot
continue much longer. I must sound an alarm
and say to my friends who persist in living in
a fool's paradise: 'Beware, the new order is upon
you! Either fight for your business with your
backs to the wall or get out while the getting out
is good!' You are not wanted any longer. You
.were the goose that had1 been laying the golden
eggs; the new order is for the killing of the
goose. You must step aside and make room for
the new darlings of these jobbers — the Pitch
Blacks, the Blackbergs and their class.
"But you still have a powerful weapon in your
hands. If you use it with unswerving resolve,
then your battle is won; but if you are weak-
kneed, if the temptation to get a missing record
is too strong for you — better don't start. Bow
your head and receive all the cuffs and kicks •
which are the heritage of the puny. This is your
weapon: Trade only with the fair and square
jobbers, of whom a few are still left. Refuse
absolutely to have any dealings with those job-
bers who have made themselves conspicuous by
their treacherous actions.
"You may think yourself safe in your locality
because you have always been on the level. But
as sure as you are born a jobber is lurking
around, giving you 'the once over,' trying to find
an opening for a licensed gyp. Big sales is all
that jobber cares for, and the gyp will always
outsell you ten to one. Remember, it is a mat-
ter of life and death to your business. Many
gyps, I am informed, have filed applications for
franchises, among them the well-known Mr.
Blaokberg. He, too, gave 'his word of honor'
to be 'good' (after pledging himself to purchase
several carloads of goods). Who knows but the
same jobber who whitewashed Mr. Pitch Black
might also declare Mr. Blackberg 'kosher'?
(Signed) "Theo. Arison."
January 15, 1922
THE
TALKING MACHINE WORLD
147
F. W. SCHWOEBEL WITH CORLEY CO.
Becomes Wholesale Manager of the Victor De-
partment of the Widely Known Richmond
House — Experienced, Capable and Popular
Richmond, Va., January 10. — F. W. Schwoebel,
well known in the Victor trade throughout the
South, joined the forces of the Corley Co.,
of this city, on January 1. He will act in the
capacity of wholesale manager of the Victor
department.
For a period running over several years Mr.
Schwoebel has been affiliated with the Victor
product. For a considerable length of time he
was employed by the Victor Co. as traveling
representative in the South. Later on in his
career he became attached to the staff of one
of the Southern Victor jobbers. A short time
ago he severed this connection and joined the
staff of the Eclipse Musical Co. He left this
last position to assume the duties of manager
of the Victor wholesale department of the Cor-
ley Co.
The many years of experience which Mr.
Schwoebel has had in selling the Victor line and
his personal intimate contact with the Southern
trade and Southern conditions make him ad-
mirably suited for his new position. There is
no doubt that the addition of Mr. Schwoebel to
the staff of the Corley Co. will prove a very
valuable asset to the house for the ensuing year
and years to come.
SHELTON ELECTRICS^ FOR NOTED MEN
John D. Rockefeller Again Joins Forces with
A. I. du Pont and Henry Ford in Paying
Tribute to Merits of This Motor
W. Gentry Shelton, president of the Shelton
Electric Co., New York City, reports that an-
other Shelton electric motor for the talking
machine has been purchased by John D. Rocke-
feller. Among the users of this efficient electric
motor, which is placed on the top of the motor
board next to the turntable, are such well-
known men as Henry Ford and Alfred I. du
Pont. Some time ago Mr. Rockefeller pur-
chased a Shelton motor for his Pocantico Hills
estate. It evidently gave entire satisfaction, as
last week another one was ordered. It is ex-
pected that still another will be purchased within
the next few months for use in his Summer
home. Mr. Shelton has also been granted pat-
ents on a non-set automatic stop, which effi-
ciently stops the motor as the last record groove
is reached. He is negotiating with several prom-
inent talking machine manufacturers relative to
the exclusive use of this stop.
NEW THROW=BACK TONE ARM LIKED
Wm. Phillips, president of the Wm. Phillips
Phono-Parts Co., reports that the new throw-
back tone arm No. 5, which is octagon in shape,
together with the No. 5 octagon sound box, is
meeting with much popularity wherever shown.
Mr. Phillips describes this new product as hav-
ing a dual appeal. The octagon shape and ex-
cellent finish are very pleasing to the eye, and
this new combination produces an exceptionally
fine, full tone.
The Wm. Phillips Phono-Parts Co. completed
a satisfactory year during 1921, and Mr. Phillips
predicts that 1922 will see a continuance of
good, normal business.
OPENS BRANCH IN BREWSTER, N. Y.
Heim's Music Store, Danbury, Conn., of
which Jackson & Hanson are proprietors, hav-
ing purchased the business after the death of
Mr. Heim, who established the business twenty-
one years ago, recently opened a branch store
in Brewster, N. Y. The house handles pianos,
Victrolas and a complete line of musical goods
and operates another branch in Ridgefield, Conn.
Without self-control there can be no success.
ELECTRIC DISPLAY
SERVICE
SELLS RECORDS
»My Heart
one of
MCormacks
finest love lyrics
VICTOR RECORD
'rtfc ■
FOUR PANELS EACH MONTH FOR $6.00
ADVERTISING VICTOR RECORDS EXCLUSIVELY
1*0 fnafc
VICTOI
PJ8831
The profit of one 85c. record pays for the service 24 hours, including cost of
electricity
See display at your distributor's or write us for full particulars
jauf7 wm
eepNoMore
fy FOX TROT
rjHaywJ by Fdul Whitman *n& Orchestra
DA-LITE" ELECTRIC DISPLAY COMPANY
114 NORTH ERIE STREET TOLEDO, OHIO
148
THE TALKING MACHINE WORLD
January 15, 1922
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
SPLENDID OPPORTUNITY for experi-
enced piano and talking machine man to buy
interest in an exclusive music store in one of the
most prosperous towns in Maine. Great future
for hustler. Owner has other business and can-
not give time that business deserves, so will sell
interest in same or entire business. Investigate
this proposition at once. Address "Opportunity,
Box 1078," care The Talking Machine World,
373 Fourth Ave., New York City.
POSITION WANTED— Recording engineer of
experience and ability desires to become asso-
ciated with established firm manufacturing com-
mercial records of quality. Address "Box 1074,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
WANTED — Salesmen now traveling to handle
our varied line of talking machine record dusters
on liberal commission. E. T. Gilbert Mfg. Co.,
Rochester, N. Y.
EXPERIENCED MANAGER wishes to locate in the
East. If you desire the services of a manager who has
had ten years' experience with both Victor and Bruns-
wick lines, one who is capable of handling and organizing
an up-to-minute department, I know I can interest you.
I am at present managing a large department in the West
and I am in position to furnish the best of references. Ad-
dress "Box 1081," care The Talking Machine World, 373
Fourth Ave., New York City.
POSITION WANTED — Recording engineer open for
engagement. Familiar with all phases of the record busi-
ness. Has own machine. Address "Box 1083," care The
Talking Machine World, 373 Fourth Ave., New York City.
FOR SALE
A few hundred $35 model table machines at a
sacrifice. Will sell in large or small quantities.
Write at once as we do not expect to have this
lot on hand for any length of time. Also a few
million Puritone and Truetone needles at a very
low- price. Address "Box 1075," care The Talking
Machine World, 373 Fourth Ave., New York City.
BESTONE STEEL NEEDLES
TWO CENTS PER PACKAGE
All tones. No orders accepted for less than 100,-
000 needles. Packed 100 needles to package. Limited
quantitv at this price. Cole & Dunas Music Co.,
56 West Lake St., Chicago, 111.
FOR SALE
Talking machine booths, complete equipment,
Unico booths for music store. Sectional construc-
tion easily shipped and erected equal to new and
priced less than half present value. For full in-
formation address H. J. Straten, 209 North Liberty
St., Baltimore, Md.
FOR SALE
Parts for assembling two-spring motors
similar to Heineman No. 7. Send for com-
plete list. Address "Box 1073," care The
Talking Machine World, 373 Fourth Ave.,
New York City.
FOR SALE
Mermod Swiss Motors. 385 two-
spring Mermod Swiss motors, com-
plete with winding crank, 12-inch
felt turntable, brake and speed regu-
lator. Plays three to four 10-inch
records. Price $4.00. Address XYZ.
"Box 1080," care The Talking Ma-
chine World, 373 Fourth Ave., New
York City.
See page 144 for further Classified Ads.
FOR SALE
Very neatly fitted up music store, doing
a good business in substantial and rapidly
growing business section of Westchester
County (N. Y.) town. Store now drawing
upon a population of 25,000. Six booths,
Brunswick, Sonora and Q R S lines. Ex-
traordinary opportunity for enterprising
phonograph man. Doubtlessly acceptable
reason for selling. Address Lambert Friedl,
201 Valentine Lane, Yonkers, N. Y. Phone
Yonkers 3273.
FOR SALE
A quantity of standard make of rec-
ords, English, Jewish, Italian, all new
and various selections. To close out
at sacrifice price, $25.00 per hundred.
Write for particulars today. Address
"Box 1076," care The Talking Ma-
chine World, 373 Fourth Ave., New
York City.
RECORDS WANTED
Will buy entire stocks, large
or small, of Brunswick, Colum-
bia or Victor records. Would
consider other good lateral-cut
records. If you "need the mon-
ey" write J. P. Decker, 526
Duquesne Way, Pittsburgh, Pa.
1000 CARTONS MYSTO NEEDLES
AT SACRIFICE PRICES
Sixty 10c boxes of Mysto phonograph
needles to each carton. Each 10c box con-
tains 50 Mysto needles in brass finish. Each
needle guaranteed to play ten records. At-
tractive display carton in colors. Regular
wholesale $3.90 per carton.
OUR PRICES
1 Carton, $1.75 50 Cartons, $1.40 ea.
5 Cartons, 1.60 ea. 100 Cartons, 1.30 ea.
10 Cartons, 1.50 ea. Entire lot, $1 per carton.
FANTUS BROS., 1317 S. OAKLEY AVE.,
CHICAGO, ILL.
FOR SALE
Established phonograph store for sale. Go-
ing abroad. Apply "Box 1077," care The
Talking Machine World, 373 Fourth Ave.,
New York City.
FOR SALE
Completely equipped phonograph, recording lab-
oratory and plating plant, also executive offices, vi-
cinity 59th St., New York City. For further par-
ticulars see George Closset, Jr., 50 East 42nd St..
or phone Vanderbilt 7396.
POSITION WANTED — Expert matrix man and plater.
Am familiar with the most up-to-date laboratory layout.
Capable of handling wax to the finished matrix or stamper.
Had eighteen years experience. Address "Box 1079," care
The Talking Machine World, 373 Fourth Ave., New York.
EXPERT REPAIRING
OF ALL MAKES OF PHONOGRAPHS
Vitanola — World— Eltina— Victoi — etc.
Send in your broken Motors and Tone Arms via
Parcels Post or Express to
NORTHWESTERN PHONOGRAPH WORKS
218 S. Waba»h Ave., Chicago, 111.
Mot°rs Phone, Wabash 8693 Tone Arms
MERCHANDISE WANTED
Owner of Music House, with growing bus-
iness, would consider adding another phono-
graph line. Submit proposition. Address
Music House, 15 Main St., Newton N J
PARTS AND REPAIRS
Let us do your repair work. Specialists on phono-
graph repairs. Any make of machine. We also
sell springs, tone arms, sound boxes and all other
phonograph parts and supplies. Mandel Phono.
Parts Co., 1329 W. Lake St., Chicago, 111.
FOR SALE
1 9-inch Hermance Moulder (1909 Model)
1 38-inch Crescent Band Saw
1 Hall & Brown 2-Spindle Shaper
1 30-mch Whitney Planer
1 H. B. Smith Belt Sander
1 Variety Saw
1 Hall & Brown Jointer (Round Head)
1 Rip Saw
1 Swing Cut-off Saw
1 Jig Saw
All machines guaranteed to be in first-class
condition. For prices write The Parlephone
Co., St Joseph, Mo.
FOR SALE
One hundred No. 1 Supreme Nickel-plated
Tone Arms. If taken at once, $1.50 each
Address "Box 1082," care The Talking Ma-
chine World, 373 Fourth Ave., New York
City.
SALESMEN
Selling phonograph records can add materi-
. ally to their income by communicating with
''Box 1085," care The Talking Machine
World, 373 Fourth Ave., New York City.
FOR SALE
Half interest in established music house in
central Western city of 60,000; investment for
expansion of business ; standard lines. Address
"Box 1052," care The Talking Machine World,
373 Fourth Ave., New York City.
Sacrifice Sale of 15,000 Standard
10-inch DOUBLE DISC RECORDS
Very large assortment
AU desirable — no patriotics.
In 100 lots, 19c In 2.000 lota. 17c
In 250 lots. IShkc In 5.000 lots, 16%c
In 500 lota, 18c. In 10,000 lots. 16c
In 1,000 lots, 17Hc Entire stock, 15c each.
Terms: Net F.O.B. Chicago. Subject to prior sale.
Fantus Bros.. 1315 S. Oakley Ave., Chicago. III.
WANTED
Phonograph records and musical merchandise.
My several outlets and connections enable me
to give you quick action on job lots, over-
stocks and complete lines of any kind of
musical merchandise you wish to liquidate.
All transactions confidential. Address J. K.
Morgan, Leiter Bldg., Stores, State and Van
Buren St., Chicago, 111.
FOR SALE
Recording machine for sale with tools for
lateral recording at reasonable figure. Ad-
dress "Box 1084," care The Talking Ma-
chine World, 373 Fourth Ave., New York.
January 15, 1922
THE TALKING MACHINE WORLD
149
On With The Sales
Let Profits Be Unconhned
Thousands of Wide-a-Wake Stores are doing a phenomenal
business with popular priced records
The Merchandise Sensation of Last Year
and with Greater Prospects for 1922
Quality
Banner Records are
equal in quality to
the best records on
the market regardless
of price.
Some of the Hit Numbers
"SAY IT WITH MUSIC"
"TUCK ME TO SLEEP"
"MY SUNNY TENNESSEE"
"I WANT MY MAMMY"
"APRIL SHOWERS"
"WHEN FRANCIS DANCES"
"THE SHEIK OF ARABY"
"TY-TEE"
"SONG OF INDIA"
"DAPPER DAN"
"SWEET LADY"
"WABASH BLUES"
"PEGGY O'NEIL"
"TEN LITTLE FINGERS'
"MA"
"KA-LU-A"
"BLUE DANUBE BLUES'
"YOO-HOO"
Recordings
The leading orches-
tras and vocal artists
whose names appear
on the standard rec-
ords also make Ban-
ner records.
Besides the Popular Numbers we have a Catalog of the Best Selling Standard Numbers
PLAY ON
ANY
PHONOGRAPH
PLAZA MUSIC CO.
18 West 20th Street New York City
PLAY ON
ANY
PHONOGRAPH
150
THE TALKING MACHINE WORLD
January IS, 1922
EUROPEAN HEADQUARTER
hUI\^T mm \W% 2GP-ESHAM E>LDG.,BASINGHALL ST.. E.C.LONDON '
W. LIONEL STURDY, MANAGER
Expect New Year to Show Up Favorably in
Comparison With Trade Prospects of a Year
Ago — Christmas Trade Makes Satisfactory
Showing — Annual Report of Federation of
British Music Industries — Review of Condi-
tions in Germany — The Record as a Censor of
the King's English— Important Issues by the
Record Companies — "His Master's Voice" in
Electricity — Trade Figures Show Business
Progress — New Baby Record — News of Month
London, Eng., December 29— With this issue we
enter upon a new year, which it may reasonably
be anticipated will show up favorably in com-
parison with trade prospects one year ago. One
year ago our hopes of a big trade revival all
over the world were at least bright in promise of
fulfilment. But, oh ! what a sad result! 1921 will
go down into history, in the opinion of 90 per
cent of traders, as a commercial failure of the
first magnitude. It is useless to cry over spilled
milk, and equally useless to waste time racking
one's brains about what might have been. The
only satisfaction possible is to make full use of
our 1921 experiences, to profit by them in what-
ever way seems best calculated to forward along
our trade plans for the new year.
1922, however, promises to make a really good
start. The industrial and social unrest existent
for so long throughout the world at last shows
definite signs of improvement. This better un-
derstanding will strengthen as the year proceeds
along its allotted course, establishing a firmer
foundation upon which to build and develop com-
mercial structures for the benefit of the com-
munity.
Throughout the world of politics good will
among nations has manifested itself. In the
domestic sphere full credit must be given the
value Britain and Ireland will derive from a
settlement of their centuries-old disagreements.
Along the peaceful path of commercial develop-
ment progress of permanent utility can now be
registered. In a hundred-and-one directions the
outlook is distinctly brighter than it has been
for years. It just means that the wheels of com-
merce throughout the world will -gradually move
toward normal revolution and stability. With
this gradual improvement unemployment must,
in proportion, become steadily less and less.
To reorganize the shattered forces of industrial-
ism is an evolutionary attainment which may yet
take a year or more to accomplish, but to know
that we are at least on the road is in itself a
satisfaction, the beneficent influence of which
will spread good cheer throughout the communi-
ties of the world. That is the kind of good cheer
required to help and accompany us all through-
out the year 1922.
Christmas Trade Very Satisfactory
By optical evidence at the large London ware-
houses and reports from different trade centers I
am confirmed in the belief that the gramophone
industry experienced as satisfactory a turnover
as any during the Christmas season. At such a
time most firms are busy; it is, therefore, a little
difficult to make comparisons. Though it may be
true that sales registered did not constitute a
record in the annals of our business, the position
this Christmas was infinitely better than last.
Indeed, more than one wholesale firm assured
me that, if anything, the retail trade seemed
brighter and more responsive than for the past
two seasons. The class of trade experienced
generally was more in the direction of cheap and
medium-priced goods. And this is perhaps quite
understandable, considering the state of unem-
ployment during the whole of 1921. The high-
class trade is nevertheless fairly good, though
far below what it should be at this time of year.
As to records, the popular-priced ones are selling
quite well. The majority of dealers are doing a
brisk trade in discs up to 3/- each.
The Federation's Annual Report
The Federation of British Music Industries has
just issued its Blue Book, being the second an-
nual report for the year ended August, 1921. Its
seventy pages make quite a voluminous volume,
the contents of which make interesting reading.
The extent of the Federation's activities and
wide interests, as reflected in the report, is really
surprising. From every angle the welfare of the
music industries is nurtured and developed under
the expert direction of the Federation's staff. A
great amount of most valuable work has been
accomplished to the benefit of every section of
the trade. If this good work is to go forward
the Federation must receive financial support.
Its new chairman, Louis Sterling, has already
made a very successful appeal to traders, result-
ing in subscriptions totaling several thousands
of pounds. But this is not enough. Some idea
of the amount required is shown by the fact that
for the fiscal year above mentioned expenditures
exceeded income by no less than £3,584 9s. lOd.
To meet this amount the Federation Fund was
drawn upon, but that will not do again. If it is to
continue, and we all want it to, the Federation
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
"His Master's Voice'
Copyright
This intensely human pic-
ture stands for all that is
best in music
—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-,
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records
DENMARK: Skandinavisk Grammophon-Aktl-
eselskab, FrihaTnen, Copenhagen.
FRANCE: Cie. Franchise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
liqne, Parle.
SPAIN: Compafila del Gramofono, 66-58 Balmes,
Barcelona.
SWEDEN: Skandlnaviska Grammophon-Aktie-
bolaget, Drottning Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nersky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 9, Golovinsky
Prospect, Tlflla; Nowy-Swlat 30, Warsaw; 11
Michallovskaya Ulltsa, Baku.
INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.
Great Britain:
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophonium, Ltd., 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown; Mackay Bros., Post Box 251, Johannes-
burg; Mackay Bros. & McMahon, Post Box 419,
Durban; Ivan H. Haarburger, Post Box 105,
Bloemfontelu ; Franz Moeller, Post Box 108, East
London; B. J. Bwlns & Co., Post Box 86, Queens-
town; Handel House, Kimberley; Laurence &
Cope, Post Box 132, Buluwayo ; The Argus Co.,
Salisbury.
EAST AFRICA: Bay ley & Co., Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Boss! & Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel, Post Box 414.
Alexandria.
The Gramophone Company, Ltd.
HAYES
MIDDLESEX
ENGLAND
January 15, 1922
THE TALKING MACHINE WORLD
151
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
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REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
CaUe Addieu "Lyrecotfec, London"
FROM OUR LONDON HEADQUARTERS — (Continued from page 150)
must absolutely be in a position to balance each
year's expenditures against each year's revenue.
A £3,000-a-year Federation can have little in-
fluence; a £10,000-a-year Federation will carry
all before it and make the music trade a pros-
perous industry for its members everywhere.
Excess Profits Duty on Easy Payment Terms
An important concession to business firms has
been announced by the Chancellor of the Ex-
chequer. It refers to the payment of the excess
profits duty. The welcome statement by the
Chancellor is as follows: "With a view to as-
sisting industry in its present difficulties, I intend
to propose to the House of Commons, in con-
nection with the Finance Bill of next year, a
scheme for spreading payment of outstanding
arrears of excess profits duty, in suitable cases,
over a period of five years from January 1 next.
The instalments would be payable quarterly, and
5 per cent interest charged on all outstanding
arrears. Thousands of pounds' arrears are in-
volved in some cases, the prevalent trade de-
pression being responsible for inability of busi-
ness firms to pay at time of assessment."
Needed Reform of Bankruptcy Laws
Our bankruptcy laws are very much in need
of revision. Even though he may be aware of
his insolvency, there is nothing to stop a man
juggling with money and goods at the expense
of his creditors. Debts are piled up and up
without responsibility until a creditor becomes
suspicious and forces the debtor to file his peti-
tion in bankruptcy. There is little or no protec-
tion for the creditors, though a recent case
brings to light that it is an offense if within two
years of bankruptcy petition it can be shown
that the debtor materially contributed to or in-
creased the amount of his insolvency by gam-
bling. The punishment for this may be two
years' hard labor.
German Trade Policy Varied
The depreciation of the mark in nearly all
countries of the world is not benefiting German
exporters to the extent that seems probable at
first glance. The German Government is seek-
ing to secure a larger share of the plunder by an
increase of the export tax on gramophone goods
from 2 to 6 per cent. And in addition to the
previous regulations insisting that German ex-
porters must deliver against foreign currencies,
and not against payment in marks, the new regu-
lations state that all dealings must be effected
through banks, which must report to the Reichs-
bank the amount of foreign exchange involved.
It is said that so far these regulations have ex-
erted little or no influence, though by this effort
speculation in marks and foreign currencies may
perhaps be reduced.
As regards German trade, it is generally ad-
mitted to be in a flourishing state, though high-
water mark has been reached. According to
some reports the tide is even now on the turn
and a reaction has set in.
The British Chancellor of the Exchequer, in
the course of a recent speech upon the subject,
informed his audience that German exports to
the United Kingdom were very much on the
decline. During nine months ended September
last we imported German goods to the value of
only £15,000,000— in value just about a quarter
of the figures for 1913. He said some people
thought the trade depression was because we
were exacting reparations from Germany, but
he thought that was not the reason, as the
United States, which had waived any reparation
claim, had as great, if not a greater, degree of
unemployment than we had here.
Edison Bell and Winner News
J. E. Hough, Ltd., are keeping dealers well ad-
vised of seasonable selling lines for Christmas
and New Year trade. This is conveyed by
means of attractive publicity matter, a batch of
which is just to hand. One leaflet advertises a^
special offer of hornless gramophones at a really
remarkable selling figure. In addition, dealers
are offered a special discount and given every in-
ducement to place substantial orders for this
entirely British machine.
Great success has attended the issue of the
little Bell record, diameter S]/2 inches, double
sided, retailing at 1/3. As explained in a pre-
vious report, these miniature records are real
shellac discs — not cardboard — and all have been
specially recorded. Nursery rhymes, popular
hits and dance numbers comprise some of the
many items already programmed.
The December "Winner" record list evokes
high praise from factors and dealers. It repre-
sents a seasonable collection of pleasing titles,
of which there are some special to the kiddies
and some for the grown-ups. The contributors
comprise such popular artists as Charles Pen-
rose, Stanley Kirkby, the Elliotts, Jay Laurier,
Miss Marie Novello (the popular pianist) and
Talbot O'Farrell, among others. The latter artist,
by the way, has been exclusively engaged by
Messrs. Hough for the recording of the great
Irish peace song, "The Tears of an Irish
Mother," a copy of which has been accepted by
Lloyd George. The song is listed on Winner
No. 3611 and is coupled with "Muldooney's
Christening," by the same artist.
H. M. the King Orders a Winner
In aid of the Variety Artists' Benevolent Fund
a grand performance by a number of "stars" was
given before Their Majesties the King and
Queen, Princess Mary and Lord Lascelles. Billy
Merson in "The Society Entertainers" came un-
der favorable notice and the King and Queen
were so tickled by his droll presentment that
they inquired if it was obtainable on a record.
Being informed that a recording of the piece by
Billy was on "Winners," made by J. E. Hough,
Ltd., at the Edison Bell Works, Peckham, His
Majesty ordered that a record should be sent to
Buckingham Palace. Acknowledgment has since
been received.
A Speaking Trade-mark
The work upon the erection of the "His Mas-
ter's Voice" trade-mark on the front of the com-
pany's fine Oxford street premises is, at time of
writing, almost complete. This wonderful elec-
tric sign is probably the largest in size and cer-
tainly the most ambitious in design to be seen
anywhere in London. That it will attract great
attention when in operation is a foregone con-
clusion. The value of this electric sign as a
speaking trade-mark will outweigh all other
forms of gramophone publicity on the highways
of our great city.
Survey of the King's English by Records
The officials of the London University College
have given themselves over to a close study of
the many fascinating changes in the English
language — of the past, the present, and will also
give attention to the likely pronunciation of the
future. Professor Jones avers that our language
has changed and is changing according to certain
laws as immutable as those of the Medes and the
Persians. Periodic changes can only be regis-
tered by means of the gramophone. Therefore,
a complete phonetic survey of the dialects, past
and present, of the English language is to be
attempted. It is said that so perfect are the re-
cording instruments installed at the University
for the purpose stated that there is no dialect
which could not be recorded both in sound and
symbol to-day, so that in, say, a thousand years'
time scientific workers could know how each
human group held converse. The records taken
will be sealed for that purpose and deposited in
a safe place.
November Trade Figures Show Improvement
Though the increase is but slight, it is satis-
factory that some progress is indicated by the
Board of Trade returns for the month of No-
vember, showing exports of the value of nearly
£73,000,000 and imports just over £89,000,000.
Compared with November, 1920, the export fig-
ures are less by £60,000,000, so we have a lot to
catch up. It is a hopeful sign that industrial
conditions continue to show gradual improve-
ment.
Some New Zonophone Record Issues
The new Zonophone list itemizes a welcome
number of attractive vocal and instrumental
items for Christmas trade. As will be appre-
ciated by the following examples, these records
are of a class to appeal to a wide musical taste:
No. 2182 is another brilliant contribution by the
famous St. Hilda Colliery Band. It gives a well-
balanced performance of "Orpheus" and "St.
Hilda March," the latter being especially good.
No. 2180 carries selections I and II of a pot-
pourri of "hits" under the appropriate title of
"Rages and Crazes,'.' a really good selling record,
by the Black Diamond Band. Record 2191 is a
real jazzer by Jack Hylton's Jazz Band. The
(Continued on page 152)
u
"PERFECT
POINTS"
M M
BRITAIN'S BEST
Gramophone Needle
(Guaranteed made from High Carbon Steel)
IS MADE BY
W. R. STEEL, of REDDITCH,
Head Office and Works— QUEEN ST.
Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.
RESULT:
A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality
INQUIRIES SOLICITED
Special Quotations for Quantities
152
THE TALKING MACHINE WORLD
January 15, 1922
EDISON BELL
CABLE
"PHONOKINO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietors end Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS— (Continued from page 151)
titles are "Mooning" and "Coal Black Mammy,"
both fox-trots. G. H. Elliott, the popular come-
dian, is heard to advantage on 2190. "There's
Going to Be a Wedding" and "My Old Home in
Virginia" are characteristic of his style and will
be welcomed by a large Elliott clientele. No.
2185 bears a couple of acceptable songs, "Cheery
Song" and "The Memory of a Song," by Robert
Woodville. Both are of the robust order and
particularly well sung. Sydney Coltham's fine
tenor voice is finely used in the rendition of
"Provence" and "Ah! Though the Silver Moon
Were Mine" (Lohr) on record No. 2183.
Twenty-three Years Ago
That's a catchy caption; it makes one wonder
what happened all those years ago. The answer
is found in an advertisement that is now appear-
ing in the Belfast newspapers. It reads in part:
"The evolution of mechanical devices during the
past twenty-three years has been truly phenom-
enal. . . . One cannot help recalling October,
1898, when a word unknown to our citizens was
just printed in our columns. That word ap-
peared in a paragraph advertisement inserted by
a well-known merchant. We refer to the word
'gramophone,' and our advertiser was T. Edens
Osborne, Belfast," etc.
It is this interesting kind of publicity that
stands for distinctive methods in the conduct of
the very fine business which Mr. Osborne so
ably directs.
Bigger Discount for Pathe Dealers
The London house of Pathe Freres has an-
nounced concessions on trading discounts that will
please their retail agents all over the country.
In addition to the usual retail discount there will
be an increased discount up to 10 per cent cash
monthly on accounts for machines and acces-
sories. This also applies to records, and in every
case is subject to prompt payment within one
month from date of invoice.
For goods of the value of £5 and over pack-
ing cases are free, and carriage is paid on all
parcels of not less than £2 net value.
Another Little Record — the "Pop"
Advance information reaches me from the
Sound Recording Co., Ltd., this city, of the issue
of a baby "Popular" record, about Sy2 inches in
diameter, double sided, to retail at the nominal
figure of 1/-. The little "Pop," as it is called, is,
of course, begotten of the well-known "Popular"
standard-size record. A first list of fifty titles
is now in the hands of dealers. Every known
style of music is listed — band, orchestral, solo
instrumental, piano, etc., and vocals. The titles
are mainly of the tip-top "hit" order. Some of
them I have played over; they are excellently
well recorded, good volume and tonal quality.
The little "Pop" is a first-class new trading line
for dealers everywhere.
SMALLTOWN OPPORTUNITIES
Talking Machine Dealer by Developing Friendly
Spirit Can Build Up His Business
The small-town talking machine merchant has
opportunities which are denied to dealers in the
large cities. He can, if he is energetic and dis-
posed to friendliness, become personally ac-
quainted with a great many people in his com-
munity. This is a valuable asset which should
not be overlooked and the small-town dealer is
wise and showing foresight if he enters into the
civic work which is such an integral part of these
communities.
Henry Blumberg, son of J. Blumberg, Colum-
bia dealer at Waukegan, 111., took an extra week's
vacation from his allotted Christmas vacation at
Plarvard this year to assist his father in a holi-
day campaign on Columbia Grafonolas in their
store at Waukegan. It was a great success.
You Ought to Know
In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in
THE
flUJIC TIRADE
REVIEW
ESTABLISHED 1876
The oldest and leading music trade weekly, which covers every branch of the industry
It Contains
Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States
"Review the Music Trade With Us"
Send your $2 now for a full year's subscription to
THE MUSIC TRADE REVIEW
373 FOURTH AVENUE NEW YORK
January 15, 1922
THE TALKING MACHINE WORLD
153
LATEST PATENTS ,
RELATING ToTALKING
RECORDS
Washington, D. C, January 8. — Sound-repro-
ducing Machine. Forest Cheney, Chicago, 111.,
assignor to the Cheney Talking Machine Co.,
same place. Patent No. 1,395,092 and Patent No.
1,395,093.
The first-named invention relates to sound-
reproducing machines, and more particularly to
sound amplifier means therefor.
As is well known to those skilled in the art,
while the initial vibrations of the diaphragm of
such machines potentially set up all of the com-
plex air vibrations necessary to produce the
fundamental tones and overtones going to make
up the character and tone color of all the in-
struments or voices (the tones of which are being
reproduced), said air vibrations are nevertheless
very weak and must be amplified and strength-
ened in order that the sounds will be reproduced
in sufficient volume.
One of the objects, therefore, of this invention
is to increase, in a novel manner, the volume of
sound-reproducing machines.
Another object is to provide a simple and ef-
fective combination of parts to increase the
volume of sounds adapted to meet the various
requirements for commercial operation.
These and other objects are accomplished by
providing in a sound-reproducing machine a
sound chamber having an inlet and an outlet,
the latter of which is smaller than the inlet.
Figure 1 is a fragmentary plan view of a
sound-reproducing machine embodying the in-
vention; Fig. 2 is a fragmentary rear elevation
of the same machine, and Fig. 3 is a detail sec-
tional view taken in the plane of line 3 — 3 of
Fig. 2.
Patent No. 1,395,093 relates to sound-repro-
ducing machines, and more particularly to an
improved sound amplifier therefor.
As is well known to those skilled in the art,
while the initial vibrations of the diaphragm of
such machines potentially set up all of the com-
plex air vibrations necessary to reproduce the
fundamental tones and overtones going to make
up the character and tone color of the recorded
sound of instruments or voices, said air vibra-
tions are nevertheless very weak and must be
amplified and strengthened in order that the re-
corded sounds will be developed and reproduced
in sufficient volume.
It has been discovered that the volume of
sound which can be reproduced by a sound box
and tone arm of a given size may be greatly
increased by conducting the sound waves from
the tone arm through a cubical distributing
chamber and therefrom by a plurality of outlets
the area of each of which is less than the area
of the cubical chamber, the effect of this ar-
rangement being to control the sound by pro-
viding a slightly restricted aperture from the
cubical chamber to the outlet. Such a chamber
is employed in combination with a plurality of
amplifiers, each comprising a mechanical throat,
orchestral sections and a violin resonator such
as described in Letters Patent of the United
States No. 1,170,800 and No. 1,170,801, granted
on February 8, 1916.
One of the objects of the invention is to pro-
vide a talking machine with a plurality of am-
plifiers so constructed and arranged as to in-
crease, in a novel manner, the volume of the
reproduced sound.
Another object is to provide a talking machine
with a distributing or tone chamber into which
the sound is delivered from the tone arm and
from which it is directed through a plurality of
outlets, which outlets are in connection with the
usual amplifiers or resonators. The distributing
chamber which is found most desirable for the
proper reproduction of sound is a cubical one,
i
1
i
Nil
and it is with the cubical chamber that the out-
lets communicate.
These and other objects of the invention are
accomplished by providing a sound-reproducing
machine having a distributing chamber, a plu-
rality of resonators and connections between the
distributing chamber and resonators comprising
orchestral sections and mechanical throats.
In the drawings Figure 1 is a horizontal sec-
tional view on line 1 — 1 of Fig. 2, showing the
preferred embodiment of the invention; Fig. 2
is a sectional view on line 2 — 2 of Fig. 1; Fig. 3
is a section on line 3 — 3 of Fig. 1; Fig. 4 is a
section on line 4 — 4 of Fig. 2, and Fig. 5 is a
section on line 5 — 5 of Fig. 1.
Resonance Chamber for Sound-reproducing
Apparatus. Hermann Schroder, New York. Pat-
ent No. 1,395,602.
One of the primary objects of this invention is
to provide a resonance chamber possessing fea-
tures which will adapt it to modulate and at the
same time improve the quality of the tones re-
produced and thus obviate all harsh and dis-
cordant sounds and greatly increase the faithful-
ness with which the sounds are reproduced. An-
other object is to provide for an increase in the
carrying quality of the reproduced sounds.
A further object of the invention is to provide
a resonance box, sound chamber or basin so con-
structed as to adapt it to contain a volume of
water or other liquid in order to produce the
advantageous results above mentioned.
Figure 1 is a perspective view of' a cabinet
phonograph equipped with the resonance cham-
ber and sound outlet embodying the invention;
Fig. 2 is a horizontal sectional view throug'h the
forward portion of the cabinet and illustrating
the forward portion of the said chamber in plan;
Fig. 3 is a view partly in side elevation and partly
in front to rear section illustrating the manner in
which the resonance chamber is arranged within
the cabinet of the phonograph, and also clearly
showing method of draining the said chamber of
its contents; Fig. 4 is a perspective view of the
resonance box removed from the cabinet.
Reproducer. Abraham Atlas, Philadelphia, Pa.
Patent No. 1,395,937.
The invention relates to phonographs and has
for an object to provide a reproducer for repro-
ducing vocal, instrumental or other sounds.
Among other features the invention compre-
hends a reproducer, designed to be cheaply
manufactured and to effectively produce sounds
from the grooves or sound undulations of a
phonograph record, and to this end use is made
of a body preferably carried on a suitable swing-
ing support so that it can operate over the rec-
ord and with the aid of a stylus produce the
sound simulating the nature of the particular
sound record from the same by instrumental or
vocal production, the usual amplifier or horn
being dispensed with.
Figure 1 is a fragmentary side elevation show-
ing the application of the reproducer; Fig. 2
is a vertical longitudinal sectional view taken
as-, s
through the reproducer substantially on the line
2 — 2 in Fig. 1, and Fig. 3 is a horizontal sec-
tional view taken through the reproducer.
Lid Support. Frank Oberst, Glendale, N. Y.,
assignor to the Sonora Phonograph Co., New
York. Patent No. 1,395,350.
This invention relates to devices for support-
ing the lid or cover of a talking machine in a
partly open position whereby the tone arm, turn-
table, record, speed regulating and braking de-
vices are rendered accessible, and has for its
objects to provide a device which will automati-
cally support the cover when the latter is raised
to a predetermined position; which will be capa-
ble of easy release to enable the cover to be
closed, which will be noiseless in operation,
which will be cheap to construct and which will
not get out of order.
Figure 1 is a longitudinal section of a portion
of a talking machine cabinet provided with the
invention, the section being taken on the line
1 — 1 of Fig. 2; Fig. 2 is a transverse section on
the line 2 — 2 of Fig. 1; Fig. 3 is a horizontal
section on the line 3 — 3 of Fig. 1; Fig. 4 is a
detail view of a modification, and Fig. 5 is a
detail view of a further modification.
Process of Making Styli and Products Thereof.
Byron E. Eldred, New York, assignor to the
Commercial Research Co., same place. Patent
No. 1,396,412.
This invention relates to processes of making
styli and products thereof, and it comprises a
method wherein a rod or bar of hard low heat-
conductive metal, such as tungsten or tungsten
group metal or alloy, of any desired cross sec-
tion, is covered with a sheath of protecting
metal, advantageously high heat-conductive stiff
and strong, high-melting metal, such as iron,
steel, nickel, nickel steel, or the like, and the
two are co-worked down to stylus diameter, cut
into stylus lengths and the core of one or both
ends of each such length exposed and pointed if
desired, and it further comprises a compound
stylus having a core of hard low heat-conductive
(Continued on page 154)
154
THE TALKING MACHINE WORLD
January IS, 1922
PATENTS RELATING TO TALKING MACHINES AND RECORDS — (Continued from page 153)
metal, such as tungsten or tungsten group metal
or alloy and a sheath of higher heat-conductive
high-melting stiff and strong metal, such as steel,
iron, nickel, nickel steel and the like, the core
being exposed at one or both ends and pointed
if desired.
In the drawing Figure 1 is a longitudinal sec-
tion showing two metals assembled; Fig. 2 is a
similar view after the metals have been heated
and united; Fig. 3 is a longitudinal section on
an enlarged scale showing the compound metal
bar after it has been drawn or swaged; Fig. 4 is
an elevation of the complete stylus on an en-
larged scale.
Sound-selecting Apparatus. Win. H. Bristol,
Waterbury, Conn. Patent No. 1,396,402.
The invention relates to the reproduction of
sound, particularly when under amplification, and
either directly or through the medium of a per-
manent record and a reproduction apparatus
therefor.
The invention is concerned more especially
with sound reproduction involving the use of
super-sensitive devices such as thermionic and
other amplifiers in combination with telephonic
transmitting means, for example, as more par-
ticularly set forth in co-pending application Serial
No. 330,119. In the reproduction of sound in
this manner it becomes necessary as a result of
the extreme sensitiveness of the amplifying means
to exclude all extraneous sounds, echoes and
reflections. To this end it has heretofore been
found necessary to suitably pad the walls and
ceiling of the room in which desired sound waves
were produced for recording purposes. While
this expedient may be satisfactory for some pur-
poses, it of course excludes the making of rec-
ords, for example, in auditoriums, churches,
court rooms and under various other conditions
where it would be desirable to obtain a record
of a speaker or speakers or of musical selections.
It is found by locating the electrical trans-
mitting mechanism employed at the rear of a
suitable protector box, which is lined with sound-
deadening material, as heavy felt or like material,
that the expensive and troublesome lining of the
walls and ceiling, formerly necessary, may be
dispensed with and the desired sounds selected
so that entirely satisfactory records may be ob-
tained under conditions which have heretofore
precluded the making of such records.
Figure 1 illustrates in perspective a sectional
protector box for the transmitting apparatus;
Fig. 2 is a vertical section thereof.
Talking Machine. Clinton E. Woods, Water-
bury, Conn. Patent No. 1,396,083.
The principal object of this invention is to
provide new and improved means for mounting
REPAIRS
All Makes of Talking Machine*
Repaired Promptly and Efficiently
REPAIR PARTS FOR ALL MACHINES
ANDREW H. DODIN
28 Sixth Avenue New York
TELEPHONE. SPRING 1 194
the movable sound-conveying arm of a talking
machine so as to allow the usual freedom of
movement of the sound box carried by said arm
and to co-operate with said arm in providing a
smooth, sound-tight and unobstructed passage-
way for sound.
Another object of this invention is to provide
new and improved means for connecting said
movable arm to the stationary amplifying mem-
ber or horn, which means may be quickly and
easily assembled and taken apart.
Figure 1 is a plan view of a sound box, sound-
conveying arm and mounting therefor, in accord-
ance with this invention, and Fig. 2 is a side
elevation, partly in section, of the supporting
deck, sound-conveying arm and associated parts
of a talking machine.
Phonographic Record Cleaning Device. Leon-
ard A. Wellington, Keene, N. H. Patent No.
1,396,544.
This invention relates to a cleaning means for
removing particles of dust from the sound
grooves of a phonographic record and the object
is to provide a cleaning brush of soft material
which is mounted in such a manner as to be
moved across the face of the disc or sound rec-
ord during the playing of the same.
Another object is to provide means for the
vertical adjustment of said brush to accommo-
date the same to different machines which may
vary somewhat as to the height of the sound
record.
Figure 1 is a top plan view showing the device
as applied; Fig. 2 is a side elevation of the de-
vice; Fig. 3 is an enlarged horizontally vertical
section through the pivotable point and adjust-
ing means; Fig. 4 is an enlarged top plan view
2*5
3flU
of the inner end of the roller support, and Fig. 5
is a modified form disclosing a different form of
means fop mounting the device upon the machine.
Stylus Holder for Phonograph Reproducers.
Martin Elmer, Hastings, Mich. Patent No. 1,-
397,835.
This invention relates to improvements in
stylus holders for phonograph reproducers and
the main objects are:
First, to provide an improved stylus holder
which eliminates the scratching noise commonly
incident to phonographs.
Second, to provide a stylus holder which is
adapted for use with the numerous types of
phonograph sound boxes now on the market and
in more or less extensive use.
Figure 1 is a detail side elevation of a stylus
holder embodying the features of the invention,
the record being shown conventionally and a por-
tion only of the sound box being shown; Fig. 2
is a detail transverse section through the im-
proved stylus holder on a line corresponding to
line 2 — 2 of Figs. 1 and 3, parts being shown in
full lines for convenience in illustration; Fig. 3 is
a vertical section on a line corresponding to
line 3 — 3 of Fig 2, parts being shown in full
lines; Fig. 4 is a plan view of the blank from
which the body and jaws of the holder are
formed; Fig. 5 is a plan view of the blank.
Sound-reproducing Apparatus. Henry K. San-
dell, Chicago, 111. Patent No. 1,399,403.
The present invention relates to apparatus for
reproducing sounds, and more particularly to ap-
paratus wherein a plurality of vibratory dia-
phragms may be actuated independently and
simultaneously by a single reproducing needle or
stylus to produce different series of sound waves.
Figure 1 is a side elevation, partially in section,
of a device constructed in accordance with the
present invention; Fig. 2 is an end elevation,
partly in section on line 2 — 2 of Fig. 1 of the
reproducing mechanism, the parts thereof em-
bodying the diaphragm supports not being
shown; Fig. 3 is a vertical section on the line
3 — 3 of Fig. 1, and Fig. 4 is a plan view of the
amplifiers, being taken in section through the
conduits leading thereto.
Attachment for Sound Boxes. Frank L. Capps,
Brooklyn, N. Y. Patent No. 1,399,003.
This invention relates primarily to sound boxes
for playing the well-known zigzag sound records,
but the underlying principles of the invention
can be utilized in connection with sound boxes
for playing other types of records. The object
of the invention is to modulate the audible re-
production, so as to play one record or selection
more softly, and another more loudly, or to play
the same record more softly on one occasion and
more loudly on another, without in any case dis-
torting the music.
The invention comprises broadly a plurality
or series of interchangeable attachments, each
readily securable to and removable from the
sound box, and each comprising its own par-
ticular stylus bar or lever fulcrumed thereon,
each lever (with its stylus or needle) differing
from the others in the series (as in dimensions
or material, or both), so as to produce (with its
needle) the softer or the louder playing as the
case may be.
Figure 1 is a side or edge view, mainly a dia-
metric section, of a conventional sound box,
showing the new attachment in place; Fig. 2 is
a perspective, showing the inner face of the new
attachment, removed from the sound box, and
Fig. 3 is intended to illustrate the plurality of
such interchangeable attachments.
A recent fire in the building occupied by the
National Phonograph Co., 2713 Roosevelt road,
Chicago, caused damage estimated at $50,000.
DAMAGED VARNISH
like taxes and death, you can't avoid,
so get wise to the use of
LESLEY'S PATCHING VARNISH
dries instantly making permanent in-
visible patches.
PRICE $".uO for complete finishers re-
pair outfit or $1.50 for 1 pt. of varnish
and set of stains with working direc-
tions.
Write for free catalog
LESLEY'S CHEMICAL CO.
Indianapolis, Ind.
January 15, 1922
THE TALKING MACHINE WORLD
155
dyanaf
RECORD BULLETINS^
February, 1922
VICTOR TALKING MACHINE CO.
POPULAR SONGS
45263 Second Hand Rose Fanny Brice
My Man (Mon Homme) Fanny Brice
15836 Rose of My Soul John Steel
Whisper to Me in the Starlight John Steel
15837 Georgia Rose Sterling Trio
Tomorrow Land Sterling Trio
1SS3S I've Got My Habits On Miss Patricola
Happy Hottentot Miss Patricola
1S841 When Shall We Meet Again,
Edna Brown-Elliott Shaw
Mississippi Cradle Edna Brown-Elliott Shaw
DANCE RECORDS
18835 My Sweet Gal — Fox-trot.
All Star Trio and Their Orchestra
I'm Laughing All the Time — Fox-trot,
All Star Trio and Their Orchestra
18839 Gypsy Blues — Fox-trot,
Paul Whiteman and His Orchestra
When Buddha Smiles — Medley Fox-trot,
Paul Whiteman and His Orchestra
11842 Just a Little Love Song — Fox-trot,
Paul Whiteman and His Orchestra
Ty-Tee — Fox-trot,
Paul Whiteman and His Orchestra
18843 Granny, You're My Mammy's Mammy — Fox-trot,
Club Royal Orchestra
All That I Need Is You— Fox-trot,
Club Royal Orchestra
18845 I Want My Mammy — Mandy 'N' Me — Fox-trot,
Joseph C. Smith and His Orchestra
Stealing — Fox-trot,
Joseph C. Smith and His Orchestra
35713 Popular Songs of Yesterday — Medley Waltz No. 1,
Hackel-Berge Orchestra
Popular Songs of Yesterday — Medley Waltz No. 2,
Hackel-Berge Orchestra
VOCAL AND INSTRUMENTAL RECORDS
45264 Mill By the Sea Elsie Baker
Baby Dreams Elsie Baker
18840 (1) Run, Run, Run (Concone), (2) Jumping
(Gurlitt), (3) Running Game (Gurlitt), (4) Air
de Ballet (Jadassohn) Victor Orchestra
Waltzes 1, 2 and 9 (Brahms) .. Victor Orchestra
RED SEAL RECORDS
Emilio De Gogorza, Baritone
66019 For Ever and For Ever! F. Paolo Tosti
Mischa Elman, Violinist
74724 Alice, Where Art Thou? J. Ascher
Flonzaley Quartet
74726 Quartet in D Major — Allegro Moderato. .Haydn
Amelita Galli-Curci, Soprano
66014 01' Car'lina James Francis Cooke
Orville Harrold, Tenor — In French
66017 Les Saltimbanques — C'est l'amour (The Mounte-
banks— 'Tis Love) Louis Ganne
FIRST VICTOR RECORDS BY HULDA LASHANSKA
Hulda Lashanska, Soprano
66021 Canzonetta Goethe-Loewe
Hulda Lashanska, Soprano
(With Criterion Quartet)
66020 Sweet and Low Tennyson-Barnby
Titta Ruffo. Baritone — In Spanish
87331 Querida (My Darling) Spaeth-Seismit-Doda
Ernestine Schumann-Heink, Contralto — In German
87332 Still wie die Nacht (Calm as the Night),
Carl Bohm
E. H. Sothern and Julia Marlowe
74704 Taming of the Shrew — Part I Shakespeare
74705 Taming of the Shrew — Part II Shakespeare
Arturo Toscanini and La Scala Orchestra
74725 Fete Boheme (Bohemian Festival) (No. 4 from
"Scenes Pittoresques" ) Massenet
Reinald Werrenrath, Baritone
66018 Where My Dear Lady Sleeps,
Wieatherly-Breville-Smith
Efrem Zimbalist, Violinist
(Piano accompaniment by Emanuel Balaban)
64955 Russian Dance Zimbalist
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:a
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COLUMBIA GRAPHOPHONE CO.
SYMPHONY RECORDS
49936 Could I — Tenor Solo Charles Hackett
A3510 The Swallows — Soprano Solo Lucy Gates
The Wren — Soprano Solo Lucy Gates
49922 Mira, Di Acerbe Lagrime (Here, Pleading at
Thy Feet), from "II Trovatore" — Soprano
and Baritone Duet,
Rosa Ponselle and Riccardo Stracciari
79749 Serenata, Op. 15, No. 1— Violin Solo,
Duci de Kerekjarto
79720 Mattinati ('Tis the Day)— Baritone Solo,
Riccardo Stracciari
A3518 The Old Rugged Cross — Baritone Solo,
Oscar Seagle
When They Ring the Golden Bells for You
and Me Oscar Seagle and Male Quartet
A6202 Valse Lente and Pizzicati, from "Ballet Sylvia,"
Columbia Symphony Orch.
Espana Rhapsody ... .Columbia Symphony Orch.
A3522 My Hawaiian Melody — Hawaiian Guitar Duet,
Ferera-Franchini
My Sweet Sweeting — Hawaiian Guitar Duet,
Helen Louise-Frank Ferera
A3509 Cho-Cho-San — Fox-trot Eddie Elkins' Orch.
Tea Cup Girl — Fox-trot. .Eddie Elkins' Orch.
A3516 Ka-Lu-A (Intro.: "Didn't You Believe," from
Good Morning, Dearie") — Medley Fox-trot,
Knickerbocker Orch.
Under direction of Eddie Elkins
Blue Danube Blues (from "Good Morning,
Dearie") — Fox-trot Knickerbocker Orch.
A3519 The Sheik — Fox-trot Ray Miller and
His Black and White Melody Boys
Weep No More (My Mammy) — Fox-trot, Ray
Miller and His Black and White Melody Bovs
A6203 When Francis Dances With Me (Intro. "In the
Old Town Hall")— Medley Waltz,
Prince's Dance Orch.
Love's Ship (Intro.: "Say You'll Be Mine") —
Medley Waltz Prince's Dance Orch.
A3517 Song of Love (from "Blossom Time") — Tenor
Solo Edwin Dale
I'll Forget You — Tenor Solo Edwin Dale
A3521 Da Da Da, My Darling— Tenor Solo,
Frank Crumit
When Francis Dances With Me — Tenor Solo,
Frank Crumit
A3520 I Want My Mammy — Tenor and Baritone Duet,
Vernon Dalhart-Al Bernard
That's How I Believe in You.... Edwin Dale
A3507 I Hold Her Hand and She Holds Mine,
Al Herman, Comedian
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They Call It Dancing (from "Music Box Re-
vue") Al Herman, Comedian
A3506 Old-Time Blues (from "Put and Take"),
Edith Wilson and Johnny Dunn's Original
Jazz Hounds
Frankie Edith Wilson and Johnny
Dunn's Original Jazz Hounds
DANCE RECORDS
MID-MONTH LIST
A3515 April Showers — Fox-trot. .. .Eddie Elkins' Orch.
June Moon — Fox-trot Eddie Elkins' Orch.
A3512 Leave Me With a Smile (Intro.: "I Wonder If
You Still Care for Me") — Medley Fox-trot,
The Happy Six
How Many Times (Intro.: "The Sheik") — Med-
ley Fox-trot The Happy Six
A3514 Gypsy Blues (Intro.: "Love Will Find a Way,"
from "Shuffle Along") — Medley Fox-trot,
The Happy Six
Birds of a Feather (Intro.: "I've Got the Joys")
— Medley Fox-trot Manhattan Orch.
A3508 Unexpectedly Bert Williams, Comedian
Brother Low Down.. Bert Williams, Comedian
A3513 Yoo-Hoo Al Jolson, Comedian
Georgia Rose — Male Quartet,
Broadway Quartet
AEOLIAN COi
30146
30147
52025
52026
24021
30148
14265
14266
14267
10 14268
14269
14270
14271
1427;
14273
BRUNSWICK RECORDS
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OPERATIC SELECTIONS
Rigoletto — Si vendetta (Yes, my vengeance)
(Verdi) — Soprano and Baritone, in Italian,
Vocalion Orch. Accomp.,
Evelyn Scotney and Giacomo Rimini
STANDARD SELECTIONS
Elegie (Massenet) — Soprano, in French, Voca-
lion Orch. Accomp Marie Sundelius
The Lost Chord (Procter-Sullivan) — Baritone,
Vocalion Orch. Accomp.. John Charles Thomas
Carmena Waltz Song (Walton-Wilson) — Soprano,
Vocalion Orch. Accomp May Peterson
Pale Moon (Glick-Logan) — Tenor, Vocalion Orch.
Accomp Colin O'More
The World Is Waiting for the Sunrise (Lockhart-
Seitz) — Tenor, Vocalion Orch. Accomp.,
Colin O'More
INSTRUMENTAL SELECTIONS
Slavonic Dance No. 1 in G Minor (Dvorak) —
Violin; Piano Accomp. by Willy Schaeffer,
Sasha Culbertson
Air Louis III (Gavotte) (Ghys),
The Aeolian Light Orchestra
Pulcinello (Aletter),
The Aeolian Light Orchestra
SACRED SELECTIONS
I Love to Tell the Story (Hankey-Fisher) —
Contralto and Tenor, Orch. Accomp.,
Nevada Van Der Veer and Reed Miller
God Be With You Till We Meet Again (Tomer)
■ — Contralto and Baritone, Orch. Accomp.,
Helen Clark and Elliot Shaw
HAWAIIAN SELECTIONS
Sweet Hawaiian Girl of Mine (Sam A. Perry),
Ferera and Franchini
Susquehanna Shore (Young- Parish-Squires),
Ferera and Franchini
(The following record is supplementary to the
bulletin)
HEBREW SELECTIONS
Hatikvoh (The Song of Zion) (Imber) — In
Hebrew Orch. Accomp Jean Alfred
Rosinkes mit Mandlen (A Jewish Lullaby) (Gold-
faden) — In Hebrew, Orch. Accomp.,
Jean Alfred
ITALIAN SELECTIONS
Mandulinata a Napule (Serenade at Naples)
(Murolo-Tagliafferro) — 'In Italian; Mandolin;
Harp and Flute Accomp . . . Roberto Rotondo
'A Canzona si ttu (A Song You Are) (Murolo-
deCurtis) — In Italian; Mandolin; Harp and
Flute Agcomp Roberto Rotondo
POPULAR SELECTIONS
Granny (My Mammy's Mammy) (Young-Lewis-
Akst) — Orch. Accomp Charles Harrison
When Shall We Meet Again (Egan- Whiting) —
Orch. Accomp Broadway Quartet
That's How I Believe in You (Dubin-Cunning-
ham-Rule) — Orch. Accomp.,
Charles Harrison and Everett Clarke
I've Fallen in Love With the Girl of My Dreams
(Ash-Cormack) — Orch. Accomp Sam Ash
DANCE SELECTIONS
Arkansas Blues ( Lada- Williams) — Fox-trot,
Yerkes' S. S. Flotilla Orchestra
Stop! Rest Awhile (Gilbert-Brymn) — Fox-trot,
Yerkes' S. S. Flotilla Orchestra
Dapper Dan (Von Tilzer) — Fox-trot,
Thies' Detroit Ritz Orchestra
I Want My Mammy (Breau) — Fox-trot,
Thies' Detroit Ritz Orchestra
14274 Blue Moon (Burtnett-Marcasie) — Fox-trot.
Thies' Detroit Ritz Orchestra
Can You Forget (Hugo Frey) — Fox-trot,
Thies' Detroit Ritz Orchestra
14275 The Sheik of Araby (Smith-Wheeler-Snyder) —
Fox-trot The Californian Ramblers
Georgia Rose (Intro. Snowflake) (Rosenthal-'
Morgan) — Fox -trot. .The Californian Ramblers
14276 Don't Forget (Herscher-Burke) — Fox-trot,
Ray Miller's Black & White Melody Boys
Da-Da, Darling (Leslie- Monaco) — Fox-trot,
Ray Miller's Black & White Melody Boys
14277 I've Got My Habits On (Durante) — Fox-trot,
Selvin's Dance Orchestra
Just a Little Love Song (Young-Lewis-Cooper)
Fox-trot Selvin's Dance Orchestra
35009 She Loves Me, She Loves Me Not (Intro. "Doll
House" from "A Perfect Fool") (Ed Wynn)
Fox-trot,
Ray Miller's Black & White Melody Boys
Stealing (Sullivan) — Fox-trot,
The Newport Society Orchestra
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10049 Rigo'etto — La donna e mobile (Woman Is Fickle)
(Act III) (Verdi) — Tenor, in Italian, with
Orchestra Mario Chamlee
10036 My Ladd;e (Troubetzkoy-Thayer) — 'Soprano, with
Orchestra Florence Easton
30025 Kamennoi-Ostrow (Op. 10) (Stony Island)
(Rubinstein) — Pianoforte Solo. .Leopold Godowsky
30024 La Capricieuse (Elgar) — Violin Solo; Pianoforte
by Paul Frenkel Bronislaw Huberman
13031 I'll Forget You (Burns-Ball) — Tenor, with Or-
chestra Theo. Karle
The World Is Waiting for the Sunrise (Lock-
iart-Seitz) — Tenor, with Orchestra ... .Theo. Karle
5071
13032
5075
2166
2071
2172
2173
2168
5072
2169
2174
2171
2175
2170
2177
Listen to the Mocking Bird (Winner) — Soprano
and Mixed Trio, with Bird Voices and Or-
chestra; Bird Voices by Margaret McKee,
Marie Tiffany
Ma Curly-Headed Baby (Clutsam) — Soprano,
with Orchestra Marie Tiffany
Autumn and Winter (Glazounow) — Violin, 'Cello
and Piano Elshuco Trio
Swedish Folk Song (Swendsen) — Violin, 'Cello
and Piano Elshuco Trio
Arlesienne — Minuet (Bizet) — Concert Band,
Vesella's Italian Band
Arlesienne — Farandole (Bizet) — Concert Band,
Vesella's Italian Band
Sally in Our Alley (Carey-Smith) — Male Quartet,
Strand Quartet
Bells of Shandon (Mahoney-Nevin) — Male Quartet,
Strand Quartet
Velma (Rosebrook) — Saxophone Solo, with Orch.,
Rudy Wic-doeft
Saxophone Fantasie (Rosebrook) — Saxophone Solo,
with Orchestra Rudy Wiedoeft
Georgia Rose (Sullivan-FIynn-Rosenthal) — Tenor,
with Orchestra James Craven
I Want My Mammy ( Vehner-Breau) — Baritone,
with Orchestra Ernest Hare
I'm Just Too Mean to Cry (Parish- Young-
Squires) — Tenor, with Orchestra,
Al Bernard with Carl Fenton's Orchestra
Brother Low Down (Bernard-Briers) — Tenor,
with Orchestra,
Al Bernard with Carl Fenton's Orchestra
Mandy V Me (Kalmar-Conrad-Motzan) — Tenor
and Male Trio, with Orchestra,
Billy Jones and Male Trio
Dapper Dan (Brown-Von Tilzer) — Tenor and
Baritone, with Orchestra,
Billy Jones and Ernest Hare
Stars — iFox-trot (Alden) for Dancing,
Isham Jones Orchestra
What'll You Do — 'Fox-trot (Isham Jones) for
Dancing Isham Jones Orchestra
Snowflake (From "Greenwich Village Follies")
Fox-trot (Morgan) for Dancing,
Gene Rodemich's Orchestra
April Showers (From "Bombo") — Fox-trot (Sil-
vers) for Dancing Gene Rodemich's Orchestra
I'm Cuckoo Over You — Fox-trot (Mitchell-
Brooks) for Dancing. . Bennie Krueger's Orchestra
Bow-wow Blues — Fox-trot (Friend-Osborne) for
Dancing Bennie Krueger's Orchestra
Song of Love — Waltz (From "Blossom Time")
for Dancing (Adapted from Melodies of Franz
Schubert and Heinrich Berte by Romberg),
Carl Fenton's Orchestra
When Shall We Meet Again? — Waltz (Whiting)
for Dancing Carl Fenton's Orchesrta
The Sheik — Fox-trot (Ted Snyder) for Dancing
(Orchestral Arrangement by Walter Haen-
schen) Rudy Wiedoeft's Californians
Broken Toy — Fox-trot (Flatow-Magine) for Danc-
ing (Orchestral Arrangement by Walter Haen-
schen) Rudy Wiedoeft's Californians
Ka-Lu A (From "Good Morning, Dearie") — Fox-
trot (Jerome Kern) for Dancing,
Carl Fenton's Orchestra
Blue Danube Blues (Intro. "Toddle") (From
"Good Morning, _ Dearie") — Fox -trot (Jerome
Kern) for Dancing Carl Fenton's Orchestra.
SPECIAL RELEASE
Leave Me With a Smile — Fox-trot (Burtnett)
for Dancing Carl Fenton's Orchestra
Weep No More, My Mammy — Fox-trot (Pollack)
for Dancing Carl Fenton's Orchestra
EDISON AMBEROL RECORDS
4446
4447
4448
4449
4450
4433
4434
4435
4436
4437
4438
4439
4440
4441
4442
4443
4444
4445
4428
4429
4430
4431
4432
TIMELY RECORDS
Mary O'Brien (Polla) — Tenor Jim Doherty
Plantation Lullaby (Stevens-Gillette-Holmer) —
Male Voices Crescent Trio
How Many Times — Fox-trot (Robinson) for Danc-
ing Club de Vingt Orchestra
Shuffle Along — Medley Fox-trot (Intro. "Love
Will Find a Way" and "Gypsy B'.ues") (Sissle-
Blake) for Dancing,
Harry Raderman's Jazz Orchestra
When Buddha Smiles — Fox-trot (Brown) for
Dancing Club de Vingt Orchestra
REGULAR LIST
Brazil — Fox-trot (Fells-Sherman) for Dancing,
Max Fells' Delia Robbia Orchestra
Jane (A. Von Tilzer) — Male Voices. .Crescent Trio
Sadie's Birthday Party, Vaudeville Specialty,
Julian Rose
0 Happy Day (Rimbault) — Mixed Voices,
Metropolitan Quartet
Hugs and Kisses — Fox-trot (Meyer),
Broadway Dance Orchestra
Waggle o' the Kilt (H. Lauder) Glen Ellison
With All Her Faults I Love Her Still (Rosen-
field) — Tenor. .. .Walter Scanlan and Mixed Chorus
Carolina Lullaby (Panella) — Violin, Piano acc.
Jessie L. Deppen Rae Eleanor Ball
Silver Sands of Love (Sanders-Carlo-Breau) —
Soprano and Tenor,
Elizabeth Spencer and Charles Hart
Rosy Cheeks — Fox-trot (Squires) for Dancing,
Club de Vingt Orchestra
1 Wants to Stand On Dixie Land (I Don't Want
to Be a Cullud Man No Mo') (Hacker),
Al Bernard
I Ain't Gonna Be Nobody's Fool (Davis-Bennett-
Van-Schenck) Isabelle Patricola
If Shamrocks Grew Along the Swanee Shore
(Fairman-Van-Schenck) — Tenors,
Charles Hart and Lewis James
HTTS ON SALE IN DECEMBER
Somewhere in Naples — Fox-trot (Zamecnik) for
Dancing Lanin's Orchestra
Fancies — Fox-trot (Spencer) for Dancing,
Green Bros. Novelty Band
Say It With Music — Fox-trot ("Music Box
Revue") (Berlin) Lanin's Orchestra
Mississippi Cradle — Medley Waltz (Intro. "Al-
ways in My Dreams") (Olman-Cooke) for
Dancing Green Bros. Novelty Band
June Moon — Fox-trot (Magine-Straight),
. Lanin's Orchestra
EDISON RECREATIONS
50861 Creatore's Band March (Iasilli),
Creatore and His Band
Pep — Characteristic (Amsden),
New York Military Band'
{Continued on page 156)
156
THE TALKING MACHINE WORLD
January 15, 1922
ADVANCE RECORD BULLETINS FOR FEBRUARY— (Continued from page 155)
50S62
50863
50S64
806S2
806S3
806S4
80685
80686
80687
82245
82246
80673
80674
73001
73002
50890
50891
50892
Saxema (Wiedoeft) — Saxophone Rudy Wiedoeft
Return of Spring waltz (Waldteufel) — Accordion,
Clarinet and Guitar The Three Vagrants
With All Her Faults I Love Her Still (Rosen-
feld) — Tenor. ... Walter Stanlan and Mixed Chorus
Silver Sands of Love (Sanders-Carlo-Breau) —
Soprano and Tenor,
Elizabeth Spencer and Charles Hart
Gospel Hymns No. 1, Chimes Bells of Old
Trinity, New York Played -by William Murray
Gospel Hymns No. 2, Chimes Bells of Old
Trinity, New York Played by William Murray
Santiago Waltz (Corbin) Peerless Orchestra
Conchita (Vecsey),
Armand Vecsey and His Hungarian Orchestra
Perpetuum Mobile — Suit No. Ill in G (Ries) —
Violin Mischa Violin
Hungarian Rhapsody (Popper) — Violoncello,
Lauri Kennedy
The Wren (Lehmann) ; and The Cuckoo (Leh-
mann) — Soprano Stella Power
Se Saran Rose (Love in Springtime) (Arditi)
— Soprano, in Italian Stella Power
I Need Thee Every Hour (Lowry) — Mixed Voices,
Metropolitan Quartet
Come, Thou Fount of Ev'ry Blessing (Wyeth) —
Mixed Voices Metropolitan Quartet
Forgotten (Cowles) — (Bass Eugene Cowles
O'er the Billowy Sea (E. Smith) — Bass,
Donald Chalmers and Male Chorus
Do You Hear Me Calling? (Schroeder-MacGui-
gan) — Violin Madeleine MacGuigan
Lancelot — Pizzicato (Adam) Reed Orchestra
Carmen Fantasie — Op. 25 (Sarasate) — Violin,
Albert Spalding
Kujawiak (Seconde Mazurka) (Wieniawski) —
Violin Albert Spalding
Siegmund's Liebeslied (Siegmund's Love Song —
Die Walkiire) (Wagner) — Tenor, in German,
Jacques Urlus
Ein Schwert verhiess mir der Vater (A Sword
Mv Father Foretold) — Die Walkiire (Wagner)
— Tenor, in German Tacques Urlus
CHRISTIAN SCIENCE RE-CREATIONS
Ninety-first Psalm No. 7, Lesson Sermon, "Soul"
(MacDermid) — Baritone Robert C. Dyrenforth
Thou Wilt Keep Him in Perfect Peace No. 8,
Lesson Sermon, "Mind" (Patten) — Baritone,
Robert C. Dyrenforth
Rabboni! No. 9, Lesson Sermon, "Christ Jesus"
(Barker) — Baritone Robert C. Dyrenforth
Seek Ye the Lord No. 10, Lesson Sermon, "Man"
(Andrus) — Baritone Robert C. Dyrenforth
GERMAN RE-CREATIONS
Der kleine Rekrut (The Little Recruit) (Kiicken)
— Tenor Paul Reimers
Der Tannenbaum (The Christmas Tree); and
0 Du Frohliche (O Sanctissima) — Tenor,
Paul Reimers
Treue Liebe (True Love) — Baritone,
Eduard Mittelstadt
Lebewohl (Farewell) (Silcher) — Baritone,
Eduard Mittelstadt
FLASHES
Tuck Me to Sleep (In My Old Kentucky Home)
(Meyer) — Xylophone. . Signor Lou Chiha "Friscoe"
In My Heart, On My Mind All Day Long, and
1 Wonder If You Still Care for Me (Kalmar-
Ruby-Snyder) — Xylophone,
Signor Lou Chiha "Friscoe'
It's You — Fox-trot (Conrad) for Dancing,
Rudy Wiedoeft's Californians
Georgia Rose — Fox-trot (Rosenthal) for Dancing,
Rudy Wiedoeft's Californians
Ka-Lu-A — ^Medley Fox-trot (Intro. "Blue Danube
Blues" from "Good Morning, Dearie") (Kern),
Broadway Dance Orchestra
Leave Me With a Smile — Fox-trot (Koehler-
Burtnett) for Dancing. ... Club de Vingt Orchestra
QENNETT LATERAL RECORDS
4806 Brother Low Down (Bernard-Briers) — Fox-trot,
Ladd's Black Aces
I've Got to Have My Daddy Blues (Erdman-
Cohn-Jones) Ladd's Black Aces
4807 My Hawaiian Melody (Ringle-Coots) — Fox-trot,
Frank Ferera's Trio
Susquehanna Shore (Squires) — Waltz.
Frank Ferera's Trio
4808 Weep No More, My Mammy (Pollack) — Fox-
trot A. Gentile's Dance Orchestra
I Want My Mammy (Breau) — Fox-trot,
A. Gentile's Dance Orchestra
4809 She's a Mean Job (Selby) — Fox-trot, for Danc-
ing (Acc. Ladd's Black Aces) — Tenor,
Billy De Rex
I Got It, You'll Get It (Pollack-Brown)— One-
step, for Dancing (Acc. Ladd's Black Aces) —
Tenor Billy De Rex
4810 Stars (Alden) — Fox-trot,
Nathan Glantz and His Orchestra
Song of India (Runsky-Korshkoff ) — Fox-trot,
Nathan Glantz and His Orchestra
4811 Rock of Ages (Toplady-Hastings) — Vocal Quar-
tet Unaccomp Criterion Quartet
Lead, Kindly Light (Newman-Dykes) — 'Vocal
Quartet Unaccomp Criterion Quartet
4812 The Sweetest Story Ever Told (Stults) — Violin,
Piano and 'Cello Taylor Trio
Silver Threads Among the Gold (Danks) — Violin,
Piano and 'Cello Taylor Trio
4813 Georgia Rose ( Sullivan-Flynn-Rosenthal ) — Tenor,
with Orch. Accomp Chas. Harrison
Frankie (Snyder) — Tenor, with Orch. Accomp.,
Irving Kaufman
4814 Granny (My Mammy's Mammy) ( Young-Lewis-
Akst) — Tenor, with Orch. Accomp.,
Chas. Harrison
Have You Forgotten? (Kerr-Burtnett-Cooper-
Stevenson) — Tenor, with Orch. Accomp.. Sam Ash
4815 I've Got My Habits On (Durante) — Fox-trot,
Bailey's Lucky Seven
In My Heart, On My Mind All Day Long (Kal-
mar-Ruby) — Fox-trot Bailey's Lucky Seven
OKEH RECORDS
FONOTIPIA CELEBRITY RECORDS
72104 La Favorita — A tanto amor (Thou Flow'r Be-
loved) (Donizetti) — Baritone, in Italian, with
orchestra Riccardo Stracciari 10 %
72304 The Zephyr (Jeno Hubay) — Violin Solo, Piano
Accomp Tan Kubelik 10%
72702 La Forza del Destino — -Urna fatale (Verdi) —
Baritone, in Italian, with orchestra,
Pas iuale Amato 10 JiJ
70403 Samson and Delilah — Sieh, mein Herz erschlies-
set sich (My Heart at Thy Voice) (Saint-
Saens) — Soprano, in German, with orches-
tra Emmy Destinn 10%
(Recorded in Europe by International Talk-
ing Machine Co.)
DANCE RECORDS
4469 Glory for Yale (Stanleigh P. Friedman) — -One-
step New England Society Orchestra 10
(Under the direction of Stanleigh P. Friedman)
Yale Foot-Ball Tutti-Frutti (Introducing:
"Whoop It Up," "Goodnight Harvard," "Yale
Boola," "Down the Field") (Friedman-
Hirsch-Moore) — Fox-trot,
New England Society Orchestra
(Under the direction of Stanleigh P. Friedman)
4473 Sal-O-May — Fox-trot,
Julius Lenzberg's Harmonists
Senorita — Fox-trot ... Glantz and His Orchestra
4475 Baby Face — Fox-trot . Glantz and His Orchestra
Somewhere in Naples — Fox-trot,
Glantz and His Orchestra
4474 Wimmin (I Got to Have 'Em, That's All) —
One-step Joseph Samuels' Jazz Band
Wabash Blues — Fox-trot,
Joseph Samuels' Jazz Band
4478 How Many Times (Intro. Chorus of "Mamma
Whip! Mamma Soank!") — Medley Fox-trot,
Harry Raderman's Jazz Orchestra
Right Or Wrong — Fox -trot. . Markel's Orchestra
4476 Weep No More, My Mammy — Fox-trot
Glantz and His Orchestra
Georgia Rose — Fox-trot,
Glantz and His Orchestra
4477 I've Got My Habits On — Fox-trot,
Joseph Samuels' Jazz Band
Muscle Shoals Blues — Fox-trot,
Harry Raderman's Jazz Orchestra
4485 Sax-O-Phoney Blues. .Fox-trot,
Tampa Blue Jazz Band
Torrid Dora — Fox-trot . .Tampa Blue Jazz Band
44S6 Della-Rhea— Fox-trot,
Joseph Knecht's Waldorf Astoria Dance Orch.
Rosy Cheeks — Fox-trot,
Joseph Knecht's Waldorf Astoria Dance Orch.
4487 Snowflakes (From "Greenwich Village Follies,
1921") — Fox-trot Markel's Orchestra 10
I Wonder Who (You're Calling Sweetheart)
— Fox-trot Markel's Orchestra
44S8 Have You Forgotten? — Fox-trot,
Rega Dance Orchestra
I'm Cuckoo Over You — Fox-trot,
Markel's Orchestra
VOCAL RECORDS
4480 In the Sweet By and By — Baritone with Organ
Accomp. by Philip Hauser Elliott Shaw
Tell Mother I'll Be There — Tenor with Organ
Accomp. by Philip Hauser Charles Hart
4483 Whispering Hope — Soprano-Contralto Duet with
Orchestra Jane Neilson- Virginia Burt
Almost Persuaded — Soprano-Contralto Duet
with Orchestra. .Jane Neilson- Virginia Burt
4484 Scotch Songs Medley No. 1 (Intro. "Loch
Lomond," "Scots Wha' Hae," "Annie
Laurie") — Male Quartette. ... Shannon Four
Scotch Songs Medley No. 2 (Intro. "Robin
Adair," "Ye Banks and Braes," "Comin'
Thru the Rye") — Male Quartette,
Shannon Four
4479 My Sunny Tennessee — Tenor with Orch.,
Lewis James
Tuck Me to Sleep in My Old 'Tucky Home —
Tenor with Rega Orch Billy Jones
4470 I'll Forget You— Tenor with Orch.,
Lewis James
Down in Happy Valley — Tenor-Soprano Duet
with Orch Lewis James-Jane Neilson
4472 Mary O'Brien — Tenor, Male Trio with Orch.,
Sam Ash and Crescent Trio
It's Only a Step from Killarney to Heaven —
Tenor with Orch Gerald Griffin
4489 Cry Baby Blues — Contralto with Rega Orch.,
Elsie Clark (Of Story & Clark)
Second Hand Rose (From "Ziegfeld Follies,
1921") — Contralto with Orch.,
Vaughn De Leath
FOR THE COLORED CATALOG
8018 Aunt Hagar's Children Blues — Fox-trot,
Brown and Terry Jazzola Boys
Yelping Hound Blues — Fox-trot,
Brown and Terry Jazzola Boys
8021 Jump Steady Blues — Fox-trot (M. E. Coffin-
P. Terry) .. .Brown and Terry Jazzola Boys
Roumanian — Fox -trot (Chorus sung by Clarence
Williams) Johnnie's Jazz Boys
8019 When I Walked Up I Was Sharp As a Tack-
Male Ouartette. .The Norfolk Jazz Quartette
Honey, God Bless Your Heart — Male Quartette,
The Norfolk Jazz Quartette 10
8020 Pullman Porter Blues — 'Baritone with Orch.,
Clarence Williams
If You Don't Believe I Love You, Look What
a Fool I've Been (Clarence Williams) — Bari-
tone with Orch Clarence Williams
4471 Stop! Rest a While (From the Musical Revue
"Put and Take") (L. W. Gilbert-T. Brymn)
— Popular Blues Vocal,
Mamie Smith and Her Jazz Band
Weepin' (Mamie Smith-Dave Ringle) — Popular
Blues Vocal,
Mamie Smith and Her Jazz Band
NEGRO SPIRITUAL
4482 The Old Ark's a Movering — Spiritual Colored
Quartette. .. Virginia Female Jubilee Singers
I've Been a Sinner All My Life — Spiritual
Colored Quartette,
Virginia Female Jubilee Singers
INSTRUMENTALS
4491 Transcription of Swanee River (Forster-Him-
melreich) — Piano Solo,
Ferdinand Himmelreich
The Lure of Spring (Ferdinand Himmelreich)
— Piano Solo Ferdinand Himmelreich
3006 Peer Gynt Suite — ;Solvejg's Song (Grieg) —
Violin Solo with Piano Accomp.,
M. Michailow
Poeme (Zdenko Fibich) — Violin Solo with
Piano Accomp M. Michailow
4449 Waltz (John Field, 1782-1837) (Arranged by
Wm. Burmester) — Violin Solo with Piano
Accomp M. Michailow
Gavotte (F. J. Gossec) — Violin Solo with Piano
Accomp M. Michailow
4490 Dear Irish Boy — Irish Bagpipe Solo, Accomp.
by John Mueller at Piano Tom Ennis
The Coulin — Irish Bagpipe Solo, Accomp. by
John Mueller at Piano Tom Ennis
4481 Carmen — Selections (From Opera "Carmen")
(Bizet) (Captain Pat Conway, Conductor),
Conway's Band
Inflammatus (From "Stabat Mater") (Rossini)
— Cornet Solo by John Dolan (Captain Pat
Conway, Conductor) Conway's Band
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
12
12
10
10
10
10
10
10
10477
10482
10483
10479
10478
10484
10485
10490
10486
10487
10488
10489
3033
3034
3035
3036
3037
3038
3039
3040
118
129
I Ain't Nobody's Darling (Robert King) —
Fox-trot. .Ray Miller's Black & White Melody Boys
When Buddha Smiles (Nacio Herb. Brown) —
Fox-trot Rudy Wiedoeft's Californians
Leave Me With a Smile (Koehler-Burtnett) —
Fox-trot Rudy Wiedoeft's Californians
It's You (Con Conrad) — Fox-trot,
Sherbo's Little Club Orch.
In Somebody's Arms (Ray Ward) — Fox-trot,
Sherbo's Little Club Orch.
Stars (John Alden) — Fox-trot. . Glantz and His Orch.
Da-Da-Da, My Darling (J. Monaco) — Fox-trot,
Glantz and His Orch.
VOCAL
When Shall We Meet Again? (Egan and Whit-
ing)— Male Quartet, Orch. Acc. .Broadway Quartet
Birds of a Feather (McGowan and Moran) —
Tenor Solo, Orch Acc Vernon Dalhart
Weep No More, My Mammy (Mitchell-Clare-
Pollack) — Tenor Duet, Orch. Acc,
Charles Harrison and Everett Clark
Somebody's Mother (Sterling- Von Tilzer)- — Tenor
Solo, Orch. Acc Sam Ash
I've Got the Red, White and Blues (Clarence
Gaskill),
"Blues" Novelty Noble Sissle
Piano Acc Eubie Blake
I'm a Doggone Struttin' Fool (Ryan and Pinkard),
"Blues" Novelty Noble Sissle
Piano Acc Eubie Blake
Brother Low Down (Bernard and Briers) — -
"Blues" Character Song, Orch. Acc. .Al Bernard
Down in Midnight Town (Sterling-Moran-Von
Tilzer) — Character Song, Orch. Acc.. Billy Jones
April Showers (From Musical Production "Bom-
bo") (Silvers-DeSylva) — Novelty Song, Orch.
Acc Arthur Fields
Those Old-Fashioned Days (Clark-Gordon) —
Tenor Solo, Orch. Acc Richard Bold
STANDARD
Poor Buttermilk (Zez Confrey) — Piano Solo,
Zez Confrey
Kitten on the Keys (Zez Confrey) — Piano Solo,
Zez Confrey
Melody in F (Rubinstein) — Instrumental Trio,
Violin, 'Cello and Piano Adler Trio
Salut d' Amour (Love's Greeting) (Edward Elgar)
— Instrumental Trio, Violin, Cello and Piano,
Adler Trio
Spring Song (F. Mendelssohn) — 'Violin Solo,
Piano Acc... Maximilian Rose
Canzonetta (d'Ambrosio) — Violin Solo, Piano
Acc Maximilian Rose
A Perfect Day (Carrie Jacobs-Bond) — Contralto
Solo, Acc. by Piano and Violin .... Louise Terrell
Then You'll Remember Me (From "The Bohemian
Girl") (Michael William Balfe)— Tenor Solo,
Orch. Acc Stassio Berini
CQNNQRtZED MUSIC CO.
Granny ( Young-Lewis-Akst) — Song, Orch. Accomp.
Charles Harrison
Georgia Rose (Sullivan-Flynn-Rosenthal; — Orch.
Accomp Charles Harrison
Brother-Low-Down Blues (Bernard-Briers) — Fox-
trot Connorized Jazzers
How Many Times? (Robinson) — Fox-trot,
Bailey's Lucky Seven
Lonesome Love-sick Blues — Fox-trot,
Connorized Jazzers
Wimmin (I've Got to Have 'Em, That's All)
(Cantor- Fisher) — One-step. .. .Bailey's Lucky Seven
Stack of Barley — Irish Reel ... .Accordion and Piano
McBan's Reel — Irish Reel Accordion and Piano
Just Like a Rainbow (Earl and Fiorito) — Fox-trot,
Lanin's Dance Orchestra
Weep No More, My Mammy (Clare-Mitchell-
Pollack) — Fox-trot Gentile's Dance Orchestra
Stars (Alden) — Fox-trot. .. Nathan Glantz's Orchestra
Sal-o-May (Stoltz) — Fox-trot. .. .Raderman's Orchestra
My Hawaiian Melody (Ringle-Coots).
Ferara's Hawaiian Trio
Susquehanna Shore Ferara's Hawaiian Trio
I Want My Mammy (Weimer and Breu) — Fox-trot,
Lanin's Dance Orchestra
All That I Need Is You (Santly and Baer)— Fox-
trot Lanin's Dance Orchestra
NUOVI DISCHI ITALIANI
A Cerenara — Coppia Voccia (Mattiello-Falvo) —
Duetto Drammatico,
Accomp. Dell' Orchestra Napoletana 12
Mala Nova — Coppia Covia — Vocal; Duetto Dram-
matico Accomp. Dell' Orchestra Napoletana 12
Morning, Noon and Night, Part I,
Honourable Artillery Company's Band 10
Morning, Noon and Night, Part II,
Honourable Artillery Company's Band 10
WM. MAXWELL POPULAR LECTURER
William Maxwell, vice-president of Thos. A.
Edison, Inc., has been in great demand recently
as an expert on salesmanship. On Friday, Jan-
uary 6, he addressed the Century Club of the
R. L. Dollings Co., of Indianapolis, and on
Thursday, January 12, went to Cambridge, Mass.,
to talk before the business school class of Har-
vard University. He made another address at
Harvard on the following day and was received
with great enthusiasm.
EMERSON PHONOGRAPH CO., INC.
DANCE
10480 The Sheik, My Rose of Araby (Ted Snyder)
— Fox -trot Lanin's Roseland Orch.
Ka-Lu-A (From Musical Production "Good
Morning, Dearie") (Jerome Kerns) — Fox-trot,
Natzy's Biltmore Hotel Orch.
10481 Blue Danube Blues Medley (Intro. "Good Morn-
ing, Dearie," from the Musical Production
"Good Morning, Dearie") (Terome Kerns) —
Fox-trot Natzy's Biltmore Hotel Orch.
CONDESCENSION IS POOR BUSINESS
The talking machine dealer or manager who
affects an air of condescension toward his cus-
tomers is making enemies every day. One cus-
tomer treated in this manner tells his or her
friends and they tell others, ad infinitum, until
the tale has spread to many people. Remember,
a reputation takes hard work and constant effort
to build up, but a breath of wind can blow it
down.
Elly Ney, famous Brunswick artist, will make
her tenth New York appearance this season at
Carnegie Hall, January 22, when she will play
with the Philharmonic Orchestra.
January 15, 1922
THE TALKING MACHINE WORLD
157
Some Leading Jobbers of Talking Machines in America
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET, WASHINGTON, D. C.
231 N. HOWARD STREET, BALTIMORE. MD
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 561-
563 Whitehall St.
Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.
Boston, Columbia Graphophone Co., 1000 Wash-
ington St.
Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.
Chicago, 111., Columbia Graphophone Co., 325 W.
Jackson Blvd.
Cincinnati, O., Columbia Graphophone Co., 317-
321 East 8th Street.
Cleveland, O., Columbia Graphophone Co., 1812
East 30th St.
Dallas, Tex., Columbia Graphophone Co., 316
North Preston St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Ave.
Detroit, Mich., Columbia Graphophone Co., 115
State St.
Kansas City, Mo., Columbia Graphophone Co.,
2006 Wyandotte St.
Los Angeles, Cal., Columbia Graphophone Co.,
809 S. Los Angeles St.
Minneapolis, Minn., Columbia Graphophone Co.,
18 N. 3rd St.
Mew Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 121
West 20th St.
Omaha, Neb., Columbia Graphophone Co., Eighth
and Jackson Sts.
Philadelphia, Pa., Columbia Graphophone Co.,
40 N. 6th St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.,
345 Bryant St.
Seattle, Wash., Columbia Graphophone Co., 911
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
Post St.
St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St. -
Tampa, Fl»„ Tampa Hardware Co.
Headquarters (or Canada:
Toronto, Ont., Columbia Graphophone Co., 347
West Adelaide St.
Montreal, Que., Columbia Graphophone Co., 824
St. Denis St.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Gotham National Bank Building New York
Sherman , flay& Co.
San Francisco, Loa Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
Wholesale Exclusively
EASTERN TALKING MACHINE CO.
85 Essex Street, Boston
VICTOR DISTRIBUTORS
W. J. DYER & BRO.
DYER B'LD'G. ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
pllllllllllllllllllllllllllllllllllllllllllllllM
I CONSTRUCTIVE ARTICLES IN THIS I
I ISSUE OF THE WORLD I
| Ready Reference for Salesmen,
IlllllllllllllllllllllllllllllUllllllllllllllllllllllllllllllllllllllllllllllli
Getting Ideas Through Employes .... 3
An Ingenious Advertising Idea 3
Making Record Buying Too Easy for
the Customer and Some of Its Obvi-
ous Dangers 4
What Is a Live Prospect and What Is
He Really Worth to the Dealer? . . 6
Views of Trade — Retrospective and
Prospective 8
No Room for the Man Who Drifts in
1922 8
Aiding the Selling Ability of the Re-
tailers 9
Musical Education by Means of Radio 9
The Needs of the Patent Office 9
Developing a Valentine Music Cam-
paign and Other Business-Building
Means 10
New Regulations Regarding Claims for
Tax Refunds 13
The "Musical Instrument" Theory of
Talking Machine Salesmanship
Works Out in Practice 15
Ways and Means of Getting People
into the Store as a Stimulus to Busi-
ness 19
Dr. Julius Klein Gives Cheer to Ex-
porters 20
Persistency in Advertising Essential to
Success 22
The Problem of Cornering the Extra
i>ales and Making Them Pay a Profit 25
Some Window Display Suggestions. . . 27
Decision in the Victor Co. vs. Cheney
Co. Suit 29-31-32
The Value of a Good Sign . 33
The Well-Constructed Letter Reflects
the House 34
Making Use of New Ideas 35
Some Practical Suggestions for De-
veloping Trade During the Winter
Months 37
A Few Good Sales Points 43
Dealers and Department Heads m
IllllllUIIIIIIllllIi
Developing the Record Business 46
Some Practical Merchandising Sugges-
tions for the Talking Machine Trade 49
Letter of a Veteran Salesman to a
Friend 53
Traders Are Looking to Latin America 56
Evolution of the Talking Machine
Needle Industry 59
Import and Export Figures on Talk-
ing Machines and Records 61
Twenty Live Selling Pointers 62
The Importance of Sincerity and At-
mosphere in Relation to Successful
Merchandising 64
The Personal Touch in Selling 66
Trade Happenings in New England
Territory 67-68-69-70
Problems of the Musical Director in the
Talking Machine Laboratory 71
Trade Happenings in the Quaker City,
79-80-81
Robert Gordon's Page of Merchandis-
ing Suggestions 89
The Business Outlook for 1922 Dis-
cussed by George E. Brightson, H.
L. Willson and J. Newcomb Black-
man 92-93
The Mid-West Point of View 1 06- 1 1 5
A Tendency Toward a Better Type of
Music 125
Gleanings From the World of Music,
125-126-127-128
News From the Dominion of Canada ..130
Recuperation Now at Hand, Says Her-
bert Hoover 131
Featuring the Musical Possibilities of
the Talking Machine 134
The Talking Machine Situation in
Europe 150-151-152
Late Patents of Interest to the Talk-
ing Machine Trade 153-154
Advance List of February Bulletins of
Talking Machine Records 155-156
158
THE TALKING MACHINE WORLD
January 15. 1922
A
Acme Die Casting Corp 143
Alto Mfg. Co 110
American Mica Works 83
American Talking Machine Co 95
American Walnut Mfrs. Ass'n 51
Andrews, Curtis N 124
B
Badger Talking Machine Co 99
Bagshaw Co., Wm Insert following page 42
Barnhart Bros. & Spindler 57, 65, 87, 123
Beecroft, Clement 101
Berlin, Inc., Irving 126
Blackman Talking Machine Co 73
Boston Book Co 18
Bradford, Perry 146
Brand, William 86
Bridgeport Die & Machine Co 90
Brilliantone Steel Needle Co 30
Brooks Mfg. Co 118
Bruno & Son, Inc., C 97
Bruns & Sons, A 35
Brunswick-Balke-Collender Co. .Insert following page 26
Buegeleisen & Jacobson 141
Buehn Co., Louis 79
c
Cabinet & Accessories Co 133
Cardinal Phono. Co 94
Celina Specialty Co 98
Cheney Talking Machine Co 122
Chicago T. M. Co 105
Claremont Waste Mfg. Co 96
Classified Want Ads 144, 148
Clifford Music Co., Francis 128
Cohen & Hughes 20
Cole & Dunas Music Co 138
Columbia Graphophone Co 16, 17, 22, 26, 32, 35,
43, 74, 86, 93, 100, 121, 143, 145
Connorized Music Co 83
Consolidated Talking Machine Co 44, 115
Cox, Geo. Clay 144
Crippen Record File Corp 140
D
Da-Lite Elec. Display Co 147
Diaphragm Co 131
Ditson & Co., Chas. H 67
Ditson Co., Oliver 6?
Doctorow, D. R 50
Dodin, Andrew H 154
Droop & Sons Co., E. F 157
Duo-Tone Co 19
Dyer & Co., W. J 157
E
Eastern Talking Machine Co 67
Eclipse Musical Co 85
Edison, Inc., Trios. A Back Cover
Eight Famous Victor Artists 26
Electro-Chemical Engraving Co 20
Elmes Engg. Co., Chas. F Ill
Emerson Phonograph Co 14
Empire Phono. Parts Co 34
Empire State Finance Corp 104
F
Feist, Leo.. .56, 62, 76, 82, 96, 104, 118, 120, 127, 129, 140, 146
Fletcher-Wickes Co 41
Flexlume Sign Co 64
Forster, Music Publisher 125
Fulton Talking Machine Co 123
G
General Phonograph Corp. ... Inserts following pages
18, 34, 50 and 66
General Phonograph Mfg. Co 42
Gibson-Snow Co 39
Globe-Wernicke Co 11
Glynn, W. B., Distributing Co 39
Gramophone Co., Ltd 150
Granby Phono. Corp 28
Greater City Phono. Co... ' 136
Greater New York Novelty Co.
Gretsch Mfg. Co., Fred
Griffith Piano Co
Grinnell Bros
61
72
39
116
H
71
78
23
31
Hall Mfg. Co
Harper & Bros
Harponola Co
Hartzell Crucible Co
Health Builders Inside Back Cover
Hessig-Ellis Drug Co 39
Hiawatha Phono. Co 113
Hoffay Phono. Co 78
Horton-Gallo-Creamer Co. . 68
Hough, J. E., Ltd 152
Hough, L. W 70
Ilsley, Doubleday & Co.
International Mica Co..
Iroquois Sales Co
Italian Book Co
34
48
27
33
J
Jewel Phonoparts Co 49, 66
Jewett Phono. Co 63
Jones-Motrola Co 76
K
Kent Co., F. C
Kiefer-Stewart Co
Kimball Co., W. W
Kirkman Engg. Co
Knickerbocker T. M. Co
Kraft, Bates & Spencer, Inc.
Kunde, A. G
93
39
103
87
10
68
120
Lakeside Supply Co
Lansing Sales Co
Lee-Coit-Andreesen Hdw. Co.
Lesley's
Lidseen Products
Long Cabinet Co., Geo. A....
Lorentzen, H. K
115
70
39
154
33
54
98
Lyon & Healy 21, 108
Lyons, Wm. H 113
M
Madison Music Co 145
Magnavox Co 60
Magnoia Talking Machine Co 40,62,70,113
Mahogany Association 27
Mandel Phono. Parts Co Ill
Manufacturers' Phono. Co 137
Marshall Co., Inc., C. L 39
McMenimen, H. N 46
Mellor Co., C. C 56
Mermod & Co 100
Mickel Bros. Co 40
Minneapolis Drug Co.. 39
Modernola Co 47
Montagnes, I., & Co 39
Moore-Bird & Co 39
M. S. & E 39
Mutual Phono. Parts Corp 55
N
National Decalcomania Co
National Metals Depositing Corp...
National Publishing Co
Netschert, Frank
Newark Recording Labs
New England Talking Machine Co.
New York Album & Card Co
New York T. M. Co
Nye & Co., Wm. F
81
92
18
46
143
69
4
105
12
Ogden Sectional Cabinet Co., Inc 53, 132, 133
Ormes, Inc. , 9
Oro-Tone Co 65, 109
Outing T. M Co 138
Pace Phono. Co
Paddack Products, Inc
Pathe Freres Phonograph Co. . .
Peabody & Co., Henry W
Pearsall Co., Silas E
Peckham Mfg. Co
Peerless Album Co
Penn Phonograph Co
Phillips Phono. Parts Co., Wm.
Phonomotor Co
ft 129
25
139
142
37
59
6
80
121
48
Plaza Music Co 141, 149
Pleasing Sound Phono. Co 56
Plywood Corp 74
Putnam-Page Co 62
R
Racine Phono. Co 75
Reco-Rap Co 117
Recordophone Co 31
Rene Manufacturing Co 66, 130
Rex Gramophone Co 151
Robinson, Pettit Co., Inc 39
Rodeheaver Record Co 45
Seaburg Mfg. Co 22
Self-Lifting Piano Truck Co 42
Shelton Elec. Co 88
Sherman, Clay & Co 13
Silent Motor Corp 91
Smith Drug Co., C. D 39
Smith-Schifflin Co 82
Snyder, Jack 127
Sonora Distr. Co. of Texas 39
Sonora Co. of Philadelphia 80
Sonora Phonograph Co., Inc.,
Inside front cover, 38, 39, 101
Sonora Phonograph Co. of Pittsburgh 39
Southern Drug Co 39
Southern Sonora Co 39
Southwestern Drug Co 39
Sphinx Gramophone Motors 59
Star Mach. & Nov. Co 118
Starr Piano Co 77
Steel, W. R 151
Steger & Sons Piano Mfg. Co 36
Steinert & Sons Co., M 69
Stephenson, Inc 135
Sterling Devices Co 114
Sterling Roll & Record Co 58
Sterno Manufacturing Co 102
Stewart T. M. Co 75
Strevell-Paterson Hardware Co 39
Talking Machine World Trade Directory,
Insert following page
Toledo Talking Machine Co
Tonepen Co
Tonofone Co
Triangle Phono. Parts Co
Triplex Art Phono. Co
u
Udell Works
Unit Construction Co
United Mfg. & Distr. Co.
United Music Stores
Universal Fixture Corp. . .
Val's Accessory House
Van Houten, C. J., & Zoon
Van Veen & Co
Vicsonia Mfg. Co
Victor Talking Machine Co Front Cover,
w
Walbert Mfg. Co
Walthall Music Co
Warbletone Music Co....
Ward Co., C. E
Watahwaso Studios
Weymann & Son, H. A. .
Whitsit Co., Perry B
Widdicomb Furniture Co.
Williams Co., G. T
Wimpfheimer & Bro., A..
Wolf Mfg. Industries. . . .
Yahr & Lange Drug Co.
58
134
12
117
100
123;
43
119
110
81
52
46
39
84
15
5, 7
107l
39
42
29
86
81
104
24
95
32
112
39
THE TALKING MACHINE WORLD
How This Popular New Idea
Brings Customers IntoTtbur Store
-and Ihyslbzz Big Profits -
Keep the Store Crowded! Walter Camp's "DAILY
DOZEN" Exercises on Phonograph Records Prove
Fastest Selling Record Proposition on Market.
THE famous "Daily Dozen" Exer-
cises, set to music on phonograph
records, are creating a tremendous
demand everywhere, and are proving a
sensational sales success for dealers.
Quick profits are assured — one sale
brings another, the purchaser acting as
the demonstrator to his friends who show
a quick interest in the new idea.
Dealers the country over are receiv-
ing the benefit of our national advertis-
ing. During the war the "Daily Dozen"
Exercises were adopted by the U. S.
Army and Navy. They were featured in
the leading magazines, such as Collier's,
Physical Culture, American, Woman's
Home Companion, American Boy, Red
Cross and many others. Now the "Daily
Dozen" are set to music on phonograph
records, with the commands and instruc-
tions given in a clear voice.
!
These Health Builder Records are sold
in sets, each set comprising five 1 0-inch
double-disc records with twelve charts
containing 60 real photographs and a
booklet of instruction written by Walter
Camp — the whole course enclosed in
a beautiful black and gold album.
Sales everywhere are going big — and
the indications are they will go even big-
ger. The Health Builder Sets are in
demand the country over, our Na-
tional Advertising Campaign prov-
ing a tremendous success, one, ad
alone resulting in direct sales aggre-
gating $5,000 — another ad resulting
in $9,000 in sales.
The movement is sweeping the
country! People everywhere are
showing a lively interest in this new
idea of building up health and pep by
ten minutes' fun a day. Window dem-
onstrations and dis-
plays of the Health
Builder System at-
tract wide atten-
tion.
Be the First Dealer in
Your Locality
The Health Builder System is the quick-
est-selling, most profitable phonograph
record proposition on the market. Its
success is proven. Mail the coupon to-
day for sample 1 0-inch record, with
chart and full particulars of our special
offer. We will tell you all about this
profitable movement that crowds shops
everywhere. All co-operation to boost
sales freely given. Send the coupon now
for sample outfit. There is no obliga-
tion.
Health Builders' Dept. I,
334 Fifth Ave., New York.
A. W. CHAMBERLAIN,
New England Factory Representative,
26 Broad Street, Boston, Mass.
Health Builders,
Dept. I.
334 Fifth Ave., New York
Please send me, prepaid, one 10-inch double-
disc HEALTH BUILDER Record, carrying
four of Walter Camp's "Daily Dozen," with
four charts — and your special proposition to
dealers. I have the privilege of returning this
outfit.
Name
Address
The Ne w Edison
There is no phonograph or
talking machine manufac-
tured, except the New Edi-
son, which can sustain the
test of direct comparison with
living artists. This all-impor-
tant fact makes the New
Edison the inevitable phono-
graph for the home.
THOMAS A. EDISON, Inc.
ORANGE, NEW JERSEY
JOBBERS OF THE NEW EDISON, EDISON RE-CREATIONS, THE NEW EDISON
AND BLUE AMBEROL RECORDS
DIAMOND AMBEROLA
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
■Chicago — The Phonograph Co.
Win. ik. Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Des Moines — Haxger & Blish.
LOUISIANA
New Orleans — Piasnood Music Co.,
inc.
MASSACHUSETTS
Boston — Pardee-Ellenherger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of
Detroit
MINNESOTA
Minneapolis — Laurence H
Lucker
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music
Co.
MONTANA
Helena — Montana Phonograph
Co.
NEBRASKA
Omaha — Shultz Broa.
NEW YORK
Albany — American Phonograph
Co.
New York — The Phonograph
Corp. of Manhattan.
Syracuse — Frank E. Bolway & Son,
Inc. W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.
OREGON
Portland — Edison Phonographs,
Ltd.
PENNSYLVANIA
Philadelphia — Girard Phono-
graph Co.
Pittsburgh — Buehn Phonograph
Co.
Williamsport— W. A. Myers.
RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).
TEXAS
Dallas — Texas- Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods
Co.
VIRGINIA
Richmond — The C. B. Haynes
Co., Inc.
WISCONSIN
Milwaukee— The Phonograph Co.
of Milwaukee.
CANADA
Montreal — R. S. Williams ft
Sons Co., Ltd.
St. John— W. H. Thorne It Co.,
Ltd.
Toronto— HL S. Williams it Sons
Co., Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg— R. S. Williams ft loss
Co., Ltd.
Babson Bros. (Amberola only).
VOL. XVIII. NO. 2
SINGLE COPIES. 28 CENT *
PER YEAH. TWO DOLLARS
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, February 15, 1922
The best-known trademark in the world
designating the products of the\5ctor Talking Machine Go.
Entered as econd-class matter May 2, 190S, at the post office at New York, N. Y., under the act of Congress of March 3, 1879.
THE TALKING MACHINE WORLD
The Highest Class Talking Machine in the World
SONORA dealers do not change — they are loyal to Sonora
through all conditions.
In a world of unlimited competition, this is a most impressive fact.
Dealers have a large field to choose from — they invest their own
money, time and brains — they naturally line up behind the instru-
ment that makes this investment repay the largest profits. That
Sonora dealers are loyal is the highest tribute to Sonora' s selling
power.
Sonora dealers know from actual
experience that Sonora sells to
a better class of customer, with
less effort than any other phono-
graph. No matter what other
make or makes vou sell at the
present time, you will find the
Sonora a valuable addition. No
other instrument supplies the
universal satisfaction given bv
SONORA.
Sonora $fjonograpf) Company, 3fnc*
GEO. E. BRIGHTSON, President
NEW YORK : 279 BROADWAY
Canadian Distributors: I. Montagnes & Co., Toronto
(jCiTterJrti
Canterbury
An addition to the Sonora
Period line, which has de-
veloped a wonderful popu-
larity wherever shown.
Lafayette
This new model is a step
forward in Period design,
even for Sonora. Its aristo-
cratic lines carry an irre-
sistible appeal to the people
with real ''purchasing
power."
Lafayette
The Talking Machine World
Vol. 18. No. 2
CLEVER PLAN GETS PROSPECTS
Merchant Distributes Scratch Pads to School
Children, Offers Present for Filling Out Ques-
tionnaire and Thereby Gains Prospects
A task which the merchant usually finds ex-
tremely difficult is the gathering of names for
his prospect list which make live prospects.
Many plans have been tried with more or less
success, but one clever plan for obtaining the
names of prospects, as well as important data,
which it is important that the dealer should
possess, was put into effect recently by a mer-
chant at very little expense and trouble.
This progressive dealer had a large quantity
of small scratch pads prepared, each one mounted
on an index card, so that when the pad was
turned over the holder could not avoid seeing
the very simple questionnaire which the card
contained.
These pads were given to the teachers in the
public schools for distribution among the pupils
in their classes. Naturally, the children read
the card and the first thing that they saw was
an announcement to the effect that each one an-
swering the questions on the card and bringing
it to the store would be rewarded with a pres-
ent. The questions which the children were
asked to fill in were as follows: The child's name
and address, date of birth, father's name, if liv-
ing; where employed; mother's name, if living,
and the names of brothers or sisters.
The cards were returned by the hundreds, and
the merchant had a first-class prospect list at
hand, not only for the present, but also for future
years, since it is obvious that the school children
of to-day are the buyers of to-morrow. The
printing of the cards and the distribution of nov-
elties to the children, who returned the cards
with the required answers, cost only a compara-
tively small sum.
BOOSTS ONE RECORD EACH MONTH
Texas Dealer Builds Up Record Business by
Sending Sales Promotion Letter to One-third
of Mailing List Each Month — Proves Success
El Paso, Tex., February 3. — The talking machine
record business of the Tri-State Talking Machine
Co. here is booming due to the fact that the con-
cern concentrates on one particular record each
month, through the medium of a personal letter
signed personally by the manager. These letters
are sent to one-third of the patrons whose names
appear on the mailing list in addition to the
regular supplements and enclosures. In this
manner the clientele of the company is reached
in connection with the sales promotion of a spe-
cial record every three months. The advantage
in reaching a customer in this manner at such
lengthy periods is that the customer does not
gain the impression that the company is merely
actuated by selfish motives in drawing attention
to particular records, but feels that a sincere
attempt is being made to render a real service.
WORLD'S CHAMPION RECORD CRITICS
Steamship Men Select Records in All Languages
for Use of Steerage Passengers
Thomas Hardy, commissary superintendent,
and W. T. Robertson, shore steward of the United
States Lines, are the world's first steamship
talking machine music critics.
The United States Lines, after providing cabins
for their steerage passengers, decided to furnish
music. Talking machines were placed in the
third-class quarters of each of the company's
steamships. Messrs. Hardy and Robertson, dele-
gated to select records in every language, have
listened to hundreds of records and boast of
having whistling repertoires of the world's best
operas, waltzes and jazzes.
New York, February \ 5, 1922
C. A. C. HONORS T. H. TOWELL
Head of Eclipse Musical Co. Elected President
of the Cleveland Athletic Club
Cleveland, O., February 1. — T. H. Towell, pres-
ident of the Eclipse Musical Co., and also presi-
dent of the Cleveland Cadillac Co., has captured
another presidency, and one that does him par-
ticular honor in that it reflects the esteem in
which he is held by some of the leading business
men of Cleveland.
Mr. Towell, in short, has been elevated to the
position of president of the Cleveland Athletic
T. H. Towell
Club, one of the leading clubs of its kind in the
West, after having been a director of the club
for the past seventeen years.
Mr. Towell, who has been connected with the
talking machine industry since its infancy, and
as head of the Eclipse Co. has proven an impor-
tant factor in the distributing of Victor products,
is distinctly popular among the members of the
talking machine trade, who will be glad to learn
of the new honor conferred upon him.
WINDOW DISPLAY FOR THE CURIOUS
Merchant Plays on Curiosity of Public by Making
Window Opaque and Arranging Peep Holes,
Through Which to View Display
Curiosity is one of the most easily aroused
emotions in human existence, and one dealer,
knowing this, reaped much profit through the
aid of his display window. The first thing which
he did was to take out the merchandise which
had been in the window. He next painted the
entire window opaque, leaving only a few small
peep holes. Over the peep holes the following
words were printed in large, striking letters:
"Stop! Look! Listen!" Curiosity impelled about
nine out of every ten persons to stop and take
a look through the peep hole. They saw several
beautiful models of talking machines, one of
which was playing, operated electrically. The
theme of the display was the living-room of a
comfortably furnished home, and in a prominent
place in the window was a selected list of the
most popular records. The plan proved extremely
valuable as a business and publicity stimulator.
NEW VICTOR STORE IN MASSILLON
Massillon, O., February 5. — The C. J. Duncan
Co. plans to open an exclusive Victor shop in its
newly completed building in Main street about
February 15, Mr. Duncan announced this week.
The parlors will be on the second floor over
his new jewelry store and already many of the
furnishings and the fixtures are on hand and are
being installed. For years Mr. Duncan has
confined his efforts to jewelry merchandising.
Price Twenty-five Cents
YAHR & LANGECO. CONFERENCE
Sonora Phonograph and Okeh Record Jobbers
in Milwaukee Entertain Dealers in That Ter-
ritory at Important Successful Sales Meeting
Milwaukee, Wis., February 8. — A most success-
ful conference of dealers in Sonora phonographs
aind Okeh records in Wisconsin and Upper
Michigan was held in this city recently at the
headquarters of the Yahr & Lange Drug Co.,
wholesale distributor for those products in this
territory.
The conference was snappy and right to the
point and produced many excellent business ideas
for the benefit of the retailers. The General
Phonograph Corp. provided an elaborate demon-
stration of Okeh records,, and the recording
process was explained in detail. The various
models of Sonora phonographs were also studied
and discussed at length.
During the course of the conference the visit-
ing dealers were entertained at dinner by the
Yahr & Lange Co., the speakers of the evening
being Fred H. Yahr, president of the company;
R. H. Lanz, chairman of the dinner, and Charles
Neumeister, representing the General Phono-
graph Corp.
In discussing the general business situation
and the outlook, Mr. Yahr said, in part: "The
year 1922 will be one of inevitable competition,
and as never before business men will seek re-
corded practical facts. Emphasis must also be
placed on the ill-advised business policy of price-
cutting. The manufacturers have tried mighty
hard to save the dealer from himself in this re-
spect, by insisting that a price standard be main-
tained. The shortest route to bankruptcy is by
employing such tactics. We cannot prosper un-
equally and our interests are so interwoven that
to break one thread means to weaken the whole
fabric of business relations. Good will always
has been, and always will be, the only sure
road to the realization of our ambitions, that
is, a healthy and prosperous phonograph and
record business."
THIS IS REAL MERCHANDISING
Garver Bros. Co., Located in Town of 1,000
Population, Closed a Gross Business of Over
$700,000 During Past Year — Quite a Record
Strasburg, O., February 5. — Although corn fields
are visible from the windows of the Garver
Bros. Co. store here, it did more than $7O0-,OOO
worth of business in 1921, according to G. A.
Garver, head of this unique country store.
"Our music department did a remarkable busi-
ness in 1921 and we intend making the present
year the best in the history of the store," he
declared. All business comes from the rural
districts. The store handles Victor products.
The company is completing a new $250,000
warehouse, which when completed will be used
partly for the storage of musical instruments
and talking machines. The store is located in
a town of less than 1,000 people.
BUSINESS CHANGEJN ZANESVILLE
Spence Music Co. Takes Over Stock and Fix-
tures of Home Music Co., That City
Zanesville, O., February 3. — The business of the
Home Music Co., which handles the Columbia.
Sonora and Brunswick lines at 310 Main street,
this city, was discontinued recently, the entire
stock of the company, together with the equip-
ment of the store, being taken over by the
Spence Music Co.
The Spence Music Co. will continue to handle
the several lines featured by the Home Co.
in addition to the Victor line, which the Spence
Co. has handled for some time past.
See second last page for Index of Articles of Interest rn this issue of The World
4 THE TALKING MACHINE WORLD February is, 1922
fiiiiiiiiiiiiiiiiiiiiiiiiM
I Developing a Store Atmosphere That Im- 1
I presses the Desirable Customer - bv Thornton Han j
illllllllllllllilllllllin
On the occasion of a recent visit of the writer
to the Broadway store of a talking machine dealer
there occurred an incident with a moral. It is a
concrete example of what we mean by "store
atmosphere," in this case atmosphere of a nega-
tive kind. We are going to use it as a text for
this article on "store atmosphere," a neglected
subject, which plays an important part in the
fortunes and failures of talking machine retailers.
While the clerk in charge was busy with an-
other customer, a stout, prosperously dressed
gentleman, probably a business man with plenty
of ready cash, stepped briskly in. He had to
wait a few moments to be waited upon, and his
gaze roved about the store. Suddenly his gaze
rested upon a framed notice upon one of the
walls, and he turned to the writer and exclaimed:
"Look at that sign, there! Read it! 'Posi-
tively no checks cashed.' Fine way for a busi-
ness man to greet a customer. Why, that man
is telling me in advance that he doubts my hon-
esty! Perhaps he does, but is it going to do me
any good to tell me about it in a bold sign
flaunted on the wall? Why bring up the sub-
ject at all unless it arises? Will that sort of
greeting get my trade? I should say not!" And
he turned and left the store.
That dealer lost a potentially good customer
through a thoughtless plan of saving himself a
little extra trouble. A dealer must, of course,
use discretion in cashing checks, and his rule
of cashing "positively no checks" was very likely
a wise one. But the number of persons who re-
quest this favor would probably be so small that
he could wait and meet each request with a tact-
ful statement of his rule and his reasons for
maintaining this rule.
Granting that this particular customer was un-
reasonable in his attitude, the psychological rea-
son for his anger is perfectly apparent. The im-
plication in the sign is that there is a possibility
of his cheating the proprietor of the store. Here
is a merchant who does not trust him — he cries it
from his wall.
Now, this is distinctly a case of creating store
atmosphere, but atmosphere of a negative sort.
This merchant is creating an impression of hos-
tility in the minds of customers. Little things
like this must be considered carefully for the
effect upon customers. Everything the mer-
chant does must be analyzed, particularly from
the all-important viewpoint of store atmosphere.
Let us take the question of store atmosphere
in the positive sense. Here is a practical example
of what we mean by it. The noonday concert
idea serves the purpose of attracting persons
to the store, but more important than this is
the effect it creates on the visitor to the store.
A beautiful concert, such as is the daily event
with a number of talking machine merchants,
gives a great deal of pleasure to its audience.
The customers are thankful to the merchant for
providing them with this music and consciously,
I // Is the Little Fea- j
m tures of Service That [
H Never Fail to Arouse m
I Appreciation and Sup- ■
■ port of the Customer m
or subconsciously, put him down as a thought-
ful merchant. The daily organ recitals at John
Wanamaker's stores make those stores a pleas-
ant place in which to shop.
The Ward chain of shoe stores in New York
have caught the spirit of creating "store atmos-
phere." Here is an example of their method:
They have observed that nine out of ten pur-
chasers of shoes immediately go to a shoe shine
parlor for a shine to get rid of that "new" look.
Accordingly, they have installed a pair of chairs
and dark-skinned "shine-'em-ups," and as each
customer receives his change he is politely in-
formed that he may have the new shoes shined
on the way out. The result is an appreciation
of the thoughtfulness on the part of the merchant
that cements the good will of the customer.
If the store should be located at the terminus
of a suburban trolley line, the public should be
made welcome to use the store as a waiting
room. The music of the "talker" makes the
store a pleasant place to wait for street cars.
Often sales will be made to suburbanites who
are waiting for the trolley home and are re-
minded of records that they ought to take home.
This waiting room should be made comfortable
with a few easy chairs. This idea will pay divi-
dends, both in extra sales and good will.
A fine example of what the writer means by
store atmosphere may be found in the case of a
Cleveland dealer who operates a concert ticket
bureau for the convenience of his patrons. This
dealer assigns one of his clerks to the manage-
ment of the details, and this person keeps a rec-
ord of all of the better type of musical enter-
tainments and events that are to be held in the
city. Posters and advertisements of each event
are furnished to the store's bureau and are dis-
played prominently in the store, and tickets to
the concerts are always on sale at the bureau a
few days in advance.
In this way the general public in Cleveland
has come to subconsciously associate this dealer's
name with music. There is, of course, no charge
made for this service, but one may be sure that
there are ample profits accruing to the dealer
in the form of good will, which, after all, is a
very material form of profit. It is every bit as
necessary to the permanent success of a retailer
as anything he has in stock. A close associa-
tion with the local musical profession has de-
veloped as a natural consequence of the activi-
ties of this bureau, and the public at large has
come to recognize the store as a sort of clearing
house for musical events. Consequently, the
prestige of this particular dealer as a purveyor
of a high standard of musical instruments has
been greatly enhanced.
The type of dealer who believes that the little
things that go to make up the proper store at-
mosphere are "too much bother" will profit
greatly by considering the experiences of some
of these dealers, who are making their customers
feel their desire to serve them. The month of
January is an excellent time for the dealer to
start putting some of these principles into
practice.
We cannot imagine a complete education of
man without music. It is the gymnastic of the
affections. In suitable connection with exercise,
it is necessary to keep body and soul in health.
— John Paul Richter.
THE TALKING MACHINE'S HELPMATE
RIGHT PRICES
Prices are only right when the quality of the
merchandise is maintained. To sacrifice quality in
order to cut down the price is a poor policy.
Right prices on Nyacco albums are made pos-
sible through the immense facilities in our two big
factories — the use of the most modern labor-saving
machinery and the careful buying of raw materials.
Thus we are able to price Nyacco albums at
exceptionally attractive figures and at the same time
maintain the high quality that has made them
known in all parts of the world.
Shelves for NYACCO set for Victrola No. 80 now
made in wood. Send for prices of complete set.
The Only Loose-Leaf Record
Album on the Market
Quotations and Prices on Request.
New York Album & Card Co., Inc.
NEW YORK
23-25 Lispenard St.
A. W. CHAMBERLAIN
New England Factory Representative
26 Broad St., Boston, Mass.
CHICAGO
415-417 S. Jefferson St.
February 15, 1922
THE TALKING MACHINE WORLD
Victo:
Supremacy
Victor supremacy is the natural
reward of merit.
It is responsible for the success of
every dealer in Victor products.
"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company
designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
Victor Wholesalers
Victrola IV, $25
Oak
i — —^2?*
Albany, N. T Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine' Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams Co., Inc.
Buffalo, N. Y Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt American Phonograph Co.
Butt*, Mont Orton Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. H Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
..Stewart Talking Machine Co.
...Florida Talking Machine Co.
...J. W. Jenkins Sons Music
Co.
The Schmelzer Co.
. . . Sherman, Clay & Co.
...0. K. Houck Piano Co.
Indianapolis, Ind.
Jacksonville, Fla. .
Kansas City, Mo.
Los Angeles, Cal.
Memphis, Tenn. .
New Orleans, I,a. . .
New York, N. Y. . .
Talking Machine
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn. .Beckwith, O'Neill Co.
Mobile, Ala Wm. H. Reynalds
Newark, N. J Collings & Co.
New Haven, Conn... The Horton-Gallo-Creamer
Co.
Philip Werlein, Ltd.
Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Oklahoma City,
Okla Oklahoma
Co.
Omaha, Nebr Ross P. Curtice Co.
Mickel Bros. Co.
Peoria, HI Putnam-Page Co., Inc.
Philadelphia, Pa. .. .Louis Buehn Co., Inc.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y E. J. Chapman Co.
Salt take City, U...The John Elliott Clark Co.
San Francisco, Cal. .Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C... Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer
Victor Talking Machine Co.
Camden, N. J., U. S. A.
Victrola VIII, $50
Oak
Victrola No. 90, $125
Mahogany, oak or walnut
Victrola No. 130, $350
Victrola No. 130, electric, $415
Mahogany or oak
HIS MASTERS V0ICF'
fefe^ REG. U.S. PAT OFF. '
,4ft.
0
THE TALKING MACHINE WORLD
February 15, 1922
llllllllllll1
I1IIIII1UI!
Jllllllllll
The Question of Exchanging Records for Cus-
tomers and Some of the Problems It Offers
The argument that the customer is always
right is an old one in general commercial lines,
but it is a question as to just how far that argu-
ment can be made to apply to the talking ma-
chine trade, particularly in the matter of record
exchange. This question has been threshed out
time and time again at various meetings of deal-
ers and, despite the resolutions pro and con,
there has not been evolved any effective rule that
will always work to the satisfaction of the dealer
and the customer. It still remains the problem
of the individual retailer.
Not long ago a man came into a talking ma-
chine store and, in the face of signs announcing
that no records would be exchanged, demanded
that the dealer take back two of five records he
had bought, offering the very logical explanation
that his daughter had already purchased those
same records without his knowledge. The dealer
forgot the rule and returned the price of the two
records, after some slight argument.
On another occasion a woman came in to re*
turn a record of a musical comedy hit purchased
by her little son. The excuse this time was that
she wanted a vocal record of the number, which
was "Sweet Lady," and did not care for the
dance orchestra arrangement. The dealer gave
her another record. An irate customer walked
into a third store and declared that the ex-
pensive record he had bought was scratchy and
faulty. The record had been tried out at the
store and gave satisfaction, but on the owner's
machine sounded poorly. An investigation
showed the dealer at once that the record had
been tried out with a badly worn needle. When
he informed the customer of the fact he aroused
further indignation. The result in this case was
,:.;.:.;.!:! i i . i i ; ! . i . 1. 1 . i ; i . i : i ; i : 1 1 , i , h :, i : i : k i l i ! i ! 1 1 , i i i ; i: i i i i i ! i i i i . h i . i : i ; i ; i i 1 1 1 1 , i , i j i , i . i :
a firm refusal to do any exchanging whatsoever.
Before a dealer can be condemned for mak-
ing certain exchanges it is always well for the
critic to understand the circumstances and de-
cide what he would have done in a similar sit-
uation. Dealers have been known to exchange
records when the customer had apparently no
right to demand an exchange. It is simply a
question of losing one record for the sake of
selling many more to the same individual in the
future. On other occasions dealers have held
H The Difficulty in [j
B Maintaining a Hard m
■ and Fast "No Ex- g
E change" Rule in the jj
■ Handling of Records (
closely to the no-exchange rule and have lost
good business.
Just at the present time a good customer is
one of the greatest treasures a dealer can desire
and he is perfectly right in considering every
angle of the question before he refuses definitely
to hold fast to the "no exchange" rule. There
are, of course, frauds perpetrated on the dealers
in the matter of record exchanges that should
llll
be, and generally are, nipped in the bud. The
customer who habitually buys four or five rec-
ords and then wants to have two or three
of them exchanged in a week or so, for instance,
is simply endeavoring to get the use of seven or
eight records for the price of five.
In the case of popular songs, especially, the
customer frequently finds that they become tire-
some within a few days and fixes up a fairly
good excuse to get them back into the hands
of the dealer in exchange for new records. For
the retailer who knows a little something of
human nature and makes a study of his custom-
ers, however, the handling of this situation is
more or less easy. He simply calls a halt and
tells why. It is a simple matter to decide, be-
cause the business interest is negative. Even
the perfectly honest individual who duplicates
on record purchases can be cured by a little
diplomatic argument from the dealer to find out
first what is wanted and then to buy it. The
customer who selects records by name only and
does not have them tested can likewise be con-
verted by being urged to hear each record bought
and then enforcing the "no exchange" rule.
In the case of the casual exchange the re-
tailer must judge for himself anent the status
of the customer when it comes to a decision be-
tween sticking to a principle and offending a
generous buyer. The "no-exchange" sign, how-
ever, in the last analysis is a mighty good thing"
to have around the store. There will be enough
of people convinced by the sign to make it
worth while, and it gives the dealer a very sub-
stantial argument to advance in cases where he
does not want to capitulate until the last mo-
ment.
Boost Record Sales
The large sales of instruments
during the recent months mean a
greatly increased market for rec-
ords. Now is the time to develop
the "home library of records" idea
among your customers.
We have prepared a brilliant and
colorful window show card which
is free to all dealers for the asking.
Write Peerless for this card — sell
albums now — pave the way for a
steady, all-year record business.
Write for Our Reduced Prices
This show card and a good album window boost
record sales.
Peerless albums are cov-
ered and bound with
Interlaken cloth.
Peerless Album Company
Phil Ravi*, Pres.
636-638 Broadway
Boston Representative
L. W. HOUGH, 20 Sudbury St.
New York City
San Francisco Representative
WALTER S. GRAY CO., 942 Market St.
February IS, 1922
THE TALKING MACHINE WORLD
7
Victrola IV, $25
Oak
Victrola VI, $35
Mahogany or oak
Victrola VIII, $50
Oak
Victrola IX, $75
Mahogany or oak
Victrola No. 80, $100
Mahogany, oak or walnut
Victor
Supremacy
Victor supremacy is real.
It is backed by its wonderful musical
accomplishments.
It is the power behind the success
of every dealer in Victor products.
" Victrola" is the Registered Trade-mark of the Victor Talking Machine Company
designating the products of this Company only.
Warning : The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice: Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., U. S. A.
■
Victrola No, 100, $150
Mahogany, oak or walnut
Victrola No. 110 $225
Mahogany, oak or walnut
Victrola No 120, $275
Victrola No. 120, electric, $337.50
Mahogany or oak
Victrola No. 130, $350
Victrola No. 130. electric, $415
Mahogany or oak
-A
8
THE TALKING MACHINE WORLD
February IS, 1922
Q. — »
makers jv
sellers of
talking^
mactfhws
(Beglstered In the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer. C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Win. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager
Trade Representatives: A. F. Cakter, Wilson D. Bush, C Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tighe, Scott Kingwill, A. J. Nicklin
Western DI vision : Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5242
Boston: John H. Wilson, 324 Washington Street
London, 'Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada,
$3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
IW NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, FEBRUARY 15, 1922
PUTTING "PEP" INTO SALES CAMPAIGN PLANS
WE wonder what would happen were talking machine mer-
chants to exercise the same amount of initiative and enter-
prise during the Spring months that they do around the Holiday
season. During December it is customary to inaugurate lively
advertising campaigns, to arrange stores in a very attractive manner
and to dress the windows in a fashion to interest the passing public —
to concertize — to circularize — all with the object of developing sales
of talking machines, records and other musical accessories. The
question arises : Why shouldn't advertising, store arrangement, win-
dow display and other business-building means have the same appeal
in March as in December? We believe they would be just as result-
ful. Custom or tradition, however, has made it habitual to slow
up for a couple of months after the New Year, with the result that
little is done to develop trade. The attitude generally is to find fault
with inventory and assume a bilious, despondent viewpoint.
We are largely victims of habit in the matter of merchandising,
as in everything else, and it would be a gbod thing to get away from
a bad habit and usher in the Spring of 1922 in a vigorous and suc-
cessful way by demonstrating that the high-pressure system of devel-
oping sales, so customary around the Holiday season, may be prac-
ticed with success at any time of the year.
During the Summer months a few years ago one of the leading
music houses of the country determined to test out the old shibboleth
that everybody takes a vacation in the Summertime and that people
do not buy. This concern carried on an active advertising cam-
paign in the daily papers to stimulate sales, with the idea that busi-
ness may be had if sought, and the result was simply as amazing
as it was heartening — it showed a volume of business for two Sum-
mer months equal to any two months of the year.
Now what this house did in the Summertime could be done more
satisfactorily in the Spring months, because in March, April and
May people have not yet got used to outdoor pleasures — they are
more content to stay in the house and hear the best in music through
the medium of the latest records, which, of course, is a factor in the
development of sales.
The point we wish to emphasize is that it is not wise to ring
down the curtain on business activity during the post-holiday period.
It is a time for real action — a time for developing 100 per cent ideas
in the way of sales promotion. Nineteen twenty-two can be made a
great year in the talking machine field if we discard the "glooms"
and reason out that business can be had by seeking it — not along
the lines of slaughtering prices, but by an educational "contact" cam-
paign for real music in the home through the greatest musical factor
in the world — the talking machine.
THE PROBLEM OF THE "GYP" DEALER
THE "gyp" dealer who has been abroad in the land for many
years is at the present time causing considerable disturbance in
the talking machine trade in the larger cities because of the increase
in his activities. Legitimate dealers as individuals, and through vari-
ous associations, have endeavored to eliminate the "gyp" dealer, or at
least reduce the volume of his business, but have found out that he
is a thick-skinned person who is not discouraged by condemnation or
drastic association resolutions. There is only one way to get him,
and that is by means of the law, when it can be made to apply, coupled
with plentiful publicity regarding his methods.
Dealers who are earnest in their endeavors to eliminate the "gyp"
find some measure of comfort in the attitude of certain newspapers,
which scrutinize their classified advertising columns and are particu-
larly careful regarding the statements therein, and will find very
frequently that if such newspapers are put in possession of the facts
concerning the operations of the "gyps," who utilize their columns
under various pretenses and aliases, that co-operation will be given
in exposing the work of the "gyps" and warning the public against
them.
What can be done along this line is well indicated in the case
of the Bronx Home News, with a circulation of over 100,000, which
does not hesitate to throw the light on the operations of individual
"gyp" dealers whenever the facts can be obtained. The newspaper
has its own investigator, who has been particularly active recently
in making things unpleasant for. those who advertise "$350 talking
machine, Victrola style, $95," or similar offers. On several occasions
recently this paper has given a column of space or more to exposing
the tactics of this or that "gyp," presenting the facts so fully that
only a person absolutely lacking in intelligence would fall for the
game.
There are no doubt other newspapers which, like the Home
News, are interested in protecting their readers and would be willing
to expose the activities of "gyp" dealers in their columns if accredited
members of local talking machine dealer associations would investi-
gate easily recognizable ads of the "gyps" and furnish the newspapers
with the facts of the case. It takes patience and ability to get the
confidence of the "gyp" and learn the name of the machine — it is
always new — and where manufactured, and to check up the "gyp's"
story of the reason for making the "sacrifice." It can be done, how-
ever, and with particular success, if the investigation is conducted
by a woman.
In view of the great number of comparatively unknown machines
that have been dumped on the market during the past few months,
at practically any price that will insure some cash return to the manu-
facturer, the "gyp" dealer has found it possible to "sacrifice" big
machines at a price to tempt the ignorant buyer and still make sev-
eral hundred per cent profit. The answer to the question is not that
of cutting off supplies, for this has already proven to be a hopeless
task. The remedy lies in securing the honest co-operation of news-
papers in presenting so many facts regarding various "gyps" that
even the most ignorant of the public will be convinced that the proper
place to buy a talking machine is in a regular store.
| RECORD POLICY AFFECTS PUBLIC FAVORABLY
THE decrease in the price of various lines of talking machine
records announced during the week of January 16, and which
served to bring the list prices of the popular series of ten or twelve-
inch records- back to the pre-war figures of 75 cents and $1.25 respec-
tively, has been received with considerable enthusiasm by record
dealers generally, who have already experienced a sufficient increase
in record business to indicate that the reduction made a definite
appeal to the public.
The reduction of the price of Victor Black Label records from
$1.35 to $1.25 for the twelve-inch and 85 cents to 75 cents for the ten-
inch was formally announced to the public through the newspapers
on the morning of January 18, and immediately various other com-
panies made similar reductions in list prices. The fact that present
lists prices are, in most cases, the same as they were in 1914, if
properly presented to the buying public, should serve immediately
February 15, 1922
THE TALKING MACHINE WORLD
9
to overcome any hesitancy about buying in the belief that lower-
priced levels will be reached.
A great many retailers were quick to take advantage of the re-
duction by emphasizing the fact through the medium of newspaper
advertisements and special announcements in their show windows
and stores. Coming at a time when special sale advertising is the
rule rather than the exception, the announcements of the reduced
prices of records appeared to hit the public right. At least the record
buying has been stimulated materially, it is reported, which was the
main idea.
| LEGISLATION ON PRICE MAINTENANCE NEEDED I
THE decision of the United States Supreme Court in the Beechnut
case recently, which has been widely commented upon in both
the daily and the trade press, emphasizes most emphatically the
genuine necessity of having passed some sort of national legislation
to legalize the maintenance of retail prices on trade-marked articles,
not alone for the protection of the name of the product and of the
reputation of the name of the manufacturer, but also for the purpose
of giving manufacturers who desire to keep their products on a
high level some definite basis upon which to operate in protecting their
interests.
There have been so many decisions regarding the right of manu-
facturers in relation to the maintenance of prices that there exists
much confusion in the minds, even of skilled attorneys, as to what
may or may not be done by the manufacturer to preserve the dignity
of his name-right and to keep his product from being made the
plaything of the cut-price artist. There is no question but that a
broad decision such as that handed down in the Beechnut case, tak-
ing from the manufacturer, apparently, many of the rights which he
believed he was entitled to under the common law, if under no other
authority, has had, and will have, a bad effect upon business by en-
couraging those who have refrained from price-cutting through fear
to take a chance along that line.
Price maintenance is not calculated to place additional burdens
on the public and act as a cloak for squeezing out excessive profits,
for any law that may be enacted can be easily framed to prevent
such abuses. What price maintenance will do, however, is to fix a
definite standard of price and value in the mind of the consumer
and prevent the professional price-cutter from prostituting that
standard for the purpose of attracting trade to which other un-
marked products of unknown value can be sold. It is a known fact
that the big price-cutters do not shave profits for their love of
the public, but simply use trade-marked goods as bait to push the
sale of inferior products bringing larger profits and bearing their
own marks or names.
If there is no protection afforded the manufacturer of a trade-
marked article in the matter of maintaining the status of that article
before the public, then the trade-mark law loses much of its value.
If any move that the manufacturer makes to protect himself is to
be construed as a violation of the Anti-Trust Law, then there must
be some law enacted that will guarantee to him definite rights which
he is at present apparently denied. The simplest move along this line
would be the drafting and passing of a price-maintenance measure
definitely setting forth to what extent the manufacturer may go in
guarding his trade-mark rights.
There is at present before Congress the Stephens-Kelly bill,
designed to protect the manufacturer in the good will established for
his trade-marked articles and protecting the public against deception.
This bill is the latest development of similar measures that have
been introduced at recent sessions of Congress, but have died without
being made into laws. The better element of the talking machine
trade has been persistent in its endorsement of these various meas-
ures looking toward price maintenance, and in view of the situation
brought about by the decision in the Beechnut case, and in other
cases of like character, support for the Stephens-Kelly bill should
be stronger and more emphatic than ever, for it offers the quickest
road to protection of industry.
The manufacturer and marketer of trade-marked articles of
recognized standing and reputation is just now in a desperate posi-
tion. Every move he makes for his own protection seems to put
him deeper into the toils, of the law. There can be no longer any
delay in the work of establishing legislation that will grant him
legal protection upon which he can rely without himself running
afoul of the statutes and facing prosecution for guarding his own
interests.
fin
SOME VALENTINE!
e, t
v — ,
dUvJL^ c^JL4
^AX Ah^\ ^
Ask any Pearsall Dealer— he will tell you
10 EAST 39th ST. NEW YORK CITY
"Desire to Serve
plus Ability"
SILAS E. PEARSALL COMPANY
10 THE TALKING MACHINE WORLD February 15, 1922
Illllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
I Getting Out of the Beaten Path in Making j
I the Effective Selling Appeal by w. b. stoddard |
Ill!l!l!llllll!l!lll!llllllllll!lillllll!lllllil!l!llllllllllllllllllll!llllllll^
A music store in San Diego, Cal., attracted
wide attention to its instruments recently by dis-
playing a talking machine in its window with a
long card on which in bold letters was printed:
"This Phonograph for a Penny To-day." It
brought everybody to a halt — and then they
read, in smaller letters, "Two cents to-morrow;
four the next day; eight the next day; and so
on for fifteen days, and the instrument is yours."
It was seen to be an exceptionally fine instru-
ment, so even the balance of the ad seemed to
intimate that it would be sold for a ridiculously
small sum. This caused many people to stop in
to make inquiries, and the polite salesmen as-
sured them that it was correct, and asked them
to do a little figuring. When they had done
this they ascertained that the price of the talk-
ing machine would amount to $327. They also
learned that the machine could be purchased on
monthly payments as well as on the fifteen-day
price. The novel sign set everybody to talking
and gave wide publicity to that particular ma-
chine, while all who stopped to read and admire
could not help seeing the line of new records
displayed in racks close to the window pane, and
fhus had the need of some new records brought
forcibly to mind.
A Collection Idea Worth Noting
At the beginning of the year all dealers like to
start with a clean slate, and it is sometimes quite
a problem to collect the bills without offending
delinquents. A jeweler in San Francisco suc-
cessfully solved it by having some special letter-
heads printed. They contained at the top a
drawing of several heads of birds, featuring
prominently their various sized bills — the long
bill of the stork, the broad one of the pelican,
the short one -of the owl, the little one of the
baby chick, etc. The letter itself was designed
to prompt the recipient to an immediate response
without in any way giving offense. This letter
read:
"Dear Sir: For some reason or other, possibly
because our products were once trees, our store
has developed into a nesting place for bills. I
find upon investigation that we have a number
of Little Bills, Big Bills, New Bills, Long Bills,
Short Bills, Old Bills and Young Bills.
"These bills apparently have just naturally ac-
cumulated, and while they do not represent any-
thing to actually worry about, I feel they should
all be attended to before they all get to be Old
Bills.
"One of these bills — a small one — is yours.
"Will you kindly send us a few new bills for
this old one? Yours very truly."
Selling Records by Telephone
The public of Los Angeles was recently noti-
fied through the local newspapers that if it
wished to hear any of the new records — or old
ones, either, for that matter — all it had to do
was to telephone Hamburger's and call for 14925.
The record might then be ordered or not — the
service was entirely complimentary. The response
was immediate, almost overwhelming. In the
first week seventy-five records were sold through
this booth alone. "We shall continue it indefi-
nitely," said the manager, "as it is more satisfac-
tory, if anything, than selling over the counter.
A new class of patrons has also been developed
by this method — invalids, who find it impossible
to go to the store. A letter received from the
nurse of a wealthy shut-in, voicing her apprecia-
tion, was so good that they used it as an ad,
omitting the name of the lady, who did not de-
sire any notoriety:
"Your idea of playing records over the tele-
phone has proved an undreamed-of diversion to
my patient. Her talking machine is her chief joy.
Yet she is personally unable to go to the store
and until now has had to depend upon others to
select her music. To choose for herself is a
rare delight, and she thanks you most enthusi-
astically."
The reading of this letter almost doubled the
telephone requests, since patrons discovered it
was "the thing" among the wealthy and cultured
classes to select their records in this manner.
Department Store Rents Records
The Blanchfield Mercantile Co. for over a year
has been adding materially to the sales of slow-
moving records by keeping a standing one-inch
want ad in the columns of the local papers.
This ad reads:
gllllllllimilllll[llll|[|lllllllllllllllllinilllll[lll!llllllllll!lllllllllllllllllllNNIIIIIIIIIIII!IIIIIIIIIIIINI|
| FOR RENT— Phonograph records of |
1 the following makes: Edison, Victrola 1
1 and Columbia. Selections from a large g
= assortment. Fifty cents for four records §
p a month. Four, for one-half the price g
1 of one. Good music at a very small i
| cost. BLANCHFIELD MERCAN- |
| TILE CO. |
illlllllllllllllllllllWIIIIIIIIIIIIIIIIU
It is necessary for the customers interested to
visit the store, as no deliveries of rented records
are made. When they make their payment of
fifty cents they get a card and one record, the
number and title of which, with the date, are
entered on the card. They can take only one
record at a time, and this must be returned
within a week, which is the limit any record can
be kept; while the fourth record must be re-
turned at the close of thirty days. They merely
present their card each time. They can take out
two, three or more cards in case they wish to
have more than one record at a time, as many of
them do. The selection must be made from the
rental file. In this room there is an alphabetical
list of records in rental stock for each make of
record. While many of the records are slow-
goers or overstock, the lot is made interesting
by the addition from time to time of new and
popular selections. In addition to securing reve-
nue from the old records, this plan helps to sell
new ones each month, for a bulletin of the new
arrivals is placed where the rental patrons can-
not miss it, and they often add a purchase
to their rental. At any rate, it means a steady
stream of visitors coming into the store, all of
whom have a chance to observe several makes of
talking machines, and hundreds of records.
RECORDS FOR MUSICAL TALENT TEST
Specially Prepared Records Are Used in Schools
for Classifying Talent of Pupils
Tests for the measurement of musical talent
were given to seventy students in the Summer
session of the University of Wisconsin. Five
faculties are measured by the tests: (1) The
sense of pitch, which is the ability to discrimi-
nate between higher and lower tones; (2) the
sense of time, or rhythm; (3) the sense of time,
which is the ability to tell that which is more
pleasing and that which is less pleasing; (4) the
sense of intensity, and (5) the musical memory,
or the number of tones that can be remem-
bered from a single hearing. The tests arc
given by means of talking machine records pre-
pared for this purpose. They are used in many
public schools as a quick method of classifying
pupils.
C. A. Severs, manager of the Blue Bird Shop,
Elkhart, Ind., is planning to purchase the talk-
er business of E- L. Burch, of South Bend.
SEND FOR YOUR SAMPLE TO-DAY
Mr. Victor Retailer —
Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?
We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building-Record
YOUR ad inserted without extra charge.
KNICKERBOCKER TALKING MACHINE CO.
_ _ „ __ _ _ _ Victor Wholesalers
138 West 124th St. New York City
February 15, 1922
THE TALKING MACHINE WORLD
11
PRODUCTS
CLIP OUT
pin to your business letter-
head and mail to
The Globe-Wernicke Co., Cincinnati, Ohio:
I would like to know something more
about your cabinet to hold surplus rec-
ords. Please send me further information.
T. W. 2
A beautiful cabinet accommo-
dating 150 records. Suitable
for use with the very best ma-
chines.
A practical, durable, accessible
cabinet for 100 records. Can
be used with or without ma-
chine.
The patented Brown filing
equipment is in every Globe-
Wernicke cabinet, It is the most
convenient,
This coupon offers the value of
40 years' experience
o
UR constant study, the observation of over
4,000 dealers, is at your service. Every Globe-
Wernicke dealer may enjoy that support.
We believe there never was a more propitious time
to sell record cabinets. In the last three years the
sale of phonographs has been phenomenal. Families
everywhere have removed music from the luxury class
and included it firmly in their budgets. They are
buying records regularly.
We ask you where this steady accumulation of
records goes in the home?
A neat piece of furniture known as the Brown
Disc Record Cabinet will keep a living-room tidy. It
makes room for other records you'll sell. It fills a
need that is unfilled.
This Globe-Wernicke cabinet is made for the con-
venience of men, women and children. Its filing
device is extremely simple and successful. People
appreciate it.
Clip out the coupon above. It will bring you inter-
esting detail on the various styles of Brown Disc
Record Cabinets and their prices. It means new sales
for you! Immediate sales for you!
Makers of Sectional Bookcases, Filing Cabinets in Wood
and Steel, Office Furniture, Steel Safes, Stationers'
Supplies, Filing Cabinet Supplies and Disc Record Cabinets
3b<? OlobeA&rttieke (?o.
CINCINNATI
12
THE TALKING MACHINE WORLD
February 15, 1922
DEMONSTRATIONLESS RECORD SALES A CLEVERLY CONCEIVED WINDOW PROBLEM OF OPENING A NEW STORE
Frederic Tietz, Jr., Advocates Selling Records
Without Demonstrations
Frederic Tietz, Jr., a successful talking ma-
chine dealer of Albany, N. Y., has built his busi-
ness through the use of many original merchan-
dising ideas. Mr. Tietz, who is planning a trip
abroad in the near future, in a communication to
The World makes the following interesting com-
ments regarding the successful merchandising
of records:
"I do not believe in the selling of records that
it is necessary to play them, but that it is very
unnecessary.
"It is the biggest waste of time and selling
cost in the entire business.
"It costs more to sell a record (for the dealer)
than it does to make it.
"The profits on records do not allow for costly
demonstrations.
"Playing records does not sell them, but many
times spoils the sale.
"Records play only fifty to a hundred tunes
(decently). Why give away any of these tunes?
"Why should every Tom, Dick and Harry
hear a Caruso record free? It is not appreciated
because it is free.
"The real buyer of Caruso would prefer it
sealed up and get all of the tunes for which he
pays but does not get with the free-music-for-all
plan.
"Some very fine records should have been held
at $50 each; others as low as 50 cents.
"The masses will never like high-class music
because it is cheap."
Some dealers state that they could not sell
any records under this plan. Mr. Tietz's reply
is that:
"A Victrola owner must buy records.
"The large mail-order houses sell millions
without the costly playing plan..
"Advertise, make them want it, and then sell-
ing is easy."
Daynes-Beebe Music Co. Features Sonora
Phonographs in Very Artistic Window Dis-
play Symbolical of the New Year
Analysis of Conditions to Determine Chances of
Success in New Location Before Opening
Establishment Is a Wise Precaution
Salt Lake City, Utah, February 4. — One of the
most attractive window displays seen in this
city in a long time was that of the Daynes-
Beebe Music Co., in which the Sonora phono-
graph was featured and the spirit of the new
year was typified. As can be seen by a glance at
the illustration, the layout of the window was
not only clever, but tasteful as well, and the
manner in which the Sonora machines were fea-
Daynes-Beebe Co.'s Artistic Window
tured was both dignified and appealing. The
window aroused considerable comment and many
passers-by stopped to view the display.
The Daynes-Beebe Music Co. is the largest
music house in the city and one of the largest
in the State. The optimism of this aggressive
concern toward the future is reflected in a vigor-
ous campaign for business which is bound to
result in a fair volume of sales. The establish-
ment itself is a model of its kind and many
modern improvements are in use to provide the
maximum of efficiency in service to customers.
The merchant who contemplates moving his
establishment or opening a branch store has
many things to consider. Before going to the
expense of opening a new store and stocking
it with a quantity of expensive merchandise he
should analyze conditions in the territory to
which he is moving as accurately as possible.
An accurate survey of the class of people which
his store will attract and conditions in the neigh-
borhood, such as the buying power of members
ot the community, will illuminate to a considera-
ble degree the chances of success. Many a
business has failed dismally because the pro-
prietor had too high or too low ideals for the
community which he was seeking to serve.
The opening of a new store in a different com-
munity offers many more difficulties than the
opening of a branch store in another part of
the city wherein the headquarters, or main store,
is located. Before a merchant can even make
a rough approximation of his chances for suc-
cess he must take into consideration the vari-
ous expenses and problems which he will be
required to meet, such as rate of insurance in
that locality, tax rate, local advertising rates,
wage rates for help, the practices of other busi-
ness enterprises in that vicinity and whether
or not they co-operate or fight each other
through the practice of destructive price cut-
ting; the number of people passing the store
location, etc. This latter is very important. It
is reasonable to assume that if the establish-
ment is located on a side street where few peo-
ple pass business volume will be less than in the
more frequented thoroughfares.
People who parade their virtues seldom lead
the procession in this or any other trade.
There's a tonic for business in the news that
hundreds of thousands more men are at work in
the United States.
February 15, 1922
THE TALKING MACHINE WORLD
13
ENTERTAIN 15,000 WIRELESS FANS
Van and Schenck, Columbia Artists, and Distin-
guished Stars From Ziegfeld Follies, Sing and
Play for Detroit News Radio Family
Detroit, Mich., February 6. — The local branch
of the Columbia Graphophone Co. has been in-
strumental in placing in the hands of the Detroit
News wireless station all new Columbia releases.
Quite recently Van and Schenck, Columbia ar-
tists, and stars in the Ziegfeld Follies, enter-
tained approximately 15,000 wireless fans in the
Detroit region.
After Van and Schenck sang their way through
nine musical numbers Monday night, an enthu-
siastic listener phoned the radio department of
the Detroit News, praised the production and
asked for more. Almost on his heels came a
number of other radio calls for encore after
encore.
The singers were requested to present them-
selves to the radio audience, and the introduc-
tion was given by Gus Van, whose modesty
neglected to mention names until the close of
the program.
The program was opened with "Yoo-Hoo,"
the latest song hit of the partners. Following
in rapid succession were character songs and a
minstrel bit of jazz, "I've Got the Joys."
By telephone request from one who had heard
Mr. Schenck's phonograph records, he sang
"Sally, Won't You Come Back to Our Alley,"
taking the falsetto notes in the clear and bell-
like tones that characterize his singing. Mr.
Van followed with a laughable imitation of Bert
Williams singing "Who's Been Aroun'?" The
program closed with the comic, "Ain't Nature
Grand," sung as a duet, and the "Wabash
Blues" was given as an encore.
The operator at the wireless station gives a
full history of the record before playing it, stat-
ing what kind of a record it is, the composer
and the number.
The Detroit branch has been co-operating to
the fullest possible extent with the Detroit News
wireless station. Records are sent over on
memorandum and as new releases are sent over
the others are brought back.
Through the courtesy of a friend, Mr. Gardiner,
manager of the Detroit branch, and Mrs. Gar-
diner had listened in and heard many Colum-
bia records played.
EMBODIES CONSTRUCTIVE IDEA
Knickerbocker Talking Machine Co. Uses Report
of Babson Service to Good Purpose
In a communication sent by the Knicker-
bocker Talking Machine Co., Victor wholesaler,
New York City, to its dealers, a recent statisti-
cal report from the Babson Service is quoted.
"During the year 1922 we believe the best busi-
ness in the United States will prevail in New
England, New York, New Jersey, eastern Penn-
sylvania and a few other well-selected localities.
During the next year or so the efficient concern
should find conditions better, the inefficient will
find them worse." This encouraging statement
is of particular interest to the dealers using
Knickerbocker service, as it affects their particu-
lar territory. Abram Davega, president of the
company, has followed this statement with a
series of excellent suggestions to the dealer for
increasing business during 1922.
MOVING T0_NEW QUARTERS
The Bertha Rosamond Music Store, which has
been located in the general merchandise estab-
lishment of Yoder & Rosamond in Haddam,
Kans., will, on February 1, move to the new,
spacious brick store next to the post-office, the
present quarters having been outgrown. It is
the intention to add a line of pianos later on.
Since the foundation of this business nearly two
years ago, a very remarkable business has been
built up in talking machines.
The tired business man should be retired.
GETS BIG WELCOME IN OKLAHOMA
Eight Famous Victor Artists Attract Crowded
House in Oklahoma City — Entertained by
Messrs. W. B. Gratigny and P. A. Ware
Oklahoma City, Okla., February 2. — -The tour
of the Eight Famous Victor Artists through this
State was a tremendous success. They were
greeted like long-lost brothers. They have be-
come so widely known through their records
that the people flocked to hear and see them in
large numbers. When they visited this city on
January 7 they faced a house crowded to the
doors, which included more than fifty enthu-
siastic Victor dealers and employes from Central
Oklahoma, who were the guests of the Oklahoma
Talking Machine Co., the new Victor distribu-
tor for Oklahoma. The Victor delegation in the
audience was identified by white badges in-
scribed: "With the Victor in Oklahoma," and
the artists recognized them by wearing similar
badges.
Prior to the concert, W. B. Gratigny, presi-
Oklahoma Talking Machine Co., entertained the
artists at luncheon, which was a delightfully in-
formal affair. The visit of the octet of famous
artists to this city was certainly an event which
will long be remembered with pleasure.
LANDAU'S NEW WILKES=BARRE HOME
Attractive New Structure Practically Completed
— Will Move in on April 1
Wilkes-Barre, Pa., February 7. — Landau's Vic-
trola and musical instrument business, which is
now located at 70 South Main street, has prac-
tically completed the construction of its attrac-
tive new home at 34 South Main street, this city,
which it will occupy on April 1. The new struc-
ture is three stories in height and will be known
as Landau's Building. Spacious display rooms
and windows and one of the best locations in the
city are indicative of a bright future for the
local branch. This concern operates stores in a
number of Pennsylvania cities, including Pitts-
ton, Hazleton and Philadelphia. Victor talk-
dent, and P. A. Ware, sales manager, of the ing machines and records are featured.
" — positively the best needle on
the market"
Each Tonepen is good for about 100 records. The same
Tonepen plays loud or soft; simply turn it in the reproducer.
Write today for attractive dealer offer and fifty free saw.ple cards
THE TONEPEN CO.
217a Center Street New York City
14
THE TALKING MACHINE WORLD
February 15, 1922
How This Popular New Idea
Brings Customers Into "four Store
- and Pays lou Big Profits -
Keep the Store Crowded! Walter Camp's "DAILY
DOZEN" Exercises on Phonograph Records Prove
Fastest Selling Record Proposition on Market.
THE famous "Daily Dozen" Exer-
cises, set to music on phonograph
records, are creating a tremendous
demand everywhere, and are proving a
sensational sales success for dealers.
Quick profits are assured — one sale
brings another, the purchaser acting as
the demonstrator to his friends who show
a quick interest in the new idea.
Dealers the country over are receiv-
ing the benefit of our national advertis-
ing. During the war the "Daily Dozen"
Exercises were adopted by the U. S.
Army and Navy. They were featured in
the leading magazines, such as Collier's,
Physical Culture, American, Woman's
Home Companion, American Boy, Red
Cross and many others. Now the "Daily
Dozen" are set to music on phonograph
records, with the commands and instruc-
tions given in a clear voice.
These Health Builder Records are sold
in sets, each set comprising five 1 0-inch
double-disc records with twelve charts
containing 60 real photographs and a
booklet of instruction written by Walter
Camp — the whole course enclosed in
a beautiful black and gold album.
Sales everywhere are going big — and
the indications are they will go even big-
ger. The Health Builder Sets are in de-
mand the country over,
our National Advertising
Campaign proving a tre-
mendous success, one ad
alone resulting in direct
sales aggregating $5,000
— another ad resulting in
$9,000 in sales.
The movement is
sweeping the country!
People everywhere are
showing a lively interest
in this new idea of build-
ing up health and pep by
ten minutes' fun a day.
Window demonstrations
and displays of the Health
Builder System attract
wide attention.
Be the First Dealer in
Your Locality
The Health Builder System is the quick-
est-selling, most profitable phonograph
record proposition on the market. Its
success is proven. Mail the coupon to-
day for sample 1 0-inch record, with
chart and full particulars of our special
offer. We will tell you all about this
profitable movement that crowds shops
everywhere. All co-operation to boost
sales freely given. Send the coupon now
for sample outfit. There is no obliga-
tion.
Health Builders, Dept. J,
334 Fifth Ave., New York.
A. W. CHAMBERLAIN,
New England Factory Representative,
26 Broad Street, Boston, Mass.
Health Builders,
Dept. J.
334 Fifth Ave , New York
Please send me, prepaid, one 10-inch double-
disc HEALTH BUILDER Record, carrying
four of Walter Camp's "Daily Dozen," with
four charts — and your special proposition to
dealers. I have the privilege of returning this
outfit.
Name
Address
February 15, 1922
THE TALKING MACHINE WORLD
15
\\\m
The Importance of Proper Executive Super-
vision in the Developing of Salesmanship
1IHUII1IPIIIIIIIIIIIIIII1
At the close of an old year or the opening of
a new one, business men often are to be found
in a teachable mood. They realize the many
sins of commission and of omission which have
been justly laid to their charge during the twelve
months gone by, and they are ready in most
cases to think about reform. Here, then, is
something to be thought about by 'gentlemen
who are in such a chastened and generally ad-
mirable mood, following inventory.
"Pep" and Practice
There has been an enormous amount of writ-
ing, speaking and thinking about "salesmanship"
during the last year, especially since business
has been depressed. At the beginning of 1921
the grand cry was "More Pep." All would be
well, it was freely said, if only the salesmen
would buck up and fight harder. For a month
or two, words of this sort managed to soothe
or to encourage. Doubtless they had their value,
but they did not last very long. It was soon
found that salesmen were working as hard as
they thought themselves capable of working, and
were decidedly impatient of schemes for making
them work harder, especially when very little
difference appeared after all. It soon became
evident that what was wanted was less noise
and more thought. But since thinking is to
most persons a very painful process, we shall
here try to do some of it for the benefit
of those who do not care to make the attempt
for themselves. Our text is especially directed,
not towards salesmen, but towards their bosses.
Words and Things
And what we would say is this: Salesmanship
is a nice word which, like charity, covereth
a multitude of sins. But unhappily there appears
to be an incurable tendency on the part of
the human mind to confuse words with things
and to suppose that, because a given word is
convenient, expressive and in common use, it
necessarily corresponds with some tangible
concept. Now of course this is all wrong. We
have come, to take our present example con-
cretely, to group certain widely scattered no-
tions about thoughts, processes and activities
directed along certain lines under a classifica-
tion, to which we have applied a word as a
name. We have applied in this case the word
"Salesmanship." Having done this, we sup-
pose that we have erected a sort of geomancy
around our selling activities and that it is only
necessary to master some incantations called
"rules of salesmanship" to find ourselves in
the seller's heaven, where overhead does not
exist, prices are always high, costs always
low, and cash the invariable rule.
As a matter of fact, nevertheless, no one has
ever yet attained to this state of commercial
bliss by mastering any "rules of salesmanship,"
simply because that sort of work cannot be re-
duced to rules. Salesmanship in the concrete
is a matter of hard work, honesty, knowing the
| It Frequently Happens |
| That Faulty Executive ■
jj Guidance Is Respon- jj
■ sible for Disappoint- ■
M ing Sales Results ■
jjiilllllliiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
goods and obtaining the confidence of the buy-
ers. If a salesman can obtain the buyer's
confidence, by knowing his goods and talking
honestly about them, then, barring any personal
defects of a specially intractable kind, he is a
good salesman and can sell talking machines,
records, or other goods if anyone can.
The Basic Factor
But who is to see that salesmen work hard,
talk honestly and know the goods? When all
the rules have been digested, all the courses
assimilated, all the conferences held, the final
fact remains that hard work, by an honest man
who knows his goods and can gain the buyer's
confidence, is the basic factor in the entire prog-
ress. And how can the salesman be led to work
hard, to be honest, to study'and know his goods,
and to work to obtain the confidence of the
buyer, if the executive, the man at the head,
the boss himself, does not first set a good
illillllllllllllllllllllllllllllllllllllllllllllll
example, and then make it his personal busi-
ness to see that the same is followed by his
subordinates?
Bringing It Home
This is bringing it home, indeed, and we intend
just that. The fact is, as anyone can see
for himself by personal investigation, that as
a business grows there is more and more a
tendency towards opening a gap between the
heads and the manufacturing, accounting and
sales forces. Of course, as a business increases
in magnitude, the executive must be charged less
and less with details. He .must have more time
to think, to plan, to consider the application of
the principles (if he has any) on which the busi-
ness is conducted. But the selling of his goods
is the aim and end of his business. It is
for that his business was organized in the
first place. It is for that the goods are man-
ufactured. It is for that the elaborate depart-
ments of accounting, credits and collections are
organized and sustained. In a word, the blood
of the business is derived from its sales de-
partment. Accordingly, the duty of the exec-
utive is especially to nourish and sustain that
department. The details of the accounting, of
the credits and (in a healthy business) of the
production, are rightly left to the work of the
various minor executives charged with those
departments; but no president ought to leave to
a sales manager the direction of sales policy.
That is an axiom.
The Personal Touch
The executive who has got into the habit of
imagining that he can safely neglect his sales
department, to any degree whatsoever, is al-
most sure to find himself imagining also (if and
when he can be brought to an analytical state
of mind) that if his salesmen only understand
"salesmanship" better all will be well. But
this is to rest one's confidence on a fallacy.
In order to apply the rules of any system of
salesmanship to one's own business, one must
be ready as well as able to give one's time
and attention personally to training, encour-
aging, directing the sales work. Here, though
nowhere else, the president of a large corpo-
ration can best be his own departmental man-
ager. It is necessary to success.
(Continued on page 18)
TELEPHONE NUMBER
FITZROY 3271—3272—3273
PES. W.S.PATOFF
" Hitch Your Wagon to a Star"
was a suggestion we gave some time ago to the Victor retailers.
We believe that the Victor retailer that put all his energy,
capital, space and advertising into featuring Victor merchandise
during the past year was well repaid.
We prophesy that the wisdom of this maxim will be more and
more apparent as the year progresses.
ORMES, Inc.
Wholesale Exclusively
15 West 37th Street
New York
16
THE TALKING MACHINE WORLD
February 15, 1922
99
la New Record-Selling Idea!
"Say It With Flowers" is a slogan
which has increased the daily sales of
hundreds of florists.
"Say It With Music" is going to in-
crease every Dealer's sales of Columbia
Records. This new "Gift Record" idea
will sell records to an entirely new mar-
ket, and the stronger the support it re-
ceives from all Columbia Dealers, the
bigger results it will get.
Think how wonderfully personal the
gift of a record can be! Where other
gifts are mute, heart may speak to heart
in an old song of tender meaning.
Think of all the holidays there are dur-
ing the year — for every one there are
certain types of music which make par-
ticularly appropriate and acceptable gifts.
Remember that every day in the year is
the birthday or wedding anniversary of
thousands of people — soon you will real-
ize the amount of new business that
can be secured by telling your customers
to "Say It With Music."
"Say It With Music" will lead people
who do not own phonographs to purchase
records as gifts for friends who do. It
will bring them into your store, where
you will have an opportunity to interest
them in your phonographs.
Here is a fine "Plus Record" selling
help, too. "Say It With Music" will enable
you to draw the attention of your regular
customers to the attractiveness of records
as gifts. Every recipient of a gift becomes
a good prospect, and both parties to the
gift are excellent "repeat" customers.
All phonograph dealers, jobbers and
manufacturers can profit by supporting
this new record-selling plan.
The Columbia Graphophone Company
has believed in the possibilities of this
plan from the very beginning. The first
Columbia Record Gift Envelopes which
were introduced over a year ago gave
Columbia Dealers a practical means of mer-
chandising Gift Records. They add the
final touch of atmosphere to an ideal gift.
St. Patrick's Day
Patriotic
Birthday Easter
February 15, 1922
THE TALKING MACHINE WORLD
1?
Send a
MFCS.
.99
February has THREE special events
— the birthdays of Lincoln and Wash-
ington, for which a Columbia Patriotic
Record makes an appropriate gift, and
St. Valentine's Day, which kindles a
warm glow in the heart of many a lad
and lassie.
St. Patrick's Day, March 17, with
Ireland's recently acquired freedom,
will be celebrated more enthusiasti-
cally than ever.
Then there are Memorial Day, May
30, and Independence Day, July 4,
when suitable favors and remem-
brances are purchased.
During the summer, when week-end
vacation visits are the thing, a few-
new dance records make a delightful,
gift that adds zest to the parties.
Practical Columbia Support
So that all Columbia Dealers may contribute
their efforts to make this new plan a success and
reap early profits, we are furnishing free, as illus-
trated, a beautiful pastel display card.
This will serve as permanent Gift Record
advertising. It may be used for all the different
holidays, and in between times for occasions
which are not seasonal.
Columbia Dealers who subscribe to the display
service will receive their poster with the March
Display. Others may secure copies free upon
application to their regular Columbia Distribut-
ing Branch.
Get your free poster and an assortment of
Record Gift Envelopes now and help accomplish
the purpose of the slogan "Say It With Music"
by creating another slogan, "When Words Fail
— Send a Columbia Record."
COLUMBIA GRAPHOPHONE CO., New York
Weddings, Engagements,
Anniversary
Week-End
Christmas
reflect originality
radiate happiness
convey appropriate
sentiments ~ make
permanent gifts —
There are
Columbia Records
to suit every occasion
Send your selection
in this typical dift
erivelope.lt addsSthe
itnal touch to a most
acceptable gift
18
THE TALKING MACHINE WORLD
February 15, 1922
The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED
% Price Reductions /#
35% to 40%
SELECTING THEIR FAVORITES
within the past year. It will be to your
interest to write us for prices before plac-
ing further orders for Record Albums.
Please mention quantity, as large orders
help some in lowering costs.
We guarantee satisfactory Albums.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA, EDISON, PATHE. VOCAUON AND
ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
THE PERFECT PLAN
SUPERVISORY SALESMANSHIP
(Continued from page 15)
There has been a great deal of talk about
the science of salesmanship and the science of
business building and the science of this and of
that. Some of it is very good, and really has
practical bearings. Some of it. as always hap-
pens in the course of movements like this one,
has been rather silly. A little of it has been
arrant nonsense. Bad psychology, cheap men-
tal suggestion and general pseudo-scientific clap-
trap have been the foundation of more than one
successful (to the promoters thereof) "course
of instruction in salesmanship." Yet still
stands the ancient rule undisturbed and un-
dimmed:
The salesman must be honest: he must not
lie about the goods to make a sale.
The salesman must know the goods: he must
not try to cover ignorance with smooth talk.
The salesman must work hard: for no job is
more wasteful of time and effort than his, un-
less it be carefully watched.
The salesman must apply honesty, knowledge
and hard work to the task of gaining the buyer's
confidence: for honestly gained confidence is
the salesman's most valuable asset and his
brightest jewel.
That ancient rule has to be drilled into the
men who are to carry it out. It is the execu-
tive's job, first, to know that here is a rule vital
to the success of his business; and, second, to see
personally that it is applied. That is his job,
to see personally that his salesmen are doing
these things. When he knows that they are,
then it is his business to be their general, their
divisional commander, leading them into battle;
not merely a far-away commander-in-chief, in-
visibly planning, unseen to the soldier on the
firing-line.
USE FILMS TO PROMOTE TRADE
Foreign Trade to Be Stimulated by Educational
Films, Says Department of Commerce
Washington, D. C, February 8. — Moving pic-
tures are to be used extensively by the Govern-
ment as a means of foreign trade promotion, it
was just announced by the Commerce De-
partment. Arrangements are being made for
the co-operation of the motion picture experts of
the Bureau of Mines and of Manufactures, as
the cost of the films to be shown must be borne
by the company whose product is pictured.
"In the opinion of the Department of Com-
merce," said an executive, "representative in-
dustrial films will provide a very effective
method in promoting export trade. They should
prove exceedingly helpful in convincing the peo-
ple of other countries regarding the industrial
ability and the extraordinary facilities of the
United States."
ARE YOU PREPARED?
Patented
1914
Patented
1914
Keen competition is the keynote of business for 1922. Goods of quality will
rule the day. If you handle goods of high quality —Particularly Boston
Albums — you need have no fear of the future. Your business is assured.
Boston Albums are made right — To satisfy your most exacting customers.
BOSTON BOOK COMPANY
501-509 Plymouth Court CHICAGO, ILL.
L E. GILBERT AGAIN WITH MICKEL
Old-time Victor Man Joins Traveling Forces of
Mickel Bros. Co. in Des Moines
Des Moines, Iowa, February 6. — Lee E. Gilbert,
one of the old-time Victor men of Iowa, who
joined the forces of Mickel Bros. Co. on Jan-
uary 1, has a host of friends throughout the Mid-
dle Western territory, having originally blazed
L. E. Gilbert
the Victor trail through this section when the
line was in its infancy. His early associations
were with the Victor Co. during 1905, later join-
ing the forces of Chase & West, of Des Moines,
who were at that time wholesalers for the Vic-
tor Co. When the Des Moines office of MLckel
Bros, was opened, Mr. Gilbert and Geo. Beaver,
the manager, established practically all of the
larger dealers who are active to-day. In 1915
he left the talking machine field for other en-
deavors, and it was only recently that Mickel
Bros, were able to again secure his valuable serv-
ices. Mr. Gilbert will supplement the work of
the other four travelers, with headquarters in
Des Moines.
THE GROWTH OF DIE=CASTING
Discussing the history of die-casting, now so
general in the talking machine trade, C. T. Roder,
in the Iron Age of recent date, points out that
die-casting is produced by forcing liquid metal
into dies under pneumatic pressure. Until 1914
only metals fusing below 1.300° F. were suc-
cessfully die-cast, chiefly zinc alloys. Advan-
tages of die-casting are the small amount of
machining necessary, reduction of assembly,
the small cost, great accuracy, good appearance,
etc. The pneumatic pressure assures uniformity.
Aluminum die-castings are a recent develop-
ment. Design of die is the most important
feature of the work.
February 15, 1922
THE TALKING MACHINE WORLD
19
Illllllllllllllllilllllllllllllllinil IIIIIIIIIIIIIIIIII I I Illllllllllllllllllllllllllllllllllllli
I The Kind of Advertising That Attracts and j
I Makes the Greatest Impression on Women I
Talking machine merchants who have given
particular study to newspaper advertising are
keenly interested in the type of advertisement
which makes the greatest impression upon
women. The value of the exhaustive study of
retail advertising just concluded by C. J. Sued-
hoff, of the Suedhoff-Ross Advertising Agency,
of Ft. Wayne, Ind., is timely in this connection.
In order to get the necessary information Mr.
Suedhoff asked a hundred average shoppers a
number of questions relative to the effect that
store advertising had upon them. From these
answers the following was compiled:
Number who had not read any of the store's
advertising for two days, one.
Number who came with the specific intention
of inspecting some of the offerings listed in the
store's advertising during the last two days,
eighty-three.
Number who came for the purpose of inspect-
ing some of the offerings listed in store's adver-
tising previous to the last two days, three.
Number just "shopping" without being specifi-
cally interested in any of the advertised offer-
ings, fourteen.
Number visiting the store who wefe interested
in bargain offerings advertised in the morning
newspaper, twenty-seven.
Number visiting the store who were interested
in goods advertised in the previous afternoon's
paper, fifty-six.
Number who carried clippings of advertise-
ments for reference, one.
Number who had made engagements to meet
friends at the store, eleven.
Absolutely new customers among 100 shop-
pers, one.
Illlllllllllilllllllllllllllllllllllllllllllllllllilliii
Number who had some sort of comment to
make regarding the store's advertisements, fifty-
one.
Number who in answer to question stated that
they read store's advertisements every day,
seventy-nine.
Number who stated they read ads very fre-
quently, eleven.
Number who read advertisements infrequently,
ten.
Mr. Suedhoff believes that the figures secured
^iiiii iiiimuif mi inn ihi iiiii luitiiiaiiiiiiiriiiiiiiiiintiiiBmtiniuiuriinniinniiituntitii ntu mitititi i n n iiiitim u iim ti tiiiiimtiti^
| Out of 100 Shoppers—
= S3 came in in response to the previous two days' ad- §
M vertising;
= 14 were "just shopping" without having advertised j§
§| values in mind; E
= 27 came in because of the copy in the morning paper; =
= 56 were attracted by the advertisements of the pre- §
1 vious afternoon; §
1 37 were accompanied by feminine friends;
§ 11 made engagements to meet friends at the store; 1
1 79 said they read the store's advertisements every 1
g day ; |
1 11 read the announcements "very frequently";
= 10 read them "only now and then."
Wiim i iiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiiiuiiiiiiiiiiiiiiiiiiiiiiiii uiiiuiiiiiiiP
in this survey are typical of those that would
be secured from a similar investigation in stores
in other cities about the size of Fort Wayne.
"This phase of the survey showing how little
attention is paid by customers to advertisements
which are more than two days old should be of
especial interest to all retail advertising men,"
declared the advertising man. "It is evident
from these figures that women, as a whole, fol-
low a store's advertising very carefully, and that
they realize that business conditions change
from day to day, just as the news of the world
II
changes, and that the goods which were offered
in advertisements last week may not be sold at
the same prices to-day or may not even be on
hand in the store.
"It is an encouraging thing to the man who
prepares retail copy to know that his ads play
such a large part in the lives of the women of his
city. Perhaps the average retail advertising man
is not fully aware of just how important his ad-
vertisements are to the women, and these figures
may prove rather astonishing to him. He may
have realized, of course, that the women are at-
tracted to his store by the ads, but he may not
have realized that the vast percentage of all the
women in the city read his ads regularly, no
matter whether they come to his store every day
or not."
GROUP INSURANCE FOR EMPLOYES
Watkins Bros., Inc., Hartford, Conn., Vic-
trola and piano dealers, who also operate -
stores in South Manchester and Bristol, Conn.,
have taken on group life insurance for all their
employes. Fifty-two were eligible, seven being
entitled to the maximum of $2,000 protection,
having been with the company for fifteen years.
JEDLICKA BROS. BUY SECOND STORE
Southampton, N. Y., February 3. — The Victor
business of Benjamin Rosen was recently pur-
chased by Jedlicka Bros., proprietors of a simi-
lar establishment at Bay Shore, N. Y. The new
branch is one of the finest on Long Island and
the purchasers have the advantage of an estab-
lished clientele.
WIDE-AWAKE DEALERS
are increasing their profits through the sale
of De Luxe Needles
Before you place your next order write to
us for samples and full particulars about
DE LUXE NEEDLES
Duo-|one Company, Incorporated
| Full Tone
Sole Manufacturers of De Luxe Needles
* ANSONIA,rCONN.
DON'T FORGET THESE FACTS
Perfect Reproduction of Tone No Scratchy Surface Noise
PLAYS 1 00-200 RECORDS
Three for 30 cents (40 cents in Canada)
Medium Tone $
1
20
THE TALKING MACHINE WORLD
February IS, 1922
NOTED ARTISTS VISIT EDGAR SHOPPE
Eight Famous Victor Artists on Visit to Tulsa,
Okla., Are Photographed at Attractively Ar-
ranged Victor Store in That City
Tulsa, Oklav February 1. — When the Eight
Famous Victor Artists visited this city early last
month and played to a packed house, they made
their headquarters at the Edgar Shoppe, a new
Victor store, which has the distinction of being
the only all-Victor store in Oklahoma. There
are lots of stores in Oklahoma carrying the Vic-
tor line exclusively as a talking machine, but
most of them are general music stores. The
Edgar Shoppe is, perhaps, the most complete
Victor store in the Southwest, and the equip-
ment and furnishings, which include Unico
booths and counters, cost upward of $20,000, ex-
clusive of merchandise.
The group photograph shows, from left to
right: Morton Engle, manager of the repair de-
partment, the Edgar Shoppe; John Meyer, Frank
Croxton, Thos. J. Edgar, president and general
manager of the Edgar Shoppe; Billy Murray,
ETCHED METAL NAME-PLATES
FOR MANUFACTURERS AND DEALERS
SAUTHOLA
DMADE BY
dOHN SMITH & CO. (
NEW YORK, U.S.A.
MODEL SERIAL N0.I
Write for prices
stating quantity
desired
SOLD BY
| HENRY JONES ® CO. {
81 UNION ST. ™
ALLEGHENY. PA.
EVERLASTING
NEAT IN APPEARANCE
ELECTRO-CHEMICAL ENGRAVING CO., Inc., 52 Vanderbilt Avenue, New York, N. Y.
ASTORIA MAHOGANY CO. REORGANIZE
Friendly Receivership Proceedings Brought —
Arrangements Made to Carry on the Business
The Eight Famous Victor Artists in the
Lester Burchfield, wholesale manager Sanger
Bros.' Victrola department; A. T. Bown, sales
department, the Edgar Shoppe; Otto Kluber,
tour manager for the Famous Eight in the
Southwest; A. H. Renner, assistant manager, the
Edgar Shoppe; William Junkins, representative,
the Schmelzer Co., Kansas City. Seated: Al
Campbell, Miss Elizabeth Day, manager record
department, the Edgar Shoppe; Monroe Silver
and Frank Banta.
Negotiations have been going on for some
time looking toward a reorganization of the As-
toria Mahogany Co., Inc., a New York corpora-
tion, having its executive offices and manufac-
turing plant in Astoria, L. I., under a plan of
reorganization which
/will place the com-
pany on a sound finan-
cial basis and provide
new working capital.
In order to enable
a continuance of the
company's operations
and also to conserve
the assets of the com-
pany pending such re-
organization, friendly
receivership proceed-
ings have been brought
in equity. Douglas H.
Allen, who has been
appointed, with Ed-
ward W. McMahon, a
member of the law
Edgar Shoppe firm of Graham, Mc-
Mahon, Buell & Knox, with offices at Manhat-
tan, as one of the receivers by Judge Garvin of
the United States District Court for the Eastern
District of New York, is familiar with the opera-
tions of the company, having acted for the past
six months as representative of the principal
creditors in connection with the company's af-'
fairs.
The receivers have been authorized by the
Court to carry on the business as heretofore, and
99
"FACILITIES
To Our Customers We Owe All— To Them We Give All
Without proper facilities
good intentions count
for nothing. We have
the facilities to
back up our efforts
with actual performance.
COHEN & HUGHES
Wholesale Exclusively
BALTIMORE WASHINGTON
arrangements have already been made with the
principal creditors for financing the raw mate-
rial requirements of the company during the
term of the receivership. As a going concern
the assets of the company, having a book value
of approximately four and a half million dollars,
exceed its liabilities by a substantial amount, and
the proposed plan of reorganization contemplates
payment of all trade creditors in full upon dis-
charge of the company from receivership.
The appointment of receivers for the Astoria
Mahogany Co. will not afreet the company's trop-
ical subsidiaries, the Nicaragua Mahogany Co.
and the Compania Mexicana de Caoba y Godro.
gHlllllllllllllllllllllilllllllllllllllllllllllllllillllllllllllM
I Phonographic Epigrammatics j
By
HAYWARD CLEVELAND
Do not condemn rival goods. 'Twere j
1 better to admit their worthiness and |
I say, " 's machines (or records) are |
1 good but ours are better." Then prove it! j
"Music hath charms to soothe the sav-
age breast." By that token, then, we are
all savages, and it logically follows that
the talking machine, the universal music
purveyor, is the greatest of savage
tamers!
It is the privilege of most men to have
some choice of occupation. Choose that,
therefore, that drags no man down, but
uplifts. Of such is the talking machine
trade !
"Eternal vigilance is the price of lib-
erty." This might be commercially
adapted to read, "Eternal vigilance is the
price of success."
Once a prospect always a prospect,
until dead or departure for parts un-
known!
Regard your buyers as juries. Emu-
late Lincoln. Admit the merit in the
opposition's arguments and cap with bet-
ter.
Take a shot at the moon! You may
hit it! Take a try at a remote prospect!
You may land it!
No one human invention has con-
tributed more toward the "Gaiety of Na-
tions" than the talking machine.
No one product of man's ingenuity
has gone further toward "Making all the
world akin" than the talking machine.
Let not the day go by in which you
do not, to some extent, progress a worthy
cause.
Music is the rhythmic expression of
that which is noblest and best in the
human.
Optimism costs no more than pessi- |
| mism and brings better results.
*iiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiira
February IS, 1922
THE TALKING MACHINE WORLD
21
©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©
© ©
(9 _ ©
cUhe NEW Scotf ord Tonearm 1
and Superior
Reproducer
fa
©
©
©
©
tCA new external shape
| of grace and beauty ^
without changing the
S internal design :
The
NEW
That same an&le turn with the solid inclined plane
deflecting the sound waves straight downward into
amplifying chamber. That same famous Scotford
tone — the tone of refinement, — genuinely musical.
Now in a tonearm of accepted, conventional, popu-
lar design. WRITE FOR SAMPLES.
©@®©©©©®©©@©@®©©@@®®©@@@©©@©©©@@@©©@
©
©
©
©
©
©
©
©
New Construction
The long, straight tuhe is of drawn
Yellow Brass. Tonearm. Base, Main
Elbow and Connection Elbow and
the Reproducer Frame, Face Rin£
and Back Plate are cast of TENSO
White Brass Alloy. — an alloy more
than double the tensile strength of
cast iron. — ■much stronger, harder
and lighter in weight than ordinary
white metal alloys. New dies have
been produced for casting all parts.
The new parts are solidly cast, and
are very substantial and durable.
© ©@©©®@@©©@©@@©©©©©®®@®©©©@@©®©®©@©@© Monroe and Throop Streets
©
©
©
©
©
©
©
©
©
©
©
©
©
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©
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©
STYLE No. 1 FINISH
A combination of Nickel or Gold Plate and Black Rubber Japan
STYLE No. 2 FINISH
A different combination of Nickel or Gold Plate and Black Rubber Japan
STYLE No. 3 FINISH
All parts Plated in Nickel or Gold
In ordering specify whether Reproducer should hare Plain Gilt Plate or " Superior " Name
Plate. To obtain Individual Name Plate, customer ?nust furnish Decalcomania Transfer
Samples Will be Submitted on Approval
Style 1 Tonearm lonfe tube and main
elbow, Reproducer face rin& and
back Black Japanned; other parts
Plated.
Style 2 Tonearm long, tube and main elbow Plated, base Black Japan-
ned; Reproducer back Black Japanned, the face rin£ and frame
Plated.
Style 3 All parts of Tonearm and Reproducer are Plated.
Gold $ 9.00
Gold 10.00
Gold 11.00
No. 1 New Scotf ord Tonearm and Superior Reproducer . Nickel $7.00
No. 2 New Scotford Tonearm and Superior Reproducer . Nickel 7.75
No. 3 New Scotf ord Tonearm and Superior Reproducer . Nickel 8.50
Samples Prepaid at the Above Prices
Write for Our
Specification Sheet and Quantity Price List
BARNHART BROTHERS
& SPINDLER
CHICAGO, ILLINOIS
©
©
©
©
©
©
©
©©©©©©©©©©©@©©©©©©©©@©©©©©©©@©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©@©©©©©
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22
THE TALKING MACHINE WORLD
February 15, 1922
Here's one that will sell like hot cakes ! Al
Jolson sings "Give Me My Mammy/' from
Bombo. On the other side Hart & Shaw, two
new Columbia artists, sing a tender lullaby
" My Mammy Knows." Order it. A-3540.
Columbia Graphophone Co
NEW YORK
PROGRAM OP GENERAL EDUCATION
Outlined by Leading Makers of Talking Ma-
chines and Records — Has Bearing on Value
of Music for the Young People
Writing to the Toronto Globe, a correspon-
dent pleads for better music for the young
folks and pays homage to the talking machine
as a medium which will educate them to a
higher appreciation of music. The letter runs:
"The talking machine is rapidly coming into
a place as an instrument of instruction and in-
terpretation of better music for the young. And
the writer wishes here to suggest to parents the
valuable service to which this instrument can
be put in any ordinary household.
"Fortunately, the makers of the talking ma-
chine seem to be agreed on a program of gen-
eral education toward a higher class of music
for the school and the children in general.
For example, they are now making many rec-
ords intended to teach or bring back into favor
the quiet, the natural calmness and the refined
over-soul of refined types of voice and instru-
mentation.
"The songs and instrumental selections, which
have stood the test of time and which are
now, and long have been, an expression of the
sentiment and the sympathy of the great and
good heart of common humanity — these types
are being featured by the makers of talking
machines and are coming rapidly into favor
Any musical selection really worth your time and
money will still be alive next week, next year
and probably next generation.
"Moreover, there is a strange matter here
which the parent is prone to overlook, namely,
that the ragtime music thrills quickly, racks
and fatigues the nerves and soon becomes a
sort of nausea. Conversely, they must under-
stand that the better music for children — the
real music — grows sweeter and dearer through
repetition and slowly finds a delightful abiding
place in the soul of the habitual listener.
"Do not be impatient with your child re-
garding the matter. If his nerves are all un-
strung from the continuous clank and rattle of
the loud and noisy selections the higher class
of music will probably not be especially pleas-
ing to him. However, if you will but continue
to present to his ears the harmony of the
sweeter strains at length he will be led to dis-
cover the soul of the musical art."
TO MAKE BRANCH PERMANENT
Canton, O., February 4. — The store of the Wur-
litzer Co., opened a month ago in the New
Northern Hotel Building, will be permanent,
M. M. Potee, manager, announced this week.
It was not determined when the branch was
opened if the Canton store would be continued,
but it is now stated that the company, as soon
as a new location is leased, will add talking ma-
chines and small goods.
EIGHT FAMOUS
VICTOR Al
In Concert and Entertainment
Personal Appearance of
Eight Popular Victor
Favorites on One Program
A live attraction for live dealers and jobbers
Bookings flow for season 1921-1922
Sample program and particulars upon request
P. W. SIMON, Manager
1658 Broadway New York City
JCW P\SrYSKS
Famous Ensembles including
Campbell & Burr - Sterling Trio - Peerless Quartet
WORKING FOR CARUSO MEMORIAL
Project for Caruso Anniversary Week Late This
Month Meeting With Much Success — Music
Industry Promises Support to the Plan
It is announced by the Caruso Memorial
Foundation that the plans for Caruso Anniver-
sary Week, starting February 27, the forty-
ninth anniversary of Caruso's birth, are pro-
gressing most satisfactorily. The Music Indus-
tries Chamber of Commerce at a meeting of the
Board of Directors last month endorsed the proj-
ect and promised the support of the industry,
and the Governors of several States, including
Massachusetts, Kansas, Colorado and Nevada,
have agreed to serve as honorary chairmen of
the committees being formed in their respective
States.
It was stated at the headquarters of the Foun-
dation in the Woolworth Building, New York,
that the response from artists and musical or-
ganizations who have promised their co-opera-
tion for Anniversary Week has been especially
gratifying. Among the artists who say they
will appear in benefit concerts for the fund are
Emilio de Gogorza, Elena Gerhardt, Reinald
Werrenrath, Arturo Bonucci, Cantor Josef Ro-
senblatt, Mary Mellish, Julia Claussen, Ernest
Hutcheson, Max Gegna, Edward Lankow, Ellen
Beach Yaw, Nelson Illingworth, Olive Nevin,
Daisy Jean, Harriet Scholder, Sara Sokolsky-
Freid and Harold Bauer.
A national committee of artists is now being
formed to co-operate with the executive com-
mittee of the foundation.
STRONG DEMAND FOR COVERS
A. Bruns & Son Report That Many Talking
Machine Owners Are Now Buying Covers
to Protect Instruments in the Home
A. Bruns & Son, manufacturers of talking ma-
chine delivery covers, Brooklyn, N. Y., report
that the demand for their several covers has
been very gratifying during the past few months
Especially is this true in the Bruns "made-right"
fleece-lined rubberized dust cover which they
recently introduced to the trade. They state
that talking machine jobbers and dealers are
very enthusiastic about this new cover and that
dealers especially have been able to sell one
with most every talking machine purchased.
Heretofore the sales of covers designed for the
safe delivery of talking machines have been lim-
ited to dealers and jobbers, but this new fleece-
lined dust cover has been found adaptable for
"talking machine owners as well as dealers, and
in consequence has opened up a new and broad
field for the covers.
Recently this company prepared a very at-
tractive circular which went to dealers of talk-
ing machines all through the country. This,
accompanied by a strong sales letter, was pro-
ductive of real results, and officials of the com-
pany are confident that 1922 will prove a most
prosperous year for them.
February 15, 1922
THE TALKING MACHINE WORLD
23
^McMnan
4oa
frimuL
(NO. II)
Dear Bill:
I was mighty glad to receive the copy of the
local paper containing your advertisement and I
believe I know the reason for the poor returns
from your ads. Your copy reads like a catalog
price list and from that I gather that you are
gradually adopting the extremely dangerous
practice of running your business on a price
basis alone. Take my advice, Bill, and get away
from that practice or you will soon find your-
self on the rocks. The average person is
naturally suspicious of the house and the line
carried where price slashing is made the feature
of the enterprise.
In your newspaper copy you have got to pro-
duce something that will not only attract the
attention of the reader, but the ad must also
arouse a desire for ownership of the particular
machines mentioned. Your advertisement must
carry a distinct appeal to the people whom you
are trying to reach, and since a large majority
of the people in your community are middle-
class, decently educated, intelligent people, these
are the ones for 'which your message should be
designed.
An analysis of this class of people will con-
vince you that price is not of absolutely first im-
portance, especially when the purchase of a talk-
ing machine is under consideration. Fair value
for money spent, playing quality and adapta-
bility of the machine as an article of furniture
are perhaps the three primary considerations.
As a rule, these people possess imaginations
and, therefore, your advertisements, to be effec-
tive, must play upon this human quality. Fea-
ture the talking machine, not as a cheap propo-
sition, but as a valuable aid to home enjoyment
and comfort and bring out strongly, but with-
out exaggeration, the mechanical qualities and
beautiful finish which will make it a valuable
addition to home adornment.
Another factor which is detrimental to suc-
cess in advertising carried on by inexperienced
advertising men like yourself, if you will par-
don me for saying so, is the lack of continuity in
copy. It is just as important for the talk-
ing machine dealer to map out a campaign as
it is for the manufacturer to do so. However,
dealers do not seem to realize this and they
continue to spend perfectly good money in ad-
vertising which brings in only half the profit
which would accrue if a good, strong campaign
were planned. This does not necessarily mean
that large space must be taken to get the mes-
sage across. On the contrary, the dealer who
uses small space can get big returns if his copy
appeals to the people whom he desires for cus-
tomers, and a large business can be built up in
this manner.
The newspaper campaign can be made even
more effective by tying up the window dis-
plays with each particular ad. If the advertise-
ment is read by a prospective customer and
creates a favorable impression a state of mind
has been reached which is easily swayed toward
the purchase of a machine. In a small com-
munity like yours a prospective customer who
has read the advertisement will, no doubt, have
occasion to pass your store, and if the window
display is forcible enough to remind the pros-
pect of the ad additional interest will have been
aroused which might stimulate the prospect suf-
ficiently to enter the establishment. The rest is
up to the salesman.
Yours for better business,
Jim.
SENDS MESSAGE ON RECORDS
Head of International Corporation Has 1922
Message Recorded and Sent to 20,000 Repre-
sentatives Throughout the Country
A novel and successful use of talking machine
records in connection with an insurance pub-
licity campaign has been effected by Cecil F.
Shallcross, United States manager of the North
British & Mercantile and president of the Ameri-
can companies affiliated in the group. Mr. Shall-
cross has sent a personal message for 1922 to
each of the 20,000 agents of the companies. Mr.
Shallcross brought the idea into being and
Chauncey S. S. Miller, advertising and publicity
manager for the companies, made the idea a
reality and worked out the details of the plan.
Mr. Shallcross, in a conversation with Mr.
Miller, spoke of the manner in which he had
been impressed by the sound amplifiers on the
Madison Square Garden and other places which
brought President Harding's address at the
burial of America's unknown hero to the ears of
thousands. Mr. Shallcross said that he wished
he could place a sound amplifier in the office of
every agent of his companies so that he could
speak to all the agents. Mr. Miller suggested
that Mr. Shallcross make a talking machine rec-
ord of the message and send a disc to each
agent. A contract was entered into with a manu-
facturer of records and the record was made.
One side contains a brilliant military march by
a band and the other Mr. Shallcross' message.
The discs are being sent to the agents as fast
as they are received from the factory.
From expressions already heard the agents
are "tickled to death" over the innovation, and
many of them have sent in complimentary lines
in token of their appreciation. Some of the
agents have loaned the record to their friends,
who have played it over and over again. Other
agents hearing the record have wanted to know
what it all was about, and consequently were
hearers of Mr. Shallcross' message.
Have you noticed that the man who has been
"through the mill" invariably knows all he tells,
but never tells all he knows?
Build up a real
Phonograph Business
for YOURSELF
The only way you can get one of the standard "old line"
talking machines is in common with scores of other jobbers
and dealers in your territory. You must share the business
developed in your territory with all the rest. Will your net
share be worth while?
You can get a talking machine, like HARPONOLA, and build
a real business around it for yourself. You control the terri-
tory. You map out your own policies. And you get the
rewards of your own efforts.
It is up to you to choose between the
two opportunities — and both have
their merits. Do you want our propo-
sition for purposes of comparison?
THE HARPONOLA COMPANY
101 MERCELINA PARK
CELINA. OHIO
Edmund Brandts, President
The Phonograph
with the"Golden Voice"
HARPONOLA
24
THE TALKING MACHINE WORLD
February 15, 1922
Genius is but the
infinite capacity
for taking pains"
Where There is Only 2-1000ths of an Inch
Between Perfection and
the Scrap Pile
There can be no "ifs" and "ands" in the Cheney
Factories. We demand perfection as nearly as
it is humanly possible. We make our motor
parts exact to the thousandth part of an inch.
Take the case of the spindle in our motor, for
example. It is the heart of the motor — and unless
it is made just so, the motor will be noisy and
throb when it runs. No Cheney motor may do
that, and pass inspection.
As a result, we set a limit of 2/1000ths of an
inch upon its eccentricity. Every spindle is tested,
and unless it meets the test, it is thrown out.
Such manufacturing standards are unusual.
They account for the supreme quality embodied
in The Cheney. It is remarkable that such
quality is combined in The Cheney with prices
notably low.
The Cheney Talking Machine Company * Chicago
HENEY
The Master Instrument
tfThe Longer You Play It, the Sweeter It Grows"
Although the spindles for
the Cheney motors are man-
ufactured with exceptional
care, each one must be sub-
jected to the exacting test
illustrated at the top of
this page.
Resting on its bearing
points, the spindle is tested
undew conditions of actual
use in the motor. A regis-
tering shoe is placed on the
fibre worm gear and then
the spindle is revolved. If
the dial records an eccen-
tricity of more than .002 of
an inch, the spindle is re-
jected.
To eliminate all metallic sound, the
worm gear on this spindle is made of
fibre; compressed to almost the hard-
ness of metal. To eliminate friction as
nearly as possible, the shaft is polished
until it is smooth as glass. It is such
attention to each tiny detail in the
construction of The Cheney which
has earned for it the name of "The
Master Instrument."
February 15, 1922
THE TALKING MACHINE WORLD
25
Recognizing the Psychological Moment for
Ending the Argument and Closing the Sale
llll!
Those who have made extended and intensive
studies of selling tactics agree that almost as
many sales are lost through too much talk on
the part of the salesman as are lost for other
reasons. The ability of the salesman to gauge
the effect of his talk and recognize the psycho-
logical moment for ending his arguments and
closing the deal is the trait that gets the re-
sults. This question is summed up very neatly
in an article which appeared in The Voice of
the Victor lately under the caption 'Tt's Time-
to Stop When You've Said Enough," and which
read :
There are two things in the conversational
selling of goods, Victrolas and Victor records
among them, which every salesman ought to
know. Some of them do know by experience,
others have to learn. The trouble is that while
they are learning their employers, as a rule,
are paying them full salary and commission.
These things are so important, and so definite
in their effect, that each ought to be supplied
with a maxim. The first thing is to know how
to begin a sale, and the second is to know how
to stop. Any locomotive engineer will tell you
that a good brake is as important a part of his
train equipment as the engine itself.
Many a salesman has sold a customer into
a purchase, and then, by talking too long, talked
him out of it. There is a classical story in the
East of a real estate salesman who, young,
managed to find a buyer for a beautiful big
country estate that was going to rack and ruin
for the want of a good householder. He sold
the house on quality. Dissatisfied, conscientious,
he began to go into details — after his customer
was sold. The details were good, they were
important — but the young man talked too long.
He lost sight of the fact that half the customer's
pleasure in buying was to be able to go over
the place and find out for himself. He was
psychologically sold; his mind wanted to follow
detail for itself; to receive it from another mind
tired him. He decided to "think over it." He
never came back.
Now that man, we repeat, was fully sold when
he came into the real estate agent's office. He
came in in obedience to his own demand for
something — not in obedience to a call from
someone else, for something he was only halfway
interested in. He wanted a house, the sales-
man had exactly what he wanted — but by in-
judicious and too-prolonged talking he worked
a fourfold injury. He hurt the customer's mind, he
lost his own commission, he served his employer
badly, and he lost money for his employer's
client, the seller of the house, by turning it back
on the market and letting depreciation and
Kill
taxes run on. And to this day he doesn't know
how near he was to making one of the biggest
sales of his time, nor why he didn't make it.
There's the tragedy of the thing.
There is another classical story in the East,
of a lawyer who defended, in a certain Federal
court, three men who had been arrested upon
a serious Government charge. The evidence
against them was. not strong; even the District
Attorney admitted it, and conducted the case
in an absolutely impersonal style. The evidence
was largely circumstantial, the witnesses for
the prosecution were none too sure. When
the attorney for the accused men arose he
could have won the case for his clients in five
minutes. Instead, he talked for three solid
J Two Leading Sales- (
■ manshipPointsAre: To B
| KnowWhentoBegina jj
■ Sale and to Know Ex- ||
B actly When to Stop ■
hours — that being the time granted by the court
for his argument. He actually put into the heads
of the jury a multitude of considerations that
had not been there in the beginning. The pa-
tience of the jurors was worn down by three
hours' continuous repetition and re-repetition
of things which only muddled their minds and
they eventually brought in a verdict of "guilty."
He didn't talk his clients into jail, for the judge
in the case was ancient and wise, and the men
were dismissed with the lightest possible fine.
It is quite true the men did not suffer; but
suppose the lawyer had been selling them some-
thing!
There are few men who have been in business
any length of time who have failed to see
similar instances. An excess of zeal in such
matters is nearly as bad as indifference. If
a sale is lost by indifference, or if it is lost
by overtalking, the cause of the loss doesn't
matter — good money is gone and good business
impaired.
Now for the question of maxims. "How,"
you ask, "shall I approach a new customer?"
Well, that* is largely a matter for yourself.
iilllllllilllllllllllllllllllllllllillilllllllllllllllllU^
You have been trained, or you have learned of
your own experience, that the secret of selling
music is to learn the tastes of your customer.
These cannot always be told by his appearance,
or by his first words. Has it never occurred
to you that it might be a good thing to ask
him?
There is nothing easier than to say to the
frequently embarrassed citizen who comes into
your place: "Is there anything in particular
you would like to hear?"
We know, in suggesting this, that we may be
treading upon some sore spot — that not every
stock is so inclusive that it will give the cus-
tomer the chance to hear his particular favorite
out of the thousands of tunes that have been
given civilization — but it will at least give you
what explorers, detectives, writers and sales
experts alike call a "lead."
From this your path is easy — or should be
easy.
But when to quit? That is another question.
It will call for skill, or for instinct. And in-
stinct will manifest itself in as many ways as
there are human souls.
It is well to be enthusiastic — ■ enthusiasm
catches. " But it doesn't consist in loud talk, in
stamping feet and pump-handling elbows. It
doesn't consist in "gassing" a customer with
a "line of talk"; that may be left to the side-
show men. Tell what you know and then —
subside.
ENJOYS VACATION IN FLORIDA
Fred H. Ponty, Well-known Talking Machine
Dealer of New York and Connecticut, Dodg-
ing Cold Weather in the Southland
Fred H. Ponty, proprietor of Polity's Vic-
trola Store, Port Chester, N. Y., and of South
Norwalk, Conn., and who is also interested in
Ponty's Gift and Art Shop, Greenwich, Conn.,
which also maintains a Victor department, is at
present taking a much-needed vacation in
Florida, visiting Palm Beach, Miami and other
Winter resorts in that State. He is accompanied
by his sister, Miss Sophie Ponty.
SONORA SHOP IN LARGER QUARTERS
Lansing, Mich., February 6. — The Sonora Shop,
of this city, is now located in its new and en-
larged quarters at 111 East Allegan street.
W. W. Cummings, proprietor of the establish-
ment, states that steadily increasing business
has made the move necessary. In addition to a
complete line of phonographs and records,
pianos and player-pianos are handled.
Quality
Distinction
The "VICSONIA" Reproducer
Recognized for its Perfect interpretation of Edison Disc Records on
Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Note: The Vicsonia is made of Bronze, sand casted and machined to measure-
ment. Finished in heavy Nickel or Gold plate. Flexible stylus.
Meet the demand — Serve your customers
Sample Model "A" or "B" Vicsonia will be sent on receipt of $4.50. Retail
price $7.50.
Note: Model "B" Vicsonia plays both Edison and Pathe records.
VICSONIA MFG. CO., Inc.
313 E. 134th STREET NEW YORK, N. Y.
26
THE TALKING MACHINE WORLD
February 15, 1922
Two lively fox-trot piano ducts by Banta
and Hess. The kind of a dance record
that always sells big. "Remember the
Rose" and "Roll on, Silvery Moon," are the
two selections. A-3535.
Columbia Graphophone Co
NEW YORK
LARGEST SIGN IN THE WORLD ERECTED BY SONORA CO.
Mammoth Billboard Advertisement of the Sonora Phonograph, Eight Hundred Feet in Length,
Can Be Seen About an Hour's Ride Out of New York City on the N. Y. Central R. R.
That the Sonora Phonograph Co., 279 Broad- less than an hour from the city, where the tracks
way, New York, is a believer in advertising on leave the river for a short distance and there is
a large scale so that its publicity will be notice- nothing to be seen but embankments on either
able to a marked degree is no more forcefully side of the train. As the latter rounds the curve
world. It is eight hundred feet in length, forty-
three feet high, comprising an area of nearly
33,000 square feet. It required the work of forty
men and five weeks to erect it. The entire
woods covering two acres was removed in or-
der to put the sign in its proper position. Five
hundred post holes were dug and 42,000 board
feet of lumber were used, as the sign was con-
structed to withstand a wind pressure of ninety
Gigantic Signboard Featuring the Sonora Phonog raph Erected on Main Line of New York Central
manifested than in a sign which it has had
erected on the main line of the New York Cen-
tral between Albany and the Grand Central De-
pot in New York, a reproduction of which ap-
pears herewith. This sign is located a little
where the engineer is compelled to slow down
the passengers are confronted with a vast snow-
clad range of mountains in the center of which
is the word Sonora in stupendous letters.
This is considered the largest sign in the
miles per hour. It took thirty kegs of nails to
hold the boards on the frame and 450 gallons of
paint were used by six painters, who required
three weeks to paint the picture. Every six
months the entire sign is repainted.
IMPORTANCE OF COLORS IN BOOTHS
Varied Color Schemes in Demonstration Booths
Are Being Found Effective in Stimulating
Sales of Records, Etc. — Please Aesthetic Taste
Several modern talking machine dealers, real-
izing the influence which various colors exert
on certain people, have decorated their record
demonstration booths in various hues and the
results have been apparent in increased sales and
more pleased customers. Prospective purchas-
ers, when entering the establishment, invariably
chose the booth where the color scheme was
most pleasing to their eyes!
It is becoming more and more recognized by
students of the psychology of color that certain
colors exert a strong influence toward good-
nature or the reverse on different people. For
example: Certain people are attracted by a soft
gray. It is restful to their eyes and fits well
with their quiet, conservative natures. On the
other hand, there are others who are so filled
with life and "pep" that a modest color such
as gray tends to make them less happy and in-
duces a state of mind which is detrimental to
the success of the salesman in his efforts to dis-
pose of a record or a machine. A harder and
more forceful color, such as a deep green or red,
will fit much better with a person of this char-
acter than the soft gray. They are then in sur-
roundings which are sympathetic to their natures
and the salesman's job is much simplified.
NEW WITH THE
NEW YEAR
Pleasing to the Eye and Pleasing to the
The New Phillips Octagon
Throw Back Tone Arm No. 5
With Octagon Reproducer No. 5; also equipped with our regular No. 3 Reproducer if desired
A decidedly attractive combination that has met with instantaneous success.
Besides its attractive appearance it has a deep full tone that is much admired.
Quantity Prices on Request
The William Phillips Phono Parts Corp.
Manufacturers of Tone Arms for Portable, Medium and High Grade Machines
145 West Forty-fifth Street New York City
February 15, 1922
THE TALKING MACHINE WORLD
27
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I OFFERS PROGRAMS FOR THE SCHOOLS
IROQUOIS SALES CORPORATION
BUFFALO, N. Y.
Wholesale Distributors
Records
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FEATURES "HUMORESQUE" RECORDS
Columbia Dealer Links Up Showing of Motion
Picture With Columbia Records
Castleton, N. D., February 1. — C. M. Lindsey,
live Columbia dealer of this city, took advan-
tage of the appearance in a local theatre of the
well-known moving picture "Humoresque" to
Attractive "Humoresque" Window
stage a very attractive window display featur-
ing Dvorak's violin selection played by well-
known Columbia artists. The window featured
one of the scenes from the picture and a large
Grafonola model with a list of "Humoresque"
records in the Columbia catalog. The result of
this timely tie-up was an increase in the sale of
these records and necessarily greatly increased
interest in the establishment.
RECORD PLAYED AT BURIAL SERVICE
Track Layer in Alaska Requested That Record
of W. J. Bryan's "Prince of Peace" Be Played
at His Funeral Service
A burial service with the music and sermon on
a talking machine was conducted recently at a
railroad camp 386 miles inland -from Anchorage,
Alaska.
Ellis Donley, a popular track layer, fatally in-
jured, left a dying request that he be buried in
the grade of the new Alaska Railroad, and for
his obsequies W. J. Bryan's "Prince of Peace"
record at the camp bunkhouse be used.
The man's desire was complied with by his
friends. The services were uplifting and largely
attended. The company's foreman took charge of
the funeral and read some Scripture, followed
by sacred music by several of the world's great-
est artists on the talking machine, then part of
the famous lecture.
Princess Watahwaso Appears Before Group of
Principals and Teachers at Wurlitzer Audi-
torium to Demonstrate Character of Work
The first of a series of concert programs
featuring the Victrola and Victor records and
designed to be given in the public schools of
New York under the direction of Miss Lenna
Rudy, educational director of the Wurlitzer Co.
Victrola department, was presented at the Wur-
litzer Auditorium on Saturday morning, Janu-
ary 21, for the benefit of more than seventy-five
public school principals and teachers who at-
tended.
The concert featured Princess Watahwaso,
whose Victor records are already quite familiar
in the schools and who in the course of a pro-
gram recited a number of Indian legends and
sang the songs of various Indian tribes, pre-
ceding each number with a detailed explanation
as to its meaning.
The Princess is quite well known to many New
York public school teachers and it is expected
that under the direction of Miss Rudy she will
visit practically all the public schools of New
York in a systematic manner, varying her pro-
gram so that the pupils and teachers during the
season will have heard the legends and songs of
all the better-known Indian tribes.
OPENS TICONDEROQA STORE
Ticonderoga, N. Y., February 4. — For the first
time in twenty-three years a new music store
has been established here. Guy W. Woodward,
proprietor of the new establishment, is handling
the Dalion line of phonographs and the Olympic
records. In addition the complete line of Jacob
Bros, pianos is handled. The establishment is
completely equipped with modern improvements
and comforts for the benefit of customers.
DELAWARE INCORPORATION
The Presanplay Phonograph Co., of Wilming-
ton, Del., has been granted a charter of incor-
poration under the laws of that State, with a
capital of $50,000.
•BBS S'B B BBSS B E BSBBBS BBBSBB B B S B:EJIBIBIBIBiB!BIBlBBBiB B B B BBBBBBBiBBEH3lBOE3IB B BB B BB BBK)
Study the
SILENT Motor
Its Advantages for Your Line of Talking
Machines Are Self-Evident
The Silent Motor With Spring Barrels Demounted.
Sturdy and Simple Construction.
Note the
An Exclusive
SILENT MOTOR Feature.
Self-aligning governor shaft,
mounted on universal ball-and-
socket bearing. Eliminates gov-
ernor trouble forever.
Send for Sample and Prices
THE SILENT MOTOR CORPORATION
CHARLES A. O'MALLEY, President
321-323-325 Dean Street, BROOKLYN, N. Y
SailMMMMMMMMKlM«ltaMW
28
THE TALKING MACHINE WORLD
February 15, 1922
Widdicomb console
Early American Art
model, with divided
top, partitions for
alb u m s, automatic
stop and patented
tone controi. The
Widdicomb plays all
records. Prices range
from $90.00 to $260.
PHONOGRAPH
QJlie Aristocrat of Phonographs
A fitting companion to the most beautiful furniture
in period design
The first thing that impresses you when
you see a Widdicomb phonograph in any
home is that it really "belongs" — that it
is a harmonious part of the appointments
cf the most luxuriously and tastefully
furnished room.
Built in period designs after the best work
of Chippendale, Sheraton, the Adam
Brothers and other master craftsmen of
all times in the art of furniture building,
the Widdicomb phonograph is produced
in a variety of styles and finishes to suit
any decorative plan or any suite of good
furniture. It adds taste and beauty to
any home.
A Masterpiece of the Cabinet
Mak
er s
Art
The Widdicomb Furniture Company were
the first manufacturers to visualize the
growing wish in the minds of the phono-
graph-buying public for a phonograph
which would combine perfection as a mu-
sical instrument with beauty and artistic
design as an article of furniture.
For 56 years recognized leaders as build-
ers of furniture in period design, the Wid-
dicomb Furniture Company gave to the
production of phonographs the same
painstaking preparation and artistic skill
that have always marked their furniture
creations.
An initial survey of the phonograph mar-
ket proved the real possibilities for such
a phonograph. Music lovers and persons
of refined tastes generally received the
idea with open arms. Leading phono-
graph merchants gave it their unqualified
endorsement.
Unsurpassed as a Musical
Instrument
Phonograph experts were then called to-
gether— men who had spent a lifetime in
the practical side of phonograph manu-
facture. For two years these experts
worked quietly to produce a musical in-
strument in keeping with Widdicomb
ideals. At the end of this time they per-
fected the Widdicomb Amplifying Tone
Chamber. This is an exclusive feature
which gives a supremacy of tone to be
found on no other phonograph. It im-
parts the full tonal value — no more nor
less — to every note of the chromatic scale
from the clear, high notes of the upper
register to the rich, deep tones at the
other extreme.
Today the Widdicomb phonograph holds
a unique position in the trade and among
music lovers. Leading merchants have
found that it gives them an enviable pres-
tige among the best class of buyers.
The Widdicomb franchise is being offered
to a limited number of dealers who pride
themselves on the quality of their clien-
tele. Its distribution affords an oppor-
tunity for constantly increasing business.
Complete details and catalog will be fur-
nished upon application.
The Widdicomb Furniture Company
Grand Rapids, Michigan
Fine furniture designers since 1865
All Widdicomb Models Are Now Selling at Pre-War Prices
(69)
February 15, 1922
THE TALKING MACHINE WORLD
29
WANT IMPORTED MASTER RECORDS TO BE FREE OF DUTY
Consideration of That Matter Asked by Senator McLean, of Connecticut, in Special Brief Filed
With the Senate • Finance Committee — Some Interesting Arguments Presented
(Special Correspondence to The World)
Washington, D. C, February 6. — The entry
into the United States free of duty of foreign-
made master records and matrices made there-
from, in the interest of our export trade, was
advocated in a brief filed with the Senate
Finance Committee by Senator McLean, of
Connecticut, on behalf of the Columbia Grapho-
phone Mfg. Co., of Bridgeport, Conn.
The Treasury Department has ruled that
these articles have been manufactured in a for-
eign country and in appraising the value for
duty purposes considered every element of ex-
pense entering into their procurements, includ-
ing cost of wax blank, in the United States,
expense of transporting the blank both ways,
salaries and expenses of recording experts, cost
of recording rooms, fees to artists, bands or
orchestras, and every other ascertainable element
of cost, assessing the duty on the aggregate at
25 per cent ad valorem.
"This attitude of the Treasury Department,
while possibly warranted under the existing law,
should be remedied by the inclusion of these ar-
ticles under the free list," this company con-
tends. "Otherwise the markets in South and
Central America will be closed to the Ameri-
can manufacturer of sound records and handed
over to the foreign manufacturer who has no
such handicaps to hamper him.
"Germany was our keenest competitor prior
to the war in these countries and in this in-
dustry. With her lower production costs and
her subsidies we cannot hope to survive in that
market if this relief is not granted.
"Unless relieved from the burden imposed
under the Treasury ruling American manufac-
turers will be faced with one of two alterna-
tives—
"1. Be forced to abandon those export mar-
kets to European competitors entirely, or
"2. Establish plants in one or more foreign
countries where no such handicaps or burdens
are imposed and manufacture there the records
for export.
"Whichever of these alternatives is adopted
American labor will be the loser, because in the
manufacture of this export product large num-
bers of American workmen are employed and
this employment would be definitely and
permanently terminated. It is a fact that thou-
sands of American workmen would be adversely
affected by the happening of either of these
contingencies."
The Columbia Graphophone Mfg. Co. asks
for the inclusion under the free list of the forth-
coming new tariff law, as now provided in the
Fordney Tariff bill as No. 1677, "Discs of soft
wax, commonly known as master records, or
metal matrices obtained therefrom, to be used
in the manufacture of sound records for export
purposes."
"The inclusion of these articles in the free
list will enable American manufacturers to suc-
cessfully compete for valuable export markets
which are especially attractive in this and other
respects to the United States, namely, South
and Central America. Development of these
countries by the export of sound records will
aid greatly in the creation of markets for other
lines of American manufacture," the company
tells the Finance Committee.
The company explains that in the development
of substantial trade relations in graphophones
and graphophone records with a foreign country
employing a language other than English it is
vitally necessary that the sound records be in
the language of the country to be developed; a
sound record in English would command no
sale at all in a Spanish-speaking country. In
the case of musical selections or compositions
the music recorded must be of the native char-
acter, type or class. If instrumental it must
be recorded by individual performers or organi-
zations of native repute or renown. If vocal
in character it must be sung by native vocal-
ists or artists of native reputation and popu-
larity.
"A native air of Brazil, for example, sung by
an American even of the highest artistic caliber
would have no sale at all in Brazil," it is added.
"An Argentine native dance played by an
American band or orchestra of the highest musi-
cal attainments would find no market whatever
in Argentina. For these reasons it is necessary
to send recording expeditions to the foreign
countries to secure local artists, bands, or-
chestras and instrumentalists on the native heath
and to make the recordings then and there.
"The recording expeditions are sent from
the United States and usually include at least
two high-salaried expert record makers. In
addition to their salaries they must be fur-
nished funds for traveling and living expenses
and for the rental of suitable laboratories or
recording rooms for the transportation and
handling of recording machinery and parapher-
nalia and for the fees of bands and artists which
they employ in the making of the records.
When it is considered that an expedition must
remain in one country until it has accumulated
a fairly representative repertoire of the music
of that country, and that this may mean a stay
of months with heavy daily expense, it will be
apparent that the procurement of the wax mas-
ters and metal matrices is attended with much
difficulty and enormous expense.
"A highly important part of the parapher-
nalia carried on these expeditions is a large sup-
ply,of wax blanks on which the wax master is
recorded. The blank with the wax master re-
corded on its surface is returned to the United
States as soon as a quantity sufficient to make
up a shipment has accumulated, there to be put
through the electroplating process. If facilities
can be found in the foreign country the electro-
plating is done there, so as to minimize the
danger of loss or damage to the wax master in
transit. In such cases it is the metal matrix
which is returned."
The company further explains that neither of
these articles can be used in a commercial way
or to produce sound records in commercial
quantities — they are merely preliminary steps.
They are procured for the prime object of de-
veloping export business and, while it is true
some are utilized for domestic purposes, the
number is very small, and if domestic needs
alone were considered they would not be made
at all.
The continued free importation of copal gum
and shellac, two highly essential ingredients in
the manufacture of records, for which there
is absolutely no substitute, was also requested.
PIANO FIRM ADDS BRUNSWICK LINE
Cortlandt, N. Y., February 1. — The Hyde &
Taylor Piano Co., one of the most progressive
music concerns in this section of the State, has
secured the local agency for the Brunswick
line of phonographs, according to a recent an-
nouncement. A complete stock of these instru-
ments, as well as Pathe phonographs, is now
handled. A large record library gives patrons
a wide selection.
MOTHER LOVE AS AN AID TO SALES
The mother's love for her children is one of
the strongest human forces and the talking ma-
chine merchant who takes this into considera-
tion in his advertising is increasing his chances
of success. Convince a mother that a talking
machine is necessary for the musical education
of her children and point out the happiness and
power for good contained in the instrument and
a big stride toward increased sales will have
been made.
A new exclusively Victrola shop has been
opened on Main street, Winamac, Ind.
AUTOMATIC STOPS
The simplest and most efficient
Automatic Stop on the market.
They give excellent
service, are easily in-
stalled and are abso-
lutely guaranteed.
Send 50c. for
Sample Stop
SWEETEN THE TONE
with K-E
and Simplex
Circular Record
Cleaners
Reduced Prices
Big Profits
Write for
Particulars
NOW
KIRKMAN ENGINEERING CORPORATION
484-90 Broome Street New York
30
THE TALKING MACHINE WORLD
February 15, 1922
The most significant recent innovation in the phonograph
record industry is the introduction of the nationally popular
REGAL RECORDS
(List Price 50c)
The country's most progressive de-
partment stores have popularized
them until their sales turnover stands
today at a figure never before equaled
in the trade.
Their phenomenally . increasing sales
are daily adding to the conviction that
they are records of sensational quality.
With all trade pioneering difficulties
overcome by a most auspicious intro-
duction Regal Records are finally to
be offered for dealer merchandising,
and the opportunity for supplying
communities not yet fully covered
will be afforded a limited number of
dealers in excellent standing.
If you are interested, we urge that
you write immediately.
Regal Record Company
206 FIFTH AVENUE NEW YORK CITY
February IS, 1922
THE TALKING MACHINE WORLD
31
ANECDOTES TO HELP RECORD SALES
Manner in Which Little Stories Regarding Noted
Composers and Artists May Be Used to
Stimulate Interest of Customers
There are many suggestions offered from time
to time as to ways and means for arousing and
maintaining the interest of record customers,
and particularly for turning their desires toward
the better class of records. It is generally ad-
mitted, however, that one of the best ways for
arousing the customer's interest is for the sales-
man to be able to offer some really worth-while
information regarding the record itself, the re-
cording artist or the composer of the music
thereon. In this connection "The Voice of the
Victor" last month had the following to say on
this subject which is of such great importance
and value to those members of the industry who
desire to be equipped as real salesmen:
"Yes, Beethoven was deaf when he wrote
that!"
"My!" said the customer. "D'you mean he
never heard it played?"
"No," answered the salesman. "That is, not
properly. He'd been going deaf for some time,
but not till he wrote the Fifth Symphony did he
realize it to the full. He put everything he felt
into that music. Listen to the opening. He
called it 'Fate knocking at the door.' " And the
salesman played just the opening of Victor rec-
ord No. 18124.
"My!" said the lady again, stunned as many
another has been by the appalling force and
simplicity of that tremendous theme.
"All through the record you'll hear that bit of
tune. Not always the same notes, of course, nor
always loud. Sometimes it crops up in the bass
just a little — hardly noticeable unless you are
listening for it; but it's there all the same."
"That surely is interesting," said the lady.
"I'll take that record. What others have you got
by Beethoven? I wish I knew as much about
music as you do."
The salesman bowed and blushed. He would
have liked to tell her that he knew nothing of
music — didn't know B flat from A sharp. As a
good salesman, however, he kept silent and
failed to explain that you don't have to know
anything about music in order to acquire a little
knowledge about the men who make it.
This salesman was not a highbrow, but he had
contracted the habit of reading magazines and
newspapers on the train and in hotels while on
the road. Having settled down to an inside job
in a Victor department it occurred to him he
might just as well read a few stories and biog-
raphies about musicians. It was a bit hard to
begin; but having begun it was hard to quit.
Alice M. Diehl's "Life of Beethoven," for in-
stance, proved to be quite as interesting as any
newspaper account of the life of Jack Dempsey.
The facts about Mozart proved far more fasci-
nating than the fiction in "Snappy Scraps." He
was surprised to find on reading Streatfield's
"Handel" that Handel was no dry-as-dust musi-
cian, but a real live business man, who went
bankrupt half a dozen times, paid his debts and
began again as an opera impresario. He picked
up Crowest's "Anecdotes of Musicians" and dis-
covered that Rossini was as full of quips as he
was of melodies. He enjoyed Wagner's fight
for his ideals; Schubert's unconquerable sim-
plicity; Giopin's delicate frailties; Liszt's ro-
mances and Mendelssohn's cheery optimism. He
found that understanding the men enabled him
to understand their music.
Perhaps fifteen or twenty books were enough
to give him the material that set him up for life
as an expert record salesman. Customers came
to -him because he gave them a new slant on the
better kinds of music. He had a background for
his sales talk.
He supplemented his book reading by study-
ing the current musical magazines so as to keep
track of the Victor artists. He watched with
interest their new ventures from opera to con-
cert platform, or vice versa. He watched them
grow in favor; saw how each new development
of their art was reflected in their records.
Did it pay? You know it did!
"BLACK DIAMOND"
GRAPHITE
Spring Lubricant
The Lubricant
Supreme
Guaranteed not
to dry up or
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or rancid ; re-
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touch indefi-
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the right consistency in 2 sizes, collapsible
tubes; y2, 1, 5, 10, 2o, 50 lb. cans.
Manufactured only by
HARTZELL CRUCIBLE CO.
North Side, Pittsburgh, Pa.
Factory Representative
LOUIS A. SCHWARZ, INC.
1265 Broadway, New York City
S. F. LAERIMOEE
5836 Easton Ave., St. Louis, Mo.
FOR SALE BY ALL LEADING JOBBERS
TO SEE NEEDS AND CREATE NEEDS
The foundation of all business is to see needs
and to create needs. The man who wants to
become rich must not believe that it is sufficient
to open one more shop of a certain kind in a
city where there are already a thousand of such
shops. If he cannot offer an improvement, a
novelty, a stimulant to the public, he will fail.
Those who complain about ruinous competi-
tion complain in reality about the lack of ideas.
Moreover, a business man ought to realize that
bis appeal must be either very intense or very
general if he wants to be a success. If I want
to sell for a million dollars I must either induce
a thousand people to buy for a thousand dol-
lars each or I must find one hundred thousand
people who will bring me ten dollars each for
my goods. To succeed with my new needs
I have to figure with the old needs of customers.
THE
IMPROVED
Showing Reproducer of Jewel needle equipment turned tip
to change needle. Also position when not in use.
Plays all types of records. Operates the same as
the "EDISON" with the LEVER.
No adjustments necessary when changing from
lateral to vertical cut records. Stop prevents
swinging to the right.
Needle scratch almost entirely removed.
Turning back of Reproducer permits of easy
access to needle socket and saves records from
unnecessary scratching.
Is the ONLY needle equipment that plays vertical
cut records in the proper 'EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.
Showing Jewel needle equipment in position for playing
vertical cut records.
ATTACHMENT FORedisSIn
NOT
Just Another Attachment
BUT
a distinct improvement in Tone
Reproduction as well as in Me-
chanical Construction and Finish.
Send for descriptive circular which
contains "HINTS REGARDING
THE CARE OF A PHONO-
GRAPH."
If your jobber does not handle,
write us.
Price the same. Liberal discount
to dealers.
GUARANTEED IN EVERY
WAY.
MONEY BACK IF NOT SATIS-
FIED.
We handle highest grade Jewel
Point Needles.
Showing face view of Jewel needle equipment in position
for playing lateral cut records.
Needle CENTERS on all records.
Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.
Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.
Weight is the lightest that can produce perfect
results, thus saving the record, and permitting a
freedom and sweetness of tone considered impos-
sible.
Indestructible NOM-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
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Showing back z'iew of needle equipment in position for
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Made in Canada by W . H. Banfield & Sons, Ltd.. Toronto.
JEWEL PHONOPARTS COMPANY
154 W. Whiting St., Chicago
32
THE TALKING MACHINE WORLD
February 15, 1922
CARDINAL
Phonographs
Unmatched Beauty
Models in
Mahogany and Oak
CARDINAL
Records
Unexcelled Sweetness
New Record Issues
Every Month
Model No. 40 — Mahogany, walnut. Height, 49 inches.
Width, 21% inches. Depth, 23% inches. Cardinal Tone
Chamber, Tone Modifier, Automatic Stop, Cardinal Pil-
ing System. Automatic Top Support.
Price $175.00
WRITE FOR AGENCY TERMS
You are primarily interested in two things : Selling a Phono-
graph of Quality and selling that Phonograph at a worth-while
profit.
Because the first will assure you satisfied patronage and the
second financial gain.
The New Cardinal Phonographs and Cardinal Records make
possible the exact fulfillment of the two things aforementioned.
A booklet, The Cardinal Proposition, and another, The Car-
dinal Phonograph, tell in a clear, understandable way why the
progressive dealer should fully inform himself regarding the
opportunities in Cardinal Products. Write to the address nearest
you for full information. No obligation, of course.
Factory: ZANESVILLE, OHIO.
NEW YORK CINCINNATI
106 East 19th Street 137 West Fourth Street
Distributors
The North Western Phonograph Supply Co. The Tiffany Phonograph Sales Co. The Smith Woodward Piano Co.
203 Ryan Bldg., St. Paul, Minn. 1404 East 19th St., Cleveland 1017 Capitol Ave., Houston, Tex.
CARDINAL
ESTABLISHED 1914
PHONOGRAPHS and RECORDS
February 15, 1922
THE TALKING MACHINE WORLD
33
INTERESTING DATA ON HANDLING OF TALKING MACHINES
Report Compiled by National Retail Dry Goods Association After Countrywide Survey of Talk-
ing Machine Trade and Its Possibilities Offers Many Facts for Consideration
A most interesting survey of the talking ma-
chine trade as now constituted and of the sales
possibilities of talking machines and records
from the viewpoint of the general drygoods or
department store has been prepared by the Na-
tional Retail Dry Goods' Association through its
Bureau of Research and Information. The sur-
vey is most exhaustive and goes into great de-
tail regarding the comparative sales values of
various makes and styles of machines and rec-
ords based upon actual reports gathered from
various sections of the country. The survey has
to do particularly with the handling of talking
machines in one of the departments of a depart-
ment store, rather than buying or selling them
as distinctive products.
Early in the report it is stated that the appear-
ance and quality of a phonograph or a record
cannot be regarded as a prime sales factor if the
machine is not widely known. Although there
are more than 150 phonograph manufacturers
who have been producing machines for the past
four years, less than a dozen are known to the
layman, it is pointed out, and, of this number,
only a few machines have obtained prominence.
The answer to the question asked the stores as
to the advisability of carrying less well-known
brands was invariably that the standard makes
are by far the best profit-making propositions.
A table is furnished in the report giving a list
of well-known machines and the number of
stores handling each.
Some Interesting Figures
On the basis of the sales for 1919, as deter-
mined by the census, and the rapidly increasing
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LIDSEEN PRODUCTS
832-840 So. Central Ave. CHICAGO
interest in phonograph music from the social and
educational standpoint, one authority has esti-
mated that the next twelve months will develop
sales aggregating 1,500,000 machines and 100,-
000,000 records. According to the best available
'information, 6,000,000 phonographs have already
been sold in the United States, the 1919 census
disclosing that 2,226,000 talking machines were
produced in that year. If the estimate of a mil-
lion and a half machines this year is verified
one new machine would be provided for every
seventy-two inhabitants.
A few of the technical details with respect to
phonographs are given in the report, so that the
merchant may familiarize himself with the dif-
ferent makes.
Where Department Should Be Located
Passing on to a consideration of where the
talking machine department should be located,
the report states the thirty-four stores questioned
indicated a wide range in selection. Ten stores
located the department on the fourth floor, while
nine located it on the third floor. Only five of
the thirty-four stores advised locating the de-
partment on the main floor. There was, more-
over, a unanimous sentiment expressed that a
talking machine department could be success-
ful without a mtfsical or a furniture department
in the same store.
Where the sale of records has been tested out
for desirable location some interesting results
have been obtained. A large department store
in the East recently put on a sale of dance rec-
ords. They used a small four-foot table on the
ground floor, and, without demonstration, sold
twelve times as many records as were sold in
the regular talking machine department, located
on the sixth floor, where all the facilities for
demonstrating the records were available. It
is explained in the report that this should be con-
clusive evidence that records of this type are
impulse goods and are bought by customers
hurrying through the store who never think of
going all the way to the upper floors to buy
them. A small booth located on the main floor
with a sample machine and new releases of dance
and song music should, therefore, add a new
stimulus to the talking machine department.
"The employment and training of sales per-
sons for a talking machine department," says
the report, "is an important feature. They should
have an appreciation of music and be able to
talk music and to bring out the fine points of
the machine and cabinet as an adorning adjunct
to the living-room furniture. The value of a
salesperson knowing some of the technical de-
tails of the machine is obvious. Customers' often
want technical explanations, and the sale may
depend upon the ability of the salesperson to
prove the technical superiority of one machine
over another."
Questionnaire for Salesmen
A list of questions which their salespersons
must answer has been prepared by a Brooklyn
concern. There are fifty-nine questions on the
list, and they cover a wide range of desired
information, covering wood finishes, motor types,
reproducers, record types, needles, etc. These
questions, which are given in full in the report,
are drawn up by the training department in co-
operation with the department buyers. They
are given to the salesperson at the beginning
of the training course, and she is supposed to
find out the answers for herself from all avail-
able sources in the store within a limited time.
All of the stores reporting to the Association
in the inquiry on talking machine departments
make use of time payments and this is said to
be the case with practically every large store.
The percentage of phonographs sold on the in-
stalment basis in twenty-seven stores reporting
ranged from 10 to 100 per cent. The average
was 67.2 per cent.
"Of all the people who purchase talking ma-
{Contimted on page 34)
ITALIAN BOOK CO.
145-147 Mulberry St.
New York, N. Y.
THE ONLY IMPORTED PHONO-
GRAPH DISC SELECTIONS
RECORDED IN ITALY
and sung by the best and most popu-
lar artists of that celebrated land of
sweet and enchanting music.
NEW SELECTIONS
SONGS DANCES
COMICAL DIALOGUES
10-inch Disc — Double Face — 75c
00927 Santa Lucia Luntana. Orch. Acc,
Cav. Ufi\ G. Godono. Tenor
Donna. Orch. Acc Cav. Un*. G. Godono. Tenor
00929 Core Signore. Orch. Acc. ..Cav. Uff. G. Godono. Tenor
Pusilleco Dorme. Orch. Acc.,
Cav. Uff. G. Godono, Tenor
00931 Filava Filava. Orch. Acc. ..Cav. tiff. G. Godono. Tenor
N.i niile. Orch. Acc Cav. Uff. G. Godono, Tenor
00945 Reginella. Orch. Acc Cav. Uff. G. Godono. Tenor
Serenata a Pusilleco. Orch. Acc,
Cav. Uff. G. Godono, Tenor
00947 Le Rose Rosse. Orch. Acc. ..Cav. Uff. G. Godono. Tenor
Giovinezza di Baci. Orch. Acc,
Cav. Uff. G. Godono, Tenor
00949 'A Canzone e Pusilleco. Orch. Arc,
Cav. Uff. G. Godono. Tenor
A Luna e Napule. Orch. Acc,
Cav. UfT. G. Godono. Tenor
00953 L'lnglese a Napoli. Orch. Acc R. Ciaramella
Non te Voglio Cuncette R. Ciaramella
00955 Tic Tic-Tic Ta. Orch. Acc R. Ciaramella
Piererotta. Orch. Acc R. Ciaramella
12-inch Disc — Double Face — $1.25
I000J Santa Lucia Luntana. 3 parts. Orch. Acc,
Cav. Uff. G. Godono. Tenor
Carmen 2ita. Waltz Cav. Uff. G. Godono. Tenor
10003 Muglierema Luntana, 3 parts. Orch. Acc,
Cav. Diego Giannini
I Soldatini di Piombo. March Military Band
NOTE — With, every Song Record we give
the words Free.
We are also manufacturers and distributors of
SPECIAL MUSIC ROLLS
ITALIAN AND NEAPOLITAN SONGS WITH WORDS
x!53a — A Luna e Napule. Spagnuolo $1.25
xllla — 'A Tazza e Caffe. Fassone 1.25
xl65a — Core Signore. Valente 1.25
xl52a — Filava Filava. Bixio 1.25
x!49a — '0 Mare Canta. Lama 1.25
xl63a — Rimpianto (Buona Notte Signora). Camerlingo. 1.25
xl35a — Santa Lucia Luntana. Mario 1.25
xl67a — Tic-Tic-Tac. Lama 1.25
DANCES
Valtzer
X39a — Fortuna. Camerlingo SO. 85
x49a — Lotta d'Amore. Bulla Rosa 0.90
Polke
X|46a — La 3ella Bruna. Ghilardengui 1.00
Mazurke
Xl28a — Fioritura di Rose. Camerlingo 1.00
Write for catalogue and discount
to trade
34
THE TALKING MACHINE WORLD
February IS, 1922
^5
Rosa Ponselle! That's enough to sell any
record to music lovers. "Scenes That Are
Brightest," trom Wallace's opera Maritana,
is the title of this wonderful March record.
49982.
:
Columbia Grapliophc.~
NEW YORK
DATA ON HANDLING OF "TALKERS"
(Continued from page 33)
chines on the deferred payment plan," the re-
port explains, "approximately 90 per cent of
them pay out the full amount. Of these about
30 per cent take the full time to make their pay-
ments. About 10 per cent pay up the full amount
in four months, and approximately 20 per cent
complete the payment in one-half the time al-
lowed them. Retailers have to take back only
10 per cent of the machines they sell on the in-
stalment plan. One of the principal manufac-
turers has lost only five machines in three years
from people moving and taking the machines
with them.
"It is pointed out that the great stumbling-
block which department stores encounter in han-
dling talking machine sales is that they make
their terms of contract too liberal. This, it is
claimed, should not be done. The consensus of
opinion seems to be that the term of contract
should not run longer than a year and each pay-
ment should be as large as possible. 'You will
find,' one successful manager says, 'if you ask
higher monthly payments than the average, and
show to the people that the service you give is
worth that extra charge, you will be able to
get the larger payment without any trouble.
The Problem of Collections
"Following up delinquents on instalment pay-
ments, according to a buyer for a large Western
house, has developed into one of the most valu-
able adjuncts to his sales promotion work. Real-
ising that customers resent the call of the most
diplomatic collectors, yet, being confronted with
the necessity of securing the money, this buyer
tried to 'sugar coat' the pill. He 'fired' two in-
telligent women whom he employed as collectors
and hired them over again as a service corps.
When he sent them out to see delinquents he
furnished them with grips containing the latest
and best records, with instructions to use them
to* test the customer's machine.
"Ostensibly these women were to see that the
machines they had sold were in good condition
and were giving satisfactory service. On such a
mission they received the most courteous treat-
ment. The plan soon developed into the women
being so pleased with the visit of the store repre-
sentative and the opportunity to hear new rec-
ords that orders were taken in nearly every
home. It rested with the service corps whether
they sought to collect on the overdue instalments
in case no records were bought. If records
were bought, attention was called on the bill to
the overdue account. In a surprisingly large
number of cases the customer is so pleased with
the personal service that little difficulty is ex-
perienced in keeping the collections up to date."
The total expense reported by the stores in
operating their phonograph departments aver-
ages 30.63 per cent, with 46.9 per cent for the
highest and 19.1 per cent for the lowest. The
average mark-up is 40 per cent. Full figures on
these items and others are given in the report.
JORDAN JOINS WURL1TZER FORCE
Brooklyn Man Appointed Assistant to Manager
Brennan — Growth in Business of Victrola De-
partment Expected During the Year
The Victrola department of Wurlitzer's, New
York, has just closed a most successful year
and, according to Herbert Brennan, manager of
this department, all indications point to a larger
and better business during 1922.
J. M. Jordan, formerly manager of the Arthora
Shop, Victor dealer in Brooklyn, N. Y., has been
appointed assistant to Mr. Brennan, to take the
place of T. F. Moran, who has resigned from
the company. Mr. Jordan is a man of ten years'
experience in the talking machine business, all
of which has been devoted to the merchandising
of Victor products, and comes to the Wurlitzer
Co. with a fine reputation. Mr. Moran is to be
connected with an export and import concern,
of which he is a member, and carries with him
the best wishes of the New York talking ma-
chine trade for his success in this new venture.
CARUSO RECORD INCOME $250,000
New Jersey Court Appoints Late Tenor's Widow
Administratrix of New Jersey Estate
VELVET COVERED TURNTABLES
ADD TO THE QUALITY OF MACHINES
A.W.B.
VELVETS
THE BEST TALKING MACHINES ARE EQUIPPED WITH
A. W. B. BOULEVARD VELVETS
GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION
WRITE FOR SAMPLES AND PRICES
A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York
ESTABLISHED 1845
Trenton, N. J., February 1. — The appointment
of Mrs. Dorothy Park Benjamin Caruso as an-
cillary administratrix of the estate of Enrico
Caruso, late Victor artist and world-famous
tenor, in New Jersey brought out the fact that
the property left by Caruso includes a contract
with the Victor Talking Machine Co. under
which the deceased tenor or his personal repre-
sentative is to receive in perpetuity royalties
amounting to 10 per cent of the catalog price of
all his records sold by the company. The amount
of these royalties is estimated at not less than
$250,000 per annum.
CLOSING OLJTPIANO LINES
Cuyahoga Falls, O., February 4. — Business the
first two weeks of the new year was not over-
active with the retail music dealers of Cuyahoga
Falls, according to W. M. Hale, local Victor
representative, and whose store is the largest
handling musical instruments in this city. Mr.
Hale will close out his piano stock and will
handle talking machines exclusively hereafter,
he announces.
GRIGGS PIANO CO. BUYS BRANCH
Muscatine, Iowa, February 2.— The entire stock
of the D. A. Fesler Co., a prominent music house
here, has been purchased by the Griggs Piano
Co., of Davenport, Iowa. The latter firm will
close out the Fesler stock and replace it with
its own lines, including the Steinway and other
well-known pianos. E. P. Wickersham will man-
age the local branch.
When a manufacturer, distributor or dealer
is "tight" he is likely to get "pinched."
The Talking Machine World, New York, February 15, 1922
' Presenting
Ferdinand Himmelreich
on
Records
The Record of Quality
PERDINAND HIMMELREICH is undoubt-
edly one of the most gifted pianists of the day.
These two records are wonderful examples of his
genius as a transcriptive pianist. His technique is
remarkable and the recording unusually clear.
Okeh dealers are urged to stock these records, for
they will be sought by the public.
4506
10 in.
75c
4491
10 in.
75c
f LUCIA DI LAMMERMOOR — Sextette — Piano Solo (Transcription by Ferdinand Himmel
reich) (Donizetti) Ferdinand Himmelreich
SILVER THREADS AMONG THE GOLD — Piano Solo (Transcription by Ferdinand Himmel-
reich) Ferdinand Himmelreich
I
TRANSCRIPTION OF SWANEE RIVER (Forster -Himmelreich)— Piano Solo,
Ferdinand Himmelreich
THE LURE OF SPRING (Ferdinand Himmelreich) — Piano Solo Ferdinand Himmelreich
(MEHLIN PIANO USED)
To QK^ Dealers!
YOU possess a tremendous asset in the fact that the OKeh catalog
includes a large number of the best standard records. There is
always a steady, dependable demand for these records. They have
no limited season, no over-night sales fluctuation, nor are their
sales dependent upon fickle fancy. Standard selections are always
in demand!
CELEBRITY records of artists, whose names have made musical
history, are essential to any modern record stock. Their sales
value, like that of standard records, is steady and dependable.
OUND out your stocks now with OKeh standard and celebrity
records. They mean sure sales for you.
R
Records
The Record of Quality
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York City
The Talking Machine World, New York. February 15. 1922
BRUNSWICK
PHONOGRAPHS AND
RECORDS
Krueger's Orchestra
at Delmonico's
Now Exclusively Brunswick
Bennie Krueger's Orchestra, at present playing in the
famous Club Durant, at Delmonico's, New York, is
another of the well-known and popular organizations to
become an exclusive Brunswick orchestra.
The name "Bennie Krueger" on a Brunswick Dance
Record has always had a strong sales value. Wide awake
dealers will capitalize and cash in on the fact that in the
future Bennie Krueger will record only for Brunswick.
Brunswick has created a New Standard in Records.
16 selections by Krueger's Orchestra are now in the
Brunswick catalogue.
Others are soon to be released.
THE BRUNSWICK-BALKE-COLLENDER CO.
Man ufacturers —Establ ished 1845
CHICAGO NEW YORK CINCINNATI
© B. B. C. Co., 192 2
Other famous artists end
organizations now
exclusively Brunswick
Leopold Godowsky
Bronislaw Huberman
Elly Ney
Richard Strauss
Max Rosen
Elias Breeskin
Willem Willeke
Mario Chamlee
Giuseppe Danise
Florence Easton
Claire Dux
Tino Pattiera
Marie Tiffany
Theo. Karle
Irene Pavloska
Richard Bonelli
Virginia Rea
Dorothy Jardon
Irene Williams
Isham Jones' Orchestra
Bennie Krueger's Orchestra
Carl Fenton's Orchestra
Gene Rodemich's Orchestra
Vessella's Italian Band
February 15, 1922
THE TALKING MACHINE WORLD
35
ANNUAL CONVENTION OF CENTRAL OHIO VICTOR DEALERS
Will Be Held at Hotel Chittenden, Columbus, February 14 — More Than 150 Dealers Expected to
Attend — Caruso Records in Demand — Many Whitsit Co. Visitors — Notable Artists Heard
II 511 FV'<J GRAPHITE PHONO
1LJLL1 J SPRING LUBRICANT
Ilsley's Lubricant makes the Motor make good
Is prepared in the proper consistency, wii! not run cut,
dry up, or become sticky or rancid. Remains in Its
original form Indefinitely.
I'ut up in 1, 5, 10, 25 and 50-pound cans for dealers
This lubricant is also put up in 4-ounce cans to retail at
25 cents each under the trade name of
FITRFKA noiseless talking
MACHINE LUBRICANT
Write for special proposition to jobbers
ILSLEY-DOUBLEDAY & CO., 229-231 Front St.. NewYork
Columbus, Ohio, February 5. — Word just comes
from Leslie I. King, president of the Central
Ohio Victor Talking Machine Retail Dealers'
Association, that the first annual convention of
this Association will be held at the Hotel Chit-
tenden on Tuesday, February 14. More than
150 retail dealers are expected to attend this
meeting. Frank Sell, of the firm of Sell Bros.,
of Delaware, O., is the secretary and is in charge
pi the program. According to Mr. Sell, men
of national prominence are being secured to ad-
dress the delegates attending this convention.
In commenting on this coming convention.
Mr. King stated that its purpose will be educa-
tional. "It is the hope of the officers and execu-
tive committee of this organization that each
delegate will go away from this meeting better
equipped with knowledge for carrying on a
more successful business than ever before."
Columbus will be represented at this conven-
tion by seven delegates.
Columbus was particularly favored recently
in having Victor Herbert, the famous conductor,
composer and, last, but not least, gifted 'cellist,
for the period of one week. Mr. Herbert con-
ducted an orchestra at the James Theatre, one
of the leading theatres in this city. No sooner
did Victor Herbert complete his Columbus en-
gagement at the James than large quantities of
records of his well-known song, "Kiss Me
Again," were sold to his many admirers.
Not a single day goes by without our selling
a number of Caruso records. This is the state-
ment invariably made by Victor dealers when
interviewed on the general sale of records.
"Some folks seem to be afraid that Caruso's
records will advance in price, which, at the pres-
ent time, does not seem likely, however, and
therefore are purchasing this artist's records in
considerable numbers," said one of the Victor
dealers. During the past month the public here
has shown a strong leaning toward Alma
Gluck's records.
With the coming of Kreisler to this city heavy
sales of his records are anticipated.
The record "Ka-Lu-A" — "Blue Danube Blues,"
which is Hawaiian in style, is not only having a
wide sale itself, but it is creating a demand
for some of the older Hawaiian records.
All of a sudden, and without being able to
account for it. Heaton's Music Store, 168 North
High street, completely sold out a large num-
ber of Evan Williams' "Open the Gates of the
Temple," by Mrs. Joseph Knapp. There has
been an unusual demand, too, for the Mad
Scene from "Lucia," sung by Galli-Curci, ac-
cording to reports made by the Morehouse-
Martens Co., South High street.
Mrs. Esther Reynolds Beaver, educational
director of the Perry B. Whitsit Co., left re-
cently for a trip to the East. Among the cities
she will visit are New York, Philadelphia and
Camden, N. J. While in the last-named city
Mrs. Beaver will visit the Victor Talking Ma-
chine Co.'s offices.
Reports coming from Ashland, Ky., make
particular mention of the window decorations of
W. S. Carter's store. An old Kentucky cabin,
with the proper interior decorations and appro-
priate furniture arranged in an attractive man-
ner, advertises the record "Tuck Me to Sleep."
This window display attracted wide attention,
not only from the residents of Ashland and other
Kentucky cities, but critics from the metropoli-
tan cities made very favorable comments.
Among the concerts which were given suc-
cessfully during the past month are the
Zimbalist-Werrenrath concert, which took place
in Portsmouth, O., and the Lambert Murphy
concert in Marion, O. The seat sale for the
former concert was held at the Kay-Graham Co.,
Victor dealer. Henry Ackerman & Co. and the
C. G. Wiant Co., of Marion, co-operated in mak-
ing Murphy's concert a success. Olive Kline,
another Victor artist, will appear in concert in
Marion on March 30.
The business of the Morehouse-Martens Co.,
Victor dealer, has increased to the extent that
it warranted the addition of three new people to
its sales force, they being E. R. Todd, who
formerly was connected with the Goldsmith
Music Store (now going out of business); Fred
Baer and Miss Hazel Underwood.
Retail dealers who visited the Perry B. Whit-
sit Co., wholesale Victrola jobber, 211 North
Fifth street, include John Saum, of the Rike-
Kumler Co., Dayton, O.; Don D. John, John's
Music Co., Lima, O.; E. O. Callander, Spence
Music Co., Zanesville, O.; Chas. A. Lowman,
Troy Music Co., Troy, O.; Frank J. Pierson,
Springfield, O., and C. R. Kerr, Sistersville,
W. Va.
PRODUCTION STEADILY EXPANDING
The new year opened well with the Mutual
Phono Parts Corp., New York City. A. Frangi-
pane, who is in charge of the production of this
company, reports that they have found business
very good thus far and that production at the
present time is bigger than ever before. The
quality of the merchandise has been improved
and the plant has been enlarged, thereby increas-
ing working facilities.
Did you ever notice that the fellow who
growls a lot is usually dogmatic?
A FLEXLUME
SIGN—
You Can See Its Work in the
Cash Register
A FLEXLUME Electric
Sign does not stop with
giving your storefront
an atmosphere of quality,
progress — it will bring you
actual traceable sales.
This has been the experi-
ence of other retailers who
have installed Flexlumes.
In almost every case they find an immediate
increase in cash sales.
Flexlumes are the electric signs with the raised, snow-white
glass letters. They are day signs as well as night signs. They
have greatest reading distance, lowest upkeep cost, most
artistic designs.
us send you a sketch^showing a Flexlume to meet your needs
FLEXLUME SIGN COMPANY 36 Kaii St., Buffalo, N. Y.
Flexlume Electric Signs Made Only by The Flexlume Sign Company
36
THE TALKING MACHINE WORLD
February 15, 1922
Mode]
506
Mode
502
mm
i
Model
503
iiili
]
f Model \
the finest reproducing
Phonograph in the World
THE full measure of success
in retailing phonographs i
enjoyed by the dealer who em-
phasizes the happiness and pleasure
which good music brings to the home.
To the merchant who gains customers
in this way, the artistic Steger is an
invaluable selling asset.
The Steger is famed for the sparkling
vivacity and lifelike fidelity with
which it reproduces the music of voice
or instrument. Without any trouble-
some parts to change, the Steger plays
all makes of disc records correctly.
The illusion of reality is at its best
when music is reproduced by the
Steger Phonograph. The wonderful
Steger tone-chamber of even-grained
spruce and the unique, patented, adjust-
able tone-arm make perfect rendition
of every disc record certain.
INSURE YOUR SUCCESS!
The strong advertising and sales co-
operation plan back of the Steger
makes Steger representation valuable
to the aggressive dealer. Write today
for details of the Steger proposition
and a copy of our latest style brochure.
Phonograph Division
STEGER 8C SONS
Piano Manufacturing Company
Steger Building, - - CHICAGO, ILL.
Factories: Steger, Illinois, where the "Lincoln"
and "Dixie" Highways meet.
"If it's a Steger— it's the most valuable Piano in the world."
February 15, 1922
THE TALKING MACHINE WORLD
37
NEED FOR ENACTMENT OF THE STEPHENS-KELLY BILL
Hon. Joseph E. Davies, Former Chairman of Federal Trade Commission, Sees Danger in Beech-
Nut Decision — Public Should Be Protected Against Deception — An Illuminating Analysis
Washington, D. C, February 8. — Edmond A.
Whittier, secretary-treasurer of the American
Fair Trade League, has given out a statement
by Hon. Joseph E. Davies, former Commissioner
of Corporations, and for several years chairman
of the Federal Trade Commission, on the scope
of the recent decision of the United States Su-
preme Court in the Beech-Nut case, referred to
in The Talking Machine World last month, and
concerning which there has arisen much contro-
versy. Since his retirement from public office
Mr. Davies has been the general counsel of the
American Fair Trade League. The statement,
which was prepared for the information of mem-
bers of the organization, is undoubtedly of in-
terest to readers of The World and reads, in
full, as follows:
"This decision holds that a system of resale
price maintenance, involving the co-operation of
dealers or others which has the effect of restrict-
ing the competition of dealers in the sale of the
product of the manufacturer employing such a
system, is an unfair method of competition in
violation of the Federal Trade Commission Act,
even though no agreement, either express or im-
plied, between the manufacturer and his dis-
tributors is proved. Such a restriction of dealer
competition is held contrary to the declaration
of public policy embodied in the present Anti-
Trust Acts.
"But, on the other hand, the decision reaffirms
the right of a manufacturer to refuse to sell to
others who will not sell his goods at the prices
he fixes for their resale if without any purpose
to acquire a monopoly. While the individual
right to refuse to sell is recognized by the court,
its condemnation of any co-operative means of
accomplishing the maintenance of resale prices
makes necessary the use of the utmost caution
in following such a policy.
"The order as amended by the court enjoins
the company from carrying into effect the Beech-
Nut policy by co-operative methods in which the
respondent and its distributors, customers and
agents undertake to prevent ethers from secur-
ing the company's products at less than the
price designated by it. It thus requires the
company to refrain from any co-operation with
distributors, customers or even its own agents
designed to prevent other distributors or the
ultimate consumer from securing the company's
products from any source or at whatever price
they may be able to secure them. Such co-
operative methods accomplished by the follow-
ing means are condemned:
"1. The practice of reporting the names of
dealers not observing the resale prices.
"2. The listing of dealers as undesirable cus-
tomers not to be supplied until they give satis-
factory assurance of their purpose to maintain
the designated prices in the future.
"3. The employment of salesmen or agents
to report dealers not observing resale prices and
the diversion of orders of purchase secured by
specialty salesmen from wholesalers and jobbers
who fail to observe resale prices to those who
do observe them.
"4. The use of numbers and symbols on cases
for the purpose of ascertaining the names of
dealers who sell at less than the suggested price
or who sell to others who sell at less than the
suggested price in order to prevent such dealers
from obtaining the products of the company, or
"5. Any other equivalent co-operative method.
"While this decision again recognizes the in-
dividual right of refusal to sell in the absence of
a monopolistic intent or effect, there has been
injected into the situation a new factor so far as
the exercise of a resale price policy is concerned,
to wit: that even co-operative methods employed
between manufacturers and dealers without any
agreement may result in a violation of the law.
To effectively conduct a resale price selling
policy free from any element of co-operation
with dealers, in the practical conduct of the
business, would require the highest order of
legal knowledge and discernment and constant
legal supervision over the sales department.
Otherwise, even though projected with the best
of intentions, there would be grave danger of
unconsciously coming within the inhibitions of
the law.
"This decision confirms not only my own
opinion frequently expressed but the good judg-
ment of the directors of the American Fair
Trade League who have based their policy upon
the theory that what is required to protect this
legitimate right of manufacturers is modernized
legislation — a position which is supported by the
commendation not only of the leading econo-
mists, publicists and statesmen of the United
States, but recommended as well by the Federal
Trade Commission.
"The constructive solution of this vexatious
situation, so far as manufacturers are concerned,
lies in the enactment of the Stephens-Kelly Bill
protecting the manufacturer in the good will
established for his trade-marked articles and pro-
tecting the public against deception and depre-
ciation of the high quality of trade-marked mer-
chandise. The law must be made responsive to
modern business facts and the most progressive
thought of the country." The talking machine
trade will agree with these sentiments.
OENNETT ARTIST IN VAUDEVILLE
Flo Bert's Singing With One of Her Own Gen-
nett Records on a Starr Phonograph Proved
a Big Feature of Popular Act
One of the features of big-time vaudeville at
the present time is Flo Bert, well-known vaude-
ville star and Gennett record artist, who, as a
member of the new vaudeville act of Brendel
and Bert, wins great applause by singing with
one of her own Gennett records played on the
Starr phonograph.
In order to be sure of having a Starr phono-
graph on the stage in every city where she ap-
peared, so that she might use it in her act, Miss
Bert purchased a Style X phonograph through
the Starr Piano Co. branch in Pittsburgh, Pa.,
and in writing to the district manager, H. C.
Niles, regarding the purchase she said:
"In giving you my order for a Style X Starr
phonograph for use in my present vaudeville act,
may I at the same time express to you my ap-
preciation of the truly wonderful tone quality
this phonograph gives forth? That I believe
this tone quality is necessary for the exact re-
quirements of my use is well shown by the fact
that I have gone to the expense of purchasing
this machine and will be compelled to ship this
rather than run the risk of not finding a Starr
available in every, city where we will appear.
'Harmonizing' with myself is quite easy when I
have my Gennett record and the Starr phono-
graph to play it."
SALES POINTER WORTH KNOWING
Publicity Either in Advertising or Catalog
Form Must Be Tied Up With Sales Force
Speaking of the catalog and its importance
when rightly conceived, J. F. Cameron recently
pointed out in Printers' Ink Monthly that the
catalog should not act as a substitute, but
rather as a supplement of the sales force. This
is a subject frequently overlooked by manufac-
turers, and the same really applies to trade paper
advertising. The catalog or the advertising in
the trade papers will not alone bring business to
the manufacturer, they must be supplemented
by personal calls of the sales force. In this
way the manufacturer reaps the harvest from
the seed of information laid by the catalog or
the advertisement. It is the combination or
publicity with personal solicitation and inter-
course that counts.
WALL-KANE NEEDLES
Continuous Growth
Figures Talk Louder Than Words and as
Clearly as the Sound of Wall-Kane Needles
1917 1918 1919 1920
73,328,430 108,272,190 150,586,650 175,609,070
Needles Needles Needles Needles
1921 Figures Not Yet Available
This Proves Success, and the Demand Is Still Growing
GREATER NEW YORK NOVELTY CO.
3922 14th Avenue - - Brooklyn, N. Y.
Manufacturers of the Wall-Kane Needles
Some Jobbing Territories Still Open
38
THE TALKING MACHINE WORLD
February 15, 1922
mm
mm
Why You Should Sell Sonora Phonographs
Reason Two — New Models
Canterbury
Lafayette
SONORA never sleeps — never rests on its laurels. Instead, Sonora crafts-
men and designers are constantly adding new triumphs to old. This
unceasing progress means keeping alive and alert the public interest in
Sonora, galvanizing the buying impulse, bringing ever new relays of
customers to Sonora Dealers.
The Canterbury
For example, the Canterbury, a striking de-
velopment in Period Models, has met with
a popularity even its makers could not have
predicted. Beautifully designed and finished
along the celebrated Hepplewhite lines, it
has created a demand far greater than the
possibility of supply. In construction, tone
quality and number of special features, the
Canterbury has no match among Period
Phonographs other than the Sonora.
The Lafayette
The Lafayette is still another step forward
in Period Phonograph evolution. In its ele-
gance there is that simplicity of line that
bespeaks the utmost of aristocratic taste.
There will be an unprecedented rush for
this latest Sonora Period, which embodies
all the quality that has made Sonora that
ever-profitable line for dealers to feature.
Whatever phonographs you carry at the present time, it will pay you
to add the famous Sonora, which brings prestige and increases profits.
" The Highest Class Talking Machine in the World "
THE INSTRUMENT OF QUALITY
onor
CLEAR AS A BELL
SONORA PHONOGRAPH COMPANY, Inc.
GEORGE E. BRIGHTSON. Pres.
NEW YORK : 279 BROADWAY
Canadian Distributors, I. Montagnes & Co.. Toronto
rTTTllIltllli MlliltilMI IlilltlMllllMilliiMIIIIIIlitlllllBllMftlllllMllllMllllllllllllllllllllillllill ■!■ ■■ItHllltlUMMiMiiii
February 15, 1922
THE TALKING MACHINE WORLD
39
List of Distributors
Gibson-Snow Co.,
Syracuse, N. Y.
State of New York with the excep-
tion of towns on Hudson River below
Poughkeepsie and excepting Greater
New York.
Griffith Piano Co.,
605 Broad St., Newark, N. J.
State of New Jersey.
Hessig- Ellis Drag Co.,
Memphis, Term.
Arkansas, Louisiana, Tennessee, Mis-
sissippi.
Kief er -Stewart Co.,
Indianapolis, Ind.
Entire State of Indiana.
Lee-CoH-Andreesen Hardware
Co.,
Omaha, Nebr.
State of Nebraska.
HS&E,
221 Columbus Ave., Boston,
Mass.
Connecticut, Rhode Island and
Massachusetts.
C. L. Marshall Co., Inc.,
514 Griswold St., Detroit, Mich.
Michigan and Ohio.
The Magna vox Co.,
616 Mission St., San Francisco,
Cal.
Washington, California, Oregon, Ari-
zona, Nevada, Hawaiian I .-.lands,
northern Idaho.
BESIDES possessing im-
portant patents of
its own, Sonora is licensed
and operates under BASIC
PATENTS of the phono-
graph industry. Sonora's
future and the future of
Sonora's dealers' business
are secure.
Southern Drug Company,
Houston, Texas.
Southeastern part of Texas.
Southern Sonora Company,
310-314 Marietta St., Atlanta, Ga.
Alabama, Georgia, Florida and North
and South Carolina.
Southwestern Drag Co.,
Wichita, Kans.
Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
I 'anhandle.
Doerr-Andrews-Doerr
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota.
C. D. Smith Drug Co.,
613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.
Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.
Moore-Bird & Co.,
1751 California St., Denver, Colo.
States of Colorado, New Mexico and
Wyoming east of Rock Springs.
Strevell-Paferson Hardware Co.,
Salt Lake City, Utah
Utah, western Wyoming and south-
ern Idaho.
C. J. Van Ho i«t en & Zoon,
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Yahr & Lange Drag Co.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Sonora Co. of Phila., Inc.,
1214 Arch St., Philadelphia, Pa.
Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.
Sonora Dist. Co. of Pittsburgh,
4130 Jenkins Arcade Bldg.,
Pittsburgh, Pa.
Western Pennsylvania and West
Virginia.
Long bland Phonograph Co.
150 Montague St., Brooklyn, N. Y.
All of Long Island and Brooklyn.
Greater City Phonograph Co., Inc.
311 Sixth Avenue, New York
Counties of Westchester, Putnam
and Dutchess; all Hudson River
towns and cities on the west bank
of the river, south of Highland; all
territory south of Poughkeepsie,
including Greater New York, with
the exception of Brooklyn and
Long Island.
milium
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
> M I M 1 1 1 i I f M 1 1 M > I M *^ J J< ^ J / ^ t J t >i < I M I i J H ■ U 1 i M M U I M M M I M 1 W t J I i J M i J I i t ^ i M i f i 1 1 W 1 1 1 J t i t L ! 1 1 M I i 1 i i M 1 1 1 j V t i W J M I f 1 1 J I
40
THE TALKING MACHINE WORLD
February 15, 1922
COLUMBIA DEALERS ELECT OFFICERS BETTER BUSINESS BUREAU REPORT
Grafonola Dealers' Association of Philadelphia
Holds Enthusiastic Meeting and Chooses Offi-
cers and Directors for Ensuing Year
Number of Matters Relating to Misleading Ad-
vertising, "Gyp" Dealing, Fake Publishers,
Etc., Handled During Month of December.
Philadelphia, Pa., February 2. — The Columbia
Grafonola Dealers' Association of Philadelphia
met on Tuesday of last week in the Model Shop
of the local branch. The most important busi-
ness before the house was the election of offi-
cers, which resulted as follows: President. G. J.
Oldewurtle; vice-president, Thomas Kenny;
treasurer, J. E. Williams; secretary, E. J. Foley,
Jr. The directors are as follows: Miss East-
burn, B. Futernik, R. Borrelli. H. Sommers and
Mr. Kelleher.
The dealers unanimously elected the manage-
ment of the local branch, namely: P. C. Cum-
min and E. A. Manning as honorary members of
the association. While about fifty of the dealers
of Philadelphia and vicinity were represented at
the meeting, the plans at present are to include
eventually all of the dealers that come under the
territory of the Philadelphia branch.
The dealers displayed much enthusiasm over
their organization, and in this connection Presi-
dent Oldewurtle said: "The officers are going
to make the meeting so interesting that the
members will 'miss a meal to attend'." Messrs.
Cummin and Manning assured the organization
of their co-operation and the heartiest support of
the company.
CHANGES IN STEWART ORGANIZATION
W. R. Finigan, Manager of Talking Machine De-
partment, Is Made Merchandising Manager —
George Thixton Added to Staff
Louisville, Ky., February 3. — A number of
changes have been made recently in the manage-
ment of the various departments of the Stewart
Dry Goods Co., Victor dealer, of this city. W.
R. Finigan, who has been in charge of the com-
pany's large talking machine division for the past
few years, has been made assistant merchandis-
ing manager. His former position is being filled
by W. G. Frederick, manager of the piano de-
partment. Robert John has been promoted to
the detail manager's position of the talking ma-
chine department, and George Thixton has re-
joined the company after an absence of several
years.
Miss Mildred Gilligan has joined the sales
staff of the H. C. Prange Co., Sheboygan, Wis.
The talking machine department of this estab-
lishment was recently enlarged to handle an in-
creasing business.
The Better Business Bureau of the Music In-
dustries Chamber of Commerce has issued a
report covering the activities of the Bureau dur-
ing the month of December. This is the first
monthly report issued in some time and indicates
that the Bureau is still functioning actively.
When the Bureau was under the direct auspices
of the National Association of Music Merchants
the director, C. L. Dennis, issued a complete
monthly report which in itself proved a deterrent
to many who might otherwise have taken a
chance in the matter of fake advertising or un-
scrupulous sales methods. It is interesting,
therefore, to see the report again resumed.
The December record of the Bureau is as
follows:
Under the Bureau instructions to a clipping
service to furnish questionable music trade ad-
vertisements from all parts of the country, a
total of 669 clippings were submitted to and
examined by the Bureau during December. This
examination removed 198 of the advertisements
from the doubtful class, while 138 represented
various dealers' versions of an aggressive cam-
paign on one line of phonographs, and the re-
maining 333 were subject to suspicion or con-
demnation as regards "bait" features which the
Bureau is seeking to modify or eliminate.
Only 24 matters affecting the music trade dur-
ing the month were taken up by the Bureau in
the usual direct way, and only five of these were
new complaints. Six cases arising through the
activity of other agencies, like the local Bureaus
of the Associated Advertising Clubs, came to the
attention of the Bureau indirectly.
The complaint in Docket No. 541 of the Fed-
eral Trade Commission was dismissed by that
body on December 13. This is the last of five
cases initiated by the Better Business Bureau in
its general contention against over-pricing as a
basis for false reductions, as outlined in No. 5
of our "Standards of Practice," which "condemns
advertising or offering of instruments at prices
higher than the standard market value as repre-
sented by prices fixed in a majority of sales ac-
tually made." In three of the cases, the Com-
mission issued orders for the defendants to
"cease and desist," while the last two cases to
be disposed of were dismissed "without preju-
dice" in no way affecting the Commission's atti-
tude of disapproval of the practices complained.
The continuation of "gyp" dealing, particularly
in the phonograph field, constitutes a menace
which weakens established methods of distribu-
"Does It Play All Records?"
Certainly MAGNOLA does; and without any extra
attachments, too. This is only one feature, albeit a
most important one, in the thoroughly up-to-date equip
ment of the MARVELOUS MAGNOLA.
MAGNOLA "Built by Tone Specialists"
W^tcKii\J the Music Come Out
May we send you our handsome illustrated catalog
chock full of information concerning the wonderful
construction system of Magnola and the beauties of
its musical results, its artistic appearance and it*
moderate price?
Send your name and let us tell you morel
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHUL2. President
General Often Southern Wholesale Branch
711 MILWAUKEE AVENUE
CHICAGO
1530 CANDLER BLDG.
ATLANTA, GA.
tion. Every individual member of the music
trade owes it to his business to expose the vicious
methods of the "gyp" and his sources of supply.
A request from the Dallas Music Industries
Association for comment on price cutting was
answered by the Bureau.
A flare-back from a Bureau case in the South-
west, in the form of an appeal against a Bureau
criticism, was discouraged by the manufacturers
to whom it was addressed, upon an explanation
of the facts.
The danger of a destructive controversy in the
reproducing piano field was averted by the
prompt and creditable action of one of the inter-
ested principals advising his representative
against further advertising like that which was
complained of.
Further agitation against fake music publishers
has resulted in plans for a definite campaign
against their activity.
Starr phonographs and Gennett records are
being featured by Wise,, Smith & Co., one of the
largest department stores in Hartford, Conn.
Here It Is —
A High-Grade Console Cabinet
At a Popular Price
Made of Genuine Mahogany 5 ply Panels.
Height, 33"; Width, 36"; Depth, 23". It is a
desirable addition to the famous Celina line.
Attention,
Victor and Columbia Dealer.
Queen Anne Period Model
The Console shown here (and 2 other
Models) will also accommodate Victor and
Columbia Table Machines. They are made by
THE CELINA SPECIALTY CO
at CELINA, OHIO
"Where Better Furniture Is Built"
February 15, 1922
THE TALKING MACHINE WORLD
41
HERE IT IS!
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for All Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8^n or 9H" arm
FLETCHER -WICKES CO., 6 East Lake Street, Chicago, Illinois
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
^ONE ARMS
Reproducer
and Connection
for
Dealers, Send for
Prices and Terms
NEW EDISON
Plays all Records
FLETCHER- WICKES CO.
6 East Lake St., Chicago, 111.
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED, STRATFORD. ONTARIO, EXCLUSIVE CANADIAN AGENTS
SOMETHING ENTIRELY NEW IN TONE ARMS
THE FLETCHER "STRAIGHT"
STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT
NEW DESIGN NEW CONSTRUCTION
Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore
9
Made in two lengths, S'/2* and 9'/2'
SEND FOR PRICES AND TERMS
FLETCHER- WICKES COMPANY
6 EAST LAKE ST.
CHICAGO
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO, EXCLUSIVE CANADI AN [AGENTS
42
THE TALKING MACHINE WORLD
February 15, 1922
TWO NEW REGAL STORES
Noble Sissle and Bronx Record Shop Open New
Stores — Are Handling Regal Records Exclu-
sively and Doing a Large Business
Noble Sissle, star of "Shuffle Along," which
has had a long run, has recently opened a talking
machine shop at Thirty-eighth street and Sev-
enth avenue, New York. He is featuring Regal
records exclusively, making a particular feature
of his own records which he has made for this
company. Air. Sissle is an exclusive Regal artist.
Another new concern recently formed in New
York is the Bronx Record Shop at 149th street
and Courtlandt avenue. J. A. Greenwald is the
proprietor and Regal records are handled exclu-
sively. For the period of five weeks since the
opening of the store, Regal record sales were
far beyond expectations. Actual figures show
that in this time the average output of Regal
records from the store was something over 2,500
per day, which affords ample evidence that the
demand for this popular-priced record is large.
Mr. Talking Machine
and Phonograph Dealer
It is the most successful dealer who canvasses his trade, and
demonstrates one of his best machines.
Many .a sale of a high-priced machine has been lost by
showing the cheaper machine, because it is more easily handled.
With the Lea Talking Machine Truck, ONE MAN can make
many demonstrations a day. and do it with SAFETY.
Write for Circular and Prtces
Also
Piano Trucks, Hoists, Covers and Straps
Made only by
Self Lifting Piano Truck Co.
FINDLAY, OHIO
ORCHESTRA DEVELOPS RECORD SALES
Phillips & Crew Piano Co. Forms Orchestra and
Augments Machine and Record Sales
GENNETT RECORDS LIKED ON COAST
Starr Piano Co. Opens New Agencies in Cali-
fornia— Price Reduction Received with Favor
by Many Dealers in That Section
Savannah, Ga., February 3. — A number of sales
of Victor records and talking machines have
resulted from a clever plan recently inaugurated
by the Phillips & Crew Piano Co., Victor dealers,
of this city. Through the efforts of Manager
Bickman a dance orchestra, known locally as
the Dixie Serenaders, has been formed. This
organization has become extremely popular at
dances and entertainments. At every perform-
ance a Victrola is used, which is placed well in
the foreground, and as each selection is played
the record number is announced on a neatly
printed card.
San Francisco, Cal., February 3. — The popu-
larity of the Gennett records manufactured by
the Starr Piano Co. is enjoying a steady increase
in this territory, according to Manager Stein-
kamp, of the local headquarters. The company
has opened several new accounts in San Fran-
cisco, Oakland and Berkeley. A recent Berkeley
addition is the firm of Tupper & Reed, who find
the Gennett line a very valuable addition to their
stock. Letters have been received from various
dealers congratulating the Starr people on their
price reduction in phonographs and records.
The addition of five new accounts in San Fran-
cisco alone was due in part to the reduction
being made before the holidays.
THE TIRED BUSINESS MAN
When Mr. Jones exchanged a week of being
tired at the office for one of being tired on the
golf links, says Forbes Magazine, his office boy,
George, was left in charge, with orders to report
daily by letter. His first effort read:
"Dear Mr. Jones: Everything going fine at
the office. No telephone calls, no buyers, and
no orders. Faithfully yours, George."
PULLING TEETH TO MUSIC
Pulling teeth to the melody of a talking ma-
chine is the latest innovation put into effect by
a London. Eng., dentist. The music is not cred-
ited with making the operation of extracting a
big molar from the jaw of a patient any less
painful, but it is said to be exceedingly effective
in diverting the mind of the patient from the
operation.
"Business, to my mind, is the means to ex- If the dealer is informed he can inform his
change knowledge, labor and skill for a living." customer, but it's up to you to inform the dealer.
The General Phonograph Mfg. Co.
Model "E" Table Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
Plays All Makes of Records Superior Tone Quality
Write for our Proposition
The General Phonograph Mfg. Co., Elyria, Ohio
NEW PEERLESS SHOW CARD
Handsomely Lithographed Display Card, Fea-
turing Peerless Albums, Now Being Distrib-
uted in the Trade — A Sales Help for the Dealer
The Peerless Album Co., New York City, is
now sending to the trade a new show card,
lithographed in several colors and equipped with
easel support, for display in the window, on the
counter or in any other conspicuous position.
Phil Ravis, president of the Peerless Album
Peerless Album Co.'s New Show Card
Co., in speaking of the purposes of this new'
sign, said: "It is not designed so much as
an advertisement, but as a means of educat-
ing the public to the permanent use of record
albums.
"It is the duty of every manufacturer in these
times to devote a considerable part of his ad-
vertising appropriation to dealers' sales helps.
We are giving these expensive signs to any
talking machine dealer who will display them,
irrespective as to whether the dealer stocks
Peerless albums or not. The fact is that
this sort of material sells goods at the point of
purchase, an important thought right now, and
we realize that a larger distribution of albums
of any description will mean greater record
sales opportunities for the dealer because the
empty album in the home is a constant invi-
tation to the consumer to buy more records.
"It has been the policy of the Peerless Co.*
for the past two years, to suggest ways and
means by which dealers could increase their
record sales, and we believe this new sign,
for both window and counter, is a forward step.
"Besides, there is a positive value at this sea-
son of the year in dealer window displays which
carry the thought of record collections and
classification. So man}' recipients of records
of large and small assortments during "the past
two months are more than willing to be shown
how to preserve and index their records prop-
erly. We believe that our new show card, which
is most attractive, if exhibited in a dealer's
windows along with albums, will go a great
way toward making the 'record library' a uni-
versal custom among talking machine owners."
February 15, 1922
THE TALKING MACHINE WORLD
43
Here's a big money's worth of "Fiddle" solos
by Don Richardson. "Limber Up Reel/9
"Oaken Bucket," "Speed the Plough,"
"Hull's Victory," "Quiltin* Party," "College
Hornpipe"— all on one record. A-3527.
Columbia Graphophone Co
New York
^iiiiiiniiiiiiiiiiiiiiiiiiiuiiiiiuiiiuiiin
| The Well-Managed Credit Department Can Sell Goods |
By J. H. TREGOE, Secretary-Treasurer, National Association of Credit Men
' iiiiiiiiiiiiiliiiiiiiiiiiiiniiinNiiiiiw
A business enterprise of any proportions with- looked upon as an expense and a nonproducer.
out a well-managed credit department is like a Having the credit manager mingle with other
ship without a rudder. As another illustration, managers, bringing them to the surface, making
we would wonder if a splendidly built and them realize the importance of their position
equipped vessel were permitted to sail with an and its place in the productive capacity of the
untrained officer in command. enterprise would be felt in added income and a
It is high time we were waking up to the real far safer situation in credit granting than we
CONCERTS DEVELOP BUSINESS
Introduction of New Records Each Month In-
creases New York Victor Dealer's Business
Until He Is Compelled to Enlarge Store
position of the credit department in a success-
have ever enjoyed. This is not talking shop, it
is talking common sense. It is a defense of
something which has been badly neglected and
not until the neglect is realized and everywhere
credit departments are placed under skillful man-
agement and conceded to be one of the most
important and productive, shall we get things
right and decrease the merchandising inefficiency
so prevalent in the land.
Paul Heifer, Victor dealer at 1539-41 Third
avenue, New York, has made it a practice to
introduce new records to his customers at the
beginning of each month by a Victor concert
held in a large recital hall which is an important
adjunct of the establishment. As a direct result
of these concerts the business of the concern has
increased to such proportions that a number of
additional record demonstration booths had to
be constructed. There are now twenty of these
booths and the concerts are proving a greater
attraction each month.
The talking machine department of the Cline-
Vick Drug Co., Victor dealer, of Marion, 111.,
was recently enlarged and remodeled.
J. H. Tregoe
ful business enterprise. Some people do not
rank it as a productive department. They con-
sider it merely an expense. Such people lack
vision and have not carefully analyzed the component
parts of a successful business enterprise. A well-
managed credit department can sell goods just
as profitably and successfully as a well-trained
salesman. The commodities may be purchased
right and sold right, but profits do not accrue
until the commodities sold are converted into
money. This conversion is the chief responsi-
bility of the credit department, and to charge
in the face of this potent fact the credit depart-
ment with being nonproductive is perfectly fool-
ish and is one of the reasons, perhaps, why some
enterprises have not been more thrifty and pro-
gressive.
Co-equal in position, powers and results with
the purchasing department and the sales depart-
ment, the place of credits in a business enter-
prise can, if properly understood and generously
treated, prove its worth and illustrate its pro-
ductive powers. Getting cheap men, withhold-
ing proper facilities for the credit department,
is just as unwise and expensive as to buy the
services of untrained and unqualified men for
the purchasing and sales departments. The man-
ager of a credit department should be allowed to
feel the seriousness of his position, the obliga-
tions resting upon him and allowed every facility
he needs for conducting the department in an
efficient and productive manner. It is too great
a custom with us to refuse the credit depart-
ment what would be gladly given other depart-
ments of the enterprise, merely because it is
Seaburg Mfg.Co
Jamestown, N. Y
No. 250T, List Price $ 1 95.00
Usual discounts to dealers
48"x28"x31" high. Finished all
around
Genuine Mahogany, Walnut or Oak
The Biggest Value on the Market. A Trial Order Will Convince
44
THE TALKING MACHINE WORLD
February IS, 1922
1
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2
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g
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Granby Works WITH You and
FOR You
When you take on the Granby line we back you to the
limit. Everything is done to make your franchise profit-
able and satisfactory to YOU.
That is our platform.
Granby Sales Helps
Help You Sell Granbys
Granby literature is aimed to sell — and to help you sell.
Attractive display cards, mailing cards, miniature musical
magazines — all will prove strong factors in building
business.
These are just a few examples of the Granby ammunition.
In addition, we offer you our intensive local newspaper
advertising campaign that is 100 per cent, effective.
Let us send you the Granby Proposition. Learn what it
means to you. Lose no time.
Write— or wire— TODAY.
GRANBY PHONOGRAPH CORPORATION
21 West Street
BOSTON, MASS.
□
February 15, 1922
THE TALKING MACHINE WORLD
45
Here's Dolly Kay back again with two new
"blues." "Got to Have My Daddy Blues"
and "Wabash Blues" both on one record.
An irresistible, sure-fire seller. You'll
want it. A-3534.
Columbia Graphoptione Co
NEW YORK
INAUGURATES INTENSIVE CAMPAIGN JOSEPH BAREUTHER GETS NEW POST COLUMBIA MANAGERIAL CHANGES
Emerson Phonograph Co.'s Foreign Record De-
partment Secures Many New Artists and
Increases Its Executive and Selling Force
The foreign record department of the Emerson
Phonograph Co. has inaugurated an intensive
campaign to promote the sale of Italian and
Jewish records to the trade. L. D. Rosenfield,
director of this department, states that new
releases of records in Italian and Hebrew-Jewish
are being issued each month and special literature
featuring these records is being sent out to the
trade. Paolo Bolognese, well known in the for-
eign record field, and a musician and conductor
of some note, has been placed in charge, under
Mr. Rosenfield's direction, of the Italian foreign
record catalog. He has been calling on dealers
in New York City and has been instrumental in
the acquiring of several new artists to make
Italian records.
Louis Gilrod has been taken- on in a similar
capacity, and will devote his time exclusively to
the promotion of the Hebrew-Jewish records, of
which the company is issuing new numbers each
month. An artist of some note in Hebrew and
Jewish circles recently acquired to make records
for the Emerson Co. is Aaron Libedeff, comedian,
who is to make recordings of several Jewish
comic songs. Another artist to make Jewish
records is Joseph Feltman, a one-time partner
of Billy Williams, famous English comedian,
whose records, it is expected, will make a decided
hit with the trade.
Mr. Rosenfield is very enthusiastic about a new
record of Russian and Jewish folk melodies, to
be issued soon by the Emerson Co., of a piano
duet, double-faced, played by two brothers, J.
and J. Kammer, which is to be featured exten-
sively with special advertising, and, it is expected,
will be one of the most popular yet recorded by
these artists.
NEW YEAR OPENS AUSPICIOUSLY
Max Wiilinger, President of New York Album
& Card Co., Tells of Progress
Max Wiilinger, president of the New York
Album & Card Co., New York City and Chicago,
manufacturers of Nyacco albums, reports that
the first month of the new year opened in a far
more auspicious manner than the same month
of 1921. The buying is reported not only more
active but Mr. Wiilinger reports that there seems
to be far more confidence manifested in future
conditions. Mr. Wiilinger is optimistic over the
balance of the year and predicts good normal
business. The New York Album & Card Co. is
now producing the shelves of the album set for
the Victrola 80 in wood instead of cardboard.
These sets have proved popular from the time
they were first produced and it is expected with
the wooden construction providing greater dura-
bility their popularity will be further increased.
Former Manager of Landay Branch Is Made
Secretary of Broadway Music Shoppe
New Managers Appointed for St. Louis, New
Orleans and Omaha — Important Centers
Yonkers, N. Y., February 8. — Joseph Bareuther,
for many years prominently connected with the-
piano and talking machine business and for-
merly associated with the Sonnenberg Music
Co. and the Landay Bros, branch in this city,
is now associated with the Broadway Music
Shoppe, at 17 Main street, as secretary of the
company. Mr. Bareuther has a large following
among the best people in this section, and the
appointment to his new post has been weltomed.
The Broadway Music Shoppe is one of the
most progressive music houses in this city and
carries complete lines of Sonora, Brunswick,
Victor, Aeolian-Vocalion and Columbia ma-
chines.
TALKING MACHINES REAPPRAISED
Model C Stewart phonographs, imported from
W. H. Banfield & Sons, Ltd., of Toronto, Can-
ada, and entered at Chicago, were the subject
of a reappraisement ruling handed down re-
cently by Judge Sullivan, of the Board of United
States General Appraisers. They were invoiced
and entered at Canadian dollars, $5 each, less 2
per cent, plus 1 per cent excise tax, packing in-
cluded. They were appraised and are now re-
appraised at $8.50 net, excise tax included.
General Sales Manager Geo. W. Hopkins, of
the Columbia Graphophone Co., announced this
week important changes in the management of
Columbia branches in St. Louis, New Orleans
and Omaha. E. M. Morgan, who was manager
of the St. Louis branch, has resigned this posi-
tion and is to be connected with a manufacturer
well known in the Middle West specializing in
the production of horse-drawn vehicles. Mr.
Morgan leaves this position with the best wishes
of the Columbia Co. for his success in this new
venture. A. B. Creel, formerly of the New Or-
leans branch, has been appointed to the position
left vacant by the resignation of Mr. Morgan.
R. R. Sparrow, formerly assistant manager of
the Atlanta, Ga., branch, has been appointed
manager of the New Orleans branch, effective
January 1. F. L. Scott, formerly a special rep-
resentative of the Columbia Co., has been ap-
pointed manager of the Omaha, Neb., branch,
taking the place of R. L. Wilder, who formerly
held this position.
The Fox Co., Victor dealer, of San Antonio,
Tex., has moved into larger quarters adjoining
its former location. A new Victor department
has been installed with modern equipment
throughout.
The Presanplay Phonograph Co. has been in-
corporated at Wilmington, Del. Capital, $50,000.
A. BRUNS & SONS
50 RALPH AVE.
BROOKLYN
N. Y.
Mill!
"BRUNS MADERITE"
Rubberized Phonograph
Dust Covers
Dealers have found it advantageous to advocate
the sale of BRUNS Rubberized Fleece-lined
Phonograph Dust Covers to their customers.
BRUNS MADERITE Dust Covers offer a
means of protecting phonographs from dust,
finger-marks, bruises incident to house-cleaning
and other unforeseen accidents to the highly
polished surface of the talking machine cabinet.
Send to us for complete details regarding
BRUNS MADERITE Phonograph Moving
Covers and Rubberized Fleece-lined Dust
Covers or consult your jobbers.
It will pay you to investigate.
If required, we can supply a cover of heavy
Tarpaulin material guaranteed rain- proof for
use on open delivery trucks.
A. BRUNS & SONS
50 Ralph Ave., Brooklyn, N. Y.
M anufacturers o'f Everything Made of Canvas
40
THE TALKING MACHINE WORLD
February 15, 1922
if
BAGSHAW
First in Use— First in Sales— First in Satisfaction
NEEDLES
THE W. H. BAGSHAW
Company are the Oldest
and Largest Manufacturers
of Talking Machine Needles
in the World. Of course, they
make the needles that stand
first in the esteem of the pub-
lic, the dealer and the jobber:
Brilliantone and Petmecky
Steel Phonograph Needles.
W.H.BAGSHAWCO
FACTORIES: LOWELL, MASS.
SELLING AGENTS
Rrilliantone Steel Needle Co. g
OF AMERICA
INCORPORATED
AT 34th STREET
347 FIFTH AVENUE
NEW YORK
SUITE 610
February 15, 1922
THE TALKING MACHINE WORLD
47
FROM SOUP TO NUTS!
TN order to supply the demands of your customers your
A stock of phonograph needles must be complete:— from
Light Tone to Dance Tone. You can fill your needs very
quickly and satisfactorily from the Brilliantone line which
includes Extra Loud Tone, Opera Tone, Full Tone, Half
Tone, Light Tone and Dance Tone Steel Phonograph
Needles. Also put up in convenient combination packages.
Brilliantone needles are guaranteed to possess Uniform
Hardness, Uniform Points and Uniform Length.
Made in America by Americans
Every Package of Genuine Brilliantone
Phonograph Needles Bears This Trade Mark
fc^ SUPERIOR STEEL - f
RRlLLiANTONF
■ RECISTERED TRADE MARK * 1
NEEDLES
{The Oldest and Largest Manufacturers of Talking Machine Needles in the World)
BRILLIANTONE
STEEL NEEDLE COMPANY OF AMERICA, incorporated
Selling Agents for W. H. Bagshaw & Co., Factory, Lowell, Mass.
347 FIFTH AVENUE, Suite 610, at 34th Street, NEW YORK
Pacific Coast Distributor : Western Distributor: Canadian Distributors: Foreign Export:
Walter S. Gray Co., The Cole & Dumas Music Co., The Musical Mdse. Sales Co., Chipman Ltd.,
942 Market St., 50-56 West Lake St., 79 Wellington St., W., 8-10 Bridge St.,
San Francisco, Cal.
Western Distributor:
The Cole & Dumas Music Co.,
50-56 West Lake St.,
Chicago
Canadian Distributors :
The Musical Mdse. Sales Co.,
79 Wellington St., W.,
Toronto
Foreign Export:
Chipman Ltd.,
8-10 Bridge St.,
New York Citv
Si
48
THE TALKING MACHINE WORLD
February 15, 1922
WORKING ON MANUFACTURES CENSUS
Census Bureau Now Compiling Facts and Fig-
ures Regarding Sixty-five Leading Industries,
Including Musical Instrument Trade
W ashington, D. C, February 3. — Work on the
1921 census of manufactures is now well under
way in the Census Bureau, and E. F. Hartley,
chief statistician, under whose direction the cen-
sus is to be taken, has a number of agents already
in the field.
Schedules for the various industries regarding
which special information is desired are now
being sent out, among them being questionnaires
covering phonographs, graphophones and talk-
ing machines (including records, parts and acces-
sories), pianos and musical instruments generally.
Only about 65 industries are considered suffi-
ciently important to warrant the use of special
schedules, all other industries making returns on
the general schedule.
All schedules have been materially revised
since the taking of the 1919 census, the law
under which the 1921 census is taken not requir-
ing as much detailed information. In all cases,
in preparing the questionnaires, the suggestions
of the industry affected were sought, and the
schedules now being sent to the music trade
have been fully approved by the national asso-
ciation and by leading members of the industry.
Efforts will be made to conclude the field work
within as short a time as possible, in order to
minimize the delay which must elapse before
production figures for 1921 can be issued. In
the 1919 census approximately fifteen months
elapsed before the first reports were issued, but
it is hoped that at least three months will be
cut from this time, and that the reports may
begin to come out by January, 1923.
PLAN SAMPLE FAIR IN NEW YORK
Musical Instruments to Play Important Part in
First International Sample Fair to Be Held in
New York City — Something Entirely New
The First International Sample Fair will be
held in the Seventy-first Regiment Armory,
Thirty-fourth street and Park avenue, New York
City, April 3 to 6, inclusive. Musical instru-
ments will play an important part in the Fair,
"which is the first international event of its kind
held here. Merchandise from agents, manufac-
turers, importers and exporters will be exhibited
and only members of the wholesale trade, buy-
ers, local and out-of-town merchants will be
permitted to view the displays.
The Fair Committee consists of W. L. Rehm,
L. S. Gans, Scott Donohue, J. P. Davies, D. Mc-
Cullough, W. J. Armstrong, M. F. Cooch and
Walter Hempel. Headquarters have been opened
at Room 905, 280 Madison avenue, New York.
How many a man has thrown up his hands
at a time when a little more effort, a little more
patience, would have achieved success!
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS CASTINGS
TONE ARMS Grey Iron
REPRODUCERS and Brass for
TURNTABLES
MOTOR FRAMES
TONE ARMS
HORNS and THROATS
Direct Quantity Importations On
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
D. R. DOCTOROW
Vanderbilt Ave. Bldg.
51 East 42nd Street, New York
Tel. Vanderbilt 5462
Murray Hill 800
ORGANIZES A STRONG SALES FORCE W. J. BEARD ENTERTAINS EMPLOYES
Regal Record Co. Appoints Salesmen to Cover
Leading States — Business Output Reported
Unusually Large — Clever Portfolio Prepared
Host to Members of His Staff at Turkey Dinner
Given at His Home in Paragould, Ark., Re-
cently— Sixteen Years of Business Success
The Regal Record Co., New York City, reports
that business for the past two months has been
exceptionally large in total sales. Dealers every-
where are cashing in on this popular price record,
it reports, and the result is that the Regal plant
is being pushed to its utmost limit to produce
records enough to meet the demand.
New salesmen are being allotted territory all
through the country. The latest additions to this
list are: S. Grant, who is to cover New England;
A. Friedman in Indiana; S. A. Price in Michigan;
A. S. Dillon, Ohio; R. G. Ross, Pennsylvania;
W. F. Sullivan, New York, and R. H. Nolan,
New York, all of whom were sent out from Regal
headquarters the first of the year.
E. H. Davis, advertising manager, has prepared
a very attractive portfolio for the use of Regal
salesmen on the road. It contains samples of
Regal advertising issued by the company, and
many letters of commendation from dealers who
have made a success in marketing the Regal
record. Statistics and figures showing a large
turnover of these records are included, all of
which is designed to help the salesman in closing
new accounts for Regal records.
Paragould, Ark., February 3. — In appreciation
of the good work done by the members of the
staff during the past year, and particularly dur-
ing the holiday season, W. J. Beard, head of
Beard's Temple of Music, this city, entertained
all his employes at a turkey dinner at his resi-
VALUE OF PERSONAL CONTACT
For difficult matters a decision can rarely be
reached by letter. The written word makes for
suspicion. The man who is writing feels that
he is binding himself by his words; the man
who receives the letter tries to read between
the lines. The problem of letter writing is to
force the reader to read the letter in the spirit
of the writer, and this problem cannot be solved.
"When you meet your correspondent personally
for the first time both parties will say: "Well,
I thought he was worse!" If they do not feel
that way the meeting is useless.
Staff of Beard's Temple of Music
dence, the dinner being prepared and served by
Mrs. Beard with the assistance of some of the
wives of the employes.
Following the dinner the evening was spent in
the enjoyment of a fine musical program, in
story telling and in games, and the guests en-
joyed themselves greatly.
Mr. Beard' established his store here in 1904
and has met with most substantial success. He
handles the Chickering, Starr, Schulz, Foster &
Co., Marshall & Wendell, Haines Bros., Cable-
Nelson and Brambach pianos and players, See-
burg electric pianos and the Edison, Victor and
Columbia lines of talking machines. Mrs. Beard
assists her husband in the conduct of the busi-
ness, and their son Jay also helps out after
school hours. Three traveling salesmen work
the territory for business, with close to a dozen
employes in the store proper.
Mr. Beard reports that business in his territory
has kept up in good shape considering conditions
generally, and that the outlook for the current
year is very encouraging.
The Kipp Phonograph Co., of Indianapolis,
Ind., has been chartered in that State, with a
capital of $150,000. Directors of the new con-
cern are: W. E. Kipp, H. G. Anderson and
Jewell Cartmell.
Success after all is nothing but doing your
full duty to the very best of your ability. What-
ever rewards come are only trimmings. This
is how Forbes Magazine puts it.
NATIONAL METALS DEPOSITING CORPORATION
FACTORY
Telephone Oakwood 8845'
MASTERS
34 EAST SIDNEY AVENUE
MOUNT VERNON, N. Y.
MANUFACTURERS OF
MOTHERS
FOR PHONOGRAPH RECORDS
LABORATORY
415 Fourth Ave., NewYork.N.Y.
Tel. Madison Square 6635
STAMPERS
A Perfect
Negative
From
The Wax
For Your Convenience
Deliver Recorded Wax
To Our Laboratory
We Deposit the Finest
Copper in the World
Try Us
Quality
Durability
Perfect
Workman-
ship
February 15, 1922
THE TALKING MACHINE WORLD
49
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| Just a State of Mind
= If you think you are beaten, you are;
1 If you think you dare not, you don't,
W If you like to win, and don't think you can, j|
= It's almost a cinch you won't. |f
j| If you think you'll lose, you're lost,
j§ For out in the world we find j|
g Success begins with a fellow's will;
P. It's all in the state of mind. j|
r Full many a race is lost =
E Ere even a step is run, 1
j§ And many a coward fails 1
g Ere even his work is begun. W
1 Think big and your deeds will grow,
1 Think small and you'll fall behind; S
= Think that you can and you will —
1 It's all in the state of mind. 1
p. If you think you're outclassed, you are; Z .
§ You've got to think high to rise. =
s You've got to be sure of yourself before §
h You ever can win a prize. g
1 Life's battles don't always go 1
M To the stronger or faster man; 1
1 But, sooner or later, the man who wins
| Is the man who THINKS he CAN. |
1 —Dr. Croft. 1
^^iiMriuiiiji!xiniiu!!iuiiii':ii[Ei[]iii>iii±]ii:iiiiiLi[iJ]ii[iicifiiiiiii][iiiiiiiiii[][]iiiii(i[ir][ii[ii][niii]iiii[iiiiiiiiiiu[iMiiiiiiiii]irii](itii^=
WINNING OUT IN RETAIL FIELD
Some Outstanding Principles Which Should Be
Observed by Dealers Who Desire to Win
There is room for growth in every business,
but no enterprise can possibly expand or be-
come successful unless:
Consistent and result-getting advertising is
used in the local papers, circulars, letters, etc.
Systematic methods of obtaining free pub-
licity are employed. These consist of sales
stunts, unique window displays, concerts, con-
tests, etc.
The staff consists of expert salesmen and can-
vassers.
Territory is covered thoroughly and con-
stantly enlarged and no prospects are over-
looked.
Courtesy and service is made the motto of
the business.
The window displays are planned to attract
customers.
The store is kept neat and clean; the stock
is attractively arranged and provision is made
for the comfort of patrons.
The atmosphere of the establishment is one
of cheer.
A business will grow in a measure equal
to the effectiveness with which the above are
carried out.
ADVERTISING COPY THAT APPEALS
The average merchant, in many instances, has
become so imbued with business that when he
prepares his advertisements he often does it in
such an uninteresting manner that the news-
paper reader passes over them. He fails to
make a study of the kind of copy which would
appeal to the people whom he is trying to reach
and, consequently, a large percentage of the
money spent on advertising is absolutely wasted.
COLUMBIA RECORD EXCHANGE COMING
In connection with the announcement last
week of the reduction in the list price of Colum-
bia double-disc records from 85 cents to 75 cents,
George W. Hopkins, general sales manager,
stated that a record cut-out exchange would be
announced by the company at once. The record
price reduction also carries with it a special re-
bate proposition for the benefit of the dealer.
GOLDSMITH MUSIC CO. CHARTERED
The Goldsmith Music Co., of Columbus O.,
was recently incorporated in that State, with
a capital of $3,000. Incorporators are W. W.
Goldsmith, A. M. Taylor, E. Bragunier, Carl
Tresemer and P. Cozad.
TAKES OVER V1CTR0LA STORE
Alliance, O., January 16. — Announcement is
made by the Vernon Piano Co., this city, of
the purchase of the Victrola store located on
Fifteenth street, Sebring, O. It will be pos--
sible now to obtain the latest Victor records
without leaving Sebring. All models of the
Victrola will be exhibited in the new store.
R. L. FRENCH IN IMPORTANT POST
Heads Traffic Committee of Manufacturers' As-
sociation of Connecticut — Adopt Resolution of
Protest Against High Freight Rates
DELAWARE CONCERN INCORPORATES
A charter of incorporation was recently granted
to the Qualitiphone Sales Corp., under the laws
of the State of Delaware, with a capital of
$50,000. Incorporators of the new concern,
which will deal in talking machines, are Louis
B. Bernei, H. F. Bauman and Seymour O'Brien.
J. Wilbur Speiker and C. A. Brittsen, of Van
Wert, O., have purchased an interest in the
Brunswick shop of Charles F. Eversole, Middle-
port, O. The business will be continued under
the name of the Van Wert Furniture Co.
Bridgeport, Conn., February 9. — Raymond L.
French, traffic superintendent of the Columbia
Graphophone Co., member of the Manufacturers'
Association here, became chairman of the traffic
committee of the Manufacturers' Association of
Connecticut at Hartford at a meeting held in
this city last week.
The Association went on record as favoring a
horizontal reduction in freight rates applied to
all classes alike. The preamble of the resolu-
tion says that the present high rate of freight
rates materially restricts the prosperity "of our
industries and is an impediment to the commerce
of New England with other parts of our coun-
try." And further that it is the general opinion
among our manufacturers that a reduction in
transportation costs at this time would mate-
rially aid in restoring business.
Built bii Engineers
with the highest
Engineering Skill.
ESIGNED to stand the shocks of
hard usage.
3J2UILT to run smoothly and noiselessly
r& under varying conditions.
✓ifSPERATED with uniformity, and
constant in speed.
Write for prices
<Sphinx Gramophone Motors Inc.
21 East 40th St.
NEW YORK CITY
SG
THE TALKING MACHINE WORLD
February 15, 1922
THE
Kent Special
Plays all lateral records
AT THEIR BEST
on the
EDISON DISC PHONOGRAPH
Playing position
Reg. U. S. Pat. Off.
Write for catalog of complete line
F. C. KENT COMPANY
IRVINGTON, N. J., U. S. A.
KENT PRODUCTS "Win their way by their play"
Insertion of needle position
COMBINE MOVIE AND "TALKER" SAUL BIRNS TENDERS ELABORATE BANQUET TO EMPLOYES
New Moving Picture and Talking Machine
Promises to Amuse Movie and Music Fans
A combination moving picture machine and
talking machine, invented by a Californian, is the
latest development which promises to furnish
amusement both to lovers of music and movie
fans. The talking machine is similar in appear-
ance to any ordinary machine, with the excep-
tion that it contains a moving picture projec-
tor. The picture is thrown from the cabinet to a
tiny screen in front and appropriate records may
be played as the pictures are shown. The first
instrument has been purchased by Jackie
Coogan, the famous child moving-picture come-
dian.
RELIGIOUS RECORDS FOR CHILDREN
A committee representing twelve religious de-
nominations is negotiating with record manu-
facturers for the production of discs that will
provide proper musical instruction for children
in primary grades of Sunday schools. Prayer
songs and nature songs which refer to God as
the Creator will be selected for the first rec-
ords, according to Miss Brockway, director of
children's work for the American Baptist Pub-
lication Society, who is a member of the com-
mittee.
The manner of speaking is as important as
the matter to be discussed. Remember that
when you are greeting a new customer or an
old one, and especially when talking over the
telephone.
Princess Watahwaso
Appearing in Costume Presenting
Indian Songs - Dances - Legends
A LIVE VICTOR ENTERTAINER
FOR VICTOR DEALERS AND JOBBERS
Recitals given in warerooms,
schools and recital halls
Booking Now for Season of 1922
Watahwaso Studio
111 W. 68th St.
New York
Well-known New York Dealer Entertains Over 100 Members of His Staff, Together With Families
and Friends, at Entertainment, Dinner and Dance at Hotel Commodore
Saul Birns, well-known talking machine dealer
of New York, who recently opened the fifth of
a chain of stores in this city, has made it a prac-
tice for several years past of giving his em-
ployes a dinner early in the year as a mark of
his. appreciation of their efforts. This year was
no exception, beyond that Mr. Birns outdid all
former efforts and provided his employes and
store, with a capital of less than $300, and the
success of the venture is indicated by the fact
that the five stores operated at present do a
business estimated at three-quarters of a mil-
lion dollars annually. During the course of the
evening Mr. Birns was presented with three
handsome sterling silver loving cups, one from
all the members of the organization and the
Dinner Given by Saul Birns to
associates with a most elaborate banquet at the
Hotel Commodore on Sunday evening, January
15, followed by a dance to the accompaniment
of music by Paul Whiteman's Pavilion Royale
Orchestra and the Happy Six.
During the course of the evening several well-
known and capable artists entertained guests
to the number of one hundred or more. Among
the artists were Lucy Tonge, a prominent con-
tralto; Princess Watahwaso, well-known inter-
preter of Indian legends and music, who has
made a number of very successful Victor rec-
ords; Morton Downey, tenor, and Miss Esther
Furshtenberg, daughter of one of the managers
of Mr. Birns' Capitol store, and a violinist of
ability.
The occasion marked the fifteenth anniver-
sary of the establishment of Mr. Birns' first
Employes at Hotel Commodore
other two from different groups of his managers
and partners.
The entire staffs of the five stores owned and
controlled by Mr. Birns were present, accom-
panied by William Hains, manager of the Sec-
ond avenue store; Hyman Gordon, manager of
the Strand; Abraham I. Wolf and Harry H.
Levy, of the recently opened Fifth avenue store;
Hyman and Joseph Furshtenberg, of the Capi-
tol store, and David Siebner, of the 181st street
store. H. C. Ernst, of Paul Whiteman, Inc.,
acted as master of ceremonies in introducing
the artists and in presenting the several cups to
Mr. Birns. The other guests included A. D.
Geissler, Mr. and Mrs. Thos. F. Green, Mr. and
Mrs. Maurice Landay, Lloyd Spencer, Paul
Whiteman and other prominent members of the
trade.
TONE ARMS and REPRODUCERS
Various Styles and Designs to
Meet Every Requirement
Prices $2.50 to $6.00
Samples on Request
Triangle Phono Parts Co.
* 722 Atlantic Ave. Brooklyn, N. Y.
Telephone Sterling 1120
>u.->Pis»jj 'NvwaNiaH oxxo
NOIXVHOdHOD HJVHOONOHd
&<ivnjqij 'quoAJtiatf 'ppioj[ aimpvj/v G'WPI Jl!l
February 15, 1922
THE TALKING MACHINE WORLD
51
DIGGING OUT BURIED TREASURES FOR THE MUSIC LOVER
The Exploration of the Record Catalog Will Be Found a Profitable Move on the Part of the Sales-
man as Well as the Purchaser of Records — Many Hidden Musical Gems to Be Found
The proper exploration of the record catalog
formed the subject of some very pertinent and
timely comments in a recent "record page" of
the New York American. Although written
ostensibly for public consumption, it may be
remarked, en passant, that a great many sales-
men would do well to give the catalog their
closer consideration, in this way enabling them
to bring to the attention of the buying public
hundreds of splendid records — real musical gems
— which are little known to the rank and file
of buyers. Indeed, it would pay a great many
salesmen to study not only the catalog, but
at their leisure moments to try over the in-
numerable records which ordinarily make little
appeal to the public, but which are of real musi-
cal merit. This acquaintance would enable them
to be better equipped in the matter of introduc-
ing them to the public. Furthermore, they would
be still better fortified were they to read up the
literature or history of the opera or the com-
poser of these numbers. This knowledge is
invaluable as a means of interesting the buyer —
in fact, it is an essential.
The article which follows was obviously writ-
ten for the general public, but the viewpoint in
connection with "adventuring into a record
catalog" is so important that dealers could
utilize the same general material in reaching the
public either by circular or by means of a little
talk when giving invitation concerts. The article
reads:
"We have heard, all of us, of Captain Kidd's
treasure. That bold and notorious buccaneer,
who plundered ships on the high seas, left many
folks wondering and speculating as to just where
his fabulous loot was cached.
"Many and afar have been the vain quests in
search of treasure, whether it was that of the
pirate Morgan or Kidd,- or the fabled pot of
gold buried at the end of a rainbow.
"It is but natural psychology that we should
Main-Springs
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Each
motors $ .35
Pathe, Columbia, Heineman 40
Columbia 45
Columbia with hooks 55
Victor,
Victor,
Victor,
old style .
new style
.50
.55
new or old style 75
Helneman and Pathe 50
' " Saal, Silvertone, Krasberg 50
' " Saal, Silvertone. Brunswick 60
' " Sonora, Brunswick. Saal 70
" Heineman and Pathe 80
1 " Edison Disc 1.80
SAPPHIRES— GENUINE
Pathe, very loud tone, each 15c. 100 lots $11.00.
Edison Loud-tone, each 15c; in 100 lots. $11.50.
TONE-ARMS
The very best, loud and clear, throw-back $5.00
With large reproducer, very loud. Universal 4.50
With smaller reproducer, but loud and clear 3.00
PHONOGRAPH NEEDLES
We can give you best price on Brilliantone. Magnedo. Wall-
Kane. Tonofone. Nupolnt, Gilt Edge, Incas and Velvetone
Needles.
ORDER RIGHT FROM THIS AD
Send for pries list of other repair parts and motors.
Terms — F. O. B. St. Louis. Mo. Send enough to cover
postage or goods will be shipped by express.
The Val's Accessory House
1000-1002 Pine St. St. Louis, Mo.
always think of 'treasure' as something beyond
our reach, inaccessible — and yet there are literal
treasures and pots of gold always within our easy
grasp .could we but see them. The greatest
treasure of all lies within ourselves; the ability
to see and appreciate the beauty of nature and
the wonder of human existence in its varied and
modern form.
"To-day we enjoy innumerable pleasures and
conveniences that a king's ransom could not have
bought but a century past. Whether we turn
to the right or to the left, we see all about
us the miracles and the monsters of modern in-
ventive skill and yet we rarely give them a
passing thought; so rapid is our progress that
what is new to-day is to-morrow but a com-
monplace.
" 'Buried treasure' and 'commonplace' — words
to think about. How inviting the first, how
shabby the latter! The buried treasures of what
is past — reminiscence; the buried treasures of
what is to come, as yet unearthed — expectation.
Treasures in retrospect, stirred by the magic of
a familar old melody that hearkens back to the
days of happiness and youth. Music, the key
that unlocks the gateway to yesterdays.
"Many are the hidden gems to gladden the
heart of a music lover, forgotten or overlooked
by the great majority because they are not of
popular moment or popularly commonplace.
Many are the records and rolls that have been
pressed and cut only to go down into the ob-
livion of obscurity, undiscovered gems of beauty.
Every month adds to their number, and still we
overlook them because of a human weakness to
follow the crowd.
"Out of the thousands of records and rolls
now available there are less than a few hundred
that are constantly in big demand, and yet there
are numberless others that are deserving of
recognition because of their charm and grace or
their inherent beauty of composition. There are
songs and symphonies of every description and
to suit every possible taste.
"If your record or roll collection is beginning
to pall on you it is, in all probability, because
you have grown tired of the sameness of your
collection. You may have all the popular,
operatic and concert selections that your friend
has and still feel but a lukewarm pride in their
possession. If you will seek for something dif-
ferent— some of those undiscovered gems — and
thereby cultivate and develop your individuality,
you will be surprised how rapidly your interest
will revive.
"There is a tangible pleasure in adventuring
into a catalog that compensates us for our trou-
ble, and each new discovery means a new ac-
quisition that perhaps the other fellow has over-
looked. Why not break away from the com-
monplace and build up a collection that is dif-
ferent— a collection that will reflect your indi-
viduality? That would be a pleasure indeed."
PLAN FOR SCHOOL CAMPAIGN
An important visitor to Columbia headquarters
last month was Calvin Anderson, the well-known
dealer at Wilmington, Del. Mr. Anderson is
one of the oldest Columbia dealers, having been
associated with the merchandising of this prod-
uct for many years, and has been connected with
several of the educational movements which the
Columbia Co. has inaugurated from time to time.
The purpose of this visit was for the discussion
of plans for an educational campaign among the
schools in Wilmington and vicinity, which is to
be launched shortly and is to be carried on in
co-operation with Columbia headquarters.
Buffon said that genius was only "an endless
patience." (Darwin.) Nietzsche said that genius
was "intensity of consciousness." (Napoleon.)
Genius in business might be defined as the gift
of simplification.
I Challenge Comparison
THE PHONOMOTOR, standard
electric phonograph motor for seven
years.
Universal motor, A.C., or D. C. 110 volts
with the current consumption less than
a twenty watt lamp. Automatic stop.
ALWAYS TRUE TO PITCH, SILENT,
DURABLE, and DEPENDABLE.
THE OLDEST AND MOST RELI-
ABLE MOTOR IN THE WORLD
TODAY.
The following statement is taken from The Talk-
ing Machine World:
BIG FIELD FOR ELECTRIC PHONOGRAPH
MOTORS
Seven Million Homes Equipped With Electricity
Available for Talking Machines to Be Electrically
Controlled — Opportunity for Use of Motor.
That a vast undeveloped field for the sale of
electric talking machines exists in this country is
made evident by figures recently made public by
the National Electric Light Association. The Asso-
ciation states there are approximately 7,000.000
homes equipped with electricity in the United States.
It is estimatedthat there are in the neighborhood of
4,000,000 talking machines in the homes of the
land. Of this number many are in the homes un-
wired for electricity, and of the machines owned by
people having electricity in the home, only a small
percentage are operated by electric current.
ELECTRICIAXS AND REPAIRMEN are writ-
ing for exclusive territory for THE PHOXO-
MOTOR. Take advantage of this opportunity and
send in your application at once.
1 can furnish Librarv Table Machines in period
designs equipped with THE PHONOMOTOR.
electric motor. I attract your attention to the ex-
clusive patented features of this new model. Write
for prices.
GEO. CLAY COX
Manufacturer
Offices: 73 State St.
ROCHESTER, N. Y.
OUTLOOK IMPROVES IN MEMPHIS
Ellis-Jones Drug Co. Tells of Increasing De-
mand for Starr Phonographs and Records
Memphis, Tenn., February 7. — Discussing busi-
ness conditions in this section of the country,
I'. C. Scholz, sales manager of the Ellis-Jones
Drug Co., Starr distributor, said: "They show an
inclination to improve and the sale of Starr
phonographs and Gennett records is larger than
it has been for some time. The Gennett records
are gaining headway in this section because of
the popular music which is now recorded on
them and the trade which has been handling
records of other makes is constantly compli-
menting us on the improvement which has" been
made in the Gennett record."
A slovenly dress betokens a careless mind.
And a careless mind is sure to be the father
of loose business methods. Every man's per-
sonal grooming is the display window in which
he exhibits himself.
THE TALKING MACHINE WORLD
February 15, 1922
MMIUUIIIIinilllllll IHM^HS*
LEADERSHIP
In a recent letter from the Victor Co. the opening paragraph reads :
"That leadership in an industry, as in any other field of activity,
carries with it responsibilities that must be promptly met and converted
into opportunities for further development . has always been a funda-
mental of our policy. No more striking example of the application of
this principle could be had than the announcement following."
The announcement is the one in which the Victor Co. reduced the list price
of its 10 and 12-inch Black Label Double Face Victor Records 10 cents each.
This action on the part of the Victor Co. fully demonstrates its willingness to
accept the responsibilities of leadership and emphasizes Victor Supremacy.
When a company, under no obligation to do so, rebates its wholesalers the
difference in cost between old and new prices (on a basis averaging the equiva-
lent of stock on hand) it justifies something beyond mere appreciation. We,
therefore, were glad to place our dealers in a position to benefit on the same
basis of rebate. Our announcement that we would rebate our Victor Dealers
6 cents each on one-quarter of their entire purchases of this class of records
affected by the price reduction, purchased during 1921, accomplishes the same
result.
We are confident that when better talking machines and records can be made,
they will bear the famous Victor Trade Mark— that when costs of manufacture
or conditions make possible or advisable a reduction in prices, the Victor Co.
will lead. Any dealer who overlooks the fact that the Victor Co. will maintain
Victor Supremacy, regardless of cost, during the year 1922 may make some seri-
ous errors.
Our Victor Dealers will find us willing and able to assume our responsibil-
ities as a leading Victor distributor.
The Victor Co. has achieved leadership among manufacturers. Blackmail
Dealers will tell you how well prepared we are to reflect that leadership and
share it with our dealers.
Write or see us if you arc not a Blackman Dealer
for we are now able to consider additional accounts.
Talking Machine Co.
28-30 W. 23™ ST. New York NY.
VICTOR WHOLESALE DISTRIBUTORS
February 15, 1922 THE TALKING MACHINE WORLD
53
SAN FRANCISCO
Brisk January Business, With Records in Demand — The Need of Real
Salesmanship — Period Styles Are Popular — Trade News and Changes
San Francisco, Cal., January 28. — Post-holiday
business in San Francisco is fairly brisk and the
leading talking machine dealers of the city say the
omens portend a prosperous year. The January
record demand was heavy. There is usually a very
lively record demand after the holidays from the
new owners of machines bought as Christmas
gifts. In records, dance selections head the list,
but there is a drawing away from jazz stuff and
a tendency toward more melody in the dance
pieces. The waltz shows signs of becoming one
of the most popular dances again. Period styles,
console table types, and art models continue to
appeal to the best class of trade, but the demand
for the cheaper machines has increased also.
In spite of the many efforts to promote effi-
ciency in salesmanship it is still pitiful to watch
the average retail clerk kill a sale. The wide-
spread interest in psycho-analysis does not
appear to have had any noticeable effect on the
methods of the majority of salesmen. The prin-
cipal fault of these salesmen is too quick work.
It is the testimony of the most successful sales-
men that jazzy methods do not appeal to the
talking machine prospect. The average person
who contemplates purchasing a talking machine
regards it as a matter of considerable importance
and does not wish to be rushed. A salesman
who knocks the other fellow's line is, of course,
a detriment to the general Welfare of the trade,
but still there is no lack of knockers.
Executives on Visits to Branches
J. J. Black, of the Wiley B. Allen Co., has just
returned from a business trip to Portland in
company with the general manager, Frank
Anrys. The company is short on Brunswick
machines. The holiday business in the various
stores of the company on the Coast is reported
encouraging. January business was better than
the same month a year ago.
Morley Somers, manager of the Sonora Phono-
graph Shop, of this city, sees a bright pros-
pect of continued increasing business this year.
He is selling more high-priced merchandise than
ever before and the record business is brisk.
Mr. Somers has just gone on a business trip to
the principal cities of Oregon and Washington
in the interests of the Sonora line.
F. B. Travers, manager of the Sonora and
Magnavox companies, is in southern California
on a business trip this week. He says there is
a big demand for wireless apparatus for amateurs
who have the fad of listening to the wireless
concerts now in vogue.
Records Used for Radio Concerts
The Newberry Electric Co., of San Francisco,
Sonora agents, give radio concerts on the
roof of the Fairmount Hotel from four to five
every afternoon. Victor and Vocalion records
supply the concert numbers and the music has
been picked up as far away as Honolulu.
J. L. Gibbins Resigns
J. L. Gibbins, manager of the Emporium Vic-
tor department, San Francisco, has resigned his
position after a stay of but two months. His
place is being temporarily filled by Mr. Bos-
worth, of the Emporium sales force.
Open New Victor Department
The Einselen Music Stores on Mission street,
San Francisco, are now both handling Victor
goods, a Victor department having just been
opened in the store at Twenty-second street.
The Edison is also handled.
C. A. Ackley Resigns as Columbia Manager
C. A. Ackley, San Francisco manager of the
Columbia Graphophone Co., severed his connec-
tion with the Columbia Co. on the first of Janu-
ary and has gone to Los Angeles to join his
father in the investment securities business. Mr.
Ackley has been with . the Columbia Co. for a
number of years, and before coming to San
Francisco he was the Seattle representative.
P. S. Kantner, of the Columbia traveling force,
is acting as San Francisco manager for the pres-
ent. William Pickering, who has been traveling
for the Columbia Co. in the Los Angeles dis-
trict, has just been transferred to territory in
northern California, working out from this city.
Some of the Popular Records
The wholesale Victor department of Sherman,
Clay & Co. received increased shipments of pop-
ular records this month and is again able to
meet the full requirements of the dealers. "The
Sheik" and "Molly O" are two big record hits
on the Coast. Mr. Scott, acting manager of the
wholesale department, says popularity of rec-
ords is greatly stimulated when the records are
associated with a motion picture production.
The "movies" are just as efficient boosters for
popular records as the grand opera is for the
standard classics.
Death of F. J. Christopher
The San Francisco talking machine fraternity
lost one of its progressive members on January
16 by the death of F. J. Christopher, the pro-
prietor of two thriving talking machine shops
in the Mission district. Mr. Christopher was
one of the pioneer promoters of interest in talk-
ing machine merchandise in his district and he
had many warm personal friends in the local
trade. He was thirty-nine years of age and
leaves a widow, but.no children. His shops fea-
ture the Victor, Edison and Sonora lines.
Department to Be Moved
The talking machine department of the John
Breuner Co. at Sacramento is soon to be moved
to prominent space on the first floor of the large
store. When completed the department will be
one of the most convenient and handsomely ap-
pointed talking machine departments in the Sac-
ramento Valley. Manager Schrader was in San
Francisco last week on business in connection
with the proposed improvements.
Manager Humphrey Resigns
Manager Humphrey, of the well-known talking
. machine department of Hamburger & Sons, Los
Angeles, has resigned his position and is now in
San Francisco, where he expects to locate in the
future. He got his early training in this city.
Interesting News Brieflets
P. S. Kantner, of the Columbia Co., has re-
turned from a business trip in the San Joaquin
Valley. He found conditions improving in the
talking machine line.
The store of the Oakland Phonograph Co.,
Oakland, has been remodeled along modern
lines. The company features Victor and Edison
goods. B. S. Goldsmith is the proprietor.
Byron Mauzy, of San Francisco, has just re-
turned from the Orient, where he went on a
trade-extension trip with the Oriental Relations
Committee of the San Francisco Chamber of
Commerce.
The first San Francisco concert of the "Victor
Eight" will be held at the Century Theatre on
the afternoon of February 4. Shirley Walker,
manager of Sherman, Clay & Co., has been con-
ducting a live publicity campaign in their behalf.
ALBERT BLACKMAN CAN NOW VOTE
Son of J. Newcomb Blackman Attains Majority
and the Event Is Properly Celebrated
J. Newcomb Blackman, president of the Black-
man Talking Machine Co., with Mrs. Blackman,
went to Philadelphia on February 2 to celebrate
in proper fashion the twenty-first birthday of
his son, Albert Blackman, who is in his junior
year at the University of Pennsylvania. The
Blackman family enjoyed a dinner and theatre
party to mark the event. Mr. Blackman has
had a difficult time lately in convincing some
of his friends that he really has a son who has
attained his majority, for Blackman, Sr., himself,
is far from being a graybeard.
mSM
The cabinet open,
showing shelves for
five record albums
A Home for
Victrola VI
THIS sumptuous UDELL console cabinet
provides the ideal home for the Victrola
VI. Though one of our newest designs,
it is already a "best seller." It gives
Victor dealers a combination which they
can sell complete for less than $100, with
the Victrola VI included, and still make
their regular profit on both cabinet and
Victrola.
UDELL Cabinet No. 401
Yon can sell this splendid console
cabinet for less than $100 — com-
plete, unth Victrola VI included
— and still make your regular
profit on both cabinet and Vic-
trola.
This is a beautiful brown mahogany
cabinet, designed to accommodate the Vic-
trola VI without requiring that it be dis-
mantled or mutilated in any way. Installa-
tion is easy by following instructions which
accompany every cabinet. In quality and
every detail of construction this cabinet
offers what the trade always expects of
UDELL workmanship.
You should write for the price at once. A post card will bring full particulars
The UdellWorks
28th Street and Barnes Avenue, Indianapolis
56
THE TALKING MACHINE WORLD
February 15, 1922
INDIANAPOLIS
Distributors and Dealers Pursuing a Vigorous Policy in Getting After
Business — Are Reaping a Merited Reward — Live Budget of News
Indianapolis, Ind., February 4. — The Pathe
Shop, 17 East Ohio street, closed its doors the
first of this month. This leaves the People's
Outfitting Co., a furniture concern at 133 West
Washington street, the only retail distributor of
Pathe machines in the city. C. O. Mueller, man-
ager of the Pathe department of the Mooney-
Mueller-Ward Co., State di«tributor, reported
that numerous orders for both machines and
records continue to be received.
C. E. Collins, of the Collins Talking Machine
Co., distributor of Emerson, Meteor and Jewel
phonographs, says that there has been a healthy
increase in sales of those products. He reports
that in the last fifty days he has received from
ten to twelve machine orders a day and that the
orders have come chiefly from dealers who have
not been solicited by his salesmen.
Increased Gennett Record Activity
Sales of Gennett records have increased by
leaps and bounds since November, when their
distribution was taken up with renewed vigor,
according to T. H. Bracken, manager of the
Starr Piano Co. The number sold in January
was several times greater than the number sold
in November or any month prior to that time.
Mr. Bracken has placed two extra wholesale
salesmen on the road to cover half the State.
* ....
"Service is the basis on which we are increas-
ing our record sales," Mr. Bracken said. "Proof
that quick service is appreciated is shown by the
fact that we are receiving many long-distance
telephone orders. Very frequently we have been
able to get records to an out-of-town dealer
within a few hours after the order had been sent
to us. Dealers in the city have learned that we
deliver immediately orders that are given shortly
before the close of their day's business. Such
service means more sales by the dealer, because
customers generally want an order filled the day
it is given and if that is not done the sale is apt
■ to be lost."
In developing his record business on a service
basis Mr. Bracken is taking full advantage of
unusual opportunities afforded by the fact that
Indianapolis is the terminal for a large number
of electric traction lines that connect the city
with the leading communities of the State. Cars
running every hour or two in every direction
enable him to ship orders with exceptional
promptness.
Victor Distributor Is Busy
Another dealer of the city who is giving in-
creased attention to the sale of records is A. C.
Hawkins, manager of the Indianapolis Talking
Machine Co. He has a stock of 25,000 Victor
records over which he has established complete
individual control by the development of a stock
card system numerically arranged. Mr. Haw-
kins is of the opinion that record sales should
be the backbone of a talking machine dealer's
business, and it is with that end in view for his
own business that he is laying stress on that
feature of service to his customers.
An advertising scheme that promises big pos-
sibilities for Mr. Hawkins has been put in opera-
tion by him in connection with the rapidly in-
creasing interest displayed in wireless telephony.
He has contracted with Francis F. Hamilton,
of this city, to have Victor records used exclu-
sively for talking machine features of concerts
broadcasted from Mr. Hamilton's radio station
at 2011 North Alabama street. Each number
thus sent out is preceded by announcement that
it is a Victor record furnished by the Indianap-
olis Talking Machine Co.
The value of this advertising is indicated by
the fact that Mr. Hamilton is the leading radio
operator among 500 in Indianapolis and some
3,500 in Indiana. Mr. Hamilton conducts a
"Radio Waves" column daily in the Indianapolis
News, which paper has a radio receiving station.
Penny Sales Idea in Record Selling
C. P. Herdman, manager of the talking ma-
chine department of the Baldwin Piano Co.,
utilized the penny sales idea to stimulate the
sales of Medallion records during two days soon
after the holidays. The records were sold at
the rate of 85 cents for one or 86 cents for two,
with the result that 1,500 records were moved in
the two days. Mr. Herdman considers the plan
an exceptionally good one, as it apparently
moves considerably more than double the num-
ber of records that would be moved by a straight
half-price sale.
Granby Grows in Popularity
The Granby phonograph continues to gain in
popularity in the Indianapolis territory, accord-
ing to W. G. Wilson, manager of Widener's
Grafonola Shop. The $150 console model is
being received particularly well, he says.
Some Good Selling Practices
Miss Minnie Springer, manager of the Victor
department of the Taylor Carpet Co., is making
use of the multiplex racks for Victor hangers to
move heavy stock. The racks have been placed
in each booth and contain classified lists of rec-
ords showing the name of each record, but not
the number nor the price. She says the plan
has been very successful.
A feature of Miss Springer's method of selling
current numbers has also won considerable no-
tice from patrons of the store. With the advent
of theatrical performances, including music re-
corded by the Victor Co., she features the rec-
ords of particular interest and the photographs
of artists in the show window and in a frame
that is constructed for the purpose on top of a
1
■H
Insist on the
ORIGINAL
Trade Mark
sag — mm:
HALL
FIBRE
NEEDLES
Insist on the
ORIGINAL
Trade Mark
U.S. PATENT
Trade Mark Registered
Hall Fibre Needles
CANNOT POSSIBLY INJURE RECORDS—
THEY ELIMINATE ALL SURFACE NOISE
Convey this short message to your customers consistently and enjoy greater
profits.
It will serve to create renewed interest among your record patrons and stimulate
sales of the higher priced records. \
This will prove to be of mutual benefit — for the purchaser is assured of a safe
investment in records through the use of Hall Fibre Needles, and you will derive
the benefit of increased record sales through his confidence.
Why hesitate longer to place these facts before your trade?
IT PAYS TO PUSH
HALL FIBRE NEEDLES
HALL MANUFACTURING CO.
Successors to B & H Fibre Mfg. Co.
33-35 West Kinzie St.
Chicago, 111.
illillli
February IS, 1922
THE TALKING MACHINE WORLD
57
[iss Gilda Grays Sensational Success
at theREKDEZ VOUS :KewYorks Newest <w4 Sm^est B^iceMacete^ ^%
i/ou can 'f go wrong
with anijjeist 'so fig "
Victrola show case that stands in front of the
store's entrance.
January Business Shows Gain
F. R. Follis, manager of the Victor depart-
ment of L. S. Ayres & Co., reports that his
January business in both machines and records
was ahead of the corresponding month of 1921.
Increased Victor business is reported also by
the Pearson Piano Co. E. W. Stockdale, man-
ager, says he has been met by a shortage of
Victor goods, especially lower-priced models.
Reports Large Sonora Business
"A beautiful Sonora business in the last few
weeks reminds us of the days before the war,"
said O. C. Maurer, manager of the Sonora de-
partment of the Kiefer-Stewart Drug Co., State
distributor. "The sales since the first of the
year demonstrate that the Sonora is gaining in
popularity daily. Our January sales have ex-
ceeded those of January last year. The action
of the Sonora Co. in rebating the dealers to
cover declines in price has left a pleasant feel-
ing between the retailers and the Sonora Co.,
with the result that activity has been stimulated."
Higher-priced Kimballs Popular
C. F. Kahn, of the Capital Paper Co., distribu-
tor of Kimball phonographs, reports a January
business that was better than had been expected
to follow the holidays. He says that the higher-
priced models continue to sell better than the
lower-priced models and that sales generally in
Indiana are picking up better than in the adjoin-
ing States comprising the territory covered by
the Capital Paper Co.
"Novelties are giving way to staple models,"
Mr. Kahn said. "Special deals are no longer
worth while in merchandising talking machines,
because people are looking particularly for honest
values. They are buying machines now just as
they buy pianos. It is noticeable that the Kim-
ball machines are selling better in the cities at
the present time than in the country.
Preparing for Music Memory Contest
Widespread preparations are being made for
the memory contest which will close with the
giving of prizes during the last weeks of the
school year. The Stewart Talking Machine Co.,
State distributor, is sending out much literature
to the dealers in an effort to have them take
full advantage of the contest, which, the Stewart
Co. says, will mean more commercially to Vic-
tor dealers than any other educational project
undertaken in the past.
Miss Caroline Hobson, head of the educational
department of the company, after several months
of careful work, has prepared a numerical list
of records, giving every arrangement of every
record which will be used in the contest. In
addition to this, an attractive eight-page booklet
has been printed in which is found the alpha-
betical arrangement of every record which will
be used in the contest. Besides containing the
alphabetical arrangement of the different rec-
ords, this booklet, entitled "Ready Reference
for All Selections on the State Music Memory
Contest Lists," has detailed information con-
cerning the name, correct spelling and pronun-
ciation of the composer, name abbreviation, list
price and place where the different text-books
may be obtained; the numbers of the records
upon which the composition has been recorded
and the pages in the different educational book-
lets where detailed description is to be found.
Miss Hobson's Popular Lectures
Miss Hobson's lectures on "Music Apprecia-
tion" and "Music in the Home" have won such
general approval that she is receiving numerous
requests to lecture before organizations which
offer to pay all expenses in connection with such
lectures. On February 1 she conducted part of
a municipal program given in the auditorium of
the normal school at Danville, Ind. She is to
lecture within the next few weeks before 400
teachers attending the teachers' short course at
Purdue University, and before 200 women who
will attend a session of the Montgomery County
Economic Club at Crawfordsville.
Walter J. Baker's New Venture
Walter J. Baker, who has purchased the Bruns-
wick Shop at 124 North Pennsylvania street,
and who assumed control of the store January 1,
is continuing his duties as manager of the local
branch of the Brunswick-Balke-Collender Co.,
pending the appointment of a new manager,
which probably will be April 1.
A window display that is attracting more than
usual attention is being used by Mr. Baker to
feature the Brunswick record, "Ty-tee," as
played by Carl Fenton's orchestra. That is the
only record shown in the window, and its South
Sea Island theme is carried out vividly by an
ingenious use of a mirror to represent water, of
sand and of miniature figures of a South Sea
Island maid, a monkey and a dog. A drawing in
colors forms a romantic-appearing background.
Ira Williams, manager of the Victor depart-
ment of the Pettis Dry Goods Co., took advan-
tage in January of the fact that there is no Vic-
tor dealer in Hendricks County and that there
is a widespread interest in the country in the
State music memory contest to send salesmen
into the county, who sold over $700 worth of
machines and records.
Good Salesmanship Getting Results
"Reports from our travelers indicate that con-
ditions in our territory are gradually growing
better," says H. G. Anderson, general sales
manager of the Kipp Phonograph Co., Edison
distributor for Indiana. "The sections that are
showing improvement are the ones where the
dealer and his sales department are on their toes
going after business rather : than playing the
waiting game for prospects. These are the ones
who realize that successful salesmanship is
largely a matter of courage — courage to believe
in a bigger and better business than they have
ever had, courage to go after and stick with it.
"Pledges received from dealers who are plan-
ning to attend our Edison school for salesmen
indicate that we will have a very large attend-
ance. We are thoroughly convinced that this
school is going to be the most important event
that has ever taken place in the history of the
Edison business in this territory."
Twelve salesmen of the territory won free
trips to the school, with all railroad and living
expenses paid, during the course of a recent
contest conducted by the Kipp Phonograph Co.
They were: G. E. McCracken, Home Furniture
& Music Co., Bloomfield; Joseph Alles, Alles
Bros. Furniture Co., Mt. Vernon; S. I. Echel-
barger, Reitenour Jewelry Co., Union City; Leo
Sowerwine, C. W. Sowerwine Store, Hunting-
ton; Calvin Long, R. L. Leeson & Sons Co.,
Elwood; H. W. Kline, Hoover & Crumrine,
Wabash; B. F. Houser, Benjamin Temple of
Music, Danville; G. Cleo Warren, Claypool-
Miller Music Co., Lafayette; George Rosenbaum,
G. A. Ensenberger & Sons, Bloomington, 111.;
H. T. Castello, Baldwin Piano Co., Louisville,
Ky., and Wade L. Quick and Leonard T. Carlin,
of the Hopkins Music Co., Indianapolis. Twelve
other salesmen also won trips to the school with
their railroad fare paid. They were: George
M. Oschwald, of Oldendorf's Music House,
Lawrenceville, III.; R. R. Robinson, J. A. Cof-
fing, Attica; E. A. Schulz, Aurora; August Ru-
pert, New Home Furniture Co., Linton; H. H.
Forcum, More-Mitchell Dry Goods Co., Charles-
ton, 111.; Harry Jones, Peru Cycle Exchange,
Peru; Harold Watson and W. H. Baumbaugh,
of the Butler Music Co., Marion; M. J. Harri-
son, Harrison's Edison Shop, Louisville, Ky.;
B. C. Humphrey, Haines & Essick, Decatur,
111., and E. E. Long, of the Baldwin Piano Co.,
Louisville, Ky.
Equip Your Booths
with Stewart Record Stands
No. 5 A 010
$8. 70
f. o. b.
Indianapolis
COMPACTLY built
and designed espec-
ially for handling re-
cords conveniently in the
demonstration rooms, this
stand brings efficiency to
your record selling.
The customer places on the
top shelf the records he
wishes to hear; on the bot-
tom shelf those he does not
want, and on the middle
shelf those he wants to buy.
Result — no mix-ups and
much time saved. A pow-
erful aid to the busy dealer.
In Mahogany, Golden Uak and Birch
finish. Height, 43% inches. Top, 16%
x 16% inches. If you have no account
with us please send check with order.
STEWART
TALKING MACHINE CO..
Victor Jobbers
INDIANAPOLIS
58
THE TALKING MACHINE WORLD
February 15, 1922
piamiiiiiiiiin^
I Importance of Using the Best Type of Ma- 1
I chine and Records in Demonstration Booth I
The average person interested in the purchase
of a talking machine possesses considerable in-
telligence and, therefore, it is up to the mer-
chant to use every means in his power to con-
vince the prospect that the machine which he is
trying to sell is up to the mark in quality and is
a good buy, and to devise ways and means for
the stimulation of record sales.
Most talking machine establishments contain
several booths for the demonstration of records
and, naturally, these are the center of interest
for the customers. Here they get their impres-
sions of the quality and playing ability of the
machines and records handled by the store and
their like or dislike. for that particular line of
instruments is the result of the impression made
in the booth while listening to the playing of
a record.
In view of these facts it would seem to be
of extreme importance that the dealer take every
precaution toward making the demonstration of
records as flawless as possible, because he is
not only trying to sell his records but he is also
advertising his line of talking machines. It is
obvious that if a prospect listens to a record
played on an imperfect or cheap machine an
impression will be created that will not only
militate against .the sale of records, but the
prospect is very apt to comment about the mat-
ter to friends who, in turn, will unconsciously
become antagonized.
Many talking machine dealers pay too little
attention to this phase of their business. In
many cases a cheap machine is taken from
stock and placed in the booth for demonstra-
tion purposes, and some dealers even seem to
believe that the playing of a few records will
II
eventually tend to damage the playing qualities
of their instruments. Even for the sake of argu-
ment, admitting that a machine in the demon-
stration booth is bound to deteriorate in value,
the increase in the sale of records, with the
occasional sale of a machine directly due to
the fact that several of the best models are
used for demonstration purposes, will more than
lj Use of a Really Good 1
m Machine in the Booth ■
| Oftentimes Leads to a m
| Sale — A Minor But j
■ a Vital Sales Point ■
aillllllllilllllllUlllllllili iiiiiuiiiiiiiiiiiiiiiiiiiiii iiuiiiniimiiuniiuiiiiiiiiiuiE
make up for any loss in this direction. As a
matter of fact, however, there is very little wear
on the mechanism of a machine in a booth and
this can be further reduced by occasional
changes, returning the booth machine to the
display room and replacing it from stock.
It is a curious fact that people often come
into talking machine stores for the purchase of
records accompanied by a friend. This is un-
doubtedly to the advantage of the dealer if he is
keenly after business. In many cases the friend
of the prospective record buyer does not own a
III
machine, but is desirous of some day possessing
one. When this is so the importance of the im-
pression made on the mind of this live prospect
by the display of a really good machine in the
booth cannot be overestimated. On the other
hand, the cheap*machine of inferior playing qual-
ity is most certainly not going to arouse a desire
for ownership of that particular instrument in
the mind of this prospect.
Too many dealers depend entirely upon their
sales staff to make sales. They do not seem to
realize that the most silver-tongued oratory will
not induce a prospect to part with several hun-
dred dollars of hard-earned money when there
is a doubt as to whether the line being demon-
strated is the best and when previous visits to
the store in company with friends have aroused
antagonism toward that particular line. Atmos-
phere has a great deal to do with the making of
sales and it is much easier to sell a customer
who has never visited the store than one who is
doubtful.
URGES USE OF TALKERS IN SCHOOLS
The installation of phonographs with records
in the public schools throughout Canada was
urged by Bruce A. Carey, supervisor of music in
the Hamilton (Ont.) schools, in a talk be-
fore the Wentworth County Teachers' Asso-
ciation at Hamilton recently.
Mr. Carey classified the benefits derived by the
pupils of musical teaching as not only musical,
but physical, mental and spiritual as well. It
was valuable, he declared, as a developer of
intellect — a mental stimulator that aided pupils
immeasurably.
Every Phonograph Owner a Prospect for
THE RECORDOLA
THE PERFECT RECORDER AND REPRODUCER
Let your customers record their own voices on
"HOMOGRAM" Record Blanks
in their own homes
Can be attached to any make phonograph
PRACTICAL FOOL PROOF
Positive in Operation Any Child Can Operate
Simplicity ii tfce l^ejmote of tfje "Becoroola"
Complete "Recordola" outfit handsomely
nickeled, including a double-faced ' 'Homo-
gram" recording blank that may be used for
making 50 to 100 different records.
i«i iiiiff'
Retail Price, Complete
$26.00
Extra Homogram Records, $1.00 each
Liberal Discounts to the Trade
We are now located in our new and modern Laboratories and Showrooms, and we
invite the trade to call to inspect them and get a demonstration of the "Reeordola."
Write for Particulars
RECORDOPHONE CO., Inc., is west 34th street, NEW YORK, N. Y.
February 15, 1922
THE TALKING MACHINE WORLD
59
NEWLY MARRIED COUPLES PROFITABLE SALES PROSPECTS
Paul H. Cagle, Sales Manager of the Starr Piano Co. in Nashville, Has Developed a Plan of Opera-
tions That Has Been Successful and Is Worthy of Emulation by Dealers Everywhere
There are many dealers who realize and
fully appreciate the possibilities for more sales
to newly married couples. The greater number,
however, make no attempt to follow up the is-
suance of marriage licenses and announcements
of weddings with aggressive sales methods, des-
pite the fact that sales in this direction are
much more easily made than in most cases.
A profitable plan is to keep a separate file
for information concerning marriage licenses and
weddings and as soon as the data are obta'ned
an attempt should be made to reach these pos-
s:ble customers. Young men and women of to-
day who are about to get married are naturally
looking about for furniture and the acquisition
of a talking machine is considered necessary to
make the modern home complete. Few couples
think of starting housekeeping without some form
of music in the home, and the dealer who gets
there first is likely to make a sale.
There are also many young married people
who, due to the high rents and the lack of apart-
ments, are forced to live with their parents until
they are able to secure quarters and here it is
well for the merchant to keep in close touch
with the prospects so that when they finally de-
cide upon an apartment he can immediately ap-
proach them with regard to the purchase of a
talking machine.
' An enterprising dealer who is out after this
class of business and has secured excellent re-
sults is Paul H. Cagle, sales manager of the
Starr Piano Co., 240-242 Fifth avenue, N., Nash-
ville, Tenn. Mr. Cagle makes contact with new-
lyweds through the medium of a personal let-
ter. The reprint of the letter which follows is
a sample of these communications and while this
particular one is devoted primarily to boosting
the Starr piano it can easily be adapted to talk-
ing machines and records. The letter follows:
Mr. ,
Address.
"Dear Sir — Have you ever stopped to think
just what a world this would be without music?
I know you love music, every one does, for
music is really one of the basic points in civil-
ization. Music is the fine art which more than
any other ministers to the human welfare. Where
there is beautiful music it is difficult for discontent
to live. Music has an undeniable right in every
home. Have you ever stopped to think music
in the home is thrift? An economical aid to
contentment, culture, education and enjoyment of
home life? It is an essential contribution to
the family well-being. Music, and I might add
books, serve to keep within the home that which
might be frittered away otherwise in outside
diversions.
"Did you have a piano in your home when you
were growing up? If so, isn't it one of the sweet-
est memories of your younger days, and don't
you still look on the old piano as just one
of the family? It certainly did bring its share
of happiness into your home, didn't it?
"Did you ever walk along the street at night
and notice one house with parlor lights shining
brightly, and hear some one, or perhaps a crowd
No. 35217
BASKET
Filled with Flowers ;
each, 75c; per dozen,
$7.50.
Write to-day for my
SPRING CATA-
LOGUE No. 35 of
Artificial Flowers,
Plants, Vines, etc.
MAILED FREE
FOR THE ASKING.
FRANK NETSCHERT
61 Barclay Street
New York, N. Y.
of young people, playing the piano and singing,
and right next door you noticed the other house
with darkened rooms and all the shades pulled
down with seemingly no life at all within? In
which of these two homes would you naturally
expect to find the most happiness? Why, the
home with music, of course, that would be any-
one's answer.
"Whenever I read or hear of a couple getting
married I want to picture that couple in my mind
as starting out with music in their home. It is so
much easier to buy that piano or phonograph
then than at any other time. Perhaps you don't
know just how easily you can purchase a musical
instrument, just a few dollars down and a few
dollars per month. At the present time we have
a beautiful shipment of new instruments in our
parlors, and we would certainly appreciate a visit
from you, whether you purchase or not. We
will take pleasure in showing you through these
instruments, playing them for you, and showing
you the construction of them.
"The Starr piano (for that is what I have
been talking about) does not need any introduc-
tion to you, I am sure, for it has been sold right
here in Nashville for the past fifty years. It is
manufactured by the Starr Piano Co., one of the
oldest and most reliable concerns in the piano
business. We are located at 240 Fifth avenue, N.,
just a couple of doors from the Arcade, and right
across the street from Kresge's 5-10-25 Cent
Store. Now, can't we look for you to visit us
in the near future? I will certainly be glad to
get acquainted with you and will try my best to
make your visit entertaining:
"Trusting that you will give this letter your
earnest consideration, and thanking you in ad-
vance for this visit to our store, and with best
wishes, I beg to remain,
Yours very truly,
STARR PIANO CO.,
Paul H. Cagle, Sales Manager."
BILL WILL AID MERCHANTS
Amendment to Civil Rights Law Introduced at
Albany, N. Y., Provides That Persons Moving
and Moving Men Must File New Address
Albany, N. Y., February 4.- — Talking machine
dealers throughout New York State will hail
with pleasure an act recently introduced into the
Assembly here by H. H. Booth, of Oneida, N. Y.,
which provides that all persons moving from one
address to another anywhere within the State
must file, within five days after they move, with
the town or city clerk in their former place of
residence a certificate giving their new address
as completely as possible.
The Booth bill would also require all persons
or corporations engaged to move household
goods to ascertain whether the moving of goods
entailed a change of residence on the part of
their employers, and, if so, to file with the town
or city clerk a similar certificate giving the ad-
dress to which the goods were taken.
Passage of this bill, which is an amendment
to the civil rights law, would do away with many
future losses on the part of talking machine
dealers who have been fooled in the past b3'
persons who purchase an expensive machine,
make one or two payments and then quietly slip
from town without leaving their address or any
means whereby the merchant can discover their
whereabouts. Under the new bill the merchant
could simply go to the city clerk and in a few
moments he would have the desired information
and could then take steps to collect the money
due him.
Thomas Gibson, one of the best-known econo-
mists, says: "Conservatism is a very good thing
in its place, but the term is frequently used as
a simile for apprehension or lack of knowledge,
in which case it is likely to prove very stultify-
ing and mischievous."
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
HPHE name SONORA
carries such prestige
that it sells Sonora Semi-
Permanent Needles even
to people who have
bought a phonograph
other than a Sonora.
Sonora Semi-Permanent
Needles improve the
tone of instruments not
constructed like the
Sonora, giving them a
tone quality impossible
with any other needle.
Other dealers are making
needle sales by this com-
parison— test it yourself.
Carry sufficient stocks of
Sonora Semi - Permanent
Needles at all times.
fi 1 ITflfiW I Beware of similarly
LAU 1 IUIN ! constructed needier
of inferior quality
Company, 3nc.
GEORGE E. BRIGHTSON
President
279 Broadway New York
Canadian Distributors:
I. Montagnes & Co., Toronto
60
THE TALKING MACHINE WORLD
February 15, 1922
VOCALIO
<Ph
on
ograph
s
VUS^HJ^ V^^g-M^*'
VOCALION
Records give
clearest voice
and instrument
reproduction,
brilliant tone
for dancing
85 cent
Vocalion Records
G^pw Reduced to
The GRADUOLA
Tone Control
oA distinctive
V o c ali on
selling point
February 15, 1922
THE TALKING MACHINE WORLD
61
VOCALION
%ed Records
The Vocalion Line Will Bring
You Satisfying Sales Returns
Its quality is reflected in those who represent it
••••H£C2>(l)<t§Sf-0'-
THE DISTRIBUTORS OF THE VOCALION
The Vocalion .Co., 190 Boylston St.,
Boston, Mass.
Musical Products Distr. Co., 37 E. 18th St.,
New York City
Gibson Snow Co., 306 West Willow St.,
Vocalion Record Distributors Syracuse, N. Y.
Lincoln Business Bureau, 1011 Race St.,
Philadelphia, Pa.
Clark Musical Sales Co., 505 Liberty Ave.,
Pittsburgh, Pa.
Clark Musical Sales Co., 324 N. Howard St.,
Baltimore, Md.
O. J. De Moil & Co., 12th and G Sts., N. W.
Washington, D. C.
Vocalion Company of Ohio, 328 W. Superior
St., Cleveland, Ohio
Vocalion Company of Ohio, 420 W. Fourth
St., Cincinnati, Ohio
Lind & Marks Co., 530 Batei St.,
Detroit, Mich.
The Aeolian Co., 529 S. Wabash Ave.,
Chicago, 111.
Louisville Music Co., 529 S. 4th St.,
Louisville, Ky.
The Aeolian Co., 1004 Olive St., St. Louis, Mo.
D. H. Holmes Co. . . New* Orleans, La.
Crowdus Drug Co., 1510 Commerce St.,
Dallas, Texas
Guest Piano Co. . . . Burlington, Iowa
Hessig Ellis Drug Co., . Memphis, Tenn.
Vocalion Record Distributors
Stone Piano Co. . . . Fargo, N. D.
Stone Piano Co., 826 Nicollet Ave.,
Minneapolis, Minn,
The Consolidated Music Co.,
Salt Lake City, Utah
The Aeolian Co., 455 Mission St.,
San Francisco, Cal.
Commercial Associates, 754 N. Spring St.,
Los Angeles, Cal.
Complete Information on the 'VOCALION Line Furnished Upon Request
The AEOLIAN COMPANY
AEOLIAN HALL, NEW YORK
52
THE TALKING MACHINE WORLD
February IS, 1922
Steal
J 1 r
tng steal
r
r
youi eyes ap pea! ing
Stealing
XFoxTrot Rhythm that vtfill steal right into your Heai'X
lllllllliBIIIIIIIIHIIIIlHl^H
THE DOWNWARD MOVEMENT OF POPULAR RECORD PRICES DALLAS A GREAT MUSICAL CENTER
General Reduction of Ten Cents in the List Prices of $1.35 and 85-cent Records Enthusiastically
Received by the Trade in Most Cases — Announcements of Cut-out and Exchange Plans
The big news feature of the month in the
talking machine trade was naturally the general
reduction in the list prices of the popular types
of records as announced by the different manu-
facturers on January 18 and immediately there-
after, a uniform reduction of 10 cents being
made in every instance, bringing the $1.35 rec-
ords down to $1.25 and the 85-cent records down
to 75 cents — figures at which the records sold
before the war.
The first gun was fired by the Victor Talking
Machine Co., which, in advertisements in the
newspapers on January 18, announced the re-
ductions in the ten- and twelve-inch Black Label
records as noted above. The same day, or im-
mediately thereafter, various other prominent
manufacturers announced corresponding reduc-
tions, they being the Brunswick-Balke-Collender
Co., who announced a cut in the list prices of
Brunswick records; the General Phonograph Co.,
who announced reductions in the prices of Okeh
records as being of January 18; the Aeolian Co.,
with its Vocalion Red records; the Columbia
Graphophone Co., on ten-inch records only, the
twelve-inch having already been reduced; the
Emerson Phonograph Co., Inc., and the Pathe
Freres Phonograph Co., which announced that
the entire 20,000 and 22,000 series and all foreign
ten-inch records had been reduced from 85 cents
to 75 cents, with similar reductions in the corre-
sponding series of Actuelle records.
In announcing the list price reductions the
several companies also announced rebate plans
for the protection of the dealers. The Victor
Co. allowed a credit of 5 cents per record to
jobbers to an amount not exceeding one-fourth
of the jobbers' purchases of the special classes
of records during 1921. The jobbers for the
most part made an allowance to their dealers of
6 cents per record on the same basis, the credits
to apply to new stock purchases within a period
of a month.
The Columbia Co. extended to dealers a rebate
of 6 cents per record to the amount of not more
than 25 per cent of the purchases of the . same
class of records during the year of 1921, and for
January, 1922, up to the time the price reduc-
tion went into effect. As the cut in Brunswick
twelve-inch records applied only to releases after
January 18, there was no occasion for a rebate
there.
Although some manufacturers were not en-
thusiastic over the general record price reduc-
tion, the move appeared to meet with the entire
approval of the majority of retailers, who saw
therein a better opportunity to appeal to the
public and develop a greater volume . of business,
and also to meet competition.
On top of the cuts in record prices come an-
nouncements of record cut-out or exchange plans
that have been, or will be, put into effect by
various companies, and which will serve to move
from the dealer's shelves a considerable stock of
slow-moving records.
Whatever the ultimate effect of the cut in rec-
ord prices on the record business of the future,
the one fact remains that talking machine deal-
ers are in a position to offer to the public one
product that has actually been brought back to a
pre-war price level, and this in itself should pro-
vide the opening for some worth-while sales
arguments.
AN ARTISTIC STEQER SOUVENIR
From the Steger & Sons Piano Mfg. Co., Chi-
cago, 111., The World is in receipt of an un-
usual paper weight of solid bronze which is most
attractively designed. On the surface of the
tablet, under the caption "Insure Your Success"
and above the name and address, appears the
following: "The Steger institution has a plan
of sound financing and sales promotion that will
stabilize and vitalize the piano or phonograph
business of the dealer who merits appointment
as the representative of artistic pianos, player-
pianos and phonographs because of his stand-
ing in his community. Conservative, construc-
tive and consistently progressive, the Steger pol-
icy guarantees success- and prestige for capable
business builders." This artistic Steger souvenir
will be preserved and will act as a permanent
reminder of the house and its policy of trade co-
operation.
As the tide goes clear out, so it comes clear
in. In business, sometimes, prospects may seem
darkest when really they are on the turn.
PHONOGRAPH CASES
Reinforced 3 -ply Veneer
The Standard Case for Talk-
ing Machines and Records
MADE BY
Let us figure on your requirements
PLYWOOD CORPORATION, Goldsboro, N. C.
Mills in Va., N. C. and S. C.
New Manager for Harbour Longmire Co. — Plans
for Radio Musical Service — The Development
of Dallas as a Music Distributing Center
Dallas, Tex., February 6.— The Harbour Long-
mire Co., Pathe phonograph distributor of this
city, has appointed Ralph A. Lattin, formerly
owner of the Pathe Phonograph Shop, as man-
ager of the local business. The Dallas Pathe
Shop, at 1001 Elm street, is being remodeled
and fitted up with modern display windows and
demonstration rooms.
The D. L. Whittle Music Co., of this city,
has completed arrangements for radiographing
Dallas musical events all over the country, and
is planning to install a receiving station in its
store where the public can listen to concerts and
operas given in other cities.
B. Heyer, manager of the Whittle Music Co.,
has been appointed State Commissioner for the
National Association of Music Merchants.
This city is fast becoming a center for the dis-
tribution of musical goods, there being at the
present time nineteen music dealers in the city
enjoying annual sales of approximately $3,000,-
000. Of the nineteen retail music dealers in the
city, seven handle talking machines exclusively,
eight handle both phonographs and pianos, three
general merchandise, and one everything in mu-
sic from a reproducing piano to a jew's-harp.
What More Can You Ask
All the features that go to make a talking
machine Profitably Salable you will find as
regular equipment of Magnola: "Built by
Tone Specialists."
W^tcKii^J TKe Music Corrve Out
Complete description of all these features is
to be found in our handsome illustrated
catalog, which we should like to send you.
May we? Ask us to tell you our plans
for your benefit!
MAGNOLA TALKING MACHINE COMPANY
OTTO SCHULZ. President
Genera! OMeee
711 MILWAUKEE AVENUE
GHICAQO
Southern Wheleiile Braneh
ISJ0 CANDLER BLOG.
ATLANTA. OA.
February 15, 1922
THE TALKING MACHINE WORLD
63
Style No. 7
$175
Cabinet Measure-
ments: 46 $4 inches
high. 21 1/2 inches
wide, 21 x/2 inches
deep.. Finishes : Ma-
hogany and Walnut
with two-tone effect
on front, back and
side panels.
Style No. 6
$150
Cabinet Measure-
ments : 45 K inches
high, 20 inches wide,
20 inches deep. Fin-
ishes : Mahogany and
Walnut in two- tone
effect.
Style No. 5
$125
Cabinet Measure-
ments: 44^4 inches
high, 19^ inches
wide, 19$^ inches
deep. Finishes: Ma-
hogany and Walnut,
Golden and Fumed
Oak.
These New Upright
Models Double the
Value of the Jewett
Franchise
FOR months the Jewett consoles have
been the talk of the phonograph in-
dustry. Never before have instruments
of such superior quality been offered at
popular prices.
Now comes another Jewett achievement
— the addition of three new upright
models which rank with the consoles as
values that are truly amazing.
The improved tone chamber in these new
models is now standard in all Jewett
phonographs. By all means hear for
yourself the wonderfully clear and life-
like tone — see the exceptionally fine
cabinet work — compare them with any
standard you choose. Then see if you do
not agree that the Jewett franchise offers
a. real opportunity for a permanent,
profitable business.
Another new Jewett model — an
upright to retail at less than
$100 — will soon be announced
JEWETT PHONOGRAPH CO.
General Sales Office: 958 Penobscot Bldg., Detroit
11
64
THE TALKING MACHINE WORLD
February 15, 1922
ASSOCIATION PRESIDENT MAKES COAST-TO-COAST TRIP
M. V. DeForeest, President of National Association of Music Merchants, to Visit Principal Cities
of Country in Interest of Association and Music Advancement — A Splendid Move
An announcement of unusual importance and
interest to every talking machine and music
merchant of the country generally is to the
effect that M. V. DeForeest, of Sharon,' Pa.,
president of the National Association of Music
Merchants, will shortly start on a coast-to-coast
trip in the interests of that Association and in
support of the propaganda for the advancement
of the cause of music. In the course of the trip
Mr. DeForeest and those who will accompany
him will stop in a number of the principal cities
for the purpose of delivering the message direct
to local music merchants.
It is the first time in the history of the in-
dustrj' that the president of the Music Mer-
chants' Association, or of any other trade asso-
ciation, has attempted such a feat, involving, as
it does, the sacrifice of five weeks or more of
the time of Mr. DeForeest, as well as a very
substantial outlay of money.
At a meeting of the Jubilee Convention com-
mittee, held recently at the Hotel Commodore,
New York City, Mr. DeForeest said: "I am
very happy, indeed, that circumstances are such
as to make possible this trip. It is a sort of
token of appreciation by me, not only for the
honor of being president of such a wonderful
organization, but a recognition of the direct and
personal benefits I have received for my busi-
ness through membership in the organization.
"From the beginning of my career in the
music business I have attended the conventions
oi the Association. The ideas I received there,
and the information I received, were the basis
of the merchandising policy that has developed
our business success. This trip, then, is a kind
of thank-offering — to tell others about the Asso-
ciation and what it means.
"The recognition that has come to music, the
splendid upbuilding of the Bureau for the Ad-
vancement of Music, all point to bigger accom-
plishments in the future. It will be a great
pleasure, indeed, to meet the music merchants
of the various cities, most of whom, I am de-
lighted to say, are my personal friends."
The following cities are in the itinerary: Chi-
cago, Milwaukee, Minneapolis, Omaha, Denver,
Jacob, of Jacob Bros., treasurer of the Jubilee
Convention committee. At different stages of
the trip they will be joined by Richard B. Ald-
croftt, president of the Music Industries Cham-
ber of Commerce; Mark P. Campbell, chairman
of the Jubilee Convention committee; Col. F.
B. T. Hollenberg and others.
INTRODUCE NEW ELECTRIC MOTOR
Arrow Motor & Machine Co. Shipping Samples
of New Electric Motor Invented by B. Hutches
The Arrow Motor & Machine Co., 727-739
Frelinghuysen avenue, Newark, N. J., manufac-
turer of special machinery and tools, and whose
product, the Waterman motor, is well known,
is now shipping samples of a new electric talk-
ing machine motor to the trade. This product,
the invention of Benjamin Hutches, who is well
known in talking machine inventive circles, is a
motor which runs equally well on alternating
or direct current and is unaffected by fluctua-
tions in voltage. It is silent and of light weight
and is of such compact size that it can be in-
stalled in place of a spring motor without cabi-
net alterations. The motor is to be exploited on
a wide scale and the manufacturers, who have
had long experience in the machinery field, ex-
pect to market it in large quantities.
The officers of the Arrow Motor & Machine
Co. are: Anton Felin, president; H. R. Pausin,
vice-president, who is also a member of the
American Society of Mechanical Engineers; C.
H. Weston, treasurer, and H. J. Lemmer, secre-
tary.
M. V. DeForeest
Los Angeles, Ft. Worth, Little Rock, Salt Lake
City, Spokane, Seattle, Portland, San Francisco,
El Paso, Dallas and St. Louis.
Alex. McDonald, of Sohmer & Co.. vice-
chairman of the Jubilee committee, and chair-
man of the press committee of the National
Association of Music Merchants, will make the
entire trip with Mr. DeForeest, as will Charles
STEAL MUSIC FROM CHILDREN
Shelbyville, Ind., February 3. — The Zobel school-
house, five miles east of this city, was broken
into and robbed recently of a talking machine
and a cabinet filled with records. The machine
and records had been purchased by the children
of the school with money collected from din-
ners, the sale of ice cream and from entertain-
ments.
ORO-TONE
FEATURES
Extension A telescopes into large
elbow B, giving a length adjust-
ment from 7% to 9 J/2 inches.
Adjustment screw C engages an
indexed channel in extension A,
assuring perfect alignment. Slight-
ly releasing locking thumbscrew E
permits height adjustment of large
elbow in base ring D. Releasing
locking screw E entirely permits
tone arm to be removed from base
ring D for packing separately be-
fore shipping, if desired.
ASK FOR ILLUSTRATED AND DESCRIPTIVE
CATALOGUE
1000 to 1010 GEORGE ST.
CHICAGO, ILLINOIS
MODEL L S
COMPOUND
ROCKER
ACTION
The highest
grade and most
scientific repro-
ducer ever offered
the trade.
PAT. APPL'D FOR
Illustrating; Angle Throw Back Improvement. Permits
reproducer to clear tone arm when thrown back regard-
less of whether It is In position for playing Hill and
Dale or Lateral-out records.
February 15, 1922
THE TALKING MACHINE WORLD
65
I Sample Prepaid, $0.75 Nickel-$1.25 Gold BARNH ART BROTHERS & SPINDLER §
© Quantity Prices on CAppIication Monroe and Throop Streets CHICAGO ©
©@©@@©©©©@@©©©©@<§©©©@@@@@@©©©@@@@©©©^
V0CALI0N DISTRIBUTORS EXPAND
Vocalion Co. of Ohio, With Headquarters in
Cleveland, Opens Branch in Cincinnati
Cleveland, O., February 8. — The Vocalion Co. of
Ohio, Vocalion distributor in this city, has an-
nounced through its president, C. L. Marshall,
the opening of a new distributing branch in Cin-
cinnati at 420 West Fourth street, where a com-
plete stock of Vocalion machines and Red rec-
ords will be carried with a view to giving prompt
service to dealers in that section of Ohio as well
as in northern Kentucky, West Virginia and
eastern Indiana.
O. W. Ray, general manager of the wholesale
record department of the Aeolian Co., was in
Cleveland recently and accompanied Mr. Mar-
shall to Cincinnati to look after the details of
launching the new branch, which will be ready
for business early in February.
DEMAND FOR ^ALBUMS GROWS
H. C. Fry, of National Publishing Co., Tells
Why Conditions Grow More Favorable
Philadelphia, Pa., February 7.— H. C. Fry, of
the National Publishing Co. of this city, reports
that the new year has opened with an exceptionally
strong demand for the albums produced by this
company. In referring to the marked better-
ment in present-day conditions over conditions of
the same period of a year ago, Mr. Fry stated:
"A year ago this time dealers were generally
overstocked with albums. The demand from the
buying public was not heavy and prices were
still high. In the past year we were able to
reduce the prices on our albums 35 to 40 per cent.
The present year opened with dealers in an
understocked condition, low prices and the buy-
ing power of the general public greatly improved
and still growing better."
At the present time the bindery of the National
Publishing Co. is working at full capacity and is
still over a week behind in production. The
National Publishing Co.'s albums are also prov-
ing popular abroad as well as at home, as may
be evidenced by the substantial export orders
that are being received.
BRENDONNE CORP. NOW IN NEW YORK
The Brendonne Corp., whose executive offices
and retail warerooms were formerly at 9 Central
avenue, Newark, N. J., moved on February 1 to
1 Maiden Lane, New York City, where it has
leased the entire fourth floor. The above com-
pany manufactures a bronze cabinet talking ma-
chine in several models. W. Harrison Cole, who
is the inventor of the machine, is also the presi-
dent of the corporation.
OPENS BRANCH IN LAWRENCE
Lawrence, Mass., February 3. — The United Pho-
nograph Stores, Inc., in line with their plan to
op'en a chain of talking machine establishments in
important cities throughout the country, have an-
nounced that a branch will be opened here in the
near future. The site of the local store has
been selected and plans are being prepared for
necessary alterations. H. W. Yaeger, formerly
president of the Yaeger Piano Co., heads the
concern, which has its headquarters in New York.
LARGER PHONOGRAPH DEPARTMENT
Peru, Ind., February 7. — The Peru Cycle Ex-
change has inaugurated some new and novel
features in its talking machine department, in-
cluding the installation of several booths. Harry
Jones, who was with the Exchange last Spring,
has returned to take charge of the phonograph
department. This firm, in addition to handling
the Edison phonograph, has contracted for the
exclusive sale in Miami County of the Player-
phone. The firm has also arranged for the sale
of lateral-cut records, including the Rainbow
records produced by Homer Rodeheaver.
READS LIKE A ROMANCE
Samuel A. Halsey Scores 100 Per Cent in Edison
Test — Meets Charles Edison's Sister-in-law in
Plant, to Whom He Is Now Married
Miss Charlotte W. Hawkins, sister-in-law of
Charles Edison, son of the famous inventor, was
married on February 1 in the former's home to
Samuel A. Halsey, manager of the Phonograph
Corporation of Manhattan, one of the allied
Edison interests.
Miss Hawkins has been active for some time
in social welfare work. It was while doing wel-
fare work in the big Edison plant that she met
Mr. Halsey.
Mr. Halsey was graduated from Brown Uni-
versity. His preparatory work was done at St.
Paul's School, Concord, Mass. Following his
graduation from Brown he entered the Univer-
sity of Pennsylvania Medical School. He later
traveled extensively throughout this country and
South America.
On February 21, 1921, at the height of the dis-
cussion of the Edison questionnaire, Mr. Halsey
presented himself for examination. Mr. Edison
himself happened to come into the room just as
Mr. Halsey completed his paper. The inventor
read the paper carefully. Mr. Edison marked
the paper AA and declared that Mr. Halsey was
the only man who had ever answered all of the
questions correctly. He was told to report for
work the following Monday.
ILLUMINATING PRODUCTION CHART
The Greater New York Novelty Co., Brook-
lyn, N. Y., manufacturer of Wall-Kane needies,
has recently prepared a production chart up to
and including 1920 which shows the continuous
growth in the business of the firm. Actual fig-
ures for 1921 have not been compiled, but it is
well known that this year showed a corre-
sponding increase. N. Cohen, president of the
company, has spent much of his time calling upon
the out-of-town trade with appreciable results.
INCORPORATED
The Donchian Furniture Co., of Chicago, has
been granted a charter in Illinois to deal in fur-
niture and musical instruments, with a capital
of $300,000. Incorporators are M. B. Donchian,
J. D. Rose and W. C. Schwerwat.
He " HEW "
With Universal Motor
Operating on All Eiectric Currents
NOW SELLING AT RETAIL $19.50
Liberal Trade Discounts, of course.
Any of our exclusive distributors herewith listed are
prepared to offer you prompt and efficient service
Distributors for State of Illinois
RUDOLPH WURLITZER CO..
Chicago.
BRUNSWICK-BALKE-COLLENDER CO.,
Chicago.
COLE & DUNAS MUSIC CO.,
Chicago.
H. A. WEYMANN & SON.
Philadelphia, Pa.
Exclusive distributors for Eastern Pennsyl-
vania, Southern New Jersey and North-
ern Delaware.
BUEHN PHONOGRAPH CO.,
Pittsburgh. Pa.
Exclusive distributor for Western Pennsyl-
vania, Eastern Ohio and Edison Dealers
in West Virginia.
Distributors for Greater New York
CHARLES H. DITSON & CO.,
New York City.
SILAS E. PEARSALL CO.,
New York City.
BLACKIY1AN TALKING MACH. CO..
New Tork City.
CABINET & ACCESSORIES CO,
New York City.
KNICKERBOCKER TALK. MACH. CO..
New York City.
GREATER CITY PHONOGRAPH CO.,
New York City.
KRAFT. BATES & SPENCER.
Boston, Mass.
Exclusive distributors for
New England States.
COHEN &. HUGHES.
Baltimore. Md.. and Washington. D. C.
Exclusive distributors for Maryland, Dis-
trict of Columbia. Virginia, North Car-
olina, Southern Delaware and West
Virginia.
BUFFALO TALKING MACHINE CO.
Buffalo. N. Y.
Exclusive distributor for Western
New York.
MOTROLA SALES CO..
OF NORTHERN OHIO.
1404 E. 9th St., Cleveland. O.
Exclusive distributor for Northern Ohio.
INTERSTATE SALES CO..
Milwaukee. Wis.
BADGER TALKING MACHINE CO..
Milwaukee. Wis.
STEWART TALKING MACHINE CO..
Indianapolis. Ind.
Exclusive distributor for Indiana.
PERRY B. WHITSIT CO.,
Columbus, Ohio.
Exclusive distributor for Central Ohio.
Exclusive distributors for Wisconsin.
LOUIS A. SCHWARZ, exclusive factory representative for the United States and Canada
JONES-MOTROLA, Inc. 29 w. 35th ST., new york
66
THE TALKING MACHINE WORLD
February IS, 1922
THE TALKING MACHINE BUSINESS TODAY DEMANDS
THE VERY HIGHEST PLANE OF PRESENTATION
H. A. Beach, Vice-president of Unit Construction Co., Tells, After Direct Contact With Trade
Throughout the Country, Why Good, Continuous, Constructive Work Is More Necessary Than Ever
A careful survey of prevailing conditions in
the talking machine industry based upon direct
contact with the trade in all sections of the
United States during recent months reveals a
greater necessity than ever before for good, con-
tinuous, constructive work.
During the past several months many very
poisonous influences, particularly in the nature
of reckless abandon on the part of a portion of
the trade, have been seriously felt by those con-
stituting the more substantial element, and unless
all manufacturers, distributors and dealers com-
bine toward a well-conducted, constructive cam-
paign there is a strong likelihood of public in-
terest in the talking machine suffering a wane
in another year.
The fight for business must not overshadow
development work. The most wonderful strides
made in the last ten or twelve years must not
be offset by the slightest abandonment of the
kind of effort which is responsible for the head-
way made to date.
Only comparatively a few years ago it was
indeed difficult to interest the merchant of rec-
ognized big caliber in the handling of talking
machines. He felt it beneath his dignity. That
condition has changed, and to-day there is a
sufficient number of highly reputable retail mer-
chants with heavy investments in the talking
machine line to guarantee its successful handling
— to present a most formidable array against
the marauder type — that is, if each can be made
to realize the extent of his responsibility.
Unfortunately, the destructive element does
not always come within the pale of the law in
its operations and cannot be combated by or-
ganized resistance, except such resistance as is
offered by strictly high-class merchandising and
publicity work and a high-class presentation of
the line through properly equipped stores, high-
class salesmanship, high-class and instructive
advertising. These are the things which are
Harry A. Beach
going to prove the real solution of the problems
at hand.
The factory must uphold the quality of its
products. It must gauge as accurately as is
humanly possible market needs, providing suffi-
cient quantities, 3^et guarding against reckless
overproduction. It must exercise a stabilizing
influence over the balance, of trade. It must,
through its officials, maintain the closest pos-
sible contact with outside conditions and with
its outlets, constantly guiding and counseling
along lines which represent the highest ideals of
a business, the real success of which, because of
its very nature, is fundamentally based upon such
ideals.
The distributor, in order to properly function
in the general scheme, should, by all means,
maintain a well-balanced working equipment,
one that will draw his trade to his place of busi-
ness with as great frequency as possible in or-
der that the much-needed contact may be com-
plete. There should be a highly capable effi-
ciency man who can gather together and, in
turn, impart advanced ideas of business promo-
tion and Business getting to visiting dealers, and,
by the way, there are no dealers of real worth
who are not hungry for worth-while ideas.
The outside sales force must be alive and
alert, must enjoy the confidence and respect of
its trade and, above all, must be big enough
to look well into the future, thinking and working
beyond immediate sales accomplishments.
Above all else, the distributor must know his
trade, know not only his value as an outlet for
merchandise, but, of equal importance, what in-
fluence he is exerting locally toward the general
uplift of business. A dealer who does not lend
something toward the future development of the
line is not safe to entrust with the responsi-
bility of representation.
The dealer must, first of all, satisfy himself
as to the commercial value of the line; he must
determine to what extent he is going to depend
upon his business or branch of his business for
his future livelihood. Should his findings and
decisions be favorable, his first procedure is to
put his organization and store in such order as
will insure maximum returns offered in his work-
ing district.
Never before has real salesmanship been such
a potent factor in the talking machine business.
Therefore, every possible care should be taken
in the training of the dealer's sales force. Store
conditions and setting should be so arranged as
to create an atmosphere which will draw and
hold the prospective buyer of machine and sub-
sequent record purchases. No mechanic can do
proper work without correct tools. A sales or-
A New Model in the Natural
Voice Line
To the models already manu-
factured to meet the needs of
the trade we have added this
new style.
The NATURAL VOICE is
a high-quality product selling
at a popular price. Itis a com-
plete line including several
period models.
Manufactured by expert
cabinet makers it has achieved
a position of prominence as a
sales creator and profit maker.
Also a Full Line of
Cabinets Without
Equipment.
Write for Prices
It will pay you to investigate
— ,^,-.o! ti r\ n The New Style No. 9 i« a worthy addition to this
OUT prOpOSlLlOn. complete line
Natural Voice Phonograph Co.
ONEIDA, NEW YORK
The Talking Machine World, New York, February 15, 1922
1IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH
«J« *J* *$» *$• *J» *J* «J. *J» *$» «$• »J* «J« *J» *t* *J* *Z* *> ♦}» ♦J* *$» <♦ »J« »> *J* *> ♦!« »> ♦> <« <» <♦ *> »> »I« ►!•* ❖ •$» »;* »J» <« »I* •> <• ►> •> •!« •!« *> *> *> *!■• »I+ »!« ♦> *;* »;« *!• •> »> <• <* •!« ♦> »> ►> *!♦ *J* •£■» »J» »t* »t« »$• *t* 4* *♦* •«* •** *5* •J*'*'''
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THE DEALER
THE MANUFACTURER
THE JOBBER and the
TALKING MACHINE WORLD
TRADE DIRECTORY
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Advertising
space in
The
Directory
will be
limited.
We would
suggest
reserving
space now.
Be sure
you have
returned
your
data sheet
for listing
in
1
What the Directory Means to the
Dealer—
THE TALKING MACHINE WORLD TRADE
DIRECTORY will provide the dealer with an
authentic, accurate and up-to-date reference guide
that can be utilized with safety in the buying of
merchandise, and can also be used to furnish full
details regarding any product manufactured or
distributed in the talking machine industry.
What the Directory Means to the
Manufacturer and Jobber —
THE TALKING MACHINE WORLD TRADE
DIRECTORY will enable the manufacturer and
jobber to carry a permanent message to the trade
throughout the country at a minimum expense.
For the manufacturer of parts, etc., whose market
lies in the manufacturing field, THE TALKING
MACHINE WORLD TRADE DIRECTORY
will be invaluable, because it will be used by every
talking machine manufacturer or prospective manu-
facturer as a standard reference guide in the pur-
chase of equipment.
For the manufacturer and jobber of any product
merchandised through the dealers, the Directory
will represent an ideal, inexpensive advertising
medium, as it will be used by every progressive and
successful dealer when he is in the market for
merchandise.
THE TALKING MACHINE WORLD TRADE DIRECTORY
Compiled by
373 Fourth Avenue
New York City
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February 15, 1922
THE TALKING MACHINE WORLD
67
ganization, no matter how capable, is just as
much at a loss as the mechanic without the
necessary tools with which to work. Store equip-
ment of right order is absolutely necessary to
success. His local publicity work should be high-
class and, as far as possible, on a par with na-
tional campaigns.
The dealer should constantly bear in mind the
one salient fact that any line of merchandise is
just as good as he makes it. If the promotion
work is right and the presentation of the line
what it should be, its acceptance by the public
will be full and complete — if the merchandise pos-
sesses the merits claimed.
To maintain the strength of this magnificent
industry every one involved must be a contribu-
tor, else in time its entire structure will give
way. The Unit Construction Co.'s part in the
general program is no small one, as is testified
by the numerous letters received from dealers
Unico-equipped, telling of the most satisfactory
increases in their business following Unico instal-
lations, and we are going on bettering the busi-
ness opportunities of this and that dealer until
the presentation of the talking machine will be
on a par with and beyond that of other stand-
ard lines of merchandise.
Quality will always be the basis upon which
we will work, but this does not mean Fifth ave-
nue elaborateness where not consistent, and we
will always be just as much interested in the
small town dealer as those in metropolitan centers,
with preparations for his needs just as complete.
If you believe in your business, defend it and
protect it with every means at your command.
The talking machine business is a delightful
business, a gentleman's business, and is worthy
of all you can put into it.
FIRE WIPES OUT MUSIC STORE
Fairbury, Neb., February 4. — The J. L. Chasdek
stock of musical instruments, including talking
machines and pianos, was completely ruined by
a fire recently. Mr. Chasdek was preparing to
move to larger and more centrally located quar-
ters when the fire occurred. The value of the
stock is estimated at $40,000 and insurance was
carried for about 518,000.
OKLAHOMA COMPANY BRANCHES OUT
The Harbour-Longmire Co., of Oklahoma
City, Okla., has been granted a permit to do
business in Texas. The concern, which deals in
talking machines and accessories and has a
capital stock of $100,000, has opened headquarters
in Dallas, Tex., with R. A. Lattin, an experienced
business man, in charge.
A new exclusive Victor establishment was
opened in Winamac, Ind., recently. Wilmot Cul-
len has been made manager.
A man can't be cultured unless he has de-
sires that way. Why not use the talking ma-
chine and records as the medium?
OUR TALKING MACHINE EXPORTS
Exports, Including Records for Twelve Months
Ending December 31, 1921, Total $3,928,819
Washington, D. C, February 8. — In the sum-
mary of exports and imports of the commerce of
the United States for the month of December,
1921 (the latest period for which it has been
compiled), which has just been issued, the fol-
lowing figures on talking machines and records
are presented:
The dutiable imports of talking machines and
parts during December, 1921, amounted in value
to $36,135, as compared with $60,361 worth which
were imported during the same month of 1920.
The twelve months' total ending December, 1921,
shows importations valued at $613,143. as com-
pared with $875,830 worth of talking machines
and parts during the same period of 1920.
Talking machines to the number of 2,679, val-
ued at $140,318, were exported in December, 1921,
as compared with 8,041 talking machines valued
at $435,581 sent abroad in the same period of
1920. The twelve months' total shows that we
exported 36,568 talking machines, valued at
$1,725,153, as against 87,571 talking machines val-
ued at $4,130,312 in 1920, and 66,157 talking ma-
chines valued at $2,490,719 in 1919.
The total exports of records and supplies for
December, 1921, were valued at $188,199, as com-
pared with $287,631 in 1920. For the twelve
months ending December, 1921, records and
accessories were exported valued at $2,203,666;
in 1920, $3,746,387. and in 1919 they amounted
to $3,702,668.
NEW MODERNOLA CO. OFFICERS
Reorganization of Executive Forces Effected
at Annual Meeting — Geo. Seiffert Reports on
Modernola Conditions in New York City
Johnstown, Pa., February 9. — A complete reor-
ganization of the executive forces of the Mod-
ernola Co., of this city, was consummated during
the past month. At a meeting of the board of
directors the following new officers were
elected: F. B. Kinzey, president; C. B. Thomas,
vice-president; D. S. M. McFeaters, secretary
and treasurer; A. Ohlson, general manager; and
E. E. Hohmann, sales manager. The new
executives have rapidly taken up their various
duties and are planning to excel all previous
records during 1922.
George Seiffert, president of the Modernola
Sales Co.. Eastern distributor of the Modernola
phonograph with headquarters in New York
City, reports that the year recently opened has
brought satisfactory demands for the Modernola
and that a number of new dealers have been
added during January.
Damage estimated at from $10,000 to $15,000
was caused recently to the stock of the Southern
Sonora Co. at 310 Marietta street, Atlanta; Ga.,
by a fire.
Empire State finance Corp.
Gotham Natl. Bank Bldg.
1819 Broadway, New York
Purchaser of talking machine and
piano retail collateral
notes or leases.
Annual requirements may
be arranged.
EDISON SHOP IN DALLAS SOLD
New Owners Reorganize Company and Increase
Capital from $20,000 to $60,000
Dallas, Tex., February 4. — The Edison Shop,
Inc., 1300 Elm street, this city, has been pur-
chased by W. W. Dyer and S. H. Lynch, of Fort
Worth, Tex., owners of the Phonograph Shoo
in that city; W. P. Fowler, of Duncan, Okla., and
J. R. Spann, of Dallas. Mr. Dyer is president of
the new organization, which has increased its
capital stock from $20,000 to $60,000. Mr.
Lynch is secretary-treasurer and Mr. Spann is
vice-president.
The Phonograph Shop, of Fort Worth, will
form part of the company's holdings and it will
be managed by Mr. Lynch. Mr. Spann will
assume the personal management of the Dallas
establishment. C. H. Mansfield, former presi-
dent of the Phonograph Shop, of Dallas, has been
made director of advertising and sales promotion
for the company and he is outlining a live pub-
licity campaign.
DUAL=T0NE PHONO. CO. ELECTS
Stockholders of Dual-Tone Phonograph & Mfg.
Co. Re-elect Officers and Directors
Manor, Pa., February 5. — The officers and board
of directors of the Dual-Tone Phonograph &
Manufacturing Co. were all re-elected at a recent
meeting of the stockholders at the headquarters
of the company here. Officers are as follows:
J. Arthur Tones, president; Dr. W. M. Lauffer,
vice-president, and J. B. Cunningham, secretary.
Directors re-elected are: Franklin D. Cox,
J. B. Cunningham, J. W. Hoover, J. Arthur
Jones, Dr. W. M. Lauffer, James Lundy, F. D.
Peoples, Robert Winter, Richard Winter and
P. B. Hensler.
F. B. OSTRANDER PASSES AWAY
Frank B. Ostrander, proprietor of a music
store at 532 Knickerbocker avenue, Brooklyn,
N. Y., and known throughout the talking machine
trade in that city as an expert repair man, passed
away at his home there, following several weeks'
illness. He is survived by a widow and three
children.
DEALERS-The MADISON is a Real PHONOGRAPH
The BEST SELLING Table Phonograph Ever Offered to the Trade
For Quick Sales the Madison Leads Them All
A remarkable phonograph, selling at a popular price — it has the qualities of the
expensive talking machine.
A wonderful compact motor — improved mica sound box — large amplifying
chamber — speed regulator — start and stop device.
Plays 1 0 or 12 inch records clear and loud.
Sample Price $7.50
— Quantity Prices on Request —
An Attractive Jobbers Proposition — Write for Territories
Black Leatherette Carrying Case, $1.75
Size 13" wide — 12" deep — T/t" high
Madison Music Co., 1 14 E. 28th St., New York, N. Y.
68
THE TALKING MACHINE WORLD
February 15, 1922
Billy Jones, a new Columbia artist, sings
While Miami Dreams." Arthur Fields
scores with "There's a Down in Dixie reel-
in' Hangin' Round Me." The kind of vocal
record everybody likes. A-3539.
Columbia Graphophone Co.
NEW YORK
AWARDS MADE BY THOS. A. EDISON, INC., FOR SLOGANS COLUMBIA MANAGERIAL CHANGES
Henry C. Lawrence, of Webster Groves, Mo., Captures First Award of $5,000 and Gets $500
Additional From Silverstone Co. — Twenty-two Other Prizes in the List
Thos. A. Edison, Inc., has announced the
awards in the* phrase contest which opened last
Spring and closed early in September, bring-
ing in over a million answers from almost all
parts of the world. In announcing the compe-
tition Mr. Edison said: "I want a phrase which
will emphasize that our new instrument is not
a mere machine, but that it is an instrumental-
ity by which the true beauties and the full
benefits of music can be brought into every
home."
The great volume of answers received made
the job of the judges a formidable one and they
worked steadily for several weeks before they
were able to sort out the best of the slogans
and make their final decisions.
The first prize was awarded to Henry C.
Lawrence, of Webster Groves, Mo., who re-
ceived $5,000 for the slogan, "A Fireside En-
core of the Artist," from Thos. A. Edison, Inc.,
and an additional $500 from the Silverstone
Music Co., Edison jobber in St. Louis.
The second prize of $2,000 was awarded to
Edmund A. Knoll, Erie, Pa., for the slogan.
"Artists Responding to the Encores of Home,"
and the third prize, $1,000. to William J.
Palmer, of Los Angeles, Cal., for the slogan,
"All the Artist Gives the Home Receives."
There were also twenty prizes of $100 each
awarded to G. R. Glass, Kansas City, Mo.; Ade-
laide S. Boekhoff, Omaha, Neb.; Louise T.
Sherry, Minneapolis, Minn.; Mrs. Edith J. Wil-
liams, Mamaroneck, N. Y. ; M. Mulvey, Newark,
N. J.; Geo. E. Wallace, Highland Park, 111.;
Paul Moschcourtz, New York; Ellalie J. Ruby,
Rockford, 111.; John W. Dobbins, Qualicum
Beach, B. C, Canada; E. L. McGuire, Monte-
gista, Col.; Henry J. Carroll, St. Louis, Mo.;
W. A. Huey, Greenwood, S. C. ; Emmon O.
Stillman, Bloomfield, la.; Ed. Wolff, Milwau-
kee, Wis.; L. A. Heifer, Gastonia, N. C. ; John
A. Offord, St. Petersburg, Fla.; Edward H.
Buckley, Philadelphia, Pa.; Mrs. C. G. Bier-
bower, San Antonio, Tex.; John S. MacLeod,
London, Ont., and D. P. McKeithan, Carthage,
N. C.
The winner of the first prize, Henry C. Law-
rence, of Webster Groves, Mo., a suburb of
St. Louis, is credit manager for the Blackwell-
Wielandy Book & Stationery Co. He has been
with the company for twenty years, and since
1905 has been one of the directors. Mr. Law-
rence has written considerable advertising mat-
ter for the firm and gave them the slogan:
"Everything New From Everywhere." He has
also written four books on business, each of
which has gone through several editions. He is
the possessor of an official laboratory model,
Chippendale mahogany, and is an enthusiast re-
garding Edison Re-creations, his favorite artists
being Frieda Hempel, Anna Case, Walter Scan-
Ian and Elizabeth Spencer.
Raymond R. Sparrow Leaves Atlanta Branch of
Columbia Co. for New Orleans Post — John M.
Mohl Succeeds to Atlanta Position
Atlanta, Ga., February 4. — Raymond R. Spar-
row, sales manager for the local branch of the
Columbia Graphophone Co. for the past several
years, has resigned his position and gone to New
Orleans, La., where he has assumed the manage-
ment of the Columbia Co.'s local branch. John
M. Mohl, who has been field representative for
the company in this section, succeeds Mr. Spar-
row at the Atlanta branch, and in addition to
having charge of the sales forces in this terri-
tory he will act as assistant manager.
NEW MEMPHIS_STORE OPENED
Memphis, Tenn., February 4. — The Melody
Music Shop, at 111 Madison avenue, is the latest
addition to the talking machine establishments
here. The store, which has a second floor loca-
tion in the heart of the business section of the
city, is the successor of the Fortune & Ward
Music Shop, which was taken over by Saul Blue-
stein, former manager. A complete stock of
Brunswick and Sonora machines, Brunswick
records, and music rolls is handled.
TO HANDLE VICTOR EXCLUSIVELY
M. L. Decker, talking machine merchant, of
Cortlandt, N. Y., has disposed of his stock of
various makes of talking machines and in the
future he will handle the Victor line exclusively.
"Strong Competition
in 1922"
is the prediction for general business.
We think that so far as Talking
Machines go "1922 will be the big
Victor Year."
Sales, however, will require in-
telligent effort — lots of it — and the
use of every aid to modern merchan-
dising.
We will furnish those aids.
ECLIPSE
MUSICAL C?
VICTOR WHOLESALE' ONLY
CLEVELAND
OHIO
February IS, 1922
THE TALKING MACHINE WORLD
JOHN H.WILSON, Manager
324 WASHINGTON ST., BOSTON, MASS.
BOSTON
ENGLAND
Boston, Mass., February 6. — With most of the
talking machine houses it was a case of better
business than was expected during January, but.
as one dealer expressed it, it largely depended
upon the amount of pep and energy one put into
it, for if one sets the machinery going properly to
get business he'll get at least a large percentage
of what he sets out to acquire. That seems to
be only common sense, and there is absolutely
nothing new in the idea. It has often been iter-
ated and reiterated that there is business to be
had. This was true in the lowest stages of
business depression, and the right man with the
right approach and the right methods can get
it; and that's exactly why some dealers are find-
ing business good, for they put into practice these
very factors. February, though a short month,
is expected to show up very well. A fact that is
noted by many is the increasing demand for
high-priced machines of established reputation,
especially the period models.
When Will That Dinner Be Held?
When will the next dinner of the New Eng
land Music Trade Association be held? That
is a question that is holding the attention of
the local music trade. With Frank S. Horn-
ing, a hustling Victor dealer, as president, he is
very naturally looking for the hearty co-opera-
tion of the talking machine trade of the city,
for with a representative of this branch as head
of the organization there is every reason why its
representatives should put their shoulders to
the wheel, though it must be said with some
misgivings that the piano trade needs a little
prodding once in a while, as the ever-faithful
Secretary Merrill well knows. The main ques-
tion touching a prospective gathering of the As-
sociation is, what shall be the magnet that will
draw the men together? Some are in favor of
a speaker who will discuss some live topic of
the hour, wherein there shall be enough meaty
substance that may leave some lasting thought
in the minds of the members, some constructive
idea that they can carry away with them. An-
other class is all for an entertainment, possibly
of a vaudeville character, so right at the start
is the difficulty of pleasing everybody.. Presi-
dent Horning and Secretary Merrill have been in
frequent conference lately as to what plan to
pursue, so it may be that there will be some-
thing definite to offer the Association members
soon. Is there any valid reason why the organi-
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zation should not get together at least bi-
monthly, the same as other business organiza-
tions?
Important Shiddell-Bay State Deal
One of the important pieces of news this
month is the announcement made by the E. B.
Shiddell Co., Inc., distributor of Okeh records,
of its decision to transfer this distributing busi-
ness to the Bay State Music Corporation, for-
merly distributor of Odeon records. The trans-
fer went into effect February 1. The Bay State
Music Corp., with which Herbert L. Royer has
been identified, has had quarters in a nearby
building, but it is quite possible, now that it has
acquired the Shiddell Co. business, that the other
quarters will be given up and the business con-
centrated at 142 Berkeley street, which has been
the Okeh headquarters now for about two years.
At this address there is opportunity for increas-
ing the working capacity if the growth of the
business under Mr. Royer demands.
In a circular which the Shiddell Co. has dis-
tributed to the Okeh dealers it is stated that all
shipments made on and before February 1 will
be shipped and billed by the Bay State Music
Corp., and that all orders now on hand will be
looked after by the same corporation unless
orders to the contrary are received.
Mr. Shiddell, in thanking the dealers for their
business and co-operation, announces that he is
to continue in the music trades distribution and
that his plans will be announced in a short time.
He has a certain talking machine under con-
sideration which he may decide to handle. John
W. Connelly, who has been with Mr. Shiddell
for about a year, will continue with him.
It is of more than interest that Mr. Shiddell
has been confined to his home several days be-
cause of illness. He was over in New York
toward the end of January and contracted a light
attack of the influenza, which necessitated his
remaining indoors.
Larger Territory for Joseph Burke
By a rearrangement of territory Joseph Burke,
of the Musical Supply & Equipment Co., now
has that part of Massachusetts which lies west
of Springfield as a part of his field. This was
formerly handled from the Vermont headquarters
of the company. Mr. Burke, who has lately been
on an extended tour of inspection in his terri-
tory, makes a most encouraging report of the
future of the Sonora, and new and old dealers
; . I i ■ ■: ■ i ii l ; r 1 1 ■ i :, : , ' ■! !■ : I ■ ■ 1 1 : "i ; ■ ! : I ■ ■: i: I ■ : I : ■ : I ■
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/
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Our constant aim — the growth
and development of Victor
Dealers in New England.
Eastern Talking Machine Co.
85 Essex Street
BOSTON MASS.
////Ill
53
s
s
are taking hold of this proposition with vigor
that promises well.
F. V. Goodman Looks Over Local Field
A visitor for several days here in Boston and
making his headquarters with Manager Burke
was F. V. Goodman, assistant director of sales
for the Sonora Co. Mr. Goodman had not been
in Boston before for some time, but he plans
to be here oftener in the future, as according
to a new plan he will give more of his time to
surveying the field at close range. His mission
here was largely in regard to a new advertising
campaign which the company is to carry on at
some of the high spots in New England, such
as Boston, Springfield, Worcester, Providence
' (Continued on page 70)
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m
HIS MASTERS VOICE-
A ROYAL ROAD TO FORTUNE
With Victor Records back to pre-war prices, and in some
cases — Red Seal — even lower, the Victor dealer has open
before him a royal road to fortune. Grasp the opportu-
nity and let DITSON SERVICE speed up your progress.
Available from two central distributing points
OLIVER DITSON CO.
BOSTON
CHARLES H. DITSON & CO.
NEW YORK
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70
THE TALKING MACHINE WORLD
February 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 69)
nORTON GALLO CREAMER CQ
NEW HAVEN
"MIS MASTER'S VOICe"
CONNECTICUT
VICTOR SERVICE SPECIALISTS
and Hartford, and on leaving this city it was
his plan to spend a couple of days in each of
these other four cities, completing the arrange-
ments for sard campaign.
Mr. Goodman while here had a good oppor-
tunity to look over conditions as they obtain
locally and in an interview with The World cor-
respondent he waxed quite enthusiastic over the
prospects for business generally and especially
for the Sonora product. He stated that with the
disappearance of the nondescript instruments and
the survival of a choice line of superior machines
the industry was now getting to have a distinct
place; in fact it has already been proved that
an instrument of this character was a necessity
in the home and that it has an advantage over
the piano in that it is something that comes
within the means of the humblest, and as for
price he believed that with an eventual reduction
in the cost of supplies and of labor there was no
reason why machines of superior make should
not be selling at lower figures at some time in
the future. Speaking especially for his experi-
ence with the Sonora he said that there was a
growing demand for the period models and he
believed it would not be long before 50 per cent
of the Sonora's business would be in this ad-
vanced type of machine.
Victor Enthusiasts Welcome Edgar Guest
Edgar Guest was in town the middle of Janu-
ary, coming here under the enterprising auspices
of M. Steinert & Sons, which concern had this
distinguished "poet of the plain people" entertain
a large company of Victor enthusiasts in Steinert
Hall. Mr. Guest was introduced by Robert
Steinert, who has his office at the company's
Victor headquarters in Arch street. Kenneth
Reed, wholesale manager of the Victor depart-
ment, was on hand to welcome the visitors and
to see that everyone was happily seated. Mr.
Steinert in his introduction referred to the fact
that Mr. Guest was now a Victor contributor
and coming from Detroit he sometimes makes
people forget that Henry Ford is that city's first
citizen, a sally that caused much merriment.
After a few words of merry introduction Mr.
Guest recited a group of poems including the
three which he has lately recorded for the Victor
company. It is conceded by those who applaud
good business enterprise that it was a capital
stroke on the part of the Steinerts to get Mr.
Guest here just at this time and if the invitations
sent around to Victor dealers had all been prop-
erly distributed Steinert Hall wouldn't have been
big enough to hold the crowd.
A Beautiful Vocalion Window
In the window of the Vocalion Co. in Boyl-
ston street are a series of disks, red Vocalion
ones alternating with cardboard ones, the latter
KRAFT-BATES-SPENCER
NEW ENGL-AND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
Why Brunswick Records Are Superior
Brunswick owners and Brunswick dealers often ask why Brunswick Records
are so much better than other records and what is done in Brunswick Studios to
make them so.
The answer is, that while recording itself requires both the skill of the artist
and the knowledge of the scientist, there is no magic formula for fine record
making.
In the last analysis it is simply the combination of the best men, methods,
materials and machines that money can buy — and then the taking of infinite pains
in every detail.
Brunswick Records are often made and remade many times before Bruns-
wick standards are entirely satisfied.
KRAFT - BATES and SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.
Steel Needles
NEW ENGLAND DISTRIBUTORS
Albums Record Brashes
Khaki Covers
February IS, 1922 THE TALKING MACHINE WORLD s 71
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 70)
AT YOUR COMMAND
ANYWHERE IN NEW ENGLAND
TEINERT
ERVICE
E R V E S
Our Unswerving Policy
for
1922
To Protect — to Develops — to Serve
To the Limit of Our Ability
The Victor Retailers of New England
Already Established
Our Entire Stocks and Personnel At Your Disposal
72% of Domestic Records in the Victor Catalog now in our stock
M. STEINERT & SONS
35 Arch Street
New England Victor Wholesalers
BOSTON
"HIS MASTERS VOICE'
with inscriptions in bold lettering such as
"You'll know them by their color," or "Vocation
records play on all phonographs," or "You'll buy
them for their tone," or "Vocalion records wear
longer." These are attracting a great deal of
attention from passers-by on this thoroughfare.
Manager Wheatley reports that the January
business was very good, which in part was due
to the clever way that some export models were
advertised and which found quick purchasers.
To Establish Central Display Rooms
Kraft, Bates & Spencer, Inc., which have
their Brunswick wholesale headquarters at
1265 Boylston street, which is quite a ways out
from the downtown business section, are about
to establish a display room in the heart of the
retail section, and it will be a joy to Harry
Spencer to again get back into the old atmos-
phere with which he is so familiar. Which is
to say that quarters have been leased in the
Vose building, 160 Boylston street, and these
are now being prepared for occupancy, the inte-
rior being repainted and new draperies and car-
pets put in. There will be no retail business
done here, the idea being to have Brunswick
dealers bring their customers so that they may
inspect the wide variety of styles of machines
that will be kept on hand. Mr. Spencer will
make this his headquarters and later he may have
someone to assist him. He expects to have the
quarters ready for occupancy inside of a week.
Herbert Shoemaker Visits Victor Plant
Herbert Shoemaker, of the Eastern Co., was
over at the factory toward the latter part of
January, relative to some record matters, and
also to inspect the new console models of Vic-
tors, which should be shipped here within the
next few weeks. Mr. Shoemaker plans to make
periodic trips over to the factory every three
or four weeks. He says that the January busi-
ness was excellent.
C. C. Harvey Repair Men Dine
The repair men of the C. C. Harvey Co., who
devote their attention especially to talking ma-
chines, were a part of the large company that
dined a few nights ago at the Hotel Victoria,
the others being the polishers and truckmen of
the house. But the party was not confined to
the workers from the Boston warerooms, for
there were those from the Brockton, Quincy
and Lynn establishments of the company, too.
Manager White says that the Edison, Brunswick
and Victor business was unusually good during
January, and even exceeded January of 1921.
Interested in City Betterment
Several of the talking machine dealers who
are members of the Boylston Street Retail
Merchants' Association were in attendance at
the annual meeting of that body, which was held
at the Hotel Brunswick on the evening of Janu-
ary 30, the election of officers following dinner.
This organization has been in existence for sev-
eral years and it has done a good deal in further-
ing the business interests of the various con-
cerns located on this popular thoroughfare.
D. Stuart Pope Takes Charge at Henderson's
Henderson's, at 156 Boylston street, which is
more officially known as Henderson's Brunswick
Shop, has a new manager in the person of
D. Stuart Pope, who has long been identified
with the music business of Boston, though more
with the piano end. Mr. Pope is a man of highly
musical tastes, and has been an organist and choir
director in his spare time, but this he gave up
more than a year ago when new duties necessi-
tated his traveling more or less. Mr. Pope is
popular in the trade, has a wide acquaintance
locally and there is every assurance he will make
good in his new undertaking. He will likely
renew his identity in a more pronounced form
with the New England Music Trade Association,
of which in the days when it was the Boston
Association he was a very active member.
Close Many Good Contracts
January appears to have been a very good
month for the Puritan product according to
Manager John W. Ellsworth of the Boylston
street headquarters, and several good contracts
have lately been signed up for representation of
this instrument. Benjamin F. Drake, who is
associated with Mr. Ellsworth, has been making
a canvass of the Maine and New Hampshire
territory lately, and he has been able to interest
a great many people in the Puritan proposition.
Some Trade Brieflets
Miss Mabel Aulson, formerly in the talking
machine department of the R. H. White Co., has
associated herself with Henderson's, where she
is making many new friends.
The Hallet & Davis Co. was one of those
Boston concerns to make a generous contribu-
tion to the Instructive District Nursing Cam-
paign which has just closed a drive.
Ernest A. Cressey, of the C. C. Harvey Co.,
(Continued on page 72)
The " Perfection" Ball-Bearing Tone Arms
and
The "Perfection" Reproducers
For the New Edison
Excel in Clarity and Sweetness of Tone. Best quality of
material and workmanship. Descriptive catalog, terms
and discounts sent on request.
Manufactured by
NEW ENGLAND TALKING MACHINE CO.
16-18 Beach Street Boston, Mass.
Factory Representative
L. A. SCHWARZ, Inc.. 1265 Broadway, New York City
72
THE TALKING MACHINE WORLD
February IS, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 71)
is enjoying the balmy climate of the South. He
spent ten days at Daytona, Fla., and since then
has been visiting other resorts as he and Mrs.
Cressey are wending their way homeward.
A. C. Barg, wholesale representative for the
Vocalion in the New England territory, is over
in New York at this writing conferring with the
home officers.
The Edison School of Salesmanship
A school of salesmanship for the benefit of
New England Edison dealers will be begun
Monday, February 20, lasting through the week,
and the Copley-Plaza has been selected by the
Pardee-Ellenberger Co. as the scene of the ses-
sions. This class follows the recent contest in
the New England field which closed on December
31, the winners of which were to be privileged
to attend this school. The final standing of
dealers which represented winners were as fol-
lows: Division 1, F. S. Dyke, of Northfield,
Vt, and Johnston Co., of Fort Fairfield, Me.;
Division 2, Cushman Furniture Co., of Attleboro,
Mass., and Trask Brothers, Milford, Mass.;
LANSING KHAKI
COVERS
The Pioneer Moving Cover
High
Grade
Govern-
ment
Khaki
Dealer's Prices NOW:
$gQQ
$C50
medium
size
43"x20nx23K"
6.
$7 35
large size
49nx23"x243i«
extra large
52nx22^"x23H"
Fitzall Leather or No. 3x Strap
$2.50
Piano Moving Covers $18.00
SLIP AND RUBBER COVERS
FOR PHONOGRAPHS AND PIANOS
DISTRIBUTORS
1 70 Harrison Avenue
BOSTON, 11, MASS.
Division 3, Otis Skinner Co., Bangor, Me., and
A. D. Elster, of Meriden, Conn.; and Division 4,
C. C. Harvey Co., of Boston, and J. A. Foster
Co., of Providence, R. I. Then the individual
free trip winners were W. E. Birdsall, of the
Phonograph Shop, Boston, and L. F. Harmon, of
the Bon Marche Dry Goods Co. of Lowell, Mass.
These two men, as well as representatives of the
named concerns, will attend the class in sales-
manship and have all their expenses paid. It is
expected that nearly 150 will be in attendance
at the session. The special speaker at the ses-
sions will be William Maxwell, vice-president of
the Edison Co. Either Mr. Silliman or some
other representative of the Pardee-Ellenberger
Co. will take part in the daily conferences.
Frederick Silliman, head of the Pardee-Ellen-
berger Co., went over to New York the first
of the month to meet his son, Horace Silliman,
who was coming home from England, where
he is engaged in business. Mr. Silliman at the
beginning of the year gave up the storehouse at
New Haven, Conn., and removed the Edison
merchandise to this city.
Discontinues Making Talking Machines
The Haywood-Wakefield Co., which is known
the world over for its rattan furniture, has dis-
continued making talking machines, some hand-
some models of which now adorn the living-
rooms of many exclusive homes. Accordingly,
the Shepard Stores in this city have been adver-
tising a sale of these machines at less than
half price and in the display in the daily papers
it is stated "The most remarkable selling of
phonographs Boston has ever seen is about to
become a matter of history."
Vigorous Cheney Campaign
A Boston visitor for several days has been
C. E. Sanders, general sales manager of the
Cheney line, which is now handled for the New
England territory by Stephen A. Colahan, whose
headquarters are at 196 Boylston street. Mr.
Sanders went over the situation carefully with
Mr. Colahan and plans were made to start in
upon a vigorous advertising campaign. Mr. San-
ders expressed himself as well satisfied at the
COMBINATION
For 1922 that cannot be beaten.
Same'LONG QUALITY"CABINETS,
Same "PEERLESS" ALBUMS,
Same "GOOD SERVICE",
Same New England Representative,
with "the smile that won't come off."
L. W. HOUGH
20 SUDBURY STREET BOSTON, MASS.
manner in which Mr. Colahan is handling the
Cheney proposition here, and he sees a good fu-
ture for it. Among the new accounts signed
up lately by Mr. Colahan are Bailey's Music
Rooms, at Burlington, Vt. ; Meikeljohn's, at
Providence, R. I., and the Atherton Furniture
Co., of Brockton.
Kenneth E. Reed on the Go
Kenneth E. Reed, the hustling wholesale
Victor representative for the M. Steinert & Sons
Co., is here, there and everywhere these days, as
he pushes the Victor product among the dealers.
A day or two ago he hustled over to several cen-
tral Massachusetts towns and was accompanied
by Robert Steinert, of the Arch street headquar-
ters, and Jerome Murphy and E. T. P. Jenks, of
the Boylston street Steinert house.
Jerome Murphy Honored
The mention of Jerome Murphy's name re-
minds one to speak enthusiastically of his long
service with the Steinert Co., and his twenty-
fifth year with this concern was fittingly observed
the middle of January when a dinner was ten-
dered him at the Hotel Brunswick. Alexander
Steinert sat at the head of the table, and all the
Steinert staff were present. Mr. Steinert, by way
of giving adequate expression to his own appre-
ciation of Mr. Murphy's services, presented him
with a handsome silver service, while from his
associates in the business Mr. Murphy received a
beautiful gold watch.
GRANBY SALES OFFICES IN BOSTON
Located at 21 West Street, With E. F. Carson,
Assistant General Manager, in Charge
Boston, Mass., January 27. — The general sales
offices of the Granby Phonograph Corp., formerly
located in Norfolk. Va.. are now located at 21
West street, this city. Edward F. Carson, assist-
ant general manager of the Granby Phonograph
Corp., in commenting upon this move, stated:
"For a long time the company has felt that
it was somewhat handicapped by operating from
a general sales office located so far South. We
believe that the big talking machine field is to
be found in the section of the country north
of the Ohio River and east of the Mississippi.
The large portion of the Granby business was
located in the eastern part of this territory, so
it was natural that in looking for new head-
quarters the selection should have fallen upon
Boston."
To move the offices of a corporation from one
city to another is always a serious matter, but
the Granby move was carried out without a hitch
and the business which closed on Saturday, Jan-
uary 14, in Norfolk was continued Monday, Jan-
uary 16, in Boston. The new quarters of the
company are more commodious than the old and
have the facilities for caring for the steadily
growing business of the company.
Edward F. Carson, who for the past eight
months has been assistant general manager of
the company, will continue in that work in Bos-
ton. He will reside in Virginia, however, and
make frequent visits to Boston to direct the
work.
The executive offices of the company will con-
tinue as heretofore in Norfolk, with H. H. Schu-
maker, general manager of the company, in
charge.
The factory will remain as heretofore in New-
port News. Owing to the rapid increase in the
Granby business, elaborate plans have been com-
pleted for increasing the size of the factory and
its ability for handling increased production,
which the business will undoubtedly call for
during the year 1922.
"The Music Without the Blur!"
This ideal of talking machine manufacture is attained
more nearly than by any other, in the construction
of the
MARVELOUS MAGNOLA
"Built by Tone Specialists"
"Magnola'i Tone Deflector eliminates the scratch"
WMcKir\J TKe Music Corr\e Out
We want to show you how to make money with
MAGNOLA; and how MAGNOLA is the best buy
on the Talking Machine Market to-day.
Send us your name and let us send you some real
Talker Tips.
MAGNOLA TALKING MACHINE COMPANY
OTTO 8CHULZ, President
General Offleet Southern Wholesale Branch
711 MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHICAGO ATLANTA. 8 A.
February 15, 1922
THE TALKING MACHINE WORLD
73
A Typical Unico Installation
Moorehouse, Martens Co., Columbus, Ohio'
COMPETITION IS THE LIFE OF TRADE
But the successful merchant must meet competition and overcome it. Progressive
dealers in the field of musical merchandising realize that the Unico System is
the best means of meeting competition.
Where Competition is Keenest Lnico Equipment Predominates
Note the number of Unico Installations in some of the more highly competitive centers:
New York City
Boston
Philadelphia
Pittsburgh
Cleveland
Chicago
160 Unico Installations
51 Unico Installations
181 Unico Installations
48 Unico Installations
53 Unico Installations
57 Unico Installations
Over 2500 Unico Installations are distributed thruout the country.
1 he Unico System Will Enable YOU to Outdistance Competition
Unico prices are today within reach of every dealer, and there is a wide selection of Unico
Equipment to answer every requirement — large or small.
Unico Quality has for ten years been the accepted standard of equipment excellence in musical
merchandising.
Unico Service starts with your inquiry and continues indefinitely. It offers you without obli-
gation expert solution of your merchandising problems.
The Unico System Creates Increased Profits
Thru Increased Sales
UNIT -CONSTRUCTION COMPANY
Rayburn Clark Smith, President
58th Street and Grays Avenue, .Philadelphia, Pa.
NEW YORK, N. Y.
299 Madison Ave., Cor. 41st St.
LOS ANGELES, CAL.
274 I. W. Hellman Bldg.
ATLANTA, GA.
49 Auburn Ave.
DALLAS, TEXAS
209 Dallas Bank Bldg.
CHICAGO, ILL.
30 North Michigan Ave.
DENVER, COL.
1741 Champa St.
SALT LAKE CITY, UTAH
150 Main St.
Address our nearest office TODAY
74
THE TALKING MACHINE WORLD
February 15, 1922
^5
A big feature for St. Patrick's Day, and every
day! Chauncey Olcott sings "That's How
the Shannon Flows 99 and 'Til Miss You,
Old Ireland, God Bless You, Goodbye "—two
tenor solos from Macushla. A-3525.
Columbia Graphophone Co.
NEW YORK
RADIO FANS ENJOY QUEST'S POEMS
Radio Concert Featuring Edgar A. Guest's
Verses Heard by Many in Coast States
They are picking Edgar A. Guest's verse out
of the air now. In January the Victor Talking
Machine Co. released the first of a series of
Guest records, on which was recorded the poet's
own voice reciting three of his poems, "It
Couldn't Be Done," "Ma and the Auto" and
"Wait Till Your Pa Comes Home."
Early in January Mr. Guest received a letter
from G. E. Reynolds, editor of the Stockton
Record, in which he said: "This evening, Janu-
ary 3, we are going to radiate the sound of your
voice throughout the West. The Stockton Rec-
ord has installed one of the most powerful radio
outfits on the Pacific Coast. The radiophone
room is located on the third floor of the Record
Building and the aerial is placed on the roof.
Every afternoon from 4 to 4.30 o'clock we give
a half hour of news service. Every Tuesday and
Friday evenings from 8 to 9 o'clock and every
Sunday afternoon from 2 to 3 we give a con-
cert, usually from talking machine records, but
frequently by well-known artists.
"Splendid reports come to us from wireless
enthusiasts who have been 'listening in' at dis-
tant points. They tell us that we are very
Q. S. A. (loud and clear) at points as far dis-
tant as Vancouver, Los Angeles, San Diego,
Yuma, Denver, Salt Lake, Seattle and Walla
Walla, Wash., and Portland, Ore. So, you see.
you will have quite an 'extended' audience when
your voice goes out through the ether to-night."
On the same day Mr. Guest received a report
from Radio 7 Z U, at Polytechnic, Montana,
which said: "We heard your voice Q. S. A.
(loud and clear) here about 10 o'clock to-night
(January 3). Copied your poems O. K. but was
not sure of call letter. Please verify this and
send us \-our story. Did you use a portable
wireless telephone?"
Another operator, Hubert H. Coate, 18 James
street, Santa Cruz, Cal., wrote: "Was tuning up
for a local concert and accidentally ran onto
you about 375 meters at 8:50 p. m., January 3
(San Francisco time). Heard last part of poem,
but lost you about 9 p. m. You were very
Q. S. A. but faded out at 9 p. m. I was using
a single detector tube and honeycombs when I
picked you up."
All of this was a complete surprise to "The
Poet That All America Reads." And that's how
it happens they are picking Edgar Guest's poems
out of the air.
PAUL GOLD JOINS MEMPHIS HOUSE
Memphis, Tenn., February 4. — Paul Gold, for-
merly connected with the Silverstone store in St.
Louis, Mo., was recently appointed manager of
the Edison Phonograph Shop, at 103 Court ave-
nue, this city. This is one of the most attractive
and aggressive concerns in the State and Edison
machines and records are handled exclusively
bv this establishment.
Ward's Khaki Moving Covers
Distributors
BRISTOL 4. BARBER. INC.
3 E. 14th St.. New York City
YAH R & LANGE DRUG CO.
207-215 E. Water St.. Milwaukee, Wis.
COHEN & HUGHES. INC.
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis. Minn.
STRE VELL-PATERSON HARDWARE CO
Salt Lake City, Utah
C. L. MARSHALL CO.. INC.
Beckman Bldg., Cleveland, 0.
Butler Bldg., Detroit, Mich.
THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.
C. J. VAN HOUTON &. ZOON
140 S. Dearborn St., Chicago, III.
SONORA DISTRIBUTING CO.
Dallas, Texas
OF TEXAS
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St.. Denver. Colo.
QJHAS. H. YATES
311 Laughlin Bldg., Los Angeles. Cal.
W. D. & C. N. ANDREWS
Buffalo. N. Y.
Grade "D" Coyer with
No. 3 Straps
THE C. E. WARD CO.
(Weil-Known Lodge Regalia House)
101 William Street New London, Ohio
Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroom
SACHS &. CO.
425 So. Wabash Ave., Chicago
SHERMAN, CLAY & CO.
741 Mission St.. San Francisco. Cal.
JOHN A. FUTCH CO.
35 Auburn Aye.. Atlanta, Georgia
i503 South Boulevard, Charlotte. N. C.
630 Washington St.. Jacksonville. Fla.
ORTON BROTHERS MUSIC HOUSE
Butte, Mont.
GRAY & DUDLEY CO.. Nashville, Tenn.
ASSOCIATED FURNITURE MFRS.
St. Louis, Mo.
W. J. DYER & BRO- St. Paul, Minn.
AMERICAN PHONOGRAPH CO.
Burlington, Vt.
JOSEPH BARNETT & CD., Cedar Rapids, la.
G. D. LAKE OPENS BRANCH STORE
G. D. Lake House of Music, of New York City,
Opens Attractive Store in New Rochelle
New Rochelle, N. Y., February 6. — The G. D.
Lake House of Music, of New York City, opened
an attractive branch store at 316 North avenue
here last week. The new branch is completely
equipped with all modern improvements, includ-
ing record demonstration booths, record racks,
service counter and a spacious talking machine
display room. A complete stock of Vocalion,
Sonora, Columbia and Brunswick machines is
handled. The main store of this concern is
located at 1487 Madison avenue, New York City.
Besides talking machines and records musical
instruments and accessories are handled.
TALKER GUIDES LONDON CROWDS
Reinforced Tones of Talking Machine Warn
Passengers on Underground to Hustle
According to reports from London, England,
the citizens of that city not only enjoy the best
of music in their homes through the medium of
talking machines but even have the talking ma-
chine in the underground railway to admonish
them to "step lively" while on the escalator.
The apparatus used is known as the Stenfor-
phone and is the adaptation of a device for
reinforcing and strengthening the tone given out
by the ordinary talking machine record, through
the medium of a strong blast of air produced by
a special blower.
The Stentorphone has been used to some ex-
tent in providing talking machine music of suffi-
cient volume to fill a large ballroom with dance
music or to provide music for theatres, but the
machines used in the underground are provided
with repeating attachments so that they may
constantly reiterate the warning, "Step lively."
It is understood that the mechanical announcer
is quite as effective as the brass-throated guard
who formerly held sway.
TALKER" MUSIC FOR LIBERIA
Self Service Phonograph Co. Closes Deal to
Supply Negro State on West Coast of Africa
With Talking Machines and Records
A deal has just been closed by the Self Service
Phonograph Co., of New York, and the Liberian
Government, whose headquarters are in Phila-
delphia, Pa., whereby the independent country of
Liberia on the West Coast of Africa will be sup-
plied with a complete list of the latest records
and machines. The deal was closed by repre-
sentatives of the Liberia Trading Co., Major W.
H. York, Dr. Arel Young Jordan and Douglas C.
Wittmore, and Henry Goldman, president of the
Self Service Phonograph Co. The first ship-
ment will be made within a few weeks and regu-
lar shipments of records, machines, needles and
accessories will be made at regular intervals.
February 15, 1922 THE TALKING MACHINE WORLD
75
MIL W A U K E E
Movement of Machines and Records Active in Comparison With
Previous Months— Reduction in Record Prices Has Stimulated Trade
Milwaukee, Wis., February 7. — One of the out-
standing features of business in the last two
or three weeks has been the spurt experienced
in the call for records under the stimulation of
reductions in prices. The announcement thai
record lists have come back to the pre-war
basis seemed to strike immediately a most re
sponsive chord in the minds of the public, for
sales at once showed a healthy increase, which
is being sustained well.
The movement of instruments naturally is not
active in comparison with the previous two or
three months, when the holiday shopping sea-
son, as usual, brought sales to the highest point
of the year. Nevertheless, retail dealers ex-
press themselves as gratified over the amount
of business that has come their way and they
look for a generous increase in thirty to sixty
days, when the Easter holidays again will pro-
vide the occasion for vigorous selling campaigns.
The wholesale and manufacturing trade is
coming forward nicely, being favored with
moderate orders since the beginning of the new
year to replenish stocks brought to a low level
by holiday demand. January and February
always are "off-peak" months so far as retail
trade is concerned, but the wholesale trade is
kept fairly busy filling in broken lines and
otherwise assisting dealers in readjusting stocks.
Strong Record Demand Reported
"Our business in records is excellent and we
cannot complain about the state of demand for
instruments," said Harry A. Goldsmith, secre-
tary of the Badger Talking Machine Co., Vic-
tor jobber. "The return of pre-war list prices
on records has been a material help, although
we have been doing an active business for a
long time. Our dealers are keeping very busy
selling records, especially to people who prob-
ably purchased their first machines at the re-
cent holiday time and therefore are buying new
records right along. The outlook is good and
we look for an excellent year's business all
through 1922. General business conditions are
picking up nicely and all musical merchandise
seems destined for improvement."
Lively Business at Columbia Branch
Robert H. Walley, wholesale representative
of the Columbia, with headquarters at 1575
Third street, is all smiles due to the active
state of business in Grafonolas and Columbia
records. Since prices of records went back to
pre-war levels Mr. Walley had experienced con-
siderable difficulty in keeping his territory in
eastern Wisconsin supplied adequately and back
orders have recently been increasing, more and
more. Mr. Walley has done some splendid pro-
motional work in this district in the last two
years and is now reaping the actual results of
his vigorous efforts.
Starr Publicity Pleases Dealers
The Hoeffler Piano Mfg. Co., distributor of
the Starr phonograph and Gennett records, is
meeting with a good response to its active solici-
THE BROOKS INBUILT AUTO-
MATIC REPEATING
PHONOGRAPH
The most wonderful Talking
Machine on the market. All but
human, will play any part or all
of any record from one to eight
times. Set the dial ant have
music throughout the meal or
during the dance. It is justly
termed the "wonder" instrument,
exquisite in cabinet design and
marvelous in tone Send for deal-
ers' discount. Distributors wanted.
BROOKS MFG. CO.
Saginaw Mich.
tation for new business and its established deal-
ers are doing effective work as well in this terri-
tory. The high grade of advertising being done
nationally by the Starr industries of Richmond
Ind., has aroused an exceptional interest in
merchants to the extent of inducing their vol-
untary requests for franchises.
An Excellent Edison Demand
Edison dealers in Wisconsin and upper Michi-
gan are favoring the Phonograph Co. of Wis-
consin with a fine run of orders for records
and instruments as well.
New Brunswick Dealers
The Brunswick, which has been "going
strong" for more than a year, is establishing
new marks every month, and Thomas I. Kidd,
manager of the local branch of the Brunswick-
Balke-Collender Co., says it looks as if there
were no more "seasons" in Brunswick trade, for
one day is as good as another with respect to
the orders coming from the field organization.
In Milwaukee the Brunswick has gained a new
foothold in the downtown business district by
the appointment of the Lyric Music Co., 86-88
Wisconsin street, as an accredited dealer. The
Lyric house is pushing its new line in a most
conspicuous manner and during the first week
in February devoted its entire display window
to a striking trim featuring the Brunswick No.
2180 record "Stealing" and "Ty-Tee." This was
designed and executed by Mrs. J. Rousellot,
wife of the head of the company, who has
gained a national reputation for her window
trims featuring pianos, small goods, music rolls
and now merits new laurels for her record trim.
Yahr & Lange Co. Sales Convention
The Yahr & Lange Drug Co., the musical
merchandise division of which features the
Sonora phonograph and Okeh records, held a
sales convention and entertainment for its entire
dealer organization in Wisconsin and upper
Michigan on January 15, as reported elsewhere
in this issue of The World.
Company Changes Name
The Eau Claire Wood Products Co., which
took over the plant and business of the defunct
Multitone Mfg. Co. some time ago, has changed
its name to the Eau Claire Warehouse Co. and
will engage extensively in business as a bonded
storage house. The manufacture of Multitone
phonographs will be continued, although the
number of styles is being restricted.
To Manufacture Reproducers
■The True-Tone Reproducer Co., of Milwau-
kee, is a new corporation formed with a capi-
tal stock of $25,000, to manufacture and deal in
reproducing devices and other appliances and
specialties for talking machines. The incorpo-
rators are: Wilbur I. and Oliver O. Barth, both
of the First Wisconsin Trust Co., and Charles
E. Wild, a local attorney.
Joins the Prange Co. Forces
The H. C. Prange Co. department store, She-
boygan, Wis., has acquired the services of Miss
Mildred Gilligan as manager and buyer of the
talking machine department, which features the
Victor. Miss Gilligan is especially expert at
cataloging and is introducing numerous innova-
tions in the record department.
Making Many Connections
A. G. Kunde is making excellent headway in
the introduction and promotion of the Homo-
kord record, made in Germany. Mr. Kunde is
exclusive distributor of the Homokord in the
United States and is establishing connections in
virtually every State.
H. M. Hahn to Establish Own Business
Harry M. Hahn, who resigned recently as
manager of the talking machine department of
the E. R. Godfrey & Sons Co., is establishing
himself in business here as a jobber of talking
machines, accessories and musical merchandise
BLANDIN
BL A N D I N prin-
ciples of construc-
tion which bring about
its marvelous purity of
tone reproduction are
equalled in no other
phonograph. A demon-
stration in competition
with other makes will
convince any prospec-
tive customer that he
should have a Blandin.
Dealers, let us tell you
more about this remark-
able phonograph, our
superior way of ship-
ping, and our liberal
terms. Write today.
Racine Phonograph Co., Inc.
RACINE, WISCONSIN.
/ a PiancA
[ Record j
VDlandin/
generally. He is not ready to announce the
lines he will Jiandle. Mr. Hahn is a man of
wide experience in the talking machine world,
having been in the retail trade many years, re-
tiring from this to go into the wholesale end
with the Yahr & Lange Drug Co., whence he
was drafted into the service of the Godfrey Co.
S. F. Patchin With Cable Company
S. F. Patchin, for a number of years man-
ager of the talking machine department of the
J. B. Bradford Piano Co., is now in charge of
the same department of the Cable Company at
Chicago. Hugh W. Randall, president of Brad-
ford's, said: "We were very glad to see Mr.
Patchin better his position, although we very
much regretted that he had to leave us. He
takes with him the best wishes of the entire
Bradford organization for his future success."
73
THE TALKING MACHINE WORLD
February 15, 1922
InesistibleFoxTrot
YOU CANT GO WRONG
^ngANYfflSISOM
FENTON MFG. CO. NOW ORGANIZED
New Company With Factory at Fenton, Mich.,
Will Make Automatic Stop and Repeater — C.
C. Brooks Elected General Manager — Edwin
O. Klemm Appointed Consulting Engineer
The Fenton Mfg. Co., Fenton, Mich., was re-
cently organized to manufacture and sell the de-
vices covered by the Brooks-Klemm patents, and
two of these devices are now being placed on
the market. One of these is a simple stop that
sets automatically and has only two working
parts. This stop is furnished to the brake on
either the turntable or governor disc, and also
acts as a switch for machines having electric
motors.
The other device consists of an automatic re-
peater, stop and tone arm combined that has
been on the market for the past five years as
part of the equipment of the Brooks phono-
graphs made at Saginaw, Mich. During the past
year the repeater has been redesigned and im-
proved, so that it may be attached to any make
or style of cabinet, taking the place of the usual
tone arm. It sets automatically to any size rec-
ord, the operator simply placing the needle on
the record and setting a dial for the number of
times the record is to be repeated. The record
may be played continually or any desired num-
ber of times. It will replay any part of the rec-
ord, stopping automatically when through and
with the tone arm and needle in an elevated
position over the record in ofder to make record
changing easy. The company states that many
manufacturers of talking machines are equipping
their lines with this device.
C. C. Brooks, who is well known to the talk-
ing machine industry, has been elected vice-
president and general manager of the Fenton
Mfg. Co. Mr. Brooks was for many years presi-
dent and general manager of the Brooks Mfg.
Co., and while associated with the latter con-
cern brought out the Brooks automatic repeat-
ing phonograph.
Edwin O. Klemm has disposed of his phono-
graph business at Dayton, O., and accepted a
position as consulting engineer of the Fenton
Mfg. Co. Mr. Klemm has been identified with
the talking machine industry for many years,
and has to his credit a number of important
patents in this field.
TWO NEW SONORA PERIOD MODELS
The Improved Pembrook and the New Lafayette
Destined to Make a Wide Appeal to Buyers
ROOS BROS. FORM NEW COMPANY
Jules and Nestor Roos, who are well known
in the wholesale accessory field, having traveled
from coast to coast in the interests of several
well-known companies, have formed the firm of
Roos Bros, and will act as manufacturers' rep-
resentatives for Wall-Kane needles, manufac-
tured by the Greater New York Novelty Co.,
and for several other well-known accessory
lines. They both left for the Coast this week,
and plan to visit several important trade centers
en route for the Coast.
Your Store Needs a Musical
Merchandise Department
Service to your customer demands it.
They look to you to supply their music needs. Pianos and Phonographs alone will
not do it.
The Music-loving public want Banjos and Saxophones, too — Ukuleles and Drums —
Clarinets and Violins — and they pay handsome profits to the merchant who serves
their needs.
In these times when people seek to spend wisely, the smaller musical instruments
have a double appeal. Aside from the pleasure and recreation they offer to the
musician, they are the tools of his craft. To the Amateur they open up welcome
opportunities for earning extra money — to the Professional they are his very living.
No wonder small goods sell!
And they will sell in YOUR store as they are selling in other stores. They will make
new friends for you — bring new customers into your store.
There's an Easy Hand-Book to Musical Merchandise Buying
It's our Confidential Trade Price List — a small, compact book that quotes wholesale and retail
prices on nearly 3,000 articles. EVERYTHING in Brass, Wood-Wind and Stringed Instru-
ments and their Accessories — Drums and Traps — Accordeons, Harmonicas and Musical
Novelties.
This book makes buying easy and safe. Every Music dealer needs it.
Send TOD A Y for Your Free Copy
THE FRED. GRETSCH MFG. CO.
Musical Instrument Makers
Since 1883
60 Broadway Brooklyn, N. Y.
■ ■
This month the Sonora Phonograph Co., Inc.,
is introducing the improved Pembrook and the
new Lafayette, each the fullest expression of
Sonora quality in tone, beauty of finish and
Sonora Lafayette
mechanical perfection. Both are priced at $175,
well within the reach of people of modest in-
come, who, nevertheless, take real pride in the
appearance of their home.
The Sonora Hepplewhite Pembrook (im-
proved) is one of the finest achievements in
period model design ever
created by Sonora's arti-
sans and cabinetmakers.
A period phonograph of
this type will appeal par-
ticularly to those desir-
ing an instrument of
small proportions, who
wish something o t lj e r
than the ordinary con-
ventional upright model.
Space is provided in this
instrument for record
albums.
The Lafayette is a still
further step forward in
period phonograph evolu- Sonora Pembrook
tion. In its elegance there is that simplicity of
line that bespeaks the utmost of aristocratic
taste. The Sonora Lafayette will undoubtedly
prove a big seller among those who desire a con-
sole phonograph of exclusive design at a mod-
erate price.
The Sonora Phonograph Co. was among the
first manufacturers to put out an instrument in
period cabinets. The company states that the
production of new period models of medium price
has been made necessary by the large and in-
creasing vogue for phonographs of period design.
The talking machine and record department
of the Brasted & Jeffers music store is now in
charge of Miss Alice Doty.
Success often brings poise, but more often it
brings avoirdupois.
February 15 ,1922 THE TALKING MACHINE WORLD 77
2
OPPORTUNITY IS KNOCKING!!
F there ever was a time for Victor
dealers to capitalize an incident, the
time is right now — this very moment.
The new list prices of Victor Black Label
Records begin a new era of added profits for
energetic Victor dealers. This downward re-
vision will push your sales more than ever,
will make your store the center of attraction,
and certainly, the "talk of the town."
An extensive advertising campaign is now
under way which will reach every city, town
and hamlet in the country. This publicity is
going to work to the benefit of Victor dealers
to the fullest extent, but only if they tie up with
the general scheme.
Circularize your customers and prospective
buyers — advertise liberally in your local
papers — announce by showcards and billboards
— use every practical means so that the public
may know of the benefits of the new prices.
Do this and y.our 1922 sales, likewise your
profits, will far outdistance your previous top-
notch records. Opportunity is there for every
Victor dealer. Open up the door ! !
C. BRUNO & SON, Inc.
351-353 Fourth Avenue New York
Victor Wholesalers to the Dealer Only
| t r5o ccj- .1
78
THE TALKING MACHINE WORLD
February 15, 1922
Columbia Gift Envelopes for Easter will
help you sell more records. Appropriately
designed and richly colored, they express
Easter wishes with music. A good selling
stunt. Ask your dealer service man.
Columbia Graphophone Co.
NEW YORK
AKRON, 0.
Business Favorably Affected
by Bettered Industrial Con-
ditions— Good January Sales
Akron, O., February 6. — The advent of February
brings the talking machine industry of the
Akron district into what many believe to be the
most enviable position of any industry — showing
a gain during 1921 over the volume of 1920
business. Though total figures are not yet avail-
able dealers assert that the year's business will
exceed the highest expectations of a few months
ago. Dealers who failed to get the required
quota of machines for the Christmas trade report
that they still have orders unfilled.
Industrially Akron is showing gradual im-
provement and music dealers say that the in-
creased factory operations are beginning to re-
flect in their business. Collections are some-
what better and sales for January were in excess
of those for the corresponding month a year ago.
Victor business was very satisfactory during
January, according to Earl Poling, a member of
the firm of Windsor Poling Co. Many machines
were moved during the month and the sale of
records was . surprising. He said he views the
future very optimistically and believes that
Spring will see much activity in the talking ma-
chine industry locally.
E. G. Rockwell, musical instrument and small
goods dealer, reports that January business was
beyond his expectations. Violins, he says, have
been the mainstay of the business, and small
goods, especially orchestra accessories, have been
exceptionally good for several weeks.
The talking machine department of the A. B.
Smith Piano Co. experienced an active month
in January, according to Ernest Smith, manager
of this store. He says that Sonora sales were
more than the month's quota and that records
made a big gain. The record and player roll
department, which had been located in the rear
of the store, has been moved to the front of
the main floor.
George S. Dales, head of the George S. Dales
Co., Victor dealer, is spending several weeks
with his family in Basso, Fla. Ray Porter, gen-
eral manager of the store, is also in the South
with the Dales family and will return to Akron
within a week. Mr. Dales expects to remain
South until April 1.
The talking machine department of the Dales
store experienced a very satisfactory month,
according to A. E. Jones, now in charge of this
rapidly developing business.
MICE HELP RECORD DISPLAY
South Bend Talking Machine Store Finds New
Way of Attracting Attention
South Bend, Ind., February 6. — Curious crowds
were attracted to the large show window of the
Elbel Bros, music store several days by the
antics of two ordinary but extremely active
mice which found evident pleasure in operat-
ing a phonograph record that had been placed
at an angle on a pivot so that it revolved
easily. To all appearances the mice discovered
and enjoyed the experience of hopping on the
record and making it revolve by racing around
its edge.
The advertising value of the stunt was greatly
enhanced when some humane persons reported
to the Humane Society that the mice were being
cruelly treated because of some mechanical de-
vice which made it necessary for them to run
on the phonograph record whether they wished
to run or not. A representative of the Humane
Society learned, on investigation, that no
mechanical device was used to operate the rec-
ord and that it revolved only at the will of the
sportive mice. The charges of cruelty fell flat
and the mice spent several joyous days enter-
taining the crowds gathered to watch them.
OKEH DEALER USES NEW DISPLAYS
Among the many Okeh dealers who are get-
ting splendid results from the new series of
window displays introduced recently by the
General Phonograph Corp. is the Melodyland
Music Shop, of Belleville, N. J. This dealer
featured the January display to excellent advan-
tage, and not only obtained good-sized direct
results from the advertising but also received
valuable indirect publicity.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS ARE BETTER
COST LESS
RENE MFG. CO. Montvale, N. J.
COLUMBIA FOR GLOBE THEATRE
Period Model Graces Ladies' Smoking Room at
Prominent New York Theatre
The illustration herewith shows the Columbia
Louis XVI Period Model in position in the
Ladies' Smoking Room, Globe Theatre, New
York. This model was chosen with discrimi-
nating care so as to match the coloring of the
Grafonola in Ladies' Smoking Room
walls as well as the other furniture in the room.
Mr. Slocum, manager of the theatre, states that
it has attracted much attention and many ladies
have asked about it. Two selections that are also
coming in for their share of commendations are
"Blue Danube Blues" and "Ka-Lu-A," numbers
recorded from "Good Morning, Dearie," now
playing at the Globe. These selections are
played during the period between the acts.
INTERCHANGEABLE MILEAGE BOOKS
Bill to Provide for the Issuance of Mileage
Books for Convenience of Travelers Intro-
duced in House of Representatives
Washington, D. C, February 6. — Interchange-
able mileage books, good on any railroad in the
country, are provided for in a bill which has
just been passed by the House of Representa-
tives.
The measure directs the Interstate Commerce
Commission to order all carriers to issue mile-
age books of not less than 1.000 nor more than
5,000 miles. Before issuing this order, however,
the Commission is to promulgate regulations
surrounding the use of such mileage, prescribing
whether the tickets are to be transferable or not,
and, if not, what identification may be required,
and setting forth the baggage privileges to which
lawful holders of such tickets are entitled.
The Commission will also have authority to
set the rate of fare to be charged for such mile-
age books.
February 15, 1922 THE TALKING MACHINE WORLD 79
rnllLADELPfllA
and
IPCALIT7
^37
Philadelphia, Pa., February 6— Talking ma-
ch ne business in Philadelphia was quite satis-
factory in the month just closed. The first week
of January there was much activity, and then
cime a lull. The dealers did not understand
why and felt that another period of dullness
was coming, but from the middle of the month
on there was a gradual increase in business and
the trade entered February with sales steady
and with signs pointing to a very good Spring
business.
There were not nearly as many changes in
January as members of the trade had expected,
for the rumor-monger had been busy about the
financial affairs of some small concerns. Nothing
occurred^ however, and the only important
change of the month was that the Philadelphia
jobbers of the Victor got together and pur-
chased the business of the late George D. Orn-
stein from his widow, thereby reducing the
Philadelphia Victor jobberships to five.
New Vocalion Jobber Appointed
Another important announcement of the
month is that the Vocalion Co. has found a
new distributor here in the Lincoln Business
Bureau, located at 1011 Race street. This busi-
ness concern operates establishments in Phila-
delphia, Washington and Newark, N. J., but the
handling of the Vocalion machine and records
will be confined to the Philadelphia store, with a
wide territory, including the eastern part of
Pennsylvania, southern part of New Jersey and
Delaware. Oscar W. Ray, the general manager
of the Vocalion Co., was in Philadelphia last
week to complete the arrangements, and the
firm is now going ahead to give this fine musical
instrument the best possible recognition in this
territory. It has already gotten in a number
of machines and quite a large stock of records.
The Philadelphia Show Case Co., which was
the former Vocalion distributor here, has re-
moved all its stock still unsold to the new head-
quarters, and the Lincoln Co. has already done
considerable business in the supplying of Vo-
calion records
The Vocalion will be given adequate space in
the firm's building at 1011, which is now taken
up almost entirely by office furniture, and B. H.
Rogers, the treasurer of the Lincoln Co., will be
in charge of the Vocalion jobbership. F. S.
Lincoln is the president of the company and is
in charge of the Washington store and resides
in the Capital City.
Blake & Burkart Open New Store
Blake & Burkart opened their new store, 20
South Tenth street, on Monday of this week,
and they have it fixed up in an unusually attrac-
tive way. It looks as if they were bound to
do a good business there, and they have the
genial Mr. Elton in charge. There are two large
display windows, one of which they are using at
present to display a big Red record advertis-
ing the Vocalion, surrounded by electric lights.
Doing Well With the Starr Line
The Witlin Musical Instrument Co., 807
Chestnut street, has very fine quarters in the
I. Press Building, where it handles the Starr
pianos and phonographs and the Gennett
records. It has been doing a splendid business
in both lines and has very fine offices and sam-
ple rooms at the address stated, with a large
warehouse at 243 Church street.
The Witlin Co. had a very good year last
year, much better than was expected. For a
considerable time this concern was merely a
distributor, but last Fall it also entered the
retail field. Among some of the leading firms
here with whom it does business are the Grand
Union Piano Co., of 853 East Allegheny ave
nue; Walter A. Williams, 1410 Porter street,
and George B. Davis, 3930 Lancaster avenue
This firm handles the Starr piano, but many of
our leading dealers here handle the Gennett
records. The head of the firm is Benjamin
Witlin. The local firm was recently visited bj
Fred Gennett, secretary of the Starr Piano Co.
Will Occupy Ornstein Quarters
The stock of the late George D. Ornstein Co.,
which was recently purchased by the five Phila-
delphia Victor jobbers, Louis Buehn & Co., the
Penn Phonograph Co., C. J. Heppe & Son, H. A.
Weymann & Son and the Talking Machine Co.,
is being transferred to these various houses from
the late Ornstein headquarters, 1025 Arch
street, which have been leased by the distribut-
ing department of the Talking Machine Co.,
which will shortly move to this address from its
present address at 1933 Market street. Harry A.
Ellis will be in charge of the distribution of the
Victor product of the Talking Machine Co.
He has long been connected with this company
as general manager, with offices at the Thir-
teenth and Chestnut streets store, but will move
to the Arch street address, and John A. Snyder,
long connected with the Talking Machine Co.,
will be in charge of the Chestnut street main
retail store.
Featuring Ted Lewis
From a 10-cent whistle to $100,000 a year is
the life story of Ted Lewis, and he is proving
(Continued on page 80)
r
i
Here's A Sales Fact For Victor Dealers
Casually it doesn't seem important— in reality it is a
vital factor in producing sales.
Your Belief in the supremacy of Victor Products and
your ability to create this same belief in the minds of
the hundreds of people in your community — will deter-
mine to a great extent your volume of business this year.
The Philadelphia Victor Dealers' Meeting — March
6-7-8 — will transform Belief into Definite Knowledge.
This Knowledge Means Selling Power.
Selling Power Means Sales.
The Louis Buehn Company
of Philadelphia
El
3
80
THE TALKING MACHINE WORLD
February IS, 1922
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 79)
H. A. WEYMANN & SON, Inc.
1108 Chestnut Street Philadelphia, Pa.
Victor Wholesale Distributors
Q.R~«5, PLAYER ROLLS
oteMANN "KEYSTONE- STATS" STR* IlfeTRMT<5
1922 promises to be a year that will hold
much good in store for the Victor retailer.
Therefore we urge that every Victor
retailer concentrate his energies on Victor
merchandise and we believe his efforts
will be well repaid
Towards this accomblishment
we offer you unsurpassed Jm
service
Hliill!
why he made that rapid rise at the Shubert
Theatre in the "Greenwich Village Follies of
1921." All Columbia dealers in Philadelphia
have been provided with streamers announcing
Ted Lewis, and four dealers, Starr & Moss,
Ross' Frankford Music Shop, Meyers F. Hall
and O'Halloran, have purchased space in the
program as a further tie-up. The sales of Ted
Lewis recordings are very gratifying.
A Live-wire Columbia Dealer
Here is a story of a real, live-wire Columbia
dealer: George Ross, of the Frankford Music
Store, decided to run a "Ton Sale" of Colum-
bia Record No. A-3512. He purchased a large
quantity and sent out over his mailing list an
announcement that he had a ton of "Leave Me
With a Smile" records. His customers started
coming in and he started selling records.
One Italian who could not read English came
and wanted to know what it was all about. He
was told that this record was for sale. The
Italian confessed that he would like the record
but had no phonograph on which to play it.
With this information as a cue Mr. Ross sold
the Italian an F-2 Grafonola.
However, Mr. Ross' customers continued to
come in and, due to a short shipment of
A-3512, he could not fill all the orders, so Mr.
Ross immediately asked for another shipment
of that record, and when he got it another
Grafogram was sent out informing those who
were disappointed when his first shipment ran
out that they could now purchase this record
at the Frankford Music Store. The results from
the second Grafogram were equally as great
as the first one.
Brunswick Dealers Report Progress
' The Philadelphia Brunswick distributor, R. M.
Nelson, has been paying an extended visit to the
trade throughout Pennsylvania and has returned
with the opinion that everything is going well
with the Brunswick in this district. Nearly all
of the Brunswick firms complained to him of a
shortage of stock, but several carloads have
just arrived in Philadelphia and Mr. Nelson
hopes to even them up in such a way that the
dealers will have little of which to complain at
present.
Mr. Nelson says: "The McWilliams Stores'
manager in Wilkes-Barre states that December
business was far beyond expectations, both in
Wilkes-Barre and Nanticoke, and that business
is continuing very good in both places. At the
Leader Store in Bloomsburg business was re-
opened a Brunswick department in Danville in
December, said that he had sold out" everything
he had in the way of machines in December and
that he is having a most satisfactory business
in records. The Snyder Service Store at Sun-
bury is operating an exclusive Brunswick de-
partment and states that the only thing that
keeps it from doing a very big business is
the shortage of Brunswick merchandise. The
Reigle Store and Yohn Bros., of Harrisburg,
both report having had a large post-holiday
business, but could have done a lot more if they
had been able to get the goods. The Watt &
Shand phonograph department at Lancaster,
under the able management of W. R. McAlister,
closed a most successful year, and the Brunswick
Music Hall, of Scranton, where an exclusive
Brunswick department was opened late in the
Among the recent Brunswick visitors were:
George H. Eldridge, of Pitman Grove, N. J.;
Mr. Zerker, of the Regal Store of Hamburg
and York, Pa., and J. I. Monroe, of the Bruns-
wick Shop, Williamsport.
Optimistic Over the Pathe
O. M. Kiess, the new Pathe distributor here,
is bending every effort to get things back to
normal again and is highly gratified with the
encouraging letters that his firm has been re-
ceiving from dealers who are entering into the
sales of the Pathe with renewed energy. He
states: "Business is progressing right along
and things are looking better to us from day to
day. There seems to be no question but that
there will be an early reorganization of the
Pathe Co. and we expect business to come
along better in 1922 than ever before. The big
price reductions that went into effect last De-
cember have moved immense quantities of mer-
chandise and I believe things are going to get
better right along."
Some Recent Callers on Buehn Co.
Louis Buehn & Co. are well satisfied with the
volume of business they were able to do in
January and are looking to this month with con-
fidence. Among the recent Buehn visitors here
were: Mr. Coles, from the Ventnor Pharmacy,
Ventnor, N. J.; A. Paul Yerger, Soudertown,
Pa.; Mr. Moore, of the Johnston Co., Lancas-
ter, Pa.; Paul Erhardt, Salem, N. J.; M. J.
Malarkey, Pottsville, Pa.; Mr. Loser, of the
Miller Piano Co., Lebanon, Pa.; Leon Wittig,
of the Wittig Piano Co., Reading, and I. C
Kennaro, Phoenixville, Pa.
Entertain Principals and Teachers
The second of a series of demonstrations given
to the representative teachers, principals, etc., of
Philadelphia schools and vicinity, in the Model
Shop, on Music Appreciation was given Janu-
ary 14. The teachers were very enthusiastic over
the demonstration, requesting that Miss Martin,
the educational representative, continue to give
such demonstrations. The second demonstration
had twice the attendance of the first, which was
extremely good encouragement.
During the week starting January 16 the local
Columbia branch had the use of a display win-
dow in the Philadelphia Inquirer Building at
Twelfth and Market streets, where at least
100,000 people pass daily. There was an attrac-
tive young lady in the window demonstrating the
exclusive features of the Grafonola in a very
ported as quite satisfactory; B. W. Leiby, who Fall, reports having had a wonderful business."
On
Guard
Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.
Sold by most Victor Distributors.
Write them or us for prices.
Penn Phonograph Company
913 Arch Street
Victor Wholesale Only
Philadelphia, Pa.
February 15, 1922
THE TALKING MACHINE WORLD
81
effective manner. The Enquirer people were a
little worried for fear the police would put a
stop to the demonstration, owing to the vast
crowds that collected on the pavement.
Recent visitors to the Columbia branch here
werjs: W. B. Hill, Pottsville, Pa.; S. H. Sort-
man, Newark, Del.; J. A. Wuchter, Allentown,
Pa.; O. K. Fink, Pottstown, Pa.; H. B. Newkirk,
Salem, X. J.; L. F. Oskierko, Mt. Carmel, Pa.,
and Mr. Mayer, of Gelb & Mayer, Blooms-
burg, Pa.; I. H. Sortman, Wilmington, Del.;
Mr. Klein, Bridgeton, N. J., and M. B. Pinkham,
executive office, New York.
The Music Shop Has Entire Building
The Music Shop, talking machine and Okeh
record dealer, of this city, has found 1921
business very good with every evidence of the
new year surpassing it. L. P. Morsbach, pro-
prietor of the shop, has announced that he has
bought the entire building where the shop is now
located, at 1620 West Passyunk avenue, and ex-
tensive alterations are planned to be made in
the Spring, thereby providing greatly increased
and needed facilities.
Doing a Large Okeh Business
The Okeh distributing business of A. J. Heath
& Co., in this city, is reported to have opened
the new year well. C. A. Malliet, who is now
in charge of the company,, is energetically plan-
ning for a big year. A. J. Heath, formerly in
charge and who recently severed his connections
with the company, is a frequent visitor at the
headquarters, where he is placing his experience
at the disposal of the new management.
Alterations at F. A. North & Co.
F. A. North & Co. have decided to bring
their talking machine department from the
mezzanine gallery, in which it has been housed
since they entered this line of the business, to
the first floor, and they have given the contract
to the Unit Construction Co. to build them a
series of booths and record racks. The music
roll department of the firm will be moved to the
present talking machine department.
Looks for an Increasing Business
Everybody's Talking Machine Co. reports
having a very fair business since the first
of the year and it is looking for it to increase
right along. Among recent visitors were Louis
Unger, of the Brilliantone Co., and A. B.
Schechter, of the General Phonograph Corp.
W. W. Weymann Pleased With Outlook
W. W. Weymann, head of H. A. Weymann &
Son, says that the outlook for an increase in
business is decidedly promising. He said: "Re-
garding the talking machine business, the de-
mand from our dealers for the February list of
Victor records shows a very great increase over
last year's February list, and orders for stock
records likewise show a decided improvement.
We are taking orders from our dealers for the
new art model Victrolas and we will begin mak-
ing shipments as soon as the machines are re-
ceived from the Victor Co.
"We received in this morning's mail a num-
ber of reorders from our dealers for the new
Motrola, which is proving a ready seller wher-
ever it is being featured. In the Q R S roll sec-
tion of our business some very good numbers
have just been received and this department
shows a continued increase in sales."
M. Rotter, of Bridgeport, Conn., dealer in talk-
ing machines and toys in that city, has been
declared bankrupt.
CLOSE OUT ORNSTEIN CO. BUSINESS
Other Victor Jobbers in Philadelphia Take Over
Assets and Stock of That Company Follow-
ing Recent Death of Geo. D. Ornstein
Philadelphia, Pa., February 3. — It having been
dtcided to discontinue the business of the George
D. Ornstein Co., Victor wholesaler of this city,
following the recent death of George D. Orn-
stein, arrangements were made whereby the
other Victor wholesalers of this city purchased
the assets and stock of the company, each whole-
saler taking a proportionate share of the prop-
erty. The move of the jobbers was in line with
the desire of Mrs. Elsie T. Ornstein, the sur-
viving partner, to be relieved of the burden of
the business, as set forth in a letter to the
trade, under date of January 21.
The work of inventorying the stock was a
trying task and much credit is due to Louis
Buehn, president of the Louis Buehn Co., local
Victor wholesaler, and also president of the Na-
tional Association of Talking Machine Jobbers,
for his successful efforts as representative for
the other Philadelphia jobbers in the handling
of the details of the matter.
The distributors participating in the purchase
of the Ornstein stock were: The Louis Buehn
Co., Inc.; Penn Phonograph Co., Inc.; H. A.
Weymann & Son, Inc.; C. J. Heppe & Son and
the Talking Machine Co. of Philadelphia.
REMINGTON STOCKHOLDERS MEET
Reconstruction of the Business Is Favored, but
No Definite Action Taken — To Meet Again
in New York City at Early Date
Philadelphia, Pa., February 1. — A meeting of
the stockholders of the Remington Phonograph
Corp. was held at a local hotel in this city
yesterday. This corporation was placed in the
hands of a receiver in equity on December 1 of
last year and at the instigation of the officers of
the company an unofficial meeting of the stock-
holders was previously held on December 13. At
that meeting a special committee was appointed
to make the necessary investigation and the
reports of this committee were rendered at the
meeting yesterday.
It was stated by a representative of the com-
pany that although the company's by-laws do
not provide for the holding of meetings out-
side the State of New York the directors, in
response to a request from the committee
and also due to the fact that the majority of
the stockholders are residents of Philadelphia
and places adjacent thereto, amended the by-
laws for the holding of the stockholders' special
meeting on January 30 in Philadelphia. Lengthy
parliamentary debate delayed the development
of plans for the future. James S. Holmes,
vice-president of the Remington Phonograph
Corp., stated that the stock represented in per-
son and by proxy was largely in favor of a
reconstruction of the business, but the meeting
was adjourned without definite action being
taken. Mr. Holmes states that the officers will
promptly place the matter before the stock-
holders again at a meeting to be called in New
York City and has full hopes for the continu-
ance of the business with added capital.
PEARSON PIANO CO. IN NEW HOME
Worcester, Mass., February 5. — A concert
marked the formal opening of the new quarters
of the Pearson Piano Co., at 23 Main street, here
last week. This concern now has one of the fin-
est establishments of its kind in the city. Sound-
proof record demonstration booths and talking
machine display rooms are features of the store.
Italian Music Rolls
Largest collection of Italian and other foreign
music rolls in the United States. Catalogs and
discounts on application.
UNITED MUSIC STOKES
G19 Cherry Street Philadelphia, Pa.
225 W. Mulberry St., Baltimore, Md.
H. N. McMenimen
Consulting Engineer
Consultation by appointment on
every phase of the phonograph in-
dustry, including:
Recording, Plating and
Pressing
Motor, Tone-Arm and
Reproducer Design
Patent and Model
Development
Sales Promotion and
Advertising Plans
Laboratory:
Scotch Plains, N. J.
Tel. Fanwood 1438
Offices:
2 Rector Street, New York
Tel. Rector 1484
TO INCREASE MANUFACTURING PLANT
Business of the National Decalcomania Co.
Steadily Expanding — Products Grow in Favor
Philadelphia, Pa., February 9. — The need for
inci eased facilities is again apparent in the busi-
ness of the National Decalcomania Co., of this
city. When the present management took over this
business some four years ago only about one-
third of the present plant was used. Under the
management of George C. Grunewald the busi-
ness of this company has grown steadily. Dur-
ing this period of time adjoining real estate has
been acquired and additional buildings erected.
However, this space is again insufficient for the
steadily growing business of this company.
Additional presses are needed, but there is no
floor space for them. Accordingly, it is the plan
of the company to erect additional buildings on
adjoining property which they own in the near
future. The National Decalcomania Co. pro-
duces decalcomania for all conceivable purposes.
The department devoted to talking machine decal-
comania is busy and the products of this com-
pany are being used for this purpose all over
the country. There is also a good foreign
demand.
Observe how all passionate language does of
itself become musical, with a finer music, than
the mere accent; the speech of a man even in
zealous anger becomes a chant, a song. — Carlyle.
MM
KM
KM
KM
i We buy Records, Motors, Parts |
1 — anything in the talking machine J
(line.
Send us full particulars and
we will quote you a price.
2 Also send for our large list of *
| RECORDS, MOTORS and PARTS. J
\ RELIABLE PHONO SUPPLIES CO. j
I 109 North 10th Street Philadelphia, Pa. f
THE TALKING MACHINE WORLD
February 15, 1922
KANSAS CITY
Business Decidedly Improved — Prospects Grow Brighter— Stocks Are
Low — Higher Priced Talking Machines and Records Have the Call
Kansas Cm", Mo., February 6. — January has
been a record month in the sale of records, the
jobbers and the dealers report, in the Kansas
City territory. This is partly accounted for on
the ground that the month followed a big
month in the sale of machines; that the new
records for the month have been' unusually at-
tractive; that the prices have been reduced, and
that the public is buying more intelligently and
sj-steinatically than in the past. The sale of
machines has been good in the higher-priced
models in the cities and dealers are stocking up
on all classes of machines, following the clean-
ing-out sales of December. In some cases
there has been activity in the advance orders
for March and April delivery. Business is con
sidered good in contrast with this time last
year, when the dealers were overstocked, owing
to the failure of the holiday sales and the slump
in all kinds of buying that was going on. Deal-
ers to-day, on the other hand, are optimistic
and are not only doing a good business now
but are looking confidently forward to an extra-
good year, with a satisfactory turnover.
Brunswick Console Is Popular
F. M. Briggs, of the Brunswick, says that the
Stratford console at $300 is holding up as the
best seller and that the demand is good and
constant. The demand in certain lines is in
advance of the factory output. F. W. Cooper,
factory representative, was in Kansas City re-
cently and reports that the factory is working
full force and full time, but has not been able
to meet the demand. Reports from over the
territory are to the effect that the stocks are
lower than at any previous time, and orders to
fill up the stocks are coming in. Dealers are
not ordering beyond their immediate needs.
however. The Brunswick branch here will add
a new salesman soon to travel this territory.
The business of the local Brunswick shop in
Kansas City has been better in December and
January than in either 1919 or 1920, or Janu-
ary, 1921. The orders for records indicate that
there is a dance craze on just now and there are
an unusually large number of orders for
"Wabash Blues" and some of the newer favor-
ites. "Leave Me With a Smile," especially, is
one of the biggest hits of the day.
To Attend Edison Jobbers' Convention
M. M. Blackman, manager of the Phonograph
Co., of Kansas City, will attend the conference
of jobbers at New York in February and take
part in the celebration of Mr. Edison's birthday.
While Mr. Blackman usually has some sort of a
drive for business on,, he is now waiting for this
conference to decide on the plan of sales cam-
paign for 1922. The sale of records in Janu-
ary is reported good, the new Re-creations re-
leased are meeting with exceptional favor.
Mr. Blackman is regretting that the Chicago
office is taking away his assistant, N. A. Bailey,
who becomes the assistant of C. E. Goodwin.
The larger opportunity offered Mr. Bailey in
the Chicago office has been earned by persistent
and intelligent efforts that are highly appre-
ciated.
Awaiting the New Victrola Models
Arthur A. Trostler, of the Schmelzer Co.,
Victor wholesaler, says that everything looks
good to him. He says that the record sales
for January have been phenomenal ; • that the
dealers are filling up after a good holiday trade,
and that the difference between now and a year
ago is very marked. Then they were pretty
blue, because they were left with large stocks on
hand and little prospects of selling them. To-day
they have very little stock on hand and there
is every reason to hope for a good year. Janu-
ary business, both in records and in machines,
has been good, and the general attitude of the
dealers is very optimistic. The new console
models of the Victor promise to be popular
with the trade. Orders are coming in and the
comments that have been received from dealers
who have not yet ordered show appreciation
of the models themselves and of the company
for furnishing them to the trade. Mr. Trostler
expects soon to be able to announce a successor
to D. R. Walsh, who was the head of the edu-
cational department of the Schmelzer Victor
department and who resigned some months ago.
Strong Columbia Advertising
Mr. Johnson, of the Columbia branch, is call-
ing attention to the aggressive advertising
policy that is being carried out in this terri-
tory in local papers and reports that it is bear-
ing rich fruit in sales of both records and ma-
chines.
New Post for Charles R. Lee
Charles R. Lee, who has been the manager of
the Edison Shop in Kansas City, has become
the manager of the Victor department of the
Jones Stores Co. This department had an un-
usually large business during the holidays and
was holding up well in 'January. An unusual
opportunity for the development of a big busi-
ness is offered to Mr. Lee with the Jones Stores.
Demand for the Better Records
H. J. Ivey, manager of the Victor depart-
ment of the Peck Dry Goods Co., is calling
attention to the high grade of business that is
being done this month. He says that the sales
of records have run to the Red Seals and that
the ordinary records are not nearly so much
called for now as during the holidays. Asked
for an explanation of the fact, he ventured the
opinion that the buyers now were the real
lovers of music who bought persistently
throughout the year and not those who bought
thoughtlessly, to a large degree, just before
the holidays. He sees in this feature of the
Individuality in Your Product Will Mean More Sales for You!
The New Empire Univer-
sal Ball Bearing Tone
Arm and Reproducer
Made in Two Lengths
8" and 9"
WE are prepared to submit to re-
liable manufacturers samples of
our tone arms and reproducers in order
to enable them to determine the merit
of our product. Our prices are low and
the quality of our product is second to
none.
Write or wire us for samples and
quotations and give us an outline of
your requirements.
The Empire Universal
Pivot Base Tone Arm
and Reproducer
Made in Several Lengths.
THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.
Established in 1914
Manufacturers of High Grade Tone Arms and Reproducers
W. J. McNAMARA. President
The Talking Machine World, New York, February 15, 1922
Timely Releases Wonderful Sellers
Records
The Record of Quality
OKeh Dealers get the hits while they are hits!
You know what that means — Rapid stock turn-
over and the good will of your patrons.
These six best sellers are the last word in
superb recording, novelty and "pep." That's
what the public wants and that's what you will
find in all OKeh Records.
Six Best Sellers
4460 f I WANT MY MAMMY — Fox-trot Green Brothers' Novelty Band
10 in. -j „
75c i DAPPER DAN — Fox-trot Joseph Samuels' Jazz Band
4468
10 in.
75c
BIMINI BAY — Fox-trot Harry Reiser, Banjo Soloist
Accompanied by Rega Dance Orchestra
APRIL SHOWERS (From "Bombo") — Fox-trot Market's Orchestra
4467 r WHEN FRANCIS DANCES WITH ME — Waltz Market's Orchestra
10 inJ
75c [ MONASTERY BELLS— Waltz Green Brothers' Novelty Band
4479 r MY SUNNY TENNESSEE — Tenor with Orchestra Lewis James
10 in. J
75c 1 TUCK ME TO SLEEP IN MY OLD 'TUCKY HOME— Tenor with Rega Orchestra Billy Jones
4497 f BLUE DANUBE BLUES — Fox-trot Blue Diamond Dance Orchestra
75c 1 KA-LU-A — Fox-trot. Hawaiian Guitar Effect by Virginia Burt .... Blue Diamond Dance Orchestra
4498 f THE SHEIK OF ARABY— Fox-trot,
IQ -m I Ray Miller, Melody King, and His Black and White Melody Boys
75c | FOUR HORSEMEN — Fox-trot Glantz and His Orchestra
General Phonograph Corporation
OTTO HEINEMAN, President QKxIv-
25 West 45th Street, New York City
February 15, 1922
THE TALKING MACHINE WORLD
83
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"FILASSE — PHILA."
Send for Samples and Special Quantity Quotations
LONG DISTANCE 'PHONE
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IMICO INDIA RUBY MICA DIAPHRAGMS
IMICO" and "SERVICE" are SYNONYMOUS and QUALITY INCOMPARABLE
MANUFACTURED EXCLUSIVELY BY
INTERNATIONAL MICA COMPANY
GENERAL OFFICES AND FACTORY: 37th and B3ANDYWINE STS., WEST PHILADELPHIA, PA.
PHILADELPHIA, PA.
YOKOHAMA, JAPAN
CHICAGO, ILL.
MIDWEST OFFICES AND WAREHOUSE
106-110 W. LAKE ST.,
CHICAGO, ILL.
V. T. SCHULTZ
CLEVELAND, OHIO
RAYSOLO SALES CO.
LANCASTER, PA.
ARTHUR BRAND & COMPANY
CINCINNATI, OHIO
WALTER S. GRAY
SAN FRANCISCO, CAL.
DAVENPORT PHONOGRAPH &
ACCESSORY CO.
DAVENPORT, IOWA
ARTOPHONE COMPANY
ST. LOUIS, MO.
STEINOLA COMPANY
KANSAS CITY, MO.
PROVIDENCE PHONOGRAPH
SUPPLY CO.
PROVIDENCE, R. I.
trade an encouraging omen and thinks that it
speaks well for a fine business throughout the
year. He also spoke of the fact that the sales
had been mostly of machines which were priced
above S150 rather than below that sum. This
corresponds, in a way, with the feature in the
sales of pianos, where the high-grade instru-
ments are selling unusually well and the sale
of the lower-priced instruments is not so good.
M. C. Schoenly to Resign
M. C. Schoenly, manager of the wholesale
Victor department of the J. W. Jenkins' Sons
Co., reports that the most optimistic letters
are coming from over the territory as to the
closing up of the year that has passed and the
opening of the new year. The dealers have
taken advantage of the big advertising cam-
paigns of the Victor and have put things over
in a very satisfactory manner. He thinks that
the large advertising that has been done during
the dull months of 1921 will bear fruit in a very^
large way in 1922. Dealers visiting the whole-
sale department, as well as those writing in,
are expressing their confidence in the future.
The reports that are coming in from the field
men are to the same effect.
Mr. Schoenly, who has made an enviable sales
record with the Jenkins Co. during the hardest
of hard years, will soon sever his connection
with that company. He is not now ready to
announce his future connection. The date of
his closing with the Jenkins Co. will depend in
part upon the time that company can provide
a successor.
Secures the Victor Agency
The Paul Music Co. has secured the Victor
agency heretofore held by the Boyce Voice
Shop and has purchased the stock of records
and machines. The removal of the stock took
place on February 1 and this made things pretty
busy at the Paul shop. This company has been
an exclusive Columbia shop and the adding of
the Victor line is considered by the manage-
ment as a very valuable addition. The Paul
shop is located between two of the most popular
picture shows in the city, on one of the busiest
streets, and close to some of the leading hotels.
During the evening hours the shop enjoys a
very satisfactory trade, not only from those
who come to the theatres, but from the tran-
sient trade stopping at the hotels. Some very
attractive show windows play an important part
in attracting the trade.
The Gennett Record Demand
The Starr Piano Co. reports a very large sale
on its Gennett records. They have been intro-
duced to the public here by an aggressive
campaign of advertising featuring the pre-war
price at which they have been offered. The
company management reports that the repeat
orders from persons who were induced to buy
on account of the price and publicity have been
most gratifying. This popularity makes them
look forward to increasing sales during the
year.
Happy Six Scheduled to Appear
The Happy Six Dance organization has made
several bookings for appearances in the Kansas
City territory, and will appear under the aus-
pices of local Columbia dealers in Topeka, Kans.,
Herrington, Kans., and Atchison, Kans., in the
very near future. Probably appearances will be
scheduled in other towns of the territory through
the Columbia dealers, and in the three towns
mentioned above considerable enthusiasm is be-
ing worked up and dealers anticipate a big in-
crease in Happy Six Columbia records as a re-
sult of the appearances.
J. W. Buck, vice-president, and R. V. Brown,
president, of the Rorabaugh-Brown Dry Goods
Co., Wichita and Oklahoma City, stopped off in
Kansas City on their way back from a buying
trip in New York City, and are pleasingly opti-
mistic about business prospects for this year.
S. Brenner, formerly connected with the Bren-
ner Furniture Co., of this city, will open an ex-
clusive Grafonola Shop at 718 Minnesota street
within a few days. Mr. Brenner is intensely
enthusiastic about his opening and expects to do
a splendid Grafonola and Columbia record busi-
ness during 1922.
Several new appearances of Barbara Maurel,
an exclusive Columbia artist, have been sched-
uled for the Kansas City territory, and Columbia
dealers in the towns, where these appearances
Will be have arranged splendid tie-up so as to
secure all of the publicity and Columbia record
business possible through Barbara Maurel ap-
pearances.
Mr. Waldo, of Ross & Waldo, Ellis, Kans,
exclusive Columbia dealers, was in town this
week to purchase his Spring stock of Grafonolas
and Columbia records, and to attend the hard-
ware convention.
The M. T. Abernathy Music Co, of Independ-
ence, Kans, will be exclusive Columbia dealers
in Independence, Kans, from now on.
TO DISTRIBUTEJHE REC0RD0LA
Cabinet & Accessories Co. Plan Active Cam-
paign on Making Records in the Home
The Cabinet & Accessories Co, Inc., New
York City, has been appointed distributor of
the Recordola, made by the Recordophone Co.,
Inc., of New York City. This ingenious device
for the making of records in the home is at-
tracting favorable comment from the dealers
and many orders have been placed. The Cabinet
& Accessories Co, Inc., is presenting the
Recordola in a particularly high-class manner.
It is its policy not to sell by mail on this
particular device, but rather to carefully demon-
strate the proper working of the instrument.
F. J. Williams, formerly of the transporta-
tion department of the Central Vermont Rail-
way, has joined the sales staff of E. E. Clark-
son & Co, talking machine and piano dealers.
GRAFONOLA AT K1WANIS LUNCHEON
Tampa, Fla, February 6. — Six new members
were initiated recently into the Kiwanis Club
at the regular Wednesday luncheon at the Plaza
Club. Dan Galvin and J. L. Lawrence, in charge
of the entertainment program for the luncheon,
introduced a new stunt at the meeting. A Co-
lumbia Grafonola was brought into the Plaza's
main dining room and ten selections were
played, each member being asked to write the
names of as many of the selections as possible.
Three prizes were offered by Mr. Lawrence in
the contest and the winners were as follows:
Miss Edith Price, first prize; Nick Palaveda,
second prize, and Merle Price and Edgar Holt-
singer tying for third place.
Olin S. Grove, talking machine dealer of
Oakland, Cal, has added the Victor line of
machines and records to his stock.
The
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The only electric motor sold with an unconditional two-
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THE SYMPHONY MUSIC COMPANY
1020 WILSON AVENUE CHICAGO
84
THE TALKING MACHINE WORLD
February 15, 1922
Q U ALI T" "V
~Z5
HANOVER, PA., U.S.A. 7 §
— — _____ — — , — —
LONG
CONSOLES
WILL PRODUCE SALES
When we introduced our "CON-
SOLES" to the dealers last year,
we knew that we were offering- the
trade a quality product with un-
limited sales possibilities.
Our sales during 1921 substantiated
our belief that the dealers would find
LONG CONSOLES an important
sales stimulant, for we have been
working day and night to meet the
requirements of the trade.
LONG CONSOLES are recognized
leaders in the Cabinet field, and for
1922 we are planning to give the
dealers enhanced service and co-
operation. You will find it distinctly
profitable to carry a complete line of
LONG cabinets during the coming
year.
Write for Our Catalog
The Geo. A. Long
CabinetCompany
HANOVER, PA
znmnnm
Style 600
Sheraton
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Colonial
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Louis XV
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Chippendale
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Hepplewhite
February 15, 1922
THE TALKING MACHINE WORLD
BUFFALO
Trade Optimistic — Luncheon
of Victor Dealers — Impor-
tant Trade Changes — News
Buffalo, N. Y., February 9.— Talking machine
dealers are more optimistic now than they have
been for some time past. Industrial conditions
are showing improvement and there is a general
opinion that with building and lake navigation
under way the unemployment problem will be
close to solution in Buffalo. Dealers report Janu-
ary trade was considerably above their expecta-
tions, while February started with a good volume
of business.
The Victor Dealers' Association of Western
New York held an enthusiastic meeting at the
Hotel Iroquois on January 26, following noon
luncheon. This meeting was the first of a
series at which it is planned to hear and discuss
the releases for the following month. The deal-
ers devoted three hours to hearing and discuss-
ing the March releases. President C. E. Sieges-
mund, of the association, spoke briefly on gen-
eral conditions. The two jobbing houses, the
Buffalo Talking Machine Co. and C. N. Andrews,
were both represented at the meeting. It is
planned to hear the April releases at a similar
meeting to be held late this month.
Nora Bayes was a recent caller at the Buffalo
Columbia branch. She was the star of a Shu-
bert vaudeville program at the Teck Theatre and
her local appearance has greatly stimulated the
sale of her already popular records. Another
Columbia artist who was recently in the district
is Josef Hofmann, pianist.
G. W. Peace has resigned as assistant manager
of the local Columbia branch and has been suc-
ceeded by H. W. Cardozo, who was formerly
with the New York branch. O. F. Benz, record
sales manager from the Columbia executive
offices, called upon Branch Manager Haring and
with him visited a number of dealers. Out-of-
town dealers who have visited the local Columbia
branch recently include Mr. Besch, of Gowanda;
Mr. M ann, of Warsaw; Mrs. Reichoff, of Niag-
ara Falls; Mr. Martin, of Fredonia; Mr. Mur-
dock, of LeRoy; Mr. Caskey, of Eden, and Mr.
Burtch, of Tonawanda.
Charles Hoffman. Sonora distributor in Buf-
falo, reports business showing steady improve-
ment. Mr. Hoffman is planning to spend a
month in Florida, returning in time to help
make the- Spring a record-breaker for the Sonora
in this district.
The store of Houck & Emons, at 1476 Genesee
street, has been sold to J. Kibler, the former
owners going into another field of business.
Mr. Kibler, who carries a general line of musical
instruments, plans to make a big specialty of
talking machine records.
J. C. Du Breuil, who has been placed in charge
of a large district by the Brunswick Co., was a
recent visitor here, calling upon Branch Man-
ager C. W. Markham. Mr. Du Breuil has super-
vision over the Buffalo, Cleveland and Pitts-
burgh districts. He was greatly pleased with the
outlook for Spring business as reported by Mr.
Markham.
F. E. Russell, formerly manager of the talk-
ing machine department of J. N. Adams & Co.,
is now with Neal, Clark & Neal's sales depart-
ment. F. S. Barber, formerly of Neal, Clark &
Neal, is now manager of the talking machine
department of the Rudolph Wurlitzer Co. store.
H. C. Culp is the new manager of the Adam
Co.'s talking machine department. He is planning
many improvements.
An alarm of fire was sounded from the Main
street store of C. E. Siegesmund a few days
ago, but when the firemen arrived it was found
that a rag burning in a furnace pipe was respon-
sible for smoke which filled the store. No dam-
age was done by the blaze.
Elbridge Glantz has been appointed manager
of the talking machine department of the Stran-
burg music store at Bradford, Pa.
Neal, Clark & Neal have been conducting a
ten-day Victrola show, which has attracted many
visitors. Much newspaper publicity was given
the show and business was greatly stimulated
during the period, the firm reports.
Dealers report price reductions on records
have greatly stimulated sales and continued good
business in record departments is expected for
some time.
EDISON SCHOOL IN QUAKER CITY
Sessions for Local Salesmen to be Held in
Auditorium of Snellenburg Store
0. W. HANSON REMODELING STORE
Kane, Pa., February 7. — O. W. Hanson, exclu-
sive Columbia dealer, of this city, is making ex-
tensive improvements in his establishment which,
when finished, will make it one of the most com-
pletely equipped in this part of the State. Mr.
Hanson, through aggressive sales methods, has
built up a large business which is steadily grow-
ing-
H. L. Martin, music merchant of Loveland,
Col., has sold out his entire stock, with the
exception of Edison phonographs and Baldwin
pianos, which he will handle exclusively in the
future.
Philadelphia, Pa., February 8. — The Edison
School for Salesmen, which is to be held in this
city on February 20, 21 and 22, will be conducted
in the spacious auditorium of the N. Snellenburg
Co.
Dr. Benjamin W. Robinson, whose services
were secured through the Carnegie Institute of
Technology, will be the instructor in charge.
William Maxwell and Gene Lockhart will be
among those from the Edison Laboratories who
will attend the Philadelphia school. The Edison
jobber in Philadelphia, the Girard Phonograph
Co., has worked hard on the preparation for this
school, and the enrollment already made insures
a complete success from the standpoint of
attendance.
Just bear in mind that everybody was talking
depression a year ago. To-day they are busy
discussing improvement.
The
Most
Moderti
and
Unique
Phonographs
E believe we are to be
pardoned when we
explain that we refer to the
many "Bouquets" which
are being sent us by the
Dealers handling the
MODERNOLA to their
thorough satisfaction.
Why not put the
Modernola to the
Test for yourself?
We have a very attractive proposition
and know you will be interested, because
here is a Phonograph perfect in every
way and entirely different from all the
rest.
The Modernola Company
JOHNSTOWN, PA.
Eastern Sales Representatives —
For full information The Modernola Sales Company, Inc.
address Dept. D. Geo. Seiffert, Pres.
Offices: 929 Broadway. New York City
D
a
86
THE TALKING MACHINE WORLD
February 15, 1922
Universally Adaptable — Insures Real Reproduction — Noiseless —
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THE PERFECT MOTOR FOR PHONOGRAPHS
THE SHELTON MOTOR
More than 20,000 users
Edison, Victor, Columbia — any phonograph —
can be quickly transformed into an automatic
motor-driven instrument. Cost is negligible.
Operated for less than five cents a month. Guar-
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Thousands of satisfied users. When attached,
simply give the turntable a touch, the motor starts
automatically and runs at that even, uniform speed
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Invisible when the lid is closed.
Phonograph dealers everywhere only need to
show the Shelton Motor to convince the customers
of its advantages and superiority.
We will gladly furnish you with the name of
your nearest distributor.
SHELTON ELECTRIC COMPANY
16 EAST 42nd STREET
NEW YORK, N. Y.
February 15, 1922
THE TALKING MACHINE WORLD
87
PERSONALITY AN IMPORTANT FACTOR
Informative Article by H. B. Sixsmith, of
Mickel Bros. Co., Embodies Suggestions
Well Worth Consideration by the Trade
The following interesting and informative
article, headed "Personality," and written by
H. B. Sixsmith, sales manager of the Mickel
Bros. Co., Des Moines, la., Victor wholesaler,
appeared in a recent issue of the folder that is
mailed regularly by this company to its dealers:
"Someone once remarked to me that 'selling
was 10 per cent merchandise and 90 per cent
personality.' While I might have doubted it
at the time, I have since realized that the state-
ment was not much overdrawn at that.
"The need for personality in business and
the success that it brings are not to be disputed.
By business personality I mean the little per-
sonal attentions that some of us forget to dis-
play at times, and which show a discriminating
observance of the desires of our customers.
"The common term for such things might be
'service.' Satisfaction in service might be
termed the keynote of personality in any busi-
ness. Personality furnishes the keynote to
every business proposition. More than that, it
is the vital element in every enterprise, particu-
larly in the big Victor business of to-day.
"The prices of Victrolas have become stand-
ardized. It is, therefore, imperative that every
Victor dealer develop a personality that makes
his store stand out above all others. By your
personality you induce a customer to take a lit-
tle more than a casual interest in your busi-
ness and attract him into coming in again to
trade.
"Strive constantly to impress upon all cus-
tomers that behind every sale there is a per-
sonality that is trying to develop their good
will. Study the 'ins' and 'outs' of human nature.
We have long since discarded the 'public-be-
damned' policy and in its place we have a
modern one, 'the public be pleased.' A com-
plaint from a customer is not sufficient excuse
for you to 'fly off the handle,' but an opportu-
nity to exercise your personality in dealing
with human nature.
"Personalities have a far-reaching effect. In
the western part of the State there is a town
which has two dealers who sell Victrolas. One
is an energetic, ambitious chap with a per-
sonality that is a marvel. To have met and
talked with him is equal to a 'shot in the arm.'
His hand-shake comes from his heart, and when
he backs it up with one of his effervescent
smiles you get a 'thrill that comes once in a
lifetime.'
"The other fellow is an apostle of gloom.
You're afraid to shake his hand for fear of pull-
ing his arm out of its socket. He greets you
with a mournful face and his first words are
always something like this: 'Hello, how are
you? Don't waste any time trying to sell me
anything. Business is all shot to pieces and
I can't collect a cent on my accounts. Better
go over and talk to Frank. This business will
soon have me in my grave.'
"Whenever I'm in this section of the country
I always run in to see these two fellows, but
I never call on 'Old Man Gloom' first. I* al-
ways manage to get there about a half hour
before train time. If I called on him first he
would utterly ruin a perfectly good day for
me. so I take no chances.
Sound Boxes to flit Victor and Columbia.
Samples, $.60 each.
Tone Arm and Sound Box, Per Set $1.35.
We carry in stock parts for all makes ma-
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Pleasing Sound Phonograph Co.
Manufacturers — Jobbers
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Jobbing Territory Open
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"The worst part of it is that his store reflects
his miserable personality and even his clerks
have caught it. Can you imagine what impres-
sion the customer gets, and do you think that
such a personality will ever attract that cus-
tomer again?
"If you haven't a personality, develop one. If
you can't do that, then pick out a fellow who
has a good personality and imitate him."
J. A. BL1ESENICK BUYS BUSINESS
Manager of Hahne & Co.'s Talking Machine
Department Resigns and Buys Ridgewood
Victor Store — J. Blake Made Hahne Manager
Newark, N. J., February 4. — J. A. Bliesenick, for
a number of years manager of the talking ma-
chine department of the Hahne & Co. depart-
ment store, New and Broad streets, this city,
resigned his position last week to assume own-
ership and management of the Ridgewood
Talking Machine Co., Ridgewood, N. J. Mr.
Bliesenick started with Hahne & Co. about six-
teen years ago as a polisher in the piano de-
partment and from there he gravitated to the
talking machine department, which he helped to
build up and managed successfully for some
years. His new establishment is one of the
most attractive in Ridgewood and his wide ex-
perience in the retailing of talking machines as-
sures success. Victor talking machines and rec-
ords will be handled exclusively.
J. Blake, Mr. Bliesenick's assistant in the
management of the Hahne & Co. department
for the past five years, has succeeded to the
management, and although he has been in
charge but a few days he is already consider-
ing ambitious plans for expansion and increased
business. Mr. Blake has been connected with
the talking machine business since 1907 and he
is also an experienced merchandiser of ma-
chines and records. Victor talking machines
and records and Sonora phonographs are han-
dled in this department.
FISKE SINGERS ON COLUMBIA LIST
The Fiske University Jubilee Singers visited
New York recently, and while here made several
records for the Columbia Graphophone Co.
They had made one song when G. C. Jell, of the
Columbia recording division, called the em-
ployes of the company together, so that they
might hear the Jubilee Singers make their sec-
ond recording. The Columbia staff was keenly
enthusiastic regarding the splendid voices of
this well-known organization, and Columbia rec-
ords will undoubtedly be given a hearty recep-
tion by the dealers.
Gibson M. Hall, manager of the United
Phonograph Stores' branch at Middletown,
Conn., has severed his connections with that
company to enter another business.
GOVERNMENT CURBS RADIO MUSIC
Forbids Broadcasting of Concerts and Ad-
dresses by Amateur Sending Stations Until
Interference Can Be Avoided
Washington, D. C, February 3. — The Depart-
ment of Commerce has issued a temporary
order forbidding amateur radio sending stations
from broadcasting addresses and music until
some system is worked out which will elimi-
nate interference, which has been causing no
end of trouble since the boom in this form of
wireless communication started, about three
months ago.
Professionals who hold commercial licenses
are not affected by this order, but have been
advised that they should work out some pror
gram among themselves if action by the Gov-
ernment is to be withheld indefinitely. It is
estimated that there are more than 14,000
amateur radio-sending stations scattered about
the country. The law provides that all send-
ing stations must take out licenses.
BRUNSWICK STORES IN NEW JERSEY
B. Kemilhor in Madison, N. J., and the Merlon
Corp., of Newark, to Handle Brunswick Line
The phonograph division of the Brunswick-
Balke-Collender Co., New York, announces the
appointment of two new dealers in New Jersey.
B. Kemilhor has opened a well-equipped store
in Madison, N. J., and intends to cover his terri-
tory for the Brunswick in a very aggressive
way. This agency goes to the credit of T. J.
Garland, Brunswick representative for this terri-
tory.
Another agency recently established was that
of the Merlon Phonograph Corp., of Newark,
N. J., which conducts a chain of stores in vari-
ous cities in the State with headquarters in
Newark. It has taken on the Brunswick line
for the Newark, Bloomfield and Clinton stores
and intends to feature it exclusively.
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81[MILL STREET BLOOMFIELD, N. J.
88
THE TALKING MACHINE WORLD
February 15, 1922
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C I N C I N N A T I
Business Is Quiet but Dealers Are Working Along Trade-making
Lines — Record Demand Is Active — Albums Aid in This Connection
Cincinnati, 0., February 6. — Talking machine
business may indeed be rushing in Cincinnati,
but there is a great deal of concerted and ener-
getic investigation being made to discover in
just what direction it is moving so rapidly. Its
course, apparently, is not altogether toward the
stores of machine and record dealers, though
just enough of it is being isolated and lured into
paying money for this sort of entertainment to
make the dealers admit that they are fairly satis-
fied. Cincinnati dealers in talking machines and
records seem sensibly not to have joined them-
selves with the great army of strident economic
katydids who make the business grass resound
with their pessimistic twitterings.
The Popularity of "The Sheik"
There is, at least, a tacit agreement that if
every department of the stock-in-trade sold as
well as that meteoric record, "The Sheik," all
would be delightful. Morris Fantel, of Wide-
ner's Grafonola Shop, 117 West Fourth street,
is one of several to pronounce "The Sheik" to
be the month's best seller. He accords second
honors to "The Wabash Blues." Mr. Fantel
made a very encouraging report. He said: "Our
record business for January equaled that of De-
cember! It was a 50 per cent improvement over
last January. Our business in machines is much
better, and we are optimistic enough to believe
it will continue."
E. D. Fallin, of Widener's, Inc., spent several
days in Cincinnati on his way to New York.
A cash prize of $100, offered by Widener's to
the salesman making the greatest volume of
sales, net business and largest down-payments
during December, was won by R. O. Kindt, of
the Cincinnati shop.
To Attend Edison Jobbers' Convention
Manager Oelman, of the New Edison Co., 314
West Fourth street, reported a fair trade during
the month. He said: "Our business was satis-
factory both in machines and records. We had
not expected anything of exceptional nature, but
for results obtained we are encouraged, though
future conditions are considerably puzzling. Our
best record sales were made of a piano record,
'Kickin' On the Keys.' " Mr. Oelman plans to
attend the Edison jobbers' convention in New
York February 11, Mr. Edison's birthday. Mr.
Oelman will remain in New York during the
week of the convention.
E. M. Abbott, of the Abbott Record Shop,
Seventh and Elm streets, reports a fair business
during January. He said: "Our January busi-
ness was about medium. I am satisfied with the
business done, but we did not do quite as well
as we expected. One gratifying fact was that
the greater proportion of sales was made on
high-priced machines."
Again Proves Talents as a Drummer
When the Cincinnati Symphony Orchestra,
preparing to take its annual Southern tour on
January 23, found itself without the services of
its regular drummer, Clifford Link, son of
George Link, of Link's Record Shop, Vine
street, filled the vacancy. Mr. Link was for-
merly with the Cincinnati Symphony Orchestra,
and last year with the Detroit Symphony
Orchestra. He is a master at the instruments
of percussion.
E. I. Pauling, of the Starr Piano Co.. reports
a good business in both records and machines.
Mr. Pauling visited the Starr factory at Rich-
mond, Ind., in January, and reports that the
record-making department of the factory is
working both day and night.
Strong Victrola Demand
W. G. Rowbotham, of the Victrola depart-
ment of the Baldwin Piano Co., is another dealer
who accords first place in sales appeal to "The
Sheik." He said: " 'The Sheik' is by far our
biggest seller, both in records and music rolls.
It is a tremendous hit. In the main, our busi-
ness for January was very good, about the same,
or perhaps a little better, than last year. We
are very well satisfied, although January busi-
ness could be better."
Mr. Rowbotham calls attention to the new
console models of Victrolas to come out the
first of April. These are to be priced from
$115 to $350.
Mr. Rowbotham conducted a "one set" sale
of record albums in January and was most suc-
cessful. He was soon sold out, and plans soon
to launch another campaign of the same nature.
The window of the Baldwin Victrola Shop was
very attractive, centering on the new Victor
catalog, many copies of which have. been called
for at the store.
With the Columbia Dealers
The Columbia wholesale branch in Cincinnati
reports a number of interesting happenings in
the business throughout the Cincinnati district.
When a competing store in Madison, Ind., an-
nounced that it would give a free record concert
each Saturday night at 7 o'clock, Edward Kirk-
wood, Columbia dealer at Madison, promptly
hired a small "darky" to play a Grafonola at
the door of his store and announced a free con-
cert every day from 8 a. m. to 10 p. m.
J. E. Israel, of D. Sommers & Co., Indianap-
olis, is spending part of the Winter in Florida.
W. T. Breeze, Brooksville, Ky., Columbia
dealer, married . Miss Nan M. Hancock, of
Brooksville. It is remarked that here is an
opportunity for someone to allude to the Breezes
and the "little Zephyrs."
Miss Lee Hatton, of the record department
of the E. M. Abbott Co., was married January
7 to E. L. Kane.
Rodney Martin, proprietor of Martin's Music
Store, Dayton, O., has issued an attractive cir-
cular calling attention to the advantages of hav-
ing music at hand when it is desired. Mr. Mar-
tin, who is a Columbia dealer, remarks in his
circular: "Happy Homes Mean Success, and
Music and Its Appreciation Will Bring Happi-
ness." Other parts of the circular are devoted
to pointers for compiling a library of music.
Big New Brunswick Account Opened
S. Reis, manager of the Cincinnati branch of
the Brunswick Co., reported one of the largest
accounts to be opened by any store handling
Brunswick goods in this territory as being that
of the Sterche Bros. Co., which has stores in
eleven cities in Tennessee and Kentucky.
Mr. Reis reports satisfactory business during
January. He said: "Our business has been
very encouraging* and we think there is an ex-
cellent outlook for the continuation of our good
trade. We are out to get the business, and we
will continue to push Brunswick products to the
limit."
Calling On Pathe Dealers
A. R. Saunders, manager of the Pathe de-
partment of the Alms & Doepke Co., said:
"Pathe sales in Cincinnati, and, in fact, through-
out the Cincinnati territory, have been growing
steadily during January. We are very much en-
couraged, and believe that the outlook is good
for a successful year." Mr. Saunders left
Wednesday, February 1, on a two weeks' trip
through the northern part of Ohio, during which
he expects to visit all Pathe dealers in the State.
What H. L. Chubb Reports
H. L. Chubb, of the Chubb-Steinberg Music
Shop, reports a good business done during Jan-
uary. He said: "Although the month was not
a record-breaker, business, nevertheless, was
very satisfactory. Record sales were as good as
December, and sales of machines were better.
F. X. Donovan, manager of the Victrola de-
partment of the John Shillito Co., reports a
brisk trade for January. He said: "We were
completely sold out on 'The Sheik,' although
other record sales were good."
February 15, 1922
THE TALKING MACHINE WORLD
89
OB
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HPHIS company is recognized as holding a foremost
-1 position as manufacturers exclusively of period
furniture.
The company is equally well known for having made
the period phonograph a commercial success, having
developed twenty-one distinct models. All of these designs
are patented and owned by this company.
Heretofore they delivered their entire output of cabinets
under contract, but are now at liberty to manufacture for
the trade in general.
They have on hand a number of distinctive models, which
can be purchased at very reasonable prices, either equipped
or unequipped, as desired.
These cabinets are of superior construction and are sub-
ject to minute inspection. They can be examined in the
raw wood or finished state at our factory where you will
be cordially welcomed.
The "ORSENIGO" Period Phonograph will soon be on
the market. It will be of interest in price and design to
the most discriminating buyer.
FACTORY
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SHOWROOMS
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90
THE TALKING MACHINE WORLD
February 15, 1922
IN PIT TSB URGH
Music Week Discussed by Association — Industrial Situation Improves
— Distributors and Dealers Display Activity — Trade Outlook Good
Pittsburgh, Pa., February 6. — Talking machine
dealers here are much interested in the pro-
posed "Music Week" plans that are being for-
mulated for an observance of the same under
the direction of the National Bureau for the
Advancement of Music. The movement was
formally launched some months since at a meet-
ing of the Piano Merchants' Association of
Pittsburgh, and was followed by the naming of
a committee in behalf of the Musicians' Club
or Pittsburgh. At -first it was intended to hold
the Music Week last Fall, but owing to the un-
settled business conditions that developed it
was deemed advisable to hold the matter in
abeyance.
At the January meeting of the Association the
president, Wm. C. Hamilton, who is also presi-
dent of the S. Hamilton Co., Victor dealer,
again broached the matter and was given hearty
endorsement by M. V. DeForeest, the president
of the National Association of Music Mer-
chants, who was a guest at the meeting and
who has stores at Sharon and Greenville, Pa.,
and at Warren. O., in which he has well-arranged
talking machine departments. It is now planned
to have Robert Lawrence, of the National Bu-
reau for the Advancement of Music, arrange
to come to Pittsburgh during May and address
a meeting of representative music men and
others interested in music and fix on a date
some time in the Fall for a Music Week in the
Steel City.
Among the talking machine dealers who at-
tended the meeting were: Theodore Hoffmann,
of the J. M. Hoffmann Co., Brunswick dealer;
A. O. Lechner. of the Lechner & Schoenberger
Co.. Victor, Edison and Columbia dealer; W. C.
Dierks, of the C. C. Mellor Co., Victor distribu-
tor; Arthur O. Armbruster. of the Henricks
Piano Co., Brunswick dealer; D. L. Aaron, of
Kaufmann's, Victor dealer, and E. B. Heyser,
of the W. F. Frederick Piano Co., Victor dealer.
Another out-of-town guest was E. E. Schell-
hase, a Victor dealer of Waynesburg, Pa.
Starr Line Making Gains
H. C. Niles. secretary of the Starr Phono-
graph Co. of Pennsylvania, distributor of the
Starr phonograph and Gennett records, reports
a very satisfactory demand for the Starr and
Gennett lines. The company has a very ex-
tensive territory, which is well covered by live-
wire Starr dealers. One of the new places
where the Gennett records are sold is a shoe-
shining parlor in the concourse of the Penn-
sylvania station here. It is a very neatly fitted-
up parlor, finished in white. In the showcase
that adjoins the front of the shop is kept an
assortment of Gennett records. The posters
and other advertising matter of the Starr and
Gennett lines are well displayed.
Jacob Schoenberger, president of the Lech-
ner & Schoenberger Co., Victor, Edison and
Columbia dealer, will leave this week for the
South with Mrs. Schoenberger. to spend the
greater portion of the remainder of the Winter
in Florida.
Business in Carload Lots
S. H. Nichols, manager of the Pittsburgh
branch of the Columbia Graphophone Co.,
stated that trade conditions, as far as the Co-
lumbia line is concerned, were showing a good
improvement over the same period last year.
Mr. Nichols is quite optimistic over the out-
look for the next quarter and believes that the
Columbia dealers in his territory will establish
some new sales records. It is reported that
features of the sales in the Pittsburgh district
the past few weeks have been "carload lots."
It was stated by one in a position to know that
in a great many cities and towns in the territory
covered by the Pittsburgh Columbia branch car-
loads of Columbia Grafonolas were sold and
that in Wheeling, W. Va., a two-carload order
was booked.
Victor Wholesaler Is Confident
Thomas T. Evans, manager of the wholesale
Victor department of the C. C. Mellor Co., is
optimistic concerning the Victor trade outlook
in his territory and believes that with consistent
effort and the employment of enterprising
methods Victor dealers need not be alarmed
as to the solidity of their future business. Mr.
Evans is confident that the Victor trade will
show a marked increase as soon as the stability
of the industrial centers here is assured.
Industrial Situation Improves
Returning from a business trip to West Vir-
ginia and eastern Ohio, H. J. Brennan, manager
of the Pittsburgh Talking Machine Co., Pathe
distributor, had nothing but good words to
say of the prospects for future business. In
speaking with The World representative Mr.
Brennan said: "The trade conditions, as I have
observed them the past two weeks, indicate to
me that there will be a slow but steady recovery
of business in this district and the immediate
vicinity. All indications go to show that the
mills and mines will gradually resume and when
they do their percentage of operation will in-
crease rather than decrease. I have talked with
a great many of the Pathe representatives in the
various cities and towns that I visited and I
have yet to meet one who took a discouraging
view of business." Mr. Brennan stated that sales
of the Pathe and Actuelle and the Pathe rec-
ords for January were hignly satisfactory and
showed an increase over the same month a year
ago.
Fire a few days ago did slight damage to the
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February 15, 1922
THE TALKING MACHINE WORLD
91
Oh. play that 'Song of In-di-a a. -gain. -
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There's some-thing so ap - peal- in$ in each strain-
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East Liberty store of the S. Hamilton Co. The
blaze originated in an adjacent building and
later reached the Hamilton store, but luckily
the firemen were able to control the flames be-
fore much damage was done.
Health-builder Records Popular
John Henk, the well-known proprietor of the
Columbia Music Co., Columbia dealer, is spe-
cializing on the Walter Camp health records
and is giving daily demonstrations in his demon-
stration rooms. Mr. Henk stated that the
Walter Camp records were bound to make a
hit. as a number of business men and others
who had seen and heard the records were de-
lighted with their simplicity and practicability.
The estate of Joseph Hardwick, of Uniontown,
Pa., music dealer, is being managed by Jo-
seph Hardwick and his sisters, the Misses Lena,
Sylvia and Ethel Hardwick. The late Mr. Hard-
wick was widely known and just prior to his
death took possession of a fine new music and
talking machine store on South Gallatin ave-
nue. The Aeolian-Vocalion is handled by the
store.
In the talking machine parlors of the Joseph
Home Co., dealer in Victor, Columbia, Cheney
and Pooley, a fine demonstration in the shape
of an object lesson in the making of the Cheney
phonograph is shown. All of the parts that go
to make up a Cheney phonograph are displayed
on a large board. From this exhibit a close-up
and detailed view is given of the methods and
material used in the construction of the Cheney.
Pleased With Business Outlook
I. Goldsmith, president of the Player-Tone
Talking Machine Co., in conversing with The
World representative stated that the outlook
for business was very bright. He said: "I feel
Records Make Ideal Gifts
Every Victor dealer should
teach his community to ac-
cept this fact.
It will sell records the year
around as well as in the hol-
idays and it will sell Vic-
trolas as well.
COLUMBUS-OHIO
VICTOR DISTRIBUTOR^
as though we are about to enter a very satis-
factory business era. Our sales the past few
months have been most gratifying and we have
placed new distributors and district agencies in
various sections of the country. We are making
what I term a talking machine that meets with
the approval of the trade and also the man and
woman in the home. We have no complaint to
make regarding business conditions and we feel
that the Spring season will be most satisfactory."
Columbia News Happenings
The Galperin Music Shop, exclusively Colum-
bia, certainly deserves the success it is meeting
in Charleston, W. Va. Every important sales
plan put out by Columbia recently has been put
over enthusiastically. It never misses a chance.
When it booked the Happy Six Orchestra re-
cently it had 1,500 people out to the dance. The
Galperin Music Shop has a sales organization
that knows no figurehead. Everyone is a
hustler from S. H. Galperin, manager, through-
out, including Dan Nicholson, record* salesman;
E. Glesancamp, musical instrument salesman;
Miss Marcella Salomon, bookkeeper, and Miss
Dorothy Hemings, in charge of the sheet music
department.
Joseph Home's phonograph department is
worthy of the fine reputation it has earned in
Pittsburgh. It has an atmosphere of wholesome-
ness which encourages parents to bring their
children and a big business is developed.
E. G. Dudley's drug store, Columbia head-
quarters in Wilkinsburg, Pa., has a reputation
of being absolutely up to date. Columbia en-
thusiasts will accept this statement as true when
we tell them every menu has a Columbia monthly
record supplement pinned inside of it.
M. Mosesson isn't always through for the day
when he closes his exclusive Columbia shop on
the North Side for the night. He's enjoying
the coon-hunting season, and the other night he
and his party bagged three coons and a terrible
appetite for breakfast.
More Music for the Schools
Under the caption "More Music for the
Schools" the Pittsburgh Sun, an afternoon daily
newspaper, has this to say: "The announcement
at the meeting of the Pennsylvania Educational
Association that music is to be taught more
generally hereafter will arouse no opposition
from those who have investigated the subject.
The move is in accord with the ideas of the
foremost educators of the day. They find in
the stud}' of music mental training of the best
sort; moreover, it serves better, perhaps, than
any other study to inculcate in the children appre-
ciation of the beautiful.
"Music is an anodyne to soothe the spirit
when it is wounded or oppressed by the unpleas-
COTTON FLOCKS
FOR .
Record Manufacturing
THE PECKHAM MFG. CO., neSTS'
ant things of life. It is desirable that everyone
should be able to call music to his aid when
there is need of it. And that will be possible
if it is taught generally in the public schools.
"Another reason why instruction concerning
music should be given children is that they may
be placed on guard against the degrading influ-
ence of jazz or similar atrocities now masquer-
ading as music. This so-called 'music' is having
a pernicious effect. It is corrupting the people's
taste. And there can be no better way of coun-
teracting it than by teaching the children in the
public schools to enjoy the kind of music which
has always been associated with ennobling and
inspiring things."
Developing Sonora Trade
H. Milton Miller, manager of the Sonora dis-
tributing agency in the Pittsburgh district, is
looking forward to a brisk Spring season. He
is enlisting the interest of his dealers in keeping
the period models of the Sonora before their
customers. He is of the opinion that in time the
period model will dominate the talking machine
industry in popular favor.
Some Trade Brieflets
Ben Hammond, of the Talking Machine Co.,
of Birmingham, Ala., Victor distributor, was
the guest of his brother-in-law, W. C. Dierks,
of the C. C. Mellor Co. Mr. Hammond is a
brother of Mrs. Dierks.
W. F. Beck & Son, music dealers, are now lo-
cated at 155 North Fairview street, Lock Haven,
Pa. They carry Pathe and Sonora phonographs.
Fred C. Bitner has opened a Columbia Graf-
onola Shop at 23 Baltimore street, Hanover, Pa.
The Manley Piano Co. of Welch, West Va.,
has been incorporated with a capital of $20,000
and will deal in pianos and talking machines.
W. H. Needham is the general manager.
TO INTRODUCE NEW COUNTER DISPLAY
The Reflexo Products Corp., New York City,
will shortly present to the trade a new and
improved counter display stand for the Reflexo
Gilt-Edge needles. The needle boxes in this new
stand, while being visible, are not available
from the front of the stand. This feature will
protect the dealer against minor thefts which
occur from time to time. This stand will be
tastefully decorated in colors and is expected
to prove very efficient as a silent salesman.
HIGH CLASS PHONOGRAPH
RECORDING
FOR THE TRADE AT EX-
CEEDINGLY LOW PRICES
Newark Recording Laboratory
15 West Park St. Newark, N. J.
92
THE TALKING MACHINE WORLD
February 15, 1922
S A I N T LOUIS
Business Shows Improvement — Association Activities — Firms Appre-
ciate Work of Sales Forces — News Budget From the Saintly City
St. Louis, Mo., February 9. — January business,
taken altogether, has been only fair to middling.
It was not that during the first half of the month,
but the improvement the latter half helped to pull
up the average. At that, though, it was up to
expectations because nobody expects a great deal
from January, and in some instances it appears to
have been better than was expected. The fore-
going refers more particularly to talking ma-
chines. The record business was very good, as
it always is in January, partly due to the large
number of new owners incidental to the holidays.
While the machine sales have not been brisk,
the recovery from the after-Christmas slump is
proceeding normally and a pronounced improve-
ment is expected this month.
Review of Columbia Activities
The local branch office of the Columbia Graph-
ophone Co. has made a careful analysis of
Columbia business done in this territory for the
past year. One of the most striking results of
this survey was dealer advertising. Without
exception the dealers who have visibly increased
their business have been the largest advertisers.
These dealers have consistently advertised in the
newspapers and have followed up their advertise-
ments with a heavy distribution of circulars, sup-
plements and attractive window displays to en-
tice the public inside their stores. Their expe-
rience has been that the public, in buying records,
is invariably habitual and that after a casual
customer has come into the store several times
there is a reasonable certainty that he will be-
come a permanent buyer there. The dealer's real
problem has been to sufficiently interest the
public to come into the store. Hence the pro-
gressive dealer has turned to advertising as the
best medium of enticing new buyers to his store.
Naturally, ii has taken money to do this, but the
added business which has subsequently resulted
has more than paid for the advertising and has
given the dealer large profits. As the year of
1922 advances it is to be hoped that the germ of
clear vision as to the great value of advertising,
with which many of the dealers have been gifted,
will propagate and bring its rich reward to many
others who sow it. Dealers who have had a for-
eign trade have discovered that the introduction
to the public of the international records has
resulted in a substantial increase in their record
sales and the records have been acknowledged
by their buyers as unusually good. The reduc-
tion of the price of 85-cent records to 75 cents
has brought forth much enthusiasm from all the
dealers in this vicinity who already see increased
business as a result of this move.
Famous & Barr Co. Forces Banqueted
Nineteen twenty-one was a mighty good year
in the talking machine department of the Famous
& Barr Co. and Manager J. F. Ditzell, to show
his appreciation of the good work of his organi-
zation, which helped to make it mighty good,
gave a banquet for them at the Missouri Ath-
letic Association. There was no formality about
it. The guests ate to the music of a Victor and
a Brunswick, one at each end of the banquet
room, and after the eating they danced to the
same music. The guests other than members
of the organization were C. F. Jackson and
Charles Shaw, of the St. Louis Brunswick branch,
and Mark Duncan, of the Chicago Talking Ma-
chine Co.
To Manifest Appreciation
Another, talking machine department that did
a good business last year is that of the Stix, Baer
& Fuller Dry Goods Co. and the firm, to show
its appreciation, will give a banquet soon to the
members of F. J. Ennis' talking machine organi-
zation. At the annual dinner of the executives
President Aaron Fuller complimented Manager
Ennis on the showing made by the department
since he had been at its head.
Manager Ditzell's Birthday Remembered
Manager J. F. Ditzell, of the Famous & Barr
Co. talking machine department, had a birthday
February 2 and the employes of his department
found it out some way and presented him with
a beautiful potted plant for his desk. It gave him
as much satisfaction as the inventory for the
fiscal year ending January 31, which showed
1921 to have been the most successful year in the
history of the department by a very safe margin.
A. W. Hosier Appointed Manager
A. W. Hosier is the new manager of the
Scruggs, Vandervoort & Barney talking machine
department, succeeding Miss Loraine Merritt,
who resigned to get married. Mr. Hosier, who
has been manager of the Victor department of
the J. W. Jenkins' Sons Music Co., of Kansas
City, Mo., for the past seven years, took charge
here February 1. He has always been a Victor
man, having been with the Schmelzer Arms Co.
before going with the Jenkins house. The Van-
dervoort department handles both the Victor
and the Brunswick. Mr. Hosier thinks the Van-
dervoort organization is wonderful. He plans
to give most of his building-up attention to
service. A large bunch of carnations from the
employes was on his desk when he took charge.
Association to Be Active Force
Anxiety about the continuance of the Music
Merchants' Association of St. Louis was allayed
by a large attendance and an enthusiastic spirit
at the annual meeting of the association at the
Statler Hotel. The association had not been
functioning very well for a few months and
Secretary Ditzell felt so discouraged about it
that he said as much in his letter to the members
announcing the meeting, to this effect:
NOTE THE BEAUTIFULLY FIGURED VENEER
IN THIS AMERICAN WALNUT TALKING
MACHINE CABINET OF ELEGANT DESIGN
The finest phonograph is appropriately encased in
"The Cabinet-wood Superlative"
The manufacturer who calls upon Amer-
ican Walnut to help him meet competition
has enlisted a powerful ally.
Where the "selling points" are plainly
revealed it isn't much of a trick to book
orders.
We are steadily strengthening the public's
taste for American Walnut by our per-
sistent and constantly increasing national
campaign of advertising.
It is, naturally, your job to give them what
they want.
This is the "American Walnut Period"
Send for our valuable data for manufacturers — or data for dealers.
Also the worth-while Walnut Book for your salesmen. Address
the producers of American Walnut Lumber and Veneers, the
American Walnut Manufacturers'Association
Room 1022, 616 So. Michigan Boulevard Chicago
February 15, 1922
THE TALKING MACHINE WORLD
93
Two stirring marches by the U. S. Naval
Academy Band, "Willow Grove March"
and "Lights Out March," both on one
record. Marches are always in demand —
here are two unusually good ones. A-3523.
Columbia Graphophone Co
NEW YORK
"We expect that this meeting will decide the
future of the Music Merchants' Association. It
is rather hard to admit failure, but. to be frank.
I believe the St. Louis Music Merchants' Asso-
ciation, considering the past and what might
be possible in the future, is a failure. This
failure might be due to many causes, but never-
theless in my opinion it is absolutely unnecessary
to continue as an association. The present direc-
tors have tried in every way to make a successful
association and at a recent meeting it was almost
unanimously declared that we have failed. How-
ever, we want the expression of the members,
as each has made a substantial payment covering
dues, etc., therefore at this coming meeting we
will decide whether to continue as an association
or disband."
He talked to the same effect at the meeting,
but the members, faced with the alternative of
quitting or going ahead, voted to go ahead. The
social feature is to be stressed more in the future.
There are as many talking machine men as piano
men in the association.
By unanimous vote the officers and directors
who served last year were re-elected, as follows:
President, P. A. Lehman, Lehman Piano Co.;
vice-president, Mark Silverstone, Silverstone
Music Co.; Secretary, John M. Ditzell, Famous
& Barr Co.; treasurer, J. J. Kleekamp, Kleekamp
Bros.; directors, P. E. Conroy, Conroy Piano
Co.; E. A. Kieselhorst, Kieselhorst P!ano Co.:
and Val Reis, Smith-Reis Piano Co.
Increasing Demand for Gennett Records
Manager Earl E. Fay, of the Connorized Music
Roll Co., which handles the Starr talking ma-
chines, says business is picking up and dealers
are beginning to send in orders, following a lull
in the early part of January. The demand for
Gennett records has been so good that orders
have outrun the supplies, so that on February 1
thirty-five orders were on hand which could not
immediately be filled, but the promise was that
the situation would soon be straightened out by
day-and-night work at the factory.
Silverstone Gave $500 Additional
When Thomas A. Edison, Inc.. offered $5,000
for the best Edison slogan, Mark Silverstone,
president of the Silverstone Music Co., Edison
distributor for the St. Louis territory, offered
an additional $500 if the winner was in this
territory. Henry C. Lawrence, of Webster
Groves, a St. Louis suburb, won the $5,000 and
received an additional $500 from the Silverstone
company. His suggestion was "The Fireside
Encore of the Artist."
Books "The Happy Six"
The Walther Furniture & Undertaking Co.,
Columbia dealers at Cape Girardeau, Mo., has
succeeded in booking "The Happy Six," Colum-
bia exclusive dance orchestra, for February 16.
The "Happy Six" will give a concert followed
by a dance. This performance represents the
initial appearance of Columbia artists in this city
and the Walther Co. is making energetic plans
to capitalize this opportunity.
C. F. Shaw Goes to Baltimore
C. F. Shaw, who has been city salesman for
the Brunswick Co., has been transferred to the
company's Baltimore branch, where he will be
district manager. R. F. Novy, who has been
Missouri and Illinois traveler, takes his place
here. N. O. Fiske, formerly of Kansas City,
takes the Missouri and Illinois territory.
Mark Silverstone, president of the Silverstone
Music Co., and his wife went to Orange, N. J.,
to help Thomas A. Edison celebrate his seventy-
fifth birthday, February 11, and to attend the
jobbers' convention.'
A Tribute to the Columbia Motor
May Stern & Co., Columbia dealers in St.
Louis, have featured in their window this week
a handsome period- model phonograph, pur-
chased abroad by Mr. Walheim, president of the
company, and copied minutely from a cabinet
masterpiece of Italian art. The cost of the cab-
inet alone was $1,000. After a careful scrutiny
of the various motors on the market Mr. Wal-
heim finally decided upon a Columbia motor as
one that he could thoroughly depend upon. Mr.
Walheim has given this beautiful period phono-
graph to his daughter, who was recently married,
as a wedding gift.
A Remarkable "Find"
Two Greeks, proprietors of a "Kandy Kitchen"
on Delmare avenue, St. Louis, are the proud
possessors of an imported "hurdy gurdy" piano
from which many strange instrumentations issue
when played. Upon investigation the interior of
the piano disclosed among other instruments a
small Columbia Grafonola, over twenty-five years
old, and in perfect condition. The piano was
originally constructed in Germany.
"Birmingham Blues," the latest Columbia spe-
cial release, promises a run equal to the best of
popular dance records in this territory.
Returns from Visit to Headquarters
A. B. Creal, Columbia branch manager, has re-
turned from a sales conference in New York
with Mr. Hopkins, general sales manager for
the Columbia company.
The record department of the local Columbia
branch reports unusually heavy record sales for
the month of January.
Other News Brieflets in Saintly City
R. W. Jackson, manager of the Brunswick St.
Louis branch, has returned from a business trip
to Chicago.
R. R. Connor, who has been an outside sales-
man for the Silverstone Music Co., and R. G.
Metcalf, who has been an inside salesman, have
exchanged positions.
G. P. Ellis, of the Chicago Talking Machine
Co., was in St. Louis recently.
Edward Schloss, of Schloss Bros., cabinet
manufacturers, of New York, arrived here from
Louisville, Ky., early in the month and left for
Pittsburgh.
Manager J. F. Ditzell, of the Famous & Barr
Co.'s talking machine department, has been
carrying a crippled left hand, due to a misguided
effort to remove a pasteboard protection from
the front of his automobile radiator without
stopping the fan.
Frederick Lehman, proprietor of Lehman's
Music House at East St. Louis, has gone to Los
Angeles for a month's stay.
J. A. Kieselhorst, of Alton, 111., is beginning
the erection of a new home.
STARR PRODUCTS POPULAR IN IOWA
The Duning Co., Distributor of Starr Phono-
graphs and Gennett Records, Gets Enlarged
Territory — Reports New Agencies
Des Moines, Ia., February 6. — The Duning Co.,
of this city, distributor of Starr phonographs
and the Gennett records, reports that its terri-
tory has been enlarged to include practically
the entire States of Iowa and Nebraska.
Walter Duning, head of the concern, states
that there is a more optimistic feeling among
dealers in this territory and business generally
seems to be improving slowly. The Duning
Co. has been experiencing a fairly active busi-
ness during the past few weeks, especially in con-
nection with the distribution of Starr products.
Among new dealers who have recently taken on
a line of Starr phonographs and Gennett rec-
ords are the Germain Music House, Webster
City, la., and the Nelson Electric Co., of Ames,
Ia.
The Pleasing Sound Phonograph Co., of New
York City, is planning to double its present
floor space during the next year. Increased
business makes expansion necessary. Other
plans of this concern include a dealer campaign.
PHONOSTOP
5th Successful Year
ACCURATE— DURABLE
Reasonable Price
Nickel or Gold
Universal Standard
Guaranteed Fully
NEED-A-CLIP
NEW FIBRE NEEDLE CLIPPER
Retails at
Popular Price
A Superior Tool
Guaranteed
THE PH0N0M0T0R CO., 121 West Ave., Rochester, N. Y.
£4
THE TALKING MACHINE WORLD
February 15, 1922
Opportunity
NEVER was the Victor dealer offered a
greater opportunity for developing
record sales than through the recent
reduction of list prices of Victor records to
pre-war levels.
Coupled with the substantial cuts in Red
Seal list prices, there is offered the medium
for a tremendous appeal to the public.
Are you taking full advantage of this great
opportunity and getting your share of the
business and profits ?
G WILLIAM? CO jm
tlj DUFFIELD $T. — ' BROOKLYN,**!
FEBRUARY MAKES GOOD
SHOWING IN BROOKLYN
Business Getting Back to Normalcy — New
Brunswick Ambassador — Jedlicka Expands —
Leading Brooklyn Jobbers Getting Close to
the Retail Trade — Weber Bros, in Bensonhurst
Despite the usual reaction of dull buying fol-
lowing the holidays in all retail lines, talking
machine dealers in Brooklyn territory state
that sales of records and machines have -more
than held their own. In the sales of machines
the shopping and questioning type of prospec-
tive customer is in evidence. "This tendency
brings us back to old times," remarked one old-
established dealer, "which to me is a criterion
that we are well on the way to a good, prosper-
ous year of sound business." This statement
reflects the attitude of all legitimate dealers in
this busy section of metropolitan New York.
Frank Elliot to Represent Brunswick
Frank Elliot, who formerly covered upper
New York State, has been promoted to the more
important section of Brooklyn, where he will
now center his activities in the interest of the
Brunswick phonograph and records. Mr. Elliot
was very successful in his former territory and
for this reason officials of the company pro-
moted him to the more important post he now
holds.
Jedlicka Opens in Southampton
Reference is made elsewhere to the purchase
by Jedlicka Bros., who conduct an exclusive
Victor store at Bayshore, L. I., of the stock and
good will of the store owned by Benjamin
Rosen, at Southampton, an exclusive Victor
agency. Many improvements are to be made
in the store, among which are new record rack
equipment and an enlarged show window. This
store caters to many wealthy patrons and dur-
ing the Summer months is extremely busy
catering to a large number of Summer residents.
Weber Bros. Open in Bensonhurst
The latest addition to the Victor dealer list
is the store recently opened by Weber Bros,
at Eighty-sixth street and Bay Parkway, in the
Bensonhurst residential section. It has been
equipped in the most approved style, with every
known modern convenience to insure the effi-
cient handling of the very best class of trade, to
which this company plans to cater. Weber Bros,
are brothers of the Weber Bros, who conduct
a successful talking machine store on Broad-
way, where they received their first experience
in the talking machine field.
Practical Help for the Dealers
Helping the dealer become a better merchan-
diser of Victor products is the plan of the
American Talking Machine Co., Victor whole-
saler. This work is being done by Charles
Offerman, traveling representative, under the
supervision of R. H. Morris, general manager
of the company. Each dealer is being loaned
the services of Mr. Offerman, who is classifying
the dealers' record stock by groups, according
to the plan laid out by the Victor Co. in its Red
Seal School. Each group represents a certain
class of record and the different records in this
class are listed by a system of card index,
which enables the sales person to quickly sug-
gest a substitute of any number called for, which
may, at the moment, be out of stock, and
thereby save many sales that might otherwise
be lost. Dealers are eagerly waiting their turn
in this work and in consequence of this novel
plan this wholesale establishment is a very busy
place these days.
George Martin With G. T. Williams Co.
George Martin, formerly connected with the
Victor department of the Sterling Piano Co.,
has been added to the sales staff of G. T. Wil-
liams Co., Victor wholesaler. Jusf prior to
coming to this new position Mr. Martin repre-
sented the Starr Phonograph Co. in Greater
New York, where he was successful in placing
many new agencies. In his new position he will
be thoroughly at home, as he has had a long
experience in the merchandising of the Victor
product. He is to be assigned the New York
territory, which he has covered for some time
past.
WINDOW DISPLAY PRODUCES SALES
Okeh Dealer in Brooklyn, N. Y., Features New
Okeh Window Display Service — Sells Records
as Result of His Very Attractive Display
One of the most enthusiastic Okeh dealers in
local territory is the American Phonograph Ex-
change, Central avenue, Brooklyn. N. Y., which
Mr. Grumann's Attractive Window
is owned by Mr. Grumann. This dealer is most
enthusiastic regarding the new Okeh display
service, which he states is an instrumental fac-
tor in producing sales for every record featured
in the display.
The accompanying illustration will give some
idea of the attractiveness of this display in Mr.
Grumann's window. As soon as he received the
January service Mr. Grumann arranged to dis-
play it effectively, and his enthusiasm was re-
flected in the direct sales which the display
produced.
CIRCULARIZE
YOUR RECORD CUSTOMERS WITH SPE-
CIAL LISTS OF SELECTED RECORDS.
DRAW THEIR ATTENTION TO GOOD
NUMBERS WHICH THEY MAY HAVE
OVERLOOKED.
WE ARE ALWAYS WILLING TO HELP
OUR DEALERS IN THE PREPARATION
OF SPECIAL LISTS.
GO AFTER THE RECORD SALES.
AMERICAN
TALKING MACHINE CG.
. B ROOKLVN , N.Y.
VICTOR. WHOLESALER?
February 15, 1922
THE TALKING MACHINE WORLD
95
NE W _ 0 RLE AN S
Dealers Working Hard for Trade Are Being Splendidly Rewarded
— Big Stores Are Expanding — New Piano House to Handle Talkers
New Orleans, La., February 6. — Satisfactory sales
totals seem to be the reward of those dealers
who are "on the job," who follow up every
tip and who are constantly keeping their wares
before their customers by means of circulars
and extraordinary salesmanship. This, in brief,
is the way the sales managers of the New Or-
leans music stores told their story about their
business for the month of January.
It has been the smaller stores that have felt
the January lull the most, though none seems
to be disheartened, and the bigger stores re-
port that they are satisfied with the results
after everything is considered, especially when
other lines are at a standstill.
Probably the best proof of their confidence
is the fact that two of the big stores are plan-
ning the expansion and remodeling of their
quarters. One of these is the House of Grune-
wald, the other is not quite ready to make
public its plans, but promises news for the next
issue.
The Harris-Loeb Piano Co. will open about
March 1 and will be one of the largest stores
in the city, handling a complete line of talk-
ing machines and records, as well as pianos.
That is some indication of what the New Or-
leans dealers think of reported hard times.
To begin, R. A. Young, the new sales man-
ager of the Grunewald Co., reports a very
erratic business all through the month of Janu-
ary. At times the demand was so great that
the force had to run to get around and serve
all customers, while at other times it seemed
as if there were a small-pox sign on the front
door. This was true of both machine and rec-
ord sales. An excellent business was done in
the $125 and $150 Victroks. A wonderful de-
mand prevailed for Red Seal records. At the
Rampart street branch the Okeh records have
been featured and the results have been very
satisfactory. Mr. Young attributes the good
showing made by his department to advertising
and aggressiveness of his force. He regrets
having lost Morris Thomson from his depart-
ment. He was lured to the footlights and is
now singing tenor with "Chu Chin Chow."
Plans for the improvement and expansion of
the talking machine department of the Grune-
wald Co. have been definitely decided upon, said
Mr. Young. These plans call for a concert hall
in the front part of the fifth floor, for the office
to be moved from the second floor to the back
part of the fifth and for the second floor to con-
tain about fifteen additional display rooms for
talking machines. When finished it intends
to have the largest and finest quarters in the
South. Work will be started on the remodeling
some time this Summer.
Manager Powell, at Philip Werlein, Ltd., is in
an optimistic mood, for since New Year's Day
he has not let up once. It has been a steady
grind. Circulars have been sent out and the
salesmen have been following up the slightest
clue that might lead to a sale. Mr. Powell
stated that he had passed the mark of last
January by a good margin. The company gave
a dance for its employes on the second floor of
the store on a recent Saturday, to which all
Victor representatives in the city were invited.
Mrs. Trembely, formerly Miss Jalenack,
manager of the talking machine department of
the Dugan Piano Co., though just returned from
her honeymoon, has entered the business whirl
with increased energy and reports that the
higher-priced Victrola is coming into its own
since the holidays. One Victrola was sold to
the Sacred Heart Convent recently.
There has been a big demand for Sousa's
records since his appearance here January 25
and 26. Mrs. Trembely also reports a good
business done through big exporters here with
Latin-American countries.
It is not known where the marriage bug got
its start, possibly at Dugan's, but, at any rate,
it seems to be sweeping through the trade in
New Orleans. The latest victim is C. E. Sadler,
assistant manager of the Victrola department
of Philip Werlein, Ltd. He married Miss Angela
Viosca January 31. There are rumors of a few
more.
At the Collins Piano Co. E, J. Wilson, Jr., has
been getting excellent results from a plan, which
he got out of The Talking Machine World, of
sending out circulars containing suggestions for
customers in the record line. In many in-
stances they have come in and asked for the
entire selection, said Mr. Wilson. He has added
two very attractive show windows in the
Theatre Arcade, and while the amount of busi-
ness done is nothing to become enthused over
Mr. Wilson believes that the future will bring
a better demand.
BERT WILLIAMS J_P0PULAR ARTIST
Bert Williams, exclusive Columbia artist,
scored quite a victory recently in a New York
school on the East Side at a session of the
Wednesday Afternoon Story Club. Miss Gold-
smith, the teacher, thought she would vary the
interest in the club by asking the children to
bring their favorite records. She brought along
her portable Grafonola, and twenty-one out of
the twenty-eight children brought Bert Williams
records along with them as their favorites.
FILE PETITION IN BANKRUPTCY
A petition in bankruptcy has been filed
against Criterion Records, Inc., of 1227 Broad-
way, N. Y.
FEATURES
LARGE diaphragm and
long stylus bar length-
ens vibrations, producing a
deeper and more natural
quality of tone.
Perfectly balanced in ac-
cordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproducer
permits a freedom and
sweetness of tone heretofore
thought impossible. Sur-
face sounds almost entirely
removed.
Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.
PLAYS ALL RECORDS
No. 2 Round Tone Arm and Reproducer
KNOWN the country over for its excellent quality of
tone and natural, life-like reproduction of all
musical tones, and its great volume. This tone arm on
your machine spells success, because of its high standing
in the Phonograph World.
Made only in 8 Yz -inch length. Can be furnished with or
without Mute Tone Modifier, with Mica or - T - _
diaphragm. NOM-Y-KA
THE JEWEL MUTE
CONTROLS volume just
like the human throat.
Built in the reproducer and
functions in such a way that
the length of vibrations is
minutely regulated and the
tone reproduced to a soft-
ness and clearness that are
remarkable.
Operates by means of a
thumbscrew and is instantly
adjustable. Tone has free
and unimpaired passage
throughout tone arm and
chamber — Not "Muffled" or
"Choked" as with ordinary
type of tone modifier.
Perfect regulation without
in any way changing char-
acter of tone.
JEWEL PHONOPARTS COMPANY - 154 W. Whiting St., Chicago
96
THE TALKING MACHINE WORLD
February 15, 1922
Van Veen Equipment at Pre- War Prices
Why buy inferior and unserviceable equipment when you must have real hearing
rooms to properly demonstrate your talking machines and records?
Van Veen hearing rooms efficiently serve the purpose for
which they are built: — to isolate sound; and they cannot
be equaled at any price; that is what we call cheap.
Buying worthless imitations is throwing money away.
"Hearing Rooms, Record Racks" and general equipment built the "Van Veen" way
for musical merchandising.
Write for Catalogue or Traveling Representative
VAN VEEN & COMPANY
Principal Offices
47-49 West 34th Street New York City
C. A. FULLERTON'S ACTIVITIES
Head of the Fullertone Phonograph Products,
Inc., Identified With Many Important Under-
takings— Prominent in Decorative and Archi-
tectural Arts — New Fullertone Phonograph
Has Numerous Distinctive Features
The recent announcement in The World that
the Fullertone Phonograph Products, Inc., of
New York, would shortly place on the market
a new instrument based on absolutely new
principles attracted wide attention in the
trade. This instrument, which is made en-
C. A. Fullerton
tirely of wood, with the exception of the needle-
holder, is modeled on the graceful lines of the
classic Greek lyre, and has the finish and charm
of a rare violin. It will be known as the Ful-
lertone and is the latest link in the chain of
Fullerton enterprises.
Although Clarence A. Fullerton is a new-
comer in the talking machine industry, his past
record is replete with important accomplish-
ments in other industries. Mr. Fullerton de-
signed and superintended the first all-steel and
bronze interior of architectural pretensions ever
executed in this country and also produced what
were probably the first designs prepared for
the steel interior of a passenger car, from which
has since evolved the present Pullman steel
interior. This is also true of the decorative
handling of steel interiors for battleships, and
Mr. Fullerton was probably the first designer
to employ a wood finish on steel interior work.
Both as an architect and producer in the archi-
tectural and decorative metal arts, he has de-
signed and been identified with many of the
country's most notable buildings.
The Fullerton enterprises include a group of
complemental art industries producing architec-
tural, monumental, sculptural and art works in
metal plastics, wood and even leather and cera-
mics. To this will be added the Fullertone pho-
nograph, the invention of Antol Fodor, a Pari-
sian engineer, whom Mr. Fullerton has known
for a number of years as a man of exceptional
creative ability.
HERBERT A. BRENNAN RESIGNS
Tenders Resignation as Manager of Talking
Machine Department at Wurlitzer's Which
Will Take Effect on March 1
Herbert A. Brennan, well known in the talk-
ing machine trade in metropolitan New York,
who has been manager of the Victrola depart-
ment of the Wurlitzer Co. for the past year,
has tendered his resignation to this concern,
effective March 1. Mr. Brennan's wide experi-
ence in the Victor field qualifies him as one of
the best informed men in the retail merchandis-
ing of. the Victor product, and this experience,
coupled with his knowledge of the Victor policy
of selling this product, was responsible for the
splendid showing in sales made during his re-
gime as manager of this store. He leaves this
post after a year's hard work with a well-planned
and efficient organization that is prepared to
pave the way for his successor.
Mr. Brennan's plans for the future are not
ready for publication at this time, but plans are
now under way which, when perfected, will
establish him firmly in the talking machine trade.
ISHAM JONES AT ELKHART
Famous Brunswick Artist Appears at Kiwanis
Luncheon — Entertained by C. G. Conn, Ltd.
Elkhart, Ind., February 4. — Isham Jones and his
famous orchestra, exclusive Brunswick artists,
playing at the College Inn in Chicago, appeared
in this, city recently at a luncheon given by the
Kiwanis Club at the Elks' Temple. The orches-
tra came to Elkhart at the invitation of James
F. Boyer, of C. G. Conn, Ltd., whose instru-
ments this dance organization uses exclusively.
C. D. Greenleaf, president of C. G. Conn, Ltd.,
presented each member of the orchestra with a
beautiful engraved medal and, as a mark of
their appreciation, the Isham Jones Orchestra
played a series of dance numbers with the ex-
ceptional skill and art that have made it nation-
ally prominent in the dance entertainment field.
TAKES NO HEEDOF "HARD TIMES"
Schwartz Furniture Co., New London, Conn.,
Uses Effective Publicity to Feature Colum-
bia Product — Sales Steadily Increasing as
Result of Company's Progressiveness
New London, Conn., February 9. — The Schwartz
Furniture Co., of this city, exclusive Columbia
dealer, apparently takes no cognizance of the
so-called bugaboo of "hard times." This en-
terprising dealer is utilizing every possible
form of effective publicity, and as a result of
this progressiveness its Columbia sales are
steadily increasing. ,
An example of this company's progressive-
ness was shown recently when a waiting room
for passengers using the trolley system in New
London was being installed. The main fur-
nishings consist of three large settees for the
comfort of the public, and the Schwartz Fur-
niture Co. hit upon the idea of carrying attrac-
tive signs on these settees telling the public
that it carries a complete line of Columbia
Grafonolas and records.
Various associations, private clubs, volunteer
fire departments and private parties are supplied
with bridge score cards, and the reverse side
of these cards are devoted to advertising Co-
lumbia records over the signature of the
Schwartz Furniture Co. Through this medium
of advertising this .dealer has had hundreds of
people calling at its store in order to secure the
cards.
Twenty-five metal signs, with steel frames,
measuring 20 x 40 inches, have been installed
on five main roads, leading to and from New
London, designating the number of miles from
the different points. Incorporated in these
signs is the fact that Columbia products may
be purchased from this dealer.
In connection with a K. of C. frolic the
Schwartz Furniture Co., assisted by advertis-
ing in the program, then issued a special
form of ticket, the main idea being that these
tickets must be exchanged for the original re-
served seats to be handled at the box office.
Columbia advertising was featured on the re-
verse side of the ticket. Every piece of ad-
vertising leaving this dealer's store contains
something pertaining to Columbia and each and
every individual in the organization is sold 100
per cent on Columbia product.
J. H. Haeske, of Bartlesville, Okla., will open
a Columbia shop in that town in the near future.
Mr. Haeske states that his opening business
drive will consist of a carefully considered house-
to-house campaign.
February 15, 1922
THE TALKING MACHINE WORLD
t il Yon Do?
Latest Dance Hit by
Isham Jones
1fou cant 90 wpng with,
any feist' song"
HEAR IT
What-U you do.
youave lone -some and otoe*— - -
OQDEN SERVICE TABLES POPULAR MILWAUKEE RANKS HIGH AMONG THE MUSIC-USING TOWNS
Favored
in the Home as WeU
Demonstration Booth
as in the
Lynchburg, Va., February 4. — J. B. Ogden, presi-
dent of the Ogden Sectional Cabinet Co., reports
that the Ogden service tables are steadily in-
creasing in popularity. In a recent conversation
with The World, Mr. Ogden stated:
"Of course, the talking machine dealer has
found the service table in the demonstration
How Service Tables May Be Utilized
booth an indispensable adjunct. Many dealers
are also finding, however, that these service
tables are an excellent article for re-sale for use
in the home. Following this idea we have pre-
pared illustrations showing a few of the
other uses to which the service table may be
devoted. Dealers tell us that many of their
customers already have accumulated a record
library far in excess of the filing capacity of
their talking machines. These same dealers are
finding the service table solving this problem.
Space is provided in these tables on a lower
shelf for six extra albums and the top may be
used for either an open book, vase, telephone
or smoking stand; in fact, the uses are prac-
tically without limit. These stands have also
attracted the attention of the furniture trade,
which is selling them as bedside tables in large
numbers. Our January ad in The Talking
Machine World has brought many direct returns
from all over the country, including a very sub-
stantial order from San Juan, Porto Rico. An-
other order was received from an old customer
in Panama. We also heard from many talking
machine dealers throughout this country."
The Ogden Sectional Cabinet Co. is making
extensive plans for featuring these service tables
during 1922 and expect to greatly increase the
output.
Survey of Musical Conditions in Milwaukee Reveals Some Very Interesting and Remarkable Facts
Which Are of Value Alike to Manufacturers, Distributors and Dealers in Musical Merchandise
Milwaukee, Wis., February 6. — A decidedly in-
teresting survey of the Milwaukee market on
music has been made by the merchandising serv-
ice bureau of the Milwaukee Journal under date
of January 15, 1922.
The facts and figures presented are taken
from personal interviews with 10,000 Milwaukee
housewives. In order that the territory should
be covered with the greatest accuracy, the num-
ber of interviews in each part of the city was
based on the respective populations of the
twenty-five wards comprising the city of Mil-
waukee. The questionnaire was very complete,
developing such facts as the number of children,
if any, and, if so, of what sex. The statistics
obtained included the number of families having
musical instruments, the make of instrument,
whether it were a stencil bearing the manufac-
turer's name, whether other instruments than
pianos are owned, the number of homes in which
children study music, etc., etc.
Some of the most important totals appearing
in the general survey are here given:
Of the 10,000 homes interviewed there was
some kind of musical instrument used in 7,942
homes, or 79.4 per cent.
Of the 7,236 homes having children it was
found that 1,982, or 27 per cent, study ""music,
while the balance of 5,254, or 73 per cent, did
not study music of any kind.
There are approximately 105,000 families in
the city of Milwaukee. Based upon the reports
obtained through the interviews from 10,000
families as a basis, we find the following:
45.9 per cent, or 48,205 homes, have pianos or
piayer-pianos of 698 different makes or names.
42.43 per cent, or 44,551 homes, have talking
machines.
6.96 per cent, or 7,308 homes, have violins.
.14 per cent, or 147 homes, have pipe organs.
The remaining homes have a miscellaneous
assortment of musical instruments.
STEADMAN MUSIC HOUSE ROBBED
Yonkers, N. Y., February 7. — The Steadman
Music House, Warburton avenue, this city, was
robbed last week of stock valued at $1,500.
Among the things stolen were a number of Edi-
son and Victor reproducers and about 200 rec-
ords. Frank Steadman, senior member of the
firm, is spending the Winter in Florida, where
he is regaining his health, following an operation,
and the business was in charge of Frank Stead-
man, Jr., at the time of the robbery. The police
are now following up the matter.
Our First
Anniversary
NE year has elapsed since this
firm began operation under the
name of Curtis N. Andrews.
During this time, our cooperation and
service to Victor dealers have been mate-
rially increased.
It is our intention to unceasingly bend
our efforts to increase the efficiency of
this service.
CURTIS N. ANDREWS
BUFFALO, NEW YORK
98
THE TALKING MACHINE WORLD
February 15, 1922
L 0 S A N G E L E S
Many Big Days of Trade During January — New Recording Plant at
Santa Monica — Sales by Carloads — Canadian Jobber Opens Stores
Los Angeles, Cal., February 1. — January seemed
comparatively quiet in the talking machine busi-
ness after the great rush of December; how-
ever, as usual, there have been many surpris-
ingly big da}'s and the average showing for the
past month will compare favorably with the
first four weeks of previous years. Depart-
ments have run with full staffs of salespeople,
many of the extra holiday assistants being re-
tained, but there are a number of applicants for
positions, many of whom are armed with first-
class references showing previous experience
and ability. Managers are making it a prac-
tice to retain employes who have been with
them some time, and find it impossible to create
new positions. This may serve as a warning to
many who might be inclined to leave posts
elsewhere, believing that new "jobs" can easily
be obtained in Los Angeles.
Price Reduction in Records Surprises
The sudden announcement of the reduction
of the price of the 85-cent record to 75 cents
came as a surprise to all. The bookkeeping de-
partments rejoiced whole-heartedly and unstint-
edly— it is so much easier to figure. Owners
and managers looked a little thoughtful and
wistful. Salesladies — especially those working
on commission — were inclined to resent the re-
duction. The public made no comment, accord-
ing to reports, but seemed pleased.
Eight Famous Victor Artists' Concert
The Eight Famous Victor Artists appeared in
concert at the Philharmonic Auditorium on
Wednesday, January 25. The concert, which
was given under the auspices of the Victor
dealers of Los Angeles and arranged for in de-
tail by the Victor dealers' committee of the
Music Trades Association of Southern Califor-
nia, was a complete success. A capacity house
listened with delight to the series of old familiar
songs given by the Sterling Trio and Peerless
Quartet, as well as solos by Henry Burr and
Billy Murray, funny stories by Monroe Silver
and piano and banjo selections by Banta and
Van Eps. The artists were generous with en-
cores and the concert continued to a late hour.
Recording Laboratory in Santa Monica
What is claimed to be the first permanent
recording laboratory put in operation on the
Pacific Coast has now been in full swing at
Santa Monica for some weeks. The Nordskog
Phonograph Recording Co. has made a number
of test records and recently made some of the
famous Cherniavosky Trio. Special success has
been attained in recording piano records, which
are generally considered difficult. The record-
ing by students and private individuals is also
being featured and meeting with great success.
A second recording laboratory will be opened
in Los Angeles. The management is under the
direction of Arne Nordskog, who is a well-
known impresario in the Beach City, maintains
a studio and is an opera and concert tenor of
wide experience.
Miss C. C. Irvin to Head Hamburger Dept.
Harry N. Briggs, manager of the music de-
partment of Hamburger's, announces the ap-
pointment of Miss C. C. Irvin as the manager
of the Brunswick, Victor and Vocation rec-
ord department. Miss Irvin comes direct from .
Wanamaker's, New York, where she was for-
merly assistant to Louis Jay Gerson in the
Wanamaker music department.
Former Canadian Jobber Arrives Here
John A. Sabine, formerly senior partner of
the Music Supply Co., of Toronto, Canada, Co-
lumbia jobber and distributor for the Province
of Ontario, arrived in Los Angeles early in
the month. It is his intention to operate a
chain of phonograph stores in Southern Cali-
fornia, with R. L. Tamplin, a former associate.
An exclusive Columbia store was opened by
Mr. Tamplin in San Diego some months ago
and plans are now being made to open stores
in other towns.
New Victor Models Announced
R. P. Hamilton, special factory representa-
tive of the Victor Talking Machine Co., was
the much-welcomed announcer of several new
console or period Victor models. Mr. Ham-
ilton smashed all previous walking records on
Los Angeles streets while hurrying from one
Victor store to another to spread the good
news. He has been in Los Angeles for a
few days only, but has already made many
friends.
Barker Bros, to Move Soon
Work is progressing rapidly on the new quar-
ters which will be occupied in the future by the
music department of Barker Bros., which
already extends for some two hundred feet on
Broadway, and will have an additional seventy
feet through this new frontage. No expense is
being spared to put these new spacious quar-
ters in shape as quickly as possible.
Columbia Sells by Carload
Charles Mack, assistant manager of the Los
Angeles branch of the Columbia Graphophone
Co., reports special carload sales by the fol-
lowing Columbia dealers: Bartlett Music Co.,
of Los Angeles; Columbia Stores Co., of San
Diego; Elliot Music Shop, of Long Beach;
S. D. Frank, of San Diego, and San Pedro Fur-
niture Co. Each of these houses sold a carload
of Grafonolas during the holidays through spe-
cial featuring of carload sales. Similar sales
are now being made by the Sheahan Music Co.,
of Venice; Kenny Music Co., of Glendale, and
the Linne Music Shop, of San Fernando.
Salt Lake Music Man Here
John Elliot Clark, Victor distributor of Utah,
visited Los Angeles on private business. He
took the opportunity of paying calls on the
several Victor dealers of Los Angeles.
Ralph Freeman Expected Here
Ralph L. Freeman, director of distribution of
the Victor Co., is expected to arrive in Los
Angeles early in February. His visit is looked
forward to by all the local Victor dealers.
EDISON SCHOOLS FOR SALESMEN
Much Interest Evidenced in the Plans for Series
of Salesmanship Schools — Omaha Substituted
for Des Moines, Week of April 17 to 22
Orange, N. J., February 10. — There have been
no changes in the itinerary of the Edison Schools
for Salesmen, as announced in The World last
month, with the exception that Omaha has been
substituted as a school point for Des Moines,
week of April 17 to 22.
Interest in the Edison Schools for Salesman-
ship is not confined to Edison circles. Tele-
grams and letters of invitation have been re-
ceived at the Edison Laboratories from the
mayors of Syracuse, Cleveland, Dallas, Detroit
and Atlanta, and from the Chambers of Com-
merce and other civic bodies at the various
points where schools are to be given, insistently
urging the establishment of schools in their
cities. In many of the cities, too, the press has
taken up solicitation of the schools. The result
of this has been a lot of good newspaper pub-
licity not only for the schools but for the New
Edison as well.
William Maxwell has been invited to address
prominent civic bodies and educational institu-
tions along the route to be followed by the
schools and plans to accept as many of these
as his other duties will permit.
C. K. HADDON SAILS FOR EUROPE
Charles K. Haddon, of the Victor Talking
Machine Co., of Camden, N. J., accompanied by
his wife, sailed recently on the S. S. "Caronia"
for the Mediterranean, where he will spend the
balance of the Winter. William T. Haddon,
president of the Ohio Talking Machine Co.,
Victor jobber, of Cincinnati, O., visited New
York to see his parents off.
Discussing human virtues, a talking machine
man the other day, said: ■"Some men grow so
upright that they fall over backward."
The PHON-O-MUTE
a
The Perfect Tone Regulator
The PHON-O-MUTE regulates tone control at the
only logical place where tone should be regulated — at the
reproducer.
The PHON-O-MUTE is attached to the stylus bar
instantly and without the use of screws or mechanism. It
does not mar or interfere with the sound-box in any way.
The PHON-O-MUTE provides for any degree of tone
desired without changing the type of needle. Satisfaction
guaranteed. When ordering specify make of Sound Box.
RETAIL PRICE $1.50 REGULAR TRADE DISCOUNTS
PADDACK PRODUCTS, Inc.
198 Broadway New York
February IS, 1922
THE TALKING MACHINE WORLD
99
NEW JEWETT UPRIGHT MODELS
Jewett Phonograph Co. Has Three New Up-
rights— Another Model to Retail at $90 Ready
Shortly — New William and Mary Console Will
Round Out Console Line — Factory Is Run-
ning at Full Blast — Outlook Is Satisfactory
Detroit, Mich., February 4. — The Jewett Phono-
graph Co., of this city, manufacturer of the
Jewett phonograph, is announcing a new line of
upright designs, consisting of three models, re-
tailing at $125, $150 and $175. Jewett dealers
who have visited this company during the past
few weeks are keenly enthusiastic regarding the
new line, and in all probability the new models
will be ready for delivery about the 15th of the
month. The company is also planning to an-
nounce very shortly another upright model re-
tailing for less than $100, with a probable list
price of $90.
The new upright model No. 5, retailing for
$125, is 44% inches high, 19^ inches wide and
19-% inches deep. It is standard Jewett con-
struction, as, in this instrument as well as in
all others, only %-inch five-ply panels through-
out are used, with the best veneers, finishes,
etc., that the company can secur-e.
The new upright No. 6, retailing at $150, is
45% inches high, 20 inches wide and 20 inches
deep. This instrument is made in a two-tone
effect in both mahogany and walnut, the front
doors being paneled as well as the sides.
The new upright No. 7, retailing at $175, is
46% inches high, 2iy2 inches wide and 2\y2
inches deep. This instrument is also made in
two-tone effects in mahogany and walnut, and
is paneled in the front and the sides with some-
thing new to the trade in that it is paneled in
a two-tone effect in the back. This will enable
the purchaser of this instrument to place it in
the center of the room or any place where the
back of the instrument may show, as the back
is finished the same as the sides, with the same
quality of veneer.
The Jewett Phonograph Co. will shortly an-
nounce a William and Mary console, which will
retail around $165, and with this addition the
company will have four consoles, retailing at
$145, $165, $195 and $225, thereby rounding out
the complete list.
A. A. Fair, sales manager of the company,
states that he recently added four new salesmen
to his staff and the factory is running full blast.
The company is endeavoring to co-operate with
its dealers in every possible way, and the results
of its efforts to date are emphasized in its stead-
ily increasing sales totals.
BRILLIANTONE FORCES ACTIVE
United States and Canada Being Well Covered
— Orders Indicate That Dealers Look for
Bigger Business — Working for It Anyway
The entire sales force of the Brilliantone Steel
Needle Co., New York City, is out on the firing
line developing 1922 business. H. W. Acton,
secretary of the company, reports that orders
are coming in from all sections of the country
and that he is kept very busy taking care of.
them.
Sidney Risser, in charge of metropolitan ter-
ritory, is doing excellent work in the Greater
City. V. C. Kent, one of the newer additions
to the Brilliantone sales staff, is covering New
England and reports conditions very favorable.
L. J. Unger is back again in Canada and reports
that the talking machine trade in the Dominion
is very active and is proving his assertions
through the substantial orders he is sending in.
B. R. Forster, president of the company, is on
the Pacific Coast and will work his way back to
headquarters through the Southern States.
Upon Mr. Forster's return Mr. Acton will im-
mediately leave on a contemplated trip.
The go-getter wins business and cashes in on
it while the timid and complaining keep on wait-
ing for the horn of plenty to empty its contents
upon them.
NEW COLUMBIA CAMPAIGN
Newspaper Advertising Being Used to Feature
Popular Artists and Music — Dance Music
Given Prominence in the Advertisements
The Columbia Graphophone Co. has just in-
augurated a newspaper campaign that is nation-
wide in scope. The advertising draws attention
to the tremendous demand for popular music,
song and dance hits, also ballad, band music,
vaudeville and comic opera tunes, and old fa-
miliar melodies. Many Columbia stars that are
famous for their popular music are featured in
the advertising, including Al Jolson, Ted Lewis,
Nora Bayes, Dolly Kay, Bert Williams Van and
Schenck, Frank Crumit and Marion Harris.
Included in many of the advertisements are
lists of specially selected records, representing
some of the best sellers in the newest and latest
music. Dance music is particularly emphasized
in this Columbia advertising campaign, several
advertisements being devoted exclusively to a
list of suggestions for dance entertainment.
TO RE-ENTER COLUMBUS TRADE
Goldsmith Music Co. Incorporated to Deal in
Musical Instruments of All Kinds
Columbus, O., February 6. — The closing out
recently by the Goldsmith Music Store Co. of
its stock in this city was reported to mean the
retirement of the Goldsmith interests from the
local music field. It is now stated that the Gold-
smith Music Co. was recently incorporated to
carry on a general music business, including the
selling of pianos, talking machines and musical
instruments of all kinds in Columbus. The
company is chartered with $30,000 in preferred
stock and 500 shares of common stock with no
par value, and a suitable location is now being
sought in which to establish the business, tem-
porary offices being maintained at 36 West State
street. Those interested in the Goldsmith Music
Co. include A. M. Taylor, A. M. Courtright and
several other members of the old corporation,
besides S. W. Goldsmith, who will assume active
control.
ON NORI2ED
PHONOGRAPH
RECORDS
10-inch DOUBLE DISC
WITH A POPULAR HIT
ON EACH SIDE
Durable — Clear Tone —
Musical
NOW RETAILING FOR
FOR FEBRUARY
The list contains a variety of vocal and in-
strumental selections, including the latest
Songs and Dance Music as well as old-time
standard melodies.
3041
Inst.
3042
Inst.
3043
Vocal
3044
Vocal
3045
Inst.
{
Ty-Tec (Bibo). Fox-trot. ...Lanin's_ Dance Orch.
The Sheik of Araby (Wheeler-Snyder).
Fox-trot Lanin's Dance Orchestra
f Just a Little Love Song (Young-Lewis).
[ Fox-trot Lanin's Dance Orchestra
) Blue Danube Blues (Caldwell-Kern). Fox-
trot Lanin's Dance Orchestra
(Plantation Lullaby (Stevens-Gillette-Holmer).
Song Strand Theatre Quartette
'■Kentucky Home. Sung by Strand Theatre Quartette
(Arkansas Blues (Landa-Williams). Song. Acc.
by Her Jazz Boys Miss Lee
She's a Mean Job. Song. Acc. by the Con-
^ norized Jazzers Billy de Rex
I've Got My Habits On. Fox-trot,
Bailey's Lucky Seven
In My Heart. On My Mind (Kalmar-Ruby).
Fox-trot Bailey's Lucky Seven
3046
Vocal
3047
Vocal
| Ah
1 On
Aloha Oe (Liliuokalani). Song, Acc. by
Hawaiian Guitars Crescent Trio
, Two, Three, Four. Song, Acc, by
Hawaiian Guitars Crescent Trio
Old Black Joe (Foster). Song. .Criterion Quartette
Medley of Foster's Sonus (Foster). Song,
Criterion Quartette
( Souvenir (Drdla)
Tra_. ..
Acc Sclpione Guido
Violin Solo, Orch. Acc,
304B J Scipione Guido
Inst. j Traumcrei (Schumann). Violin Solo. Orch.
When Shall We Meet Again? (Egan-Whit-
-.Q4g > ing}. Song, Orch. Acc Hart and Shaw
Vocal \ I Hold Her Hands and She Holds Mine
(Rose-Ryan-Bibo). Song. Orch. Acc..
Arthur Fields
CONNORIZED MUSIC CO.
ALSO MAKERS OF CONNORIZED MUSIC ROLLS
817 E. 144th St., - - New York
UNITED MUSIC STORES
PHILADELPHIA BALTIMORE
m
100
THE TALKING MACHINE WORLD
February 15, 1922
Greatest Musical hit Of Ages
Song Iove
J?™ "0LOSSOM TIME"
S) II
you cant go Wrong
^jtfith ani/Jeist sonq"
EXECUTIVE COMMITTEE TO MEET
Governing Body of National Association of
Talking Machine Jobbers to Hold Two Meet-
ings Next Month, One in Chicago and the
Other in New York — All Members Welcome
BIG VICTOR CONFERENCE IN PHILA.
Local Distributors Co-operating With Victor Co.
in Preparing Elaborate Program for Business
and Educational Conference Next Month for
Benefit of Victor Dealers
Plans are now being completed for the regular
mid-year meeting of the Executive Committee
of the National Association of Talking Machine
Jobbers, which, as was the case last year, will
be divided into two sessions, one of which will
be held in Chicago on March 12 and 13, and
the other in New York on March 15 and 16. As
has been the practice during the past few years,
the meetings will be open to the general mem-
bership of the association, and it is expected that
practically all the members will find it possible
to attend either the Chicago or New York meet-
ings. In the Spring of 1921 executive meetings
were held in St. Louis and Boston, and over
90 per cent of the membership were present at
one or the other of the meetings.
After the meetings in Chicago on Sunday and
Monday, March 12 and 13, members of the
Executive Committee will travel to New York
on a special car attached to the Broadway
Limited of the Pennsylvania line, arriving in
Gotham on the morning of March 15 in time
for the first meeting here.
Philadelphia, Pa., February 6. — Plans are being
completed rapidly for a big combined business
and educational convention to be held in the
Rose Garden of the Bellevue-Stratford Hotel on
Monday, Tuesday and Wednesday, March 6, 7
and 8, under the auspices of the Victor Talking
Machine Co., supported by Victor distributors
in Philadelphia. The meetings will be open to
all Victor dealers in the greater Philadelphia
territory and the program arranged is of unusual
interest and value.
During the course of the sessions sales talks
will be given by J. S. McDonald, sales manager
of the Victor Co.; John G. Paine, of the legal
department; Ernest John, advertising manager,
and F. A. Delano, director of the Red Seal
School. Mrs. Frances Elliott Clark, director of
the educational department of the Victor Co.,
will be present with a corps of assistants, and
will give a number of talks on the educational
phases of the Victor business.
A reputation for square dealing is the best
advertisement a merchant can have.
The talking machine department of the Con-
nor Furniture Store, of Rialto, Cal., recently
installed a complete stock of Pathe machines
and records.
New Automatic Stop
But Two Working Parts
Sets Automatically — Nothing to Touch But the
Tone- Arm
This stop may be attached with but three screws to any
make of machine. It does away with the usual brake.
Starts the machine automatically as the needle is placed
on the record. Brakes on either the turntable or
governor-disk. Acts as a switch for electric motors.
Cannot wear out or get out of order. Is absolutely fool-
proof and trouble-proof. Is the best and simplest device
of its kind. It is the only stop satisfying both manu-
facturer and user; and —
It is the Lowest Priced Stop on the Market
Sold Direct to Manufacturer and Jobber.
FENTON MANUFACTURING COMPANY
FENTON, MICHIGAN
BUBBLE BOOK PRICES REDUCED
Popular Little Volumes Now Offered at Old
Retail Price of $1 Each— Bubble Book Divi-
sion Offices Removed to Harper Building —
Two New Releases Just Announced
The Bubble Book D ivision of Harper & Bros,
has removed from 130 West Forty-second street
to the Harper building in Franklin Square, New
York, where it will be under the same roof with
the other Harper activities, which is expected to
result in greater efficiency in operation. There
is now being conducted a nation-wide campaign
among talking machine dealers in the interest
of Bubble Books, the list price of which has
been reduced from $1.25 to the old price of $1.
The price reduction is being announced in
national advertising and is expected to have a
distinct effect in increasing sales.
W. R. Richardson, in charge of the Bubble
Book Division, states that there is now being
prepared a most complete series of dealer helps
designed with the special idea in mind of stimu-
lating the sale of the books in talking machine
stores. Two new Bubble Books will shortly be
released to the trade. The first of these, No. 13,
will be known as "A Child's Garden of Verse,"
and will contain three familiar verses by Robert
Louis Stevenson. The other, No. 14, will be
known as "The Chimney Corner Book."
THE EDISON SCHOOL IN BOSTON
Sessions to Be Held at the Hotel Copley-Plaza,
That City, Starting February 23
Boston, Mass., February 12— The Edison School
for Salesmen, which is to be held in this city
February 23, 24 and 25, will take place at the
Hotel Copley-Plaza. Paul L. Stinchfield, a
graduate of the Carnegie Institute of Tech-
nology, will direct the school. Local Edison
jobbers, the Pardee-Elleriberger Co. and the
Iver-Johnson Sporting Goods Co., have, through
energetic effort, enlisted a dealer attendance that
insures the success of the school. The dealer
attendance will be increased by a delegation of
about fifty students from Harvard University.
William Maxwell, together with Gene Lockhart,
the well-known actor, will play an important part
in this Salesmanship School.
H. W. ACTON'S LATEST PURCHASE
H. W. Acton, secretary of the Brilliantone
Steel Needle Co., New York City, recently pur-
chased property adjoining his home at East
Williston, L. I., which makes his holdings now
include practically a whole city block. He plans
to improve this property, making his home one
of the show places in this community.
The Coffing Music Store, of Attica, Ind., has
added a talking machine department to its estab-
lishment, in which Victor and Edison machines
are featured.
February 15, 1922
THE TALKING MACHINE WORLD
101
B A L T I M 0 R E
Trade Is Steadily Developing Toward Permanent Improvement — ■
New Accounts Opened by Leading Companies — The Latest News
Baltimore, Md., February 5. — The talking ma-
chine business here is gradually emerging from
the usual after-Christmas quietness and dealers
generally are looking forward to a normal busi-
ness from now on. The slump for the past six
weeks is a natural aftermath of the holiday
trade and is more than offset by the volume of
business which was done during December,
which, as a rule, went away ahead of 1920,
making the year's business, as a whole, very
satisfactory.
Carload Sales Boom Columbia Business
This was attributable, to a large extent as
far as his company was concerned, according
to Manager Parks, of the Columbia agency, to
the carload sales idea, which was taken ad-
vantage of by many dealers in this territory
with very satisfactory results. This is consid-
ered very gratifying when it is taken into con-
sideration that sales were made only to the
very best-approved credit and a considerable
number of sales were rejected on investigation.
New Columbia Agencies
Among new Columbia accounts is that of the
United Phonograph Stores, Inc., which conduct
two stores in Washington and will shortly open
four stores in Baltimore. The local stores will
be managed by Leonard C. Welling, who is now
here supervising the remodeling of the estab-
lishments which have been leased.
New Victor Accounts
The reduction in the price of records will be
a great stimulus to business in this territory,
according to H. T. Bosee, sales manager of
Cohen & Hughes, Victor distributors. Record
sales have already shown improvement, he said,
and he looks for a big increase right along now.
New Victor dealers in this territory include
Wm. M. Muller, who is opening up a new
music shop at 3052 West North avenue; the
Shevitz Piano Co., 746 Columbia avenue, and
the McCready Co.
M. Nathan Co. to Open Branch
The M. Nathan Co., of Cambridge, Md., re-
cently held an employes' co-operation meeting,
at which H. T. Bosee, sales manager for Cohen
& Hughes, made an interesting talk on sales-
manship, which was not only very instructive,
but entertaining as well. It was announced at
this meeting that the firm planned to open a
branch house in Salisbury, taking the place of
the Salisbury Music Co., which is going out of
business.
L. A. Randall Completes Victor Course
L. A. Randall has just returned from a trip
to the Victor factory, where he spent a week
under instruction, and Cohen & Hughes plan
to use him along new lines in sales-promotion
propositions.
C. F. Shaw Gets Important Post
C. F. Shaw, formerly of the St. Louis branch,
has taken charge of the phonograph depart-
ment of the Brunswick agency here, which em-
braces Maryland, District of Columbia, Vir-
ginia and parts of Delaware, Pennsylvania, West
Virginia and North Carolina. Mr. Shaw,
although still a young man, has spent thirteen
years in the business and intends to go after
sales in this section. As he put it: "I am
satisfied there is business in this territory and
we intend to get it, if the best of efforts and a
high-class product count."
Phonolamp Co. Starts Ad Campaign
One of the most striking advertisements of
talking machines seen in Baltimore is that of
the Monumental Phonolamp Music Stores Co.,
108 North Eutaw street. It consists of a hand-
somely finished truck, with Phonolamps in
operation on each side, and has attracted con-
siderable attention in its trips through the city,
playing the latest music and illuminated at
night. S. Clayman and H. Kippnes, who are
the distributors of the Phonolamps for Mary-
land and the District of Columbia, are under-
taking a big campaign of advertising in intro-
ducing this novelty in this section and meeting
with good results, according to Mr. Clayman.
In addition to newspaper and other advertis-
ing they have closed a contract for a booth at
the "Better Homes and Building Exposition,"
which will be held at the Fifth Regiment Ar-
mory from April 29 to May 6.
C. S. Jones Succumbs to Influenza
C. S. Jones, for many years superintendent
of the Columbia warehouse here, died on Janu-
ary 22, after a short illness of influenza. Mr.
Jones was one of the best-known and liked
men in the Columbia agency and his death was
a shock to the whole force. A. S. Cross, who
was assistant for some time, was appointed to
the position of superintendent.
Sickness Cripples Local Trade
L. E. Larman, of the Washington branch, and
Z. A. Jones, of the Baltimore house, have been
confined to their homes, suffering with attacks
of grip, while P. W. Peck, of the North Caro-
lina house, is convalescing from illness.
News Brieflets
Visitors to Baltimore the past month included
Ernest Thompson, of Warsaw, Va.; J. Davis, of
Havre de Grace, Md.; H. W. Yeager, J. V. Mor-
ris and Myer Goldman, of Washington.
C. D. Cogdill is going to open a talking ma-
chine shop at Goldsboro, N. C.
The Scott & Kennedy Music Store, at Wil-
lows, Cal., has added the Brunswick line of
phonographs and records to its stock. Victor
machines and records are also handled by this
establishment.
KIMBALL
Phonographs
Are Business Builders
Kimball prestige — long estab-
lished— and a reliable guaranty
are the foundation on which
the dealer can safely build.
Variety of Design; Superior
Construction ; Attractive
Appearance; Truth of Tone —
these qualities command the
attention of Dealer or Cus-
tomer.
W rite for Agency Terms
W. W. KIMBALL CO.
306 So. Wabash Ave. Kimball Bldg.
CHICAGO
Manufacturers of Phonographs, Pianos, PlayerlPianos,
Pipe Organs, Distributors of OKeh Records
ill
102
THE TALKING MACHINE WORLD
February 15, 1922
Records
Latest Hits and
Quick Releases-
Always something new and your orders
are filled with the utmost dispatch.
Records combined with Consoli-
dated Service, make an OKelL Agency
the most to be desired. Write us and our
representative will be glad to explain our
attractive dealer proposition for 1922.
Wholesale Distributors for OKsL Recoras
Consolidated Talking Machine Co.
227 W. Washington St. Chicago, 111.
Branch: 2957 Gratiot Ave., Detroit, Mich.
m
February 15, 1922
THE TALKING MACHINE WORLD
103
THE RESURRECTONE
June 15th,
1915
June 22nd.
1915
Patents Pending ,aniQiQ1St'
Our new Tuning-fork amij^, '1st
Single Prong models are 1921"
standards of simplicity
and perfection. Superb quality — increased volume.
Order sample, return if not satisfied. Reasonable prices.
HOFFAY PHONOGRAPH CO.. 160 Pearl St., New York City
Makers of the "air-tight" Tone-arm and Hoflay Phonograph
COLUMBIA SECURES AL HERMAN
Prominent Vaudeville Artist to Record Exclu-
sively for Columbia Graphophone Co.
The Columbia Graphophone Co. announced
this week that it has secured Al Herman, the well-
known vaudeville comedian, as an exclusive
Columbia artist. This comedian is perhaps one of
the most popular vaudeville artists in the country-
to-day, and his records will no doubt be looked
for by record enthusiasts everywhere.
The first records to be released appear in the
February list and consist of numbers which Mr.
Herman has featured in this year's production of
the "Greenwich Village Follies" and the "Music
Box Revue." The first number is "I Hold Her
Hand and She Holds Mine" from the "Follies' "
show and the second is "They Call It Dancing,"
from the "Music Box Revue." In the March list
the company is to release a double-faced record
by Al Herman of "Which Hazel" and "You're
Outa Luck." Well-known artists on the vaude-
ville stage whose records appear in the February
list are Vernon Dalhart, tenor, and Al Bernard,
baritone, who are represented by a duet record.
The first number is entitled "I Want My
Mammy," a new lyric written around the theme
of home and the South.
NEW TONE ARM WINS FAVOR
Wm. Phillips Pays Tribute to The World as a
Real Business Getter
Orders for the new throw-back octagon tone
arm, with octagon sound box, are increasing
steadily in popularity. In speaking of the de-
mand for this tone arm Wm. Phillips, president
of Wm. Phillips Phono-Parts Mfg. Corp., New
York City, stated: "The Talking Machine
World is keeping true to form in its remarkable
ability in developing business. My first ad of
this new sound box and tone arm appeared in
the January issue of the Talking Machine
World and I can directly trace fifty replies to
this one ad so far. Samples of the tone arm
sent out have resulted in orders in almost every
case. The exceptionally attractive appearance
of both the arm and box catches the eye and
when the tone value is demonstrated the sale
is usually completed."
NATIONAL ALBUM LINE IN NEW YORK
James E. Maguire Appointed New York Rep-
resentative With Offices at 54 Franklin Street
James E. Maguire has been appointed New
York representative of the National Publishing
Co.. manufacturer of albums for talking machine
records, with headquarters in Philadelphia, Pa.
His offices are at 54 Franklin street. He intends
to cover the trade in this territory very thor-
oughly and inasmuch as the National products
are well and favorably known throughout the
country he should have little difficulty in extend-
ing the sale of these products.
A recent caller at the executive offices of the
Columbia Graphophone Co., New York, was W.
C. Thomas, president of the Tampa Hardware
Co., Columbia distributor at Tampa, Fla. Calvin
Anderson, owner of the Columbia Grafonola
Parlors at Wilmington, Del., Columbia dealer,
was another recent caller at the executive of-
fices, bringing with him excellent reports of the
holiday trade that he closed in 1921.
VIRGINIA BURT NEW OKEH ARTIST
New Okeh Artist Possesses Rare Ability to Imi-
tate Steel Guitar — Well Known in Musical
Comedy Field — Has Quite a Following
The General Phonograph Corp. has just an-
nounced as a part of a recent Okeh record list
several records by Miss Virginia Burt, featur-
ing the selections "Dreamy Hawaiian Shore,"
"Hawaiian Chimes," "Ka-Lu-A" and "Hawaiian
Starlight." Miss Burt is well known to theatre-
goers throughout the country, and she possesses
the unusual gift of being able to produce in her
throat tones resembling with marvelous accu-
racy the notes of a steel guitar string. When
of Miss Fritzi Scheff, star of the production.
It was during the following Summer that Miss
Burt . decided, half in earnest and half in fun,
to write a musical play in which she could bring
the happy family of "Glorianna" together again.
She went to work immediately to write the
necessary songs. While her manager was hav-
ing arrangements made for the musical numbers
of the production which will shortly be pro-
duced, he discovered Miss Burt's ability to imi-
tate a Hawaiian guitar, and her Okeh records
emphasize her unique gift to splendid advan-
tage.
"MARION HARRIS WEEK" A SUCCESS
Sale of Records of That Popular Artist by
Cluett & Sons Greatly Stimulated Through
Timely Publicity — Visitors to Troy
Troy, N. Y., February 4. — The local store of
Cluett & Sons, which in addition to pianos han-
dles Columbia Grafonolas, Aeolian-Vocalions
and both makes of records, has just completed
the celebration of "Marion Harris Week," co-
incident with the appearance at Proctor's Thea-
tre of that popular comedienne and Columbia
record artist. Miss Harris visited the Cluett
store and autographed a number of her records,
the sale of which was stimulated materially as a
result of the publicity.
A. E. Russell, manager of the talking machine
department of the company, reports that sales
during January showed a substantial gain over
those for the same period last year and that
February is starting off exceedingly well.
Among the recent visitors to the Cluett store
were Arthur Olsen, of the Jones-Motrola, Inc.,
and Neal Lynch, of the traveling staff of the
Aeolian Co.
Virginia Burt
producing her melodies of the guitar in combina-
tion with the famous Hawaiian guitar artists,
Ferera and Franchini, it is almost impossible
for the hearer to believe that it is not a third
guitar playing.
For two seasons Miss Burt was featured in
all the Keith and Orpheum vaudeville houses.
The musical comedy field then attracted her at-
tention and in the ranks of "Glorianna" she
found a small part which she quickly outgrew
and later was asked to play the lead in support
DEALER USES TIMELY PUBLICITY
The advertising department of the Columbia
Graphophone Co. recently received from M. T.
Chapman, Columbia dealer of Holdenville,
Okla., a copy of an artistic gift catalog which
this dealer issued around the holiday season.
Besides handling the Columbia line, Mr. Chap-
man is one of the most successful dealers in
jewelry and optical goods in his section of the
State, and he utilized the back cover of his gift
catalog to feature Columbia Grafonolas. The
advertisement was noteworthy for its typo-
graphical attractiveness, and also conveyed an
effective sales appeal.
mdrbss YOUR VICTOR ORDERP
VICTOR ORDERS fiont
A VICTOR DeftLErP~
IM'I1
7->M
LRRO&^CourvF
Ui\ DE5 MOINEJ, IOWA
ET
SALES MAHAGER^
104
THE TALKING MACHINE WORLD
February 15, 1922
at li((le Tinkers
aMdT*n Ii(<leTow
,fou can '/ go wrong
Ufiangjeist'song" ^ VQACli OI d SOllgf?
ASK TO HEAR IT!
OPENS ELABORATE NEW STORE LONDON SHELLAC STOCKS INCREASE
A CARUSO MEMORIAL RECORD
Over 2,000 Visitors Attend Formal Opening of
New Victor Establishment of Chas. M. Zitzer
in Mansfield, O. — A Successful Event
Mansfield, O., February 4. — It was a real event
in this city when Charles M. Zitzer, Victor
dealer, opened his new store at 35 North Main
street, considered by many as one of the best
locations in that city. According to conserva-
tive estimates fully 2,000 people attended this
premier opening.
Yuncker's. Orchestra played throughout the
evening and vocal numbers were rendered by
Prof. R. A. Chubb and Eddie Fisher. It was
the consensus of opinion of all the visitors that
this store is not only one of the most modern
in the city of Mansfield, but one of the mosL
up-to-date stores in the entire State of Ohio.
Floral tributes were sent by the Perry B.
Whitsit Co., Victor wholesaler, of Columbus, O.;
the Phonograph Co., of Cleveland; the manage-
ment of the Opera House, the Mansfield News
and other friends of Mr. Zitzer's. Narcissus and
jonquils were among the favors given to the
numerous guests. A banquet at the Southern
was the culminating feature of the opening.
Out-of-town visitors included W. F. Davisson,
vice-president and general manager of the Perry
B. Whitsit Co.; W. P. Miller, Newark, O.; F. L.
Fritchey, district representative, and Mrs. Esther
Reynolds Beaver, educational director of the
Perry B. Whitsit Co.; F. H. Smith, Ashland;
Donald Slaybaugh, Crestline; Don Johns, Lima,
O.; O. E. Soderburg, Sandusky; John E. Saum,
Dayton; Henry Ackerman, Marion; Merle
Phillips, Mt. Gilead, and Henry Doran, Detroit,
Mich.
GOVERNOR TO ^CARUSO DRIVE
Governor Channing Cox will head the Massa-
chusetts State Committee, which will co-operate
in the national campaign to erect a practical
memorial to the late Enrico Caruso, world-
famous tenor and Victor artist, according to a
letter received in the New York headquarters
of the Caruso American Memorial Foundation.
The Northern Music Co., Inc., Berlin, N. H.,
has moved into the Pickford Building on Main
street.
HEADQUARTERS
For
Single Spring Motors
and
Mica Diaphragms
WILLIAM BRAND
27 East 22nd St., New York City
Despite Material Increase in Warehouse Hold-
ings Stock Is Still Below Pre-war Days —
Little Possibility of Price Reduction
Advices that have just come by mail state
that there had been a material change in the sta-
tistical position of shellac in London within the
past month, as indicated by the unusually big
increase of 4,000 cases in warehouse holdings.
Commenting on this development a London
authority says:
"The total stock of about 11,000 cases is still
very low. It is not surprising that the market
has not been much affected by a replenishment
which was very badly needed in order to pro-
tect consumers against the usually aggressive
views of actual holders. The December ar-
rivals happened to be rather liberal, and this
coincided with some restriction on the outgoings
incidental to the holiday period. The deliveries
proved much short of those for November, but
it is probable that trade needs will this month
call for more important quantities. In con-
trast to the increased stocks the supplies afloat,
to this side especially, are limited, while the
bulk of the supplies on the way from Calcutta
is going to the United States, as usual.
"Assuming that the London stocks will re-
main comparatively light for an indefinite period
it is obvious that holders would be able to con-
tinue to exact a substantial premium for the
shellac on the spot. While the December de-
liveries were only about 3,000 cases, the fact
deserves notice that the monthly average for the
past year represents 4,450 cases, which shows a
moderate excess over the average for the pre-
vious year. The total receipts for the year were '
52,463 cases, thus showing an increase of nearly
5,000 cases as compared with 1920, and the
stocks are some 1,200 cases less than a year
ago. There is no mistaking the fact that the
outcome of the war has revolutionized the
aspect of the market in this commodity, and it
is difficult to imagine that the stocks will for
some years to come reach anything like the
dimensions that existed before the war, and
the result is that prices are now still four to five
times higher than they were before the war."
BROOKS BUSINESS GROWING
Saginaw, Mich., February 6. — In a chat with the
World, A. W. Seeley, general manager of the
Brooks Mfg. Co., of this city, stated that the
talking machine business is gradually coming
back and that December sales were exception-
ally gratifying. The company is, at the present
time, receiving many inquiries and is laying the
foundation for a much larger business than it
has had for the past eighteen months. Mr.
Seeley feels certain that ultimately the Brooks
Mfg. Co. will secure sufficient business to keep
the plant going at a maximum capacity, owing
principally to the automatic inbuilt repeating de-
vice, a special feature of the Brooks phonograph.
New Record by Dead Tenor Released by Victor
Co. on Occasion of Caruso Week
In honor of the celebration of the forty-ninth
anniversary of Caruso's birth by a country-wide
observance of Caruso Week, beginning Febru-
ary 27, under the auspices of the Caruso Ameri-
can Memorial Foundation, the Victor Talking
Machine Co. has announced as an addition to
the March supplement a new record by Caruso,
namely, "Messe Solennelle — Crucifixus" (Cruci-
fied to Save Us). It is considered that the rec-
ord is particularly timely, not only in view of
the Caruso celebration, but from the fact that
the Lenten season is approaching when music
of that character is much desired. A special
window card featuring the new Caruso record
has been provided and is to be placed on sale
on March 1.
NEW PLAYER=TONE DEALS
Geo. Seiffert Will Represent Player -Tone Phono.
Co. in Metropolitan Territory — Weil Bros.
Appointed Representatives for New Jersey
Pittsburgh, Pa., February 4. — I. Goldsmith,
president of the Player-Tone Talking Machine
Co., 967 Liberty avenue, announced recently
that arrangements had been completed whereby
Geo. Seiffert, 929 Broadway, New York, would
represent the company in the New York metro-
politan territory. Mr. Seiffert is one of the
best-known members of the wholesale talking
machine business in the East and numbers
among his personal friends dealers throughout
the entire territory. He has made a specialty
of giving his clientele efficient service, and his
enthusiasm regarding the Player-Tone line is
substantiated by the fact that he has already
closed important agency connections for this in-
strument.
Mr. Goldsmith also announced that arrange-
ments had been made whereby Weil Bros., well-
known furniture manufacturers' representatives,
at 220 Mulberry street, Newark, N. J., would
be sales representatives for Player- Tone phono-
graphs in the State of New Jersey. The com-
pany has placed a good-sized order and is plan-
ning to institute an aggressive campaign in be-
half of this line.
THE TRIPLEX PHONOGRAPH
is an entirely new type which combines the
portable with artistic reproduction and
changeable picture panels.
Made in one standard size which incor-
porates all features.
Do not select your lines for 1922 until you
have learned all about this wonderful and
unique instrument.
For descriptive folder address the
TRIPLEX ARTISTIC PHONOGRAPH CO.
- Pershing Road and Ridgeland Ave.
BERWYN. ILLINOIS
February 15, 1922
THE TALKING MACHINE WORLD
105
Have You Heard the Good News ?
Bubble Books are back
to their old price
77,c-
Bubble
They are now back to the original
price of $1.00 — a better value
than ever.
: iiTH BllhH K.
This means that there will be
quicker sales, quicker profit,
quicker repeat.
And don't forget when you sell
one you sell a habit and when you
are selling a habit you are building
business.
Bubble Books
44
that Sing
HARPER & BROTHERS
Bubble Book Division
Franklin Square
New York
106
THE TALKING MACHINE WORLD
February 15, 1922
lot ©ff View
Western Division of The World, Chicago, III., Feb. 10, 1922.
Everybody continues to be interested in the state of business, and
almost everybody continues to be on the fence when it becomes a
question of advice or opinion. Yet, as a matter of
fact, the inquiries which the mid-West staff of The
Talking Machine World have been making during
the six weeks past show conclusively that a good
Not
Booming,
but Better
deal of what was anticipated two months ago has failed to mate-
rialize, while much has materialized which was not anticipated. For
instance, there was a general belief throughout the trade two months
ago that the Christmas betterment would be in the nature of a sort of
flash-in-the-pan, and that it would not last over the middle of Jan-
uary. Moreover, our inquiries developed the fact that the reduction
in prices came at the right time to improve a situation already better
than had been anticipated. Orders were given during the month of
January for delivery during April, May and June, some of which
were booked even before the reductions were announced. Further-
more, it appears that manufacturers in general are not at all feeling
blue. They have written down their inventory and to-day they know
where they stand. Dealers also are struggling to the surface, look-
ing around them and again seeing the familiar landscape which they
had thought they would never see again. Inquiry among retail stores
in this district reveals some interesting facts. During the last two
years the housing situation had compelled many families to "double
up," so that two groups would be occupying an apartment designed
for one. The recent depression in business caused this condition to
be even intensified, for thousands of families found that they must,
at all costs, economize on rent expense. Now there is a process of
separation and splitting-up going on. Apparently the people are
getting tired of living in discomfort and are coming out of the shell
of depression in which they have been wintering. The Super-
intendent of Banks of the State of Illinois has issued his annual
report, which shows savings bank deposits of staggering magnitude.
The money is there, the fine weather is coming on and the manu-
facturers are taking time by the forelock. What more can we ask
for?
Talkers
in Piano
Stores
President Bond, of the Packard Piano Co. of Fort Wayne, Ind., is
a wise man. He does not manufacture talking machines, but he fully
recognizes that they are an integral feature of the
music industries. He would like to see the retailers
in the piano industry taking a more potent interest
in the talking machine and its records. In the
course of an instructive article from his pen, which appeared in the
holiday number of The Music Trade Review, he points out that piano
dealers often overlook the opportunity to make their stores the
music-merchandising centers which they rightly are and always ought
to be. In fact, piano dealers are often narrow-minded in this respect
and make the mistake of overlooking the steady every-day oppor-
tunity to sell smaller lower-priced items when the high-priced ones,
like the piano and the player-piano, are for the time being going
slowly. Indeed, this is only one way of looking at the matter, though
we agree that the gospel is thoroughly sound. Whether times be
good or bad, whether pianos are selling fast or not, the piano dealer
who does not seize the opportunity of making' his store a center for
all music merchandise is simply refusing to take advantage of the
logic of his own position. That is only another way of saying that
every piano dealer should handle a line of good talking machines and
records. He should take as much trouble in proportion to these as
he gives to pianos and player-pianos. Thus fortified he will find
himself financially and economically stronger. For this is a case
where it is eminently much wiser not to put all one's eggs in one
basket. Whether, indeed, talking machine dealers who have not
before dealt in pianos should take on such lines is another question
entirely. It is, as may be seen at once, quite different from the first
one. But piano dealers, if we may venture to advise them, will be
better piano dealers for handling the best in talking machines and
the best in records.
And this reminds us that the typical mid-West product known as the
Piano Club of Chicago to-day numbers among its most active mem-
bers many able and energetic talking machine men.
Harry Bibb, William Wade, Harry Schoenwald and
the ever-hustling John McKenna, secretary of the
club, and local boss for the Columbia Co., will at
Our
Trade in
"The Club"
once come to mind, but the owners of the other names which might
and should be remembered will simply have to take the intent for
the deed, since we cannot possibly find space for them all. There
have. been many noticeable results flowing from the injection of this
current of talking machine mentality into the deep stream of the
Piano Club's existence. Perhaps the most apparent have been the
remarkable entertainments which the members have enjoyed week
after week, through the courtesy of their fellow-members who have
been in a position to command the services of musical artists. Sing-
ers and instrumentalists, many of them highly distinguished, have
appeared before the Piano Club at the instance of members who
represent in various capacities the interests of leading companies.
For all this the other members of the club are appreciative.
Which again leads to the thought that the National Association of
Music Merchants would certainly be the stronger if it had more talk-
ing machine merchants among its members. Presi-
dent DeForeest, of that Association, himself a music
merchandiser of widest interests, has recently
spoken very definitely on this subject. He thinks
Get
Into
N. A.M. M.!
that more talking machine merchants ought to be in the National
Association of Music Merchants, which should not, he rightly says,
be composed of piano men only. The National Association of Music
Merchants, in fact, offers to the talking machine man many advan-
tages, some of which were clearly set forth by President DeForeest
at the Executive and Advisory Boards' meetings held on January 12
in New York City. These include legal, business and legislative
helps. The Association is endorsing the Stephens-Kelly bill for price
maintenance and is performing other services to every talking ma-
chine man, of direct and immediate benefit. To our mid-West talk-
ing machine trade friends, then, we pass .the word: Get into the
N. A. of M. M. You need it and it needs you !
Speed. This is not intended as a funny title. It is quite literal and
means just what it says. We are referring to plain, ordinary, physical
speed, otherwise velocity ; and our reason for so
doing is, we believe, worth while. A representative
of The World's Western Division was visiting a
certain wholesale office in Chicago the other day and
Multum
in
Parvo
happened in just when a well-known tenor of our opera had come in
to listen to one of his own records, which was being put out by this
company for January. The World man took up a modest position
in the rear while the entire sales force somehow got into the room,
and as the singer sat down in front of the machine a salesman stepped
forward and put on the new record. Hardly had the first chords of
the accompaniment begun to sound when our artist began to wriggle
in his chair and look uneasy. The very moment his first voice-tones
sounded out he literally jumped up and, as we say, figuratively "hit
the ceiling." "That is not my voice," he cried and, stooping over the
turntable, he changed the speed regulation. Then he- listened again,
looked satisfied and said, "Now that is my voice." Exactly! All very
simple and no doubt the result of a mere accident. But how very
significant! There was a roomful of expert salesmen who did not
sense the fact that a record is simply not genuine unless it is played
at the right rotational speed of the turntable. Every salesman knows
that pitch varies with speed, but how often is the knowledge put to
good use? Just suppose that that salesman had been trying to sell
this singer a talking, machine which was in a similar maladjusted
condition. He would simply have lost his sale. Any singer, in fact,
would have detected the nasal imperfections of the vocal sounds and
would at once have blamed the machine. Which emphasizes that
those who sell talking machines should know their product.
February 15, 1922
THE TALKING MACHINE WORLD
107
mrC H I CA(\ CflEADQUAl2TEm>
^® III ^§ lM ^^^^S REPUBLIC BLDG.,2Q9 SOUTH STATE ST TELEPHONE WABASH 5242
EDWARD VAN HARLINGEN
WILLIAM BRAID WHITE
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., February 8. — With no exception
wholesale and retail concerns in this city have
been able to report that the year 1921 closed in
a more satisfactory manner than was expected.
These facts were brought to light when the
annual inventories were made and in several in-
stances some of our most ardent howlers of
"rotten business" received the surprise of their
life when they found out they had fewer goods
than they thought they had and had sold more
than they imagined they had. These facts
caused them to desert the blue ranks and come
over to the optimistic side, so that to all intents
and purposes everyone in the Chicago trade to-
day is feeling in better spirits and looking for-
ward to exceptionally good business throughout
the whole of 1922.
The month of January was exceptionally good.
Everyone was out, working hard and getting
orders. Moreover, an increase was brought about
toward the latter part of the month and the first
week or so of February, when the reduction an-
nouncements came thick and fast. The first was
made by the Victor Co. regarding its records,
followed in short order by all other companies.
However, the reduction did not stop here. It
included part of the hardware, motor and acces-
sory trade, but was not general at the time. One
peculiarity about this reduction was that it had
the desired effect. It increased business. It was
not like the reduction of several months ago
that knocked the bottom out of business, so to
speak, and brought about a sort of industrial
stasis. This reduction turned the trick; and that
is what was wanted of it. It increased business
to a great extent in all phases.
The retail men were the first to feel the effects
of it and soon began reporting increased activi-
ties and calling for more goods. This had the
desired effect on the manufacturers and caused
them to begin opening all departments and put-
ting on more help in order to take care of the
sudden and increased demand. Nor was the
activity confined to regular customers. Inquiries
came pouring in thick and fast from all direc-
tions from men who had been practically out of
the game for some time, and many were from
well-rated concerns who heretofore had been in
no way connected with the talking machine in-
dustry. Some, when looked up, were found to
be from commercial firms of high rating, particu-
larly from this section of the country. We may,
therefore, expect, before the end of 1922 to see
some new instruments on the market, for appar-
ently these expected new faces are strongly in-
trenched financially and capable of turning out
good instruments once they begin.
All of which augurs well for the men handling
hardware, such as motors, tone arms and acces-
sories, nor can the trade here be blamed at this
rate for expecting a good business year. The
retailers are taking advantage of every possi-
ble tie-up that presents itself. For example, when-
ever theatrical stars, grand opera, legitimate or
vaudeville, make their appearance, the dealers
are not hesitating in notifying their clientele of
the fact, provided, of course, these particular
headliners have recordings on the market. In
the past nothing like this was taken advantage
of — that is to say, not for the last couple of years
at least. It was unnecessary. Business came
without trying to get it, and, therefore, head-
liners came and went unnoticed, so far as those
dealing in records were concerned. However,
the appearance of a star nowadays brings forth
great activity among the record dealers and
these activities are rewarded by good sales. In
many instances some of the very dealers who
are now doing this tie-up work report that even
though their record sales in the past were very
satisfactory their sales today are even more so,
and quite a few of them are wondering what
would have happened in the past if they had
done some tie-ups on top of their easy business.
Music in the Air
One of the latest fads to interest Chicago
and vicinity is "radio-in-the-home." The original
impetus came when transmitting antennae were
installed at the Auditorium Theater during the
grand opera season. The daily papers began pub-
lishing data about Hertzian waves and the wire-
less stations throughout the country were per-
mitted to operate for the purpose of public en-
tertainment.
Of course, all sending stations are under gov-
ernment control and have specified times during
the day when they are permitted to work, and
for this reason the locations of the various sta-
tions and the time of their program is printed.
There is no governmental control over the re-
ceiving equipment and as a consequence wire-
less telephone antennae are daily seen rising in
increasing numbers over the housetops of Chi-
cago.
Perhaps the most popular radio-in-the-home
instrument is manufactured by the Westing-
house Electric Mfg. Co., of East Pittsburgh, Pa.,
for which the National Radio Sales & Service
Co., of Chicago, has been appointed sales agent.
This latter company is located in one of the
(Continued on page 109)
STERLING ^EDISON
REPRODUCER ATTACHMENT
H9P9H The Sterling Reproducer with Edison
PLAYS ALL RECORDS
Write for New Prices
on Sterling Tone Arms
and Reproducers.
Sterling Devices Co.
Manufacturers of the No. 11 Sterling Non-Infringing Tone Arm,
the Sterling No. 31 Tone Arm with Non-Set Automatic Stop, the
Sterling No. 41 Ball-bearing Tone Arm, and the Sterling Repro-
ducer fitted with Edison, Victor, or Columbia attachments.
The Sterling Reproducer with Edison
attachment not only harmonizes in
appearance with the Edison machine,
but harmonizes with it in its perfect
adaptation to all Edison requirements.
To say that the Sterling Reproducer
plays all records and plays them beauti-
fully is no idle statement. It is based
on scientific facts which talking ma-
chine experts will appreciate.
The Sterling Reproducer when used
on the Edison absolutely synchronizes
when playing both hill and dale and
lateral records. The Edison machine
automatically moves the reproducer
150 threads to the inch and sufficient
free motion is allowed by the Sterling
for the difference between 150 and 80
threads. Upon completion of the rec-
ord, when the lever is operated to re-
lease the reproducer from the record,
the reproducer automatically returns to
534 Lake Shore Drive
Chicago, Illinois. its ori2inal or starting position.
108
THE TALKING MACHINE WORLD
February 15, 1922
four salesmen
in your window
If you could afford to hire four salesmen to stand in your display window and hold
up new records, you would probably sell a good many of the records, wouldn't you?
The passers-by, of course, could not hear through the glass what your salesmen might
tell them was the name of the record. And unless the salesmen were willing to fox-
trot for the benefit of the onlookers or to move their lips as though singing, no one
could know what kind of a record it might be. The salary of these four salesmen
would be prohibitive. But they would sell a tremendous lot of records.
Lyon & Healy offer you four new salesmen each
month. The salary for all four will be only two dollars.
They will shout the name of the record clear through
the window. And they will clearly tell whether it is a
dance record or a song or a violin solo.
They are the L & H Victor Record Window Display
Cards.
This service was instituted for the benefit of our mer-
chants who wanted a card service that would be high-
class, attention-compelling and low in cost. The L &
H service is of all of these.
Four cards are issued each month, two of them 14 by 22
inches; two are 1 1 by 14 inches. They feature the four
best numbers of the monthly Victor release. They
attract attention because, being printed in several colors,
they are very striking. The drawings are of the finest
character done by a high-priced commercial artist.
There is no similarity between these cards and the
average gaudy lithographs. The L & H Cards are
individual, different, and of the highest standard.
You can use the Lyon & Healy Display Cards equally
well in your windows, about your store, in your booths
or under the glass of your counter.
The price is only $2.00 a set each month.
Write for free samples
LYON & HEALY
Victrola Distributors
CHICAGO
February 15, 1922 THE TALKING MACHINE WORLD 109
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 107)
large Loop buildings and has been instrumental
in popularizing talking machine-record concerts
via wireless telephone daily at 4 o'clock, contin-
uing for about fifteen minutes, during which time
a series of talking machine records are played at
the K. Y. W. radio station, located in the Com-
monwealth Edison building. At this time ama-
teur radio operators, located for hundreds of
miles around Chicago are listening in on the con-
cert, and many talking machine dealers report a
great number of record sales traceable to these
concerts. At 8 p. m. sharp during the recent
grand opera season in Chicago performances
were also "listened in."
The little Westinghouse instruments sold by
the National Radio Sales & Service Co. vary in
price and the literature put out by this company
pertaining to these outfits contains the following
paragraph of appreciation:
"Radio history is being written broadcast in
opera. It is only right that acknowledgement
should be made to the Chicago Opera Associa-
tion, Mary Garden, general director, and the
Commonwealth Edison Co. for making such a
program a reality."
Columbia and Kerekjarto
Under the auspices of L. L. Sebok, of the in-
ternational record department of the Columbia
Graphophone Co., Chicago branch, Duci de
Kerekjarto, violinist, appeared in concert at the
store of the Winter Piano Co., Columbia dealers,
516 Grand avenue, Milwaukee, Wis., recently.
Upon his return to Chicago Mr. Sebok said that
evidently Kerekjarto Columbia records have
built a large following for this artist in Milwau-
kee; judging from the select audience of profes-
sional musicians and amateur music-lovers gath-
ered for the occasion. The audience kept Kerek-
jarto playing selections which he recorded for
the Columbia Co., and after the concert the
audience expressed its gratitude and apprecia-
tion for the artist's work by purchasing his rec-
ords in large quantities.
Souvenir Memo Books
A recent addition to Columbia's long line of
dealer service articles is the Columbia souvenir
memo book and yearly calendar, which consists
of 106 pages. These little books are intended
primarily to appeal to women who, according to
the opinion of the Chicago sales force of the
Columbia branch, purchase 80 per cent of all
records bought. The service department believes
that housekeepers as a rule never possess, and
always have a need for, an attractive memoran-
dum book in which to keep track of their house-
hold or personal needs, engagements, recipes,
etc., which they can carry with them for ready
reference. By presenting an attractive and use-
ful gift such as this Columbia dealers are ex-
pected to meet with immediate response, for
most women value such courtesies highly.
A new idea is said to have been incorporated
in the making of these books. A number of
the pages are for personal data, while the re-
maining pages are ruled with the heading, "Rec-
ords I Want to Hear," and at the bottom of each
sheet some Columbia record is suggested by
title, artist, number and price.
"The Sheik" Tie-up
"The Sheik," a Paramount picture which met
with tremendous success, proved a wonderful
tie-up for the record of the popular song, "The
Sheik," in Chicago. Columbia dealers especially
reported unusual sales of the Columbia record
of "The Sheik," played by Ray Miller's Black
and White Melody Boys. The method by which
the Columbia dealers tied up was not elaborate
or expensive, but very effective. Many of the
dealers rented Arabian costumes and hired col-
ored men to impersonate "The Sheik." It was
the duty of "The Sheik" to parade around the
vicinity of the retail stores. While doing his
stunts he passed out a card which on one side
bore the simple statement "The Sheik is out,"
and on the other side was the dealer's name and
address. Needless to say this method of tie-up
created considerable interest while "The Sheik"
was fresh in the minds of the public.
Another tie-up was made through the assist-
ance of Dan Roache, publicity manager of the
Lasky Film Corp., Chicago branch, who made
arrangements to tie up with every Columbia
dealer in town who has a place in the vicinity
of the theatre where "The Sheik" was shown.
January Furniture Market
The January furniture market was the means
of bringing many talking machine dealers to
Chicago from all parts of the country. The
local branch of the Columbia Co. used a
special register for the enrollment of Columbia
dealers only, which, at the end of the show, con-
tained numerous names, showing that dealers
had come here from all parts of the country. A
brief canvass of the furniture manufacturers ex-
hibiting at the Chicago branch of the Furniture
Show this year shows that there is a very opti-
mistic trend to business in general for the com-
ing year.
Coming and Going
T. W. Williams, of the sales department of
the Chicago Talking Machine Co., left Chicago
recently for a two weeks' vacation to Little
Rock, Ark., where he is visiting his folks. Dur-
ing the summer months Mr. Williams was un-
able to take his regular vacation, owing to busi-
ness activities. From present indications, be-
ginning with the first of February, there will
be necessity for intensive activity in the Chi-
cago trade, and Mr. Williams is, therefore, mak-
ing preparations.
One of the recent visitors to Chicago was
Frank Ashworth, of Weber & Ashworth, Victor
dealers, of Cadillac, Mich. He reported that the
holiday season proved exceptionally good and
that all indications are for a very prosperous
year.
W. W. Clarke, of London, Visits Chicago
The Chicago trade was recently visited by
none other than Walter W. Clarke, assistant gen-
eral manager of the Gramophone Co., of Lon-
don, England, who is in this country studying
American business methods with a view to get-
ting ideas from us that will be applicable to
British and European business.
In making a comparison of the British retail
business with ours, Mr. Clarke mentioned that
they had not adopted over there the American
idea of demonstrating booths. When a person
comes in to hear a record in the British Isles he
purchases several slugs similar to those used in
telephones. He is then given a seat and a list
of the records with numbers. The seat he is
given is before a prepared dial which has an in-
dicator. He then deposits the slug in the slot,
{Continued on page 110)
WHAT THIS
DEALER
SAID
"I have tried all
of the different
makes of attach-
ments, but the Oro-
Tones remain in a
class by them-
selves. Rush the
enclosed order."
ANOTHER
DEALER
SAYS
"Your attach-
ments for playing
all records on the
Edison, Victor and
Columbia are
simply perfection
and the wonderful
tone quality is the
convincing argu-
ment."
WHY DON'T
YOU ORDER
SAMPLES
TODAY?
Made in Canada by
W. H. Banfield & Sons. Ltd.
Toronto
THE
0R0-T0NE
CO.
Attached a second. Needle retains
perfect center in playing either lateral
or hill and dale cut records. TONE
QUALITY — Full, rich and glowing,
with great carrying power and absence
of metallic shrillness and surface noises.
Retail price. Nickel Plated, $7.50.
Hiflhest Grade Gold Plate $10.50.
iUiiH
No. LS-V ORO-TONE
For Playing All Records on the
Victor
Reproducers Fitted With Special Oro*
Tone D iaphragms
Attached in one second. Needle re-
tains perfect center in playing either
lateral or hill and dale cut records.
TONE QUALITY — Deep, rich and mel-
low, with great volume, eliminating
thin metallic tones and surface or
needle noises on the records.
Retail price, Nickel Plated $6.50.
Highest Grade Gold Plate $9.50.
|ppHHaaH!J!!!Ijj
No. 1C ORO-TONE
For Playing All Records on the
Columbia
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
hill and dale or lateral cut records.
TONE QUALITY— Rich and musical
with splendid volume and definition.
Surface or needle noises practically
eliminated.
Retail price. Nickel Plated S6.50.
Highest Grade Gold Plate $9.50.
OF. THE i ORO
6 GEORGE
chiigaGg;
1 — 1 7 ■ 1 1 1
110
THE TALKING MACHINE WORLD
February 15, 1922
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 109) ~
sets the indicator dial and places two listening
tubes to his ears. The indicator dial automat-
ically operates a similar one downstairs in the
basement, and the employe in attendance there
puts the desired record on a small machine and
sets it in motion. Therefore, it will be seen that
a charge is made for the hearing of each record,
but whether or not this charge is deducted from
the purchase price of the record was not men-
tioned by Mr. Clarke. He did mention that the
Unit Construction Co. has fitted up two splendid
stores on the American plan for the Gramo-
phone Co. in London.
Another interesting topic he touched on was
that in the British countries the dealers have not
as yet adopted the deferred payment plan so
popular in this country. Their business has been
done on a stricth' cash basis.
W. C. Griffiths Likes Indianapolis
Dame rumor has it that W. C. Griffiths, assist-
ant sales manager of the Chicago Talking Ma-
chine Co., will soon become a Benedict. At this
writing we do not know who the fortunate
young lady is, but we have every reason to sus-
pect that her home is in Indianapolis. Putting
two and two together we have come to the con-
clusion that this is probably the cause of his
recent trips to that city.
Hoot! Mon!
The appearance of Sir Harry Lauder at the
Great Northern Theatre on January 23 brought
about a great increase in the sale of his Victor
records. Dealers in all sections of the city re-
ported tremendous sales on all of his numbers,
especially the latest releases.
Why Victor Dealers Are Optimistic
While the first of the year showed every indi-
cation of a normal increase in business, accord-
ing to W. D. Geissler, of the Chicago Talking
Machine Co., the Victor Co.'s reversion to
pre-war prices acted as an incentive which
brought about a tremendous increase in volume
of sales. These pre-war prices are applicable to
the records only. Every Victor dealer in Chi-
cago is exceptionally happy and active. They
all report an increased and steady demand for all
Victor goods and a feeling of optimism main-
tains throughout their ranks.
An Interesting Attachment
A new eompany has just been formed in Chi-
cago which bears the name of the Myers Mfg.
Co. The offices are in the Manhattan Building,
near Van Buren street, on Dearborn. Papers
of incorporation bear the following names: B.
Myers, president; Irving J. Dorf, vice-president;
R. Graebert. second vice-president; J. G. Kaso,
secretary and treasurer. The sales manager is
Ernest Zietler. The amount of the incorporation
is $25,000.
This company has just put on the market a
little instrument which they call the Universal
record re-cutter. Their ' claims for this little in-
strument are very interesting, as they state their
invention was perfected only after years of study
and expenditures of large sums of money. The
purpose of the instrument is to renew old, worn-
out records by simply attaching them to the
sound box and allowing the device to run
through the record grooves, just as though it
were playing. When the last groove has been
reached the record is practically recut, and in
better condition to play than was the case be-
fore the operation was commenced.
Price Reductions on Enclosed Motors
We have recently made sharp reduc-
tions in the prices of enclosed, self-
lubricated motors — due to decreased
costs in labor and material and a larger
output.
This will put the Enclosed Motor with-
in the reach of those manufacturers
whose desire has been to use this motor,
but whose lines have not been high
enough in price to do so.
The same quality and high degree of
inspection will be maintained.
REMEMBER
You don't have to tune this motor. It
comes to you silent and smooth run-
ning. It reaches your customers in the
same condition.
Ask about various models and prices.
United Manufacturing and Distributing Company
536 Lake Shore Drive
CHICAGO
The instrument is of metal, cylindrical in form,
one end being closed off and the other end
pointed, having a set screw and a small hole for
the insertion of a needle. The second part of
the instrument is a collar, held in place by a
threaded arm which, when screwed into the
opening of the collar, causes a wedge between
the collar and the cylinder. The other end of
this arm is cut to fit into the regular needle-slot
of the sound box. Within the hollow cylinder is
a small piece of machined steel, which is oscilla-
tory in an up-and-down direction within the
cavity.
In operating, the following procedure is car-
ried out: A very hard steel needle is placed in
the cutter. The cutter, in turn, is attached to
the sound box, its position being such that when
ready for playing it will ride the record in a
horizontal position. The record is started and
the needle in the cutter, traversing the grooves,
causes the little piece of steel within the cylinder
to vibrate, which vibration in turn acts, as it
were, like a trip-hammer. This trip-hammer
effect causes the needle to plunge through the
dirt and other particles which have been ironed
into the record grooves, and to dig out all for-
eign material. After the operation the re-cutter
is detached and the record can then be played in
the ordinary way. Of course, objection will be
raised by those unfamiliar with this instrument
that it will cut and destroy the record grooves,
but the instrument must be actually seen in oper-
ation before its merits can fully be appreciated.
Reduction in Tonofone Prices
The recent reduction in price of Tonofone
needles, made by the Tonofone Co., proved
to- be quite a stimulus to business, and the re-
action was greater than anticipated. This reduc-
tion benefits dealers greatly in that the- retail
list price remains the same, which brings them
a greater profit and at the same time does not
affect the consumer. The reduction in needles
THE ALTO
$1.00 Retail
MANUFACTURED BY
ALTO MFG. CO.
1801-1803 Cornelia Avenue CHICAGO
A high-grade fibre needle cutter made entirely
of steel, hardened, ground and nickel-plated.
Will cut as well as any cutter at any price.
The Alto Superior $1.35 Retail
Of the same general design as the $1.00 cutter,
but somewhat heavier; hand-polished and heav-
ily nickel-plated^
Carry the Alto Cutter; it is a good line
was brought about by a reduction in costs of raw
material and labor. The increased profit to
dealers is especially noticeable on the twenty-
five cent packages and the trade as a whole has
been taking advantage of this as may be seen by
the number of orders which have been coming in
"daily.
J. F. Johantgen, president of the Tonofone Co.,
tells The World that there have been several
changes made in packing recently, which, when
put into effect, brought about a marked saving in
advertising expenses and this saving was one of
the items which went for making the reduction
in the price of needles possible. The saving was
effected by making their parcel post mailing-
cartons a trifle larger, and this permitted the in-
sertion of leaflets and samples of needles to be
used for advertising purposes by the dealers.
Heretofore this went out packed in separate
envelopes, and plus the cost of mailing, proved
very expensive at the end of the year. It was
then that Mr. Johantgen got the idea of weigh-
ing the carton of Tonofone needles, in doing
which he found that the weight was con-
siderably under two pounds but that the charges
for mailing were the same nevertheless. He.
therefore, hit upon the idea of making the carton
a little larger and enclosing "the samples and
advertising leaflets, so as to make up two pounds,
but at the same time eliminating extra cost of
mailing and packing.
The Tonofone Co. is also getting out a
large quantity of dummy cartons for dealer show
purposes, and the printers are now working on
a variety of little easel-backed showcards. All
of these items are being sent to dealers as
quickly as received from the printers and the
dealers in turn are sending back many congratu-
latory letters showing their appreciation of these
helps which are being given them by the Tono-
fone Co.
Preparing New Models
The Federal Phonograph Co. of this city is
preparing to bring out a new line of console
talking machines. The new styles, which are to
be placed upon the market early in March, will
be medium-priced, and especially attractive for
jobbers. The models will be of the Queen Anne,
Adam and Sheraton periods, and will be fur-
nished in mahogany and walnut. The sizes of
these new models will be 35 by 38 by 21»inches.
Welcome Patricola
Loop-hounds in Chicago are a happy bunch
nowadays because they can get, and take home
with them, the voice of their favorite songbird,
Patricola. This was made possible by her debut
February 15, 1922
THE TALKING MACHINE WORLD
111
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 110)
into talking machine land by way of Victor rec-
ord No. 18838. This is Miss Patricola's first ap-
pearance on Victor records and her offerings are
two vocal selections, "I've Got My Habits On"
and "Happy Hottentot." Miss Patricola made
her first hit in Chicago years ago as an enter-
tainer. Her voice, plus her ability as a violinist,
brought her almost immediate recognition, and
when she made her first vaudeville appearance
in Chicago it is said by old-timers that she
proved one of the biggest hits that ever showed
in the big Loop houses.
Funny Fanny Brice
Another Victor artist to make her initial bow
in February is funny Fanny Brice, of the Zieg-
f eld Follies. It surely was a happy idea to re-
lease her records right at the time she was mak-
ing such a tremendous hit at a local theatre, and
it was a still happier idea that the record em-
bodied two of her songs with which she has been
making this hit, namely, "Second-Hand Rose"
and "My Man." All told, therefore, the personal
appearance of Miss Brice at one theatre and of
Sir Harry Lauder at another ought to be the
means of getting in a great deal of record busi-
ness for Victor dealers in Chicago.
Important Brunswick Announcement
The Brunswick-Balke-Collender Co. has just
made the announcement that it has appointed
John L. Du Breuil as district manager of
the phonograph division in the territories cov-
ered by the Cleveland, Pittsburgh and Buffalo
branches. Mr. Du Breuil was formerly con-
nected with the Columbia Graphophone Co. at
its branch in Cleveland and his many friends
in that district will be glad to welcome him back
to his old territory. After personally meeting
the entire personnel of- the executive offices of
the Brunswick-Balke headquarters in Chicago,
and after a visit to the motor and cabinet plants
of the Brunswick Co., he became greatly
enthusiastic over the possibilities of Brunswick
and assured all members of the Brunswick Co.
with whom he came in contact that he was going
to make them all sit up and take notice.
A Suggestion for Use of Windows
Over in one of the big show windows of the
Peoples' Gas, Light & Coke Co., on Adams and
Michigan, will be seen one of the prettiest and
most cleverly gotten up displays depicting a
modern kitchen seen in these parts in many a
long day. The most interesting feature of it all
is a sign on one of the small white tables which
says that Edith Mason and her husband, Maestro
Polacco, of the Chicago Grand Opera Co., had
purchased* this particular kitchen and that it had
been sent to their villa in Milan, Italy.
The reason this particular item is mentioned
is merely to give readers of The Talking Machine
World a little idea of how other lines of activi-
ties tie up to possibilities. Surely it is a far cry
between the opera and the kitchen, but never-
theless if it weren't for the kitchen there would
be no opera. Maybe this is how the gas com-
pany's window decorator figures it up.
Change Line of Operations
The firm of C. W. Howe & Co. have made
the announcement that they are closing out their
interest in the talking machine business and
have just been appointed agents for the Harsha
tire storage battery. In the future this company
will confine their activities to this line. C. W.
Howe & Co. were one of the oldest concerns in
Chicago to place on the market tone arms, sound
boxes, motors and other items. Their tone arms
and motors were patented in the United States
and other countries, and the patents are being
disposed of. Negotiations have just been closed
for the manufacture of the motor under foreign
patent-rights and domestic negotiations for these
rights are now under way. The same procedure
applies to their rights on tone arms and other
accessories controlled by them.
Sterling Devices Activities
The Sterling Devices Co. reports a very great
increase in January business for Sterling Edison
attachments and No. 41 tone arms. The report
comes from W. O. Miessner, who states that this
increase indicates to him that dealers and manu-
1 2 O O
RECORDS A DAY
WITH
ONE OPERATOR
ON AN
ELMES
AUTOMATIC
DUPLEX RECORD PRESS
Your request will bring you
full information in regard to
this or our other Standard
Hydraulic Presses, Pumps,
Accumulators, Valves or Fit-
tings.
CHARLES F. ELMES ENGINEERING WORKS
224 N. MORGAN ST. Est. 1861 Inc. 1895 CHICAGO, U. S. A.
facturers are exceptionally busy in all parts of
the country. "There is no reason why our trade
should not be busy," says Mr. Miessner, "and
the fellows who are doing good, conscientious,
hard work, getting out and getting after the busi-
ness, are those who are sending in orders for
attachments. This is not because of any work
on my part, but is merely a summary of the let-
ters that I have been receiving recently from
these dealers. I furthermore gather from these
letters that this activity is not a spasm but a
long-thought-out plan which these dealers have
put into effect. That plan is: 'If you want it,
go out and get it.' "
Besides the activity at the headquarters of the
Sterling Devices Co. there are several other in-
teresting happenings which will be announced
in forthcoming editions of The Talking Machine
World, which Miessner says will cause a whole
lot of favorable comment because of their filling
a long-felt want. Just what these coming events
will be has not been stated as yet, but it is need-
less to add here that The World representative
is just as anxious to find out what it is all about
as is the general trade.
On Western Trip
H. L. Mills, secretary and treasurer of the
United Mfg. & Distributing Co., left Chicago the
latter part of January for an extended western
trip which will carry him to the Coast, and
upon his arrival on said Coast it is his intention
to pay a visit to Los Angeles for a short rest be-
fore returning to his desk in Chicago. Before
leaving Chicago Mr. Mills stated that the price
reduction on enclosed motors, as announced in
recent issues of The Talking Machine World, has
brought innumerable inquiries from all parts of
the country and many new names, which, when
looked up, were found to be names of firms of
(Continued on page 112)
The IMPROVED GEAR REPEATER
Is Now on Sale
If you are not already acquainted with the
sales possibilities of this simple and effect-
ive repeating device, we shall be pleased
to send one to you for your inspection.
And the retail price is right— $2.50.
PRICE
50
Regular Dealer Discount
THE SYMPHONY MUSIC COMPANY
1020 WILSON AVENUE CHICAGO
HZ
THE TALKING MACHINE WORLD
February 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 111)
high standing in the commercial field. A great
number of the inquiries were from the Middle
and Far West, which was the primary reason for
his trip west which will take him to the Coast.
Hold Annual Meeting
The annual meeting of the stockholders of
the Wizard Talking Machine Co. was held on
the evening of January 27, and all the officers
were re-elected. Sales Manager Hadley, who
will remain in charge of the sales, stated that
they had an exceptionally good business year
during 1921 and that plans were now well under
way for even better business in 1922. There is
a possibility that the price of their instrument,
the Valuephone, will be increased, as it is
planned to put out a machine of exceptionally
high workmanship, finish and value.
In New Quarters
The Nupoint Mfg. Co. has moved its quarters
from Fifty-ninth street and Racine avenue to
630 South Wabash avenue. This company took
up its headquarters on the South Side about a
year or so ago and in a short time has grown
to be of considerable importance in the supply
branch of the talking machine industry. In its
new headquarters it will occupy practically the
entire second floor'.
Changes Managers
S. F. Patchin has been appointed manager of
the retail Victrola department of the Cable
Company, to succeed Lionel Tompkins, who has
officiated in this capacity for several years. Mr.
Tompkins is now managing the retail piano de-
partment at Jackson and Wabash avenues. Mr.
Patchin is widely known in the talking machine
trade in the mid-West, and for several years was
in charge of the Victrola department of the
J. B. Bradford Co., of Milwaukee, Wis.
Remodeling Store
The Woodlawn Phonograph Co., at 1314 East
Sixty-third street, has just finished remodeling
its place of business. Proprietor Richard Ran-
dal, who opened this retail shop several years
ago, has been quite successful in making it one
"The Business Magnet That You Need Now"
Dark winter days are here — your place of busi-
ness is lost in the cold, gray appearance of the
street. Prospective customers are hurrying here
and there in the cold.
Suddenly —
In front of your store there appears a bright
sparkling, cheerful Federal Electric Sign — out of
the dreary street flash rays of inviting light. Your
location and the nature of your business are
stamped indelibly on the mind of the passerby —
the impulse to buy is instantly aroused.
People can't resist the drawing power of your
Federal Electric Sign — the business booster that
pays for itself over and over again.
12 MONTHS TO PAY
A small payment brings you this wonderful
new sign — it pays for itself while you pay for
the sign — beautiful blue and white porcelain enam-
eled background — the big letters are of snow
white Silveray glass, smooth and very easily read
from a great distance in each direction. Only two
bulbs are required for each letter — ten bulbs for
the sign shown above — costs very little to maintain
— only 3 or 4 cents an hour for electricity.
A wonderfully attractive 24-hour a day sales-
man that will bring in business and new customers
for years to come — long after it has more than
paid for itself. Remember — a Federal Electric
display is the cause of a busy store — not the result.
Employ this unusual business booster without
delay. You need it now. Send coupon for full
information and prices as well as free sketch show-
ing how your Federal Electric Sign will look. No
obligation — do it NOW.
FEDERAL ELECTRIC COMPANY
Representing Federal Sign System (Electric) at 8700 So. State St., Chicago, 111.
Please send me full information, price and free sketch of Federal Electric Porcelain-Silveray Sign for my business.
Explain your Easy Payment Plan.
Name City
Street and No Business
Store Frontage No. of Floors.
State.
Federal Electric Signs are the cause of a busy street; not the result.
of the best-known and busiest retail shops in that
section of Woodlawn. He formerly had six
demonstration booths, but during the remodel-
ing of the store he increased this number by
three.
A Visitor From Australia
G. H. Horton, of G. H. Horton Co., Sydney,
Australia, spent the last two weeks of January
visiting the Chicago trade. He is making a
tour of the United States in the interests of
his company, visiting manufacturing plants, with
the idea of gaining information pertaining to
manufacture. The Horton Co. puts out a talk-
ing machine of its own make, and while in
Chicago Mr. Horton signed up quite a num-
ber of contracts for motors, tone arms and ac-
cessories for talking machines.
Swiss Yodeler Visits
Charles Schoenenberger, said to be one of the
world's foremost yodelers, visited Chicago re-
cently, in company with Edwin C. Ingold, vice-
president and sales manager of the Ferdinand-
Ingold Import Co., of Monroe, Wis. The afore-
mentioned company is marketing a new record
known as the "Helvetia" Swiss and German
yodeling records, which are produced in the
original German-Swiss and German tongues.
The Ferdinand-Ingold Co. was recently
formed in Monroe, Wis., for the purpose of
marketing exclusively these German and Swiss
yodels and have been fortunate in securing such
international artists as Mr. Schoenenberger and
Mme. Schneckenbuehl. The officers of the com-
pany are: Ferdinand Ingold, president; E. C.
Ingold,, vice-president and sales manager, and
Walter W. Ingold, secretary and treasurer.
Speedy Publicity Department
Some of the quickest publicity that we have
seen turned out in many a day was recently
accomplished by the advertising department of
Lyon & Healy. On Friday afternoon, January
27, they received an announcement from the
Victor Talking Machine Co., with illustrations
showing the new line of console Victrolas. By
Saturday night a large folder of this announce-
ment, together with electrotypes showing the
five new Victrola consoles, was being mailed
out. These folders were in the hands of the
Chicago trade on Monday morning. Where the
speed came in was in the matter of getting out
the electrotypes. The photographs which Lyon
& Healy received from the Victor Co. were
retouched by their artists and immediately sent
to the electrotypers. These cuts show models
Nos. 240, 260, 280, 300 and 330, and rrange in
price from $115 to $350.
Joins Brunswick Staff
Robert W. Churchill, who for the past year
or so has been looking after a part of the Chi-
cago trade for the Emerson Phonograph Co.,
has severed his connections with that company
and is now associated with the wholesale sales
force of the Brunswick-Balke-Collender Co. He
will look after the North Side territory for this
concern.
Takes a Long Lease
H. I. Mirick, president and general manager
of the University Music Shop, Inc., 508 State
street, Madison, Wis., when in Chicago recently
announced that he had just signed a five-year
lease for the building in which his store is
located.
Good for Electric Motors
There is an association in Chicago known as
the Electric Club, which occasionally gives out
news that should interest dealers and manufac-
turers of electric talking machine motors. One
piece of information recently given out was that
there are 21,000,000 homes in the United States,
of which 8,000,000 are already wired for, and
using, electricity, and that all these are located
in electric zones; that is, in districts easily
accessible to electric current. During 1921
1,700,000 of these homes were electrically
equipped. The fact that there are 8,000,000 pros-
pects for electric talking machine motors ought
to be good news to the trade and give it some-
thing to think about should it begin to won-
February 15, 1922
THE TALKING MACHINE WORLD
113
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 112)
GOING LIKE HOT CAKES
STERLING
No. 31 NON-SET
AUTOMATIC STOP
Never Misses No Matter What Size
Record — Always Sets the Brake When
Record Is Finished.
For Prices and Further Information, Addrets
STERLING DEVICES CO., 534 Lake Shore Drive, Chicago
der whether or not there is a field for electrically
driven talking machines.
Quigley Back With Witmark
A short time ago we reported that Thomas
J. Quigley, one of the most popular sheet music
publishers' representatives in the mid-West, had
resigned as manager of the Chicago house of
M. Witmark & Sons, to become the head of his
own newly organized concern, the Quigley
Music Co. Now, however, Tom announces that
he has already severed his relations with the
Quigley Co. and is back at his old desk with
M. Witmark & Sons. There are a whole lot
of people in the trade who always wish Tom
the very best thing that can happen to him, just
because he is not only a fine fellow, but a man
of distinguished ability in his line. M. Witmark
& Sons are certainly to be congratulated to
again have at the head of their progressive Chi
cago business and offices a man of such long
experience in the trade and who knows theii
own business so thoroughly.
Phil Deterling in Chicago
' Phil Deterling, head of the Deterling Phono-
graph Co., of Tipton, Ind., was in Chicago the
latter part of January, both buying and selling.
Mr. Deterling's plans indicate that a big year is
expected by the Hoosier organization. An im-
pressive assortment of new and improved styles
is in the course of preparation and dealers in
the Deterling line will be well equipped for
1922.
Happy Six Entertain
The recent appearance of the Happy Six, ex-
clusive Columbia artists, at the Chicago and
Tivoli theatres, registered that organization very
favorably in the minds of Chicagoans. The
Happy Six used numbers in this act which they
have recorded for Columbia and played them
with the same combinations and variations as
in the records. It is announced by the Colum-
bia office here that this dance orchestra is avail-
able for concert work by any Columbia dealer
in the country, and that bookings are being ar-
ranged for their appearance through all Colum-
bia branches.
Vaughn De Leath Drops In
The entertainment committee of the Chicago
Piano Club put on a number at their recent
meeting, January 23, which went a great way
toward making up one of the best shows they
have ever had. This number, which was none
other than Miss Vaughn De Leath, prominent
stage favorite and Okeh record artist, was made
possible by the quick work of E. A. Fearn, of
the Consolidated Talking Machine Co., and
Charles M. Neumeister, sales manager of the
Okeh Western division. Miss De Leath had
been en route from California to New York and
had stopped off between trains. While waiting
for her train she called on Messrs. Fearn and
Neumeister and arrangements were speedily
made. Although Miss De Leath was in the city
only a few hours, she succeeded in making a
tremendous hit with members of the Piano Club
by her singing.
Open New Department
Under the direction of L. C. Wiswell, man-
ager of the Victrola department, Lyon & Healy
have just opened a new service department
which they believe will be of great benefit to
their dealers. The purpose of this new depart-
ment is to get out and help dealers in all phases
of selling, stocking and canvassing. This "deal-
ers' building department," as it is known, will
be looked after by Joe Gannon, who formerly
had charge of their retail canvassing force. Mr.
Gannon is now engaged in instructing his men
who are to call on the dealers, teaching them to
keep tiack of their stocks of machines and rec-
ords and to order supplies of all sorts, keep
after prospects, get up prospect lists, and, if
necessary, get behind the counters and instruct
sales people.
New Columbia Store
A new Columbia store has been opened at
1221 East Forty-seventh street by N. H. Shou-
kair. The formal opening on the first of the
month was attended by a large gathering of
local residents. Favors were presented, and
besides the musical entertainment rendered by
Columbia Grafonolas some of the best local
talent helped make things merry. The new
store is up to the minute in equipment, having
six modern hearing rooms and up-to-date rec-
ord racks. The color scheme throughout is
white enamel.
Now Have Los Angeles Office
The Walbert Mfg. Co. announces the opening
of a Western office in Los Angeles. The office
will be directed by V. E. Snell, who is well
known to the Chicago trade. Mr. Snell will
cover everything west of the Rockies, but will
{Continued on page 114)
This window display Is used by the Brunswick Phonograph Shop. 225 S. Wabash Avenue, Chicago. 111. It has increased
sales of Geer Bepeaters more than 200% and is proving an exceptional window attraction.
Put This In Your Window
and Watch Results
JUJERE is an idea that will increase the attention value of your window at least 200
Many stores have put in similar displays and, without exception, the
sales of Geer Repeaters and records have jumped from
the day the displays were put in.
Why Geer Repeaters Sell Quickly
per cent.
Showing the Geer Repeater at
the moment of release of needle.
The rubber slide (black) Is
adjustable to end of music.
Showing how the repeater picks
up the needle and carries It back
to start. The glass-hard surface
protects the needle.
The Geer Repeater is as near fool proof as a repeater can
be made. It fills a real want. It can be put on or taken off
as easy as a record. For dancing, dining, or when working
or resting, this repeater doubles
the joy of owning a phonograph.
Geer Repeaters repeat in-
stantly and as often as desired,
without injury to the needle, the
record or the machine.
Our "Demonstration
Package" Now Ready
Send for our "Demonstration
Package" and make a window
display similar to that shown in
the above cut. You will be sur-
prised at the increased value of
the window and the quick sales
which result.
Read This Letter.
Enclosed find order for one gross
of Geer Bepeaters. Our books
show that this la the third time
we have reordered these repeaters
since the first of the year. A
few weeks before Christmas we
placed an electric machine in the
window demonstrating this re-
peater, and the sales tripled at
once. This demonstration is
still running and we are con-
vinced that it has increased our
business considerably in all de-
partments. You might be Inter-
ested in sending a representative
to our store to see a record
that has been playing continu-
ously in this demonstration since
the beginning. We estimate that
it has played some three thou-
sand (3000) times and outside
of minor surface noises the re-
production is almost as good as
a new record. Wishing you
success, we beg to be considered,
yours truly. Brunswick Phono-
graph Shop, Arnold B. Stoll,
Manager.
WALBERT MANUFACTURING CO.
Home Office
925-41 Wrightwood Are.,
Chicago, Illinois.
Eastern Office
200 Fifth Avenue,
New York, New York.
L14
THE TALKING MACHINE WORLD
February 15, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 113)
not fill orders from his headquarters in Los
Angeles. However, he will carry an emergency
stock for quick service should occasion arise.
His duties will be to call on all dealers and offer
sales helps and service that will go for boosting
the sales of the Geer Repeater.
He recently purchased a home in Hollywood
and intends to live there permanently. On his
way to the Coast Mr. Snell stopped off at nu-
merous points en route and called on quije a
number of dealers in the interests of the Geer
Repeater.
Big Victor Night at Marigold
Monday evening, January 30, was Victor night
at the Marigold Gardens. The Victor dealers
and jobbers of the city were there in full force
to enjoy one of the best shows ever put on at
this famous cafe. The show included more
good music, more good dancing and more
pretty girls than ever before. One of the big-
gest hits of the program, which will be contin-
ued during the ten weeks of their engagement,
was an exclusive Victor "stunt."
Number six on the program was entitled
"My Victor Record Girls." From the doors of a
huge Victrola some ten feet high emerged girls
dressed to represent various well-known popu-
lar song hits brought out during the last decade.
Each girl, as she came out of the Victrola, sang
the particular hit which she represented and, as
a finale, all of them sang Will Rossiter's song,
"Music Is Wonderful When You Are Lone-
some." In our opinion, number six was the hit
of the program.
Not only Victor dealers, but habitues of the
Marigold, were on hand to hear and enjoy.
The affair was an excellent advertisement for
the Victor line and decidedly appropriate at the
Marigold, where Roy Bargy and his Benson's
Orchestra hold forth.
The orchestra that has made so many popular
Victor dance records was there in all its glory
to furnish a brand of dance music not excelled
in any part of the United States.
This was one of a series of meetings of
Victor jobbers at the Marigold since the Ben-
son Orchestra has been making Victor records.
If we are to judge by the enthusiastic apprecia-
tion by the Victor merchants present the dance
records by Benson's Orchestra have a group of
energetic supporters in this city.
Will Rossiter, the Chicago publisher, was on
hand to hear his songs, "Music Is Wonderful
When You Are Lonesome" and "Crystal Gaz-
ing," go over big. The first number has been
officialhr endorsed by the Chicago Piano Club
as highly valuable musical propaganda. We
extend to Mr. Rossiter best wishes for its suc-
cess and congratulate him upon placing it with
the Marigold Revue.
An Attractive Music Shop
One of the most attractive little talking ma-
chine shops in Austin is that conducted by
Charles Wolf. It is located at 115 North
Cicero avenue, next door to the West End Art
Shop, which is conducted by Mrs. Wolf. Both
these places of business have attracted con-
siderable attention in that locality for their ex-
treme beauty and it seems as though there were
a happy competition between Mr. and Mrs. Wolf
for honors in interior decoration. At night the
talking machine shop, which is confined to Kim-
Edison Diamond
Ambcrolas—Plus Service
You know the quality of Edi-
son instruments. Until you
have placed a trial order with
us, you are unfamiliar with
SERVICE.
A TRIAL CONVINCES
Onr Service Covers the Country
William H. Lyons
Formerly Jas. /. Lyons
17 W. Lake St. Chicago
ELECTRIC MOTORS GOING BIG
Both for Complete Machines and Replacements
A mi iiTli/ a
BOTH
MOTORS
RUN ON
D.C.OR A.C.
CURRENT
View of the Tru-Time Motor with Hood
Removed. Built Like a Watch. Send
for Sample. Price, $30.00.
Built for Service and Priced to Use
Moderate Priced Machines.
Sample, $19.50.
We can supply parts and make repairs on
MANDEL, WORLD, ELTI-NOLA, MORGAN
CORPORATION, GREAT EASTERN,
STEINBURN CORPORATION
or any other phonographs. Motors, Tonearms, Hardware and
Accessories always on hand.
LAKESIDE SUPPLY COMPANY, Inc.
416 SOUTH DEARBORN STREET CHICAGO, ILL.
TELEPHONE HARRISON 3840
ball and Pathe talking machines, presents a
very beautiful picture. The lighting effect is
obtained by the indirect ceiling system and
numerous little polychrome incandescent candles
with varicolored art shades are placed artis-
tically on top of the numerous talking machines
are now under the same roof. Heretofore these
two departments have been separated, but it
was found that the work could be more effi-
ciently handled by having them together.
About two months ago some radical improve-
ments were made on the Templar automatic stop
and the company now feels that it is offering
to the trade something extremely simple and
efficient, to say the least. A new model which
will be ready for delivery about the middle of
February has just been perfected.
The business of the company has grown re-
markably in the last six months and the sales-
men have opened many new accounts and gained
considerable new friends. A new inspection
department has been installed recently, where
every part is carefully tested before and after
assembly, as it is the aim of the company to
Interior of Wolf Display Room
on the floor. The windows are illuminated by-
floor lamps, which cast a pretty reflection on
the various models shown in the windows. The
color scheme of the walls and ceiling is carried
out in old ivory and blue. Besides the afore-
mentioned talking machines this store carries a
fine library of Okeh, Emerson and Pathe records.
Attends Milwaukee Convention
Charles W. Neumeister, Western sales man-
ager for the Okeh division of the General
Phonograph Corp., has just returned from Mil-
waukee, where he went to attend a joint con-
vention of Okeh and Sonora dealers, which was
held under the auspices of the Yahr & Lange
Drug Co., in that city. The convention was
held at the Milwaukee Athletic Club, with Fred
E. Yahr presiding as chairman. Mr. Neumeister
said that the convention was one of the most
successful of its kind ever held in Milwaukee.
An elaborate program was given after the ban-
quet, during which Mr. Neumeister told how
Okeh records are made and explained the mys-
teries of master and mother records.
Visited New York
John McKenna, manager of the Chicago
branch of the Columbia Graphophone Co., has
returned from a short visit to the executive of-
fices of the Columbia Co. in New York.
Moves Offices
The Templar Mfg. Co. has just moved to a
new location at 3225 Lexington street, where
the main sales office and assembling department
Why Break Records?
Just File Them!
That is if you have the wonderful Record filing sys-
tem which is a feature of
The Marvelous MAGNOLA
W&tckii\} tke Music Come Out
This is only one feature of many that will command
your interest and attention. Let us send you hand-
some illustrated catalog and information as to our
plans for helping you to make money with MAGNOLA.
MAGNOLA TALKING MACHINE COMPANY
711
OTTO 8CHULZ. President
General Oflltet Southern Wholesale Branch
MILWAUKEE AVENUE 1530 CANDLER BLDG.
CHIOAGO ATLANTA, G A.
February 15, 1922
THE TALKING MACHINE WORLD
115
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 114)
have every stop reach the customer in perfect
condition.
The manufacturing and sales of this company
since its founding have been in the hands of
A. J. and R. R. Foute, but recently another
brother, George, became associated with the
concern and is now handling much of the detail
work of the concern.
In New Headquarters
A. C. Hoffer, of the A. C. Hoffer Music Co.,
Vincennes, Ind., was a recent visitor to the
Chicago trade and while here gave out the news
that his store had been moved from 118 Main
street to 429 Main street, across from the new
Pantheon Theatre. The Hoffer Music Co. is
said to be carrying one of the largest lines of
musical instruments in that part of the State.
The new store was formerly occupied by L. E.
Wanke Music Co., which has ceased to operate.
The Hoffer Music Co. is strictly a Vincennes
concern, in which a number of local business
and professional men are interested. When the
new store was taken over numerous improve-
ments and alterations were made in addition to
repainting and redecorating the interior and
installing six new demonstration booths.
Symphony Music Co. Expands
C. B. Cordner, head of that energetic whole-
sale and retail music house, the Symphony
Music Co., located at Sheridan and Wilson ave-
nues, the "uptown" of Chicago, has plans in
mind for the swift expansion of his wholesale
branch. He announces that Thos. G. Leddy,
for five years with the Commonwealth Edison
Co., in charge of one of its retail stores, has
been secured as manager of the retail depart-
ment of this company. This appointment will
give Mr. Cordner much more time for the jobbing
activities of the concern.
A. E. Nelson will continue in active charge of
wholesale sales and during the next few months
will direct most of his attention to cultivating
the States of Illinois and Wisconsin. The
Symphony Music Co. has advanced with rapid
strides in the jobbing field since it entered it a
short time ago. Its small talking machine in
particular has attracted wide attention in the
trade. It has been found necessary to add two
road men to the wholesale force for the pur-
pose of covering the territory adjacent to Chi-
Thos. G. Leddy
cago. Activities in the wholesale end of the
business during the month of February will be
concentrated on the Geer repeater and the
Efficiency electric motor.
Fuhri Visits Chicago
W. C. Fuhri, general sales manager for the
Okeh division of the General Phonograph Corp.,
spent three days in Chicago recently visiting the
Okeh trade. Mr. Fuhri stated that he was well
pleased with the business Chicago's Okeh job-
bers and dealers were doing, and predicted that
ere long Chicago's Okeh family would grow to
be one of the biggest factors in the Western
trade. "Our dealers are fast taking advantage
of the progress Okeh is making," said Mr.
Fuhri, "and down at our plant we are doing
everything humanly possible to make Okeh rec-
ords absolutely faultless." After his visit to the
trade here, Mr. Fuhri boarded a train for St.
Louis and points West. From there he goes to
Kansas City, thence southward to Texas, Atlanta
and finally, after about one month, he will travel
up the Eastern States to Okeh's home office.
New Fibre Needle Envelope
The Hall Mfg. Co. has just changed the de-
sign and coloring scheme of the small envelopes
in which it packed its needles for the retail
trade. The new envelopes are printed in four
colors, something on the order of the display
literature which it put out to the trade some
time ago. This same color scheme is carried
out in a new display carton which it is also
about to send to the trade. This carton is to be
used by the dealer for counter purposes and
when set up it makes a very attractive layout.
Dream Pictures at Lyon & Healy's
. During the past week or so visitors to Lyon
& Healy's recital hall have been given a treat
by means of Branson De Cou's Dream Pictures,
described as "a musical visualization of nature's
moods." The pictures are in reality photographic
slides which were made from views taken by
JVIr. De Cou in his travels. The pictures were
transferred to stereopticon slides, beautifully
colored by some of the country's foremost land-
scape painters. A picture is thrown upon the
screen and simultaneously music is started either
by a Victrola or a Duo-Art reproducing piano,
as the case may be. The picture is allowed to
remain on the screen for a certain length of time,
and then, by means of a dissolving apparatus,
slowly fades out, while another scene takes its
place. For example, when a Victrola rendition
of "From the Land of the Sky Blue Water,"
(Continued on page 116)
3
Manufacturers of
HIGH-GRADE PHONOGRAPHS
Priced to Sell
OUR JOBBERS FACTORY PLAN
MODEL 600
35" Height
40" Width
22" Depth
QUALITY
VALUE
SERVICE
We operate a plan that makes
OUR PLANT YOUR FACTORY
NO INVESTMENT
NO HANDLING QUICK AND SURE SERVICE
Build your Business on Wolf Service, a Solid Foundation with a
Future. Save yourself the embarrassment of a false start on models
that will be discontinued.
Phonographs Designed with a Sales Appeal
on Simply Policy of Just a Square Deal
today To THE WOLF MANUFACTURING INDUSTRIES
Sales Office
123 WEST MADISON STREET
Chicago, 111.
Factory and General Office
126 WEST 3rd STREET
Quincy, III.
116
THE TALKING MACHINE WORLD
February 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 115 J
sung by Alma Gluck, is given a series of finely
colored pictures of the lake of the Sky Blue
Water (Lake Tahoe) is shown. Each bit of
music has its own particular series of slides
and the combination is offered for the use of
intimate gatherings where such imaginative pro-
grams appeal. There is no lecture beyond a
brief preliminary description of each number.
There is perfect synchronization to the music
and pictures. As Mr. De Cou says, he does not
attempt definitely to illustrate program music,
but rather to visualize its mood by the impres-
sions called forth in the imagination.
Local Gennett Publicity
Spread in every nook and corner of Chicago,
and especially on the busy elevated platforms,
one sees on every hand posters ranging in size
from one sheet to twenty-four sheets announc-
ing the latest releases of Gennett records. The
placing of these posters is done according to
zones. All Gennett dealers in each zone come
in for a share of the publicity. The posters are.
printed in the following manner. The numbers
and names of the records are printed with their
retail prices and immediately under the tabu-
lated list are the words "Get Them at These
Stores." Then comes another tabulated list giv-
ing the names and addresses of each Gennett
dealer in that particular zone. This method of
publicity has been in effect for some time now,
and Gennett dealers in Chicago assert that this
method of exploitation has great pulling power,
and numerous sales of Starr phonographs and
pianos are traceable directly to these record
posters.
The Penalty of Hustling
A lot of people make haste by running around
in circles and never getting anywhere. Still
others "make haste slowly" and accomplish
everything they tackle. The latter method is the
one to which the Fricke "Twins," over at the
Lakeside Supply Co., adhere. And that they
accomplish lots of things is readily acknowl-
edged by ever}rone in the Chicago trade. One
of their greatest accomplishments has been to
keep their customers satisfied, not only by giv-
ing them the goods they order, but by shipping
the goods when the customer wants them. And
to do that one must hustle to get the right kind
of goods and, after this is done, to get them
ready for shipment on time. Carrying on busi-
ness according to this plan has been the keynote
of both Bill and Gus Fricke, proprietors of the
Lakeside Supply Co. They started out this way
several years ago, and have been doing it ever
Distributors
Records
Earliest releases of "hits" in popular
songs and dances ; Standard and Classical ;
Opera numbers by singers internationally
celebrated.
Our service in
Records will
mean rapid turnover and quick profit.
Write for Agency Terms
W. W. KIMBALL CO.
Established 185 7
306 So. Wabash Ave., Kimball BIdg. CHICAGO
Manufacturers of Phonographs, Pianos,
Player Pianos and Pipe Organs
since. Once before they paid the penalty for
doing business in this way, and now they must
pay the penalty again. And, the penalty again
is "Get out and look for larger quarters." The
Fricke boys now find that after two years of
business in their present location they are
getting cramped for room and this necessitates
their looking for larger quarters. Just where
they are going on May 1 is not as yet definitely
settled, but, we are assured of one thing, the
new location must be in the Loop.
New Boston Album
The Boston Book Co., of this city, has just
brought out a new album which has already
met with the approval of a great number of the
Chicago trade who have been fortunate enough
to secure samples.
The new album is made along entirely new
lines. Instead of a metal back it now has one
of wood, which performs the function of giving
INCORPORATED UNDER THE
LAWS OF ILLINOIS
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
— v„-
SUCC ESS O R S TOCi
Standard Talking Machine Co.
i'tUed Talking Machinm Co.
Harmony Talking Mocking Co.
O'NtUI-Janw Co.
ArgtLio Co.
Jftmir/ttLctarets af~
■ High. Grade TcUTono MacJiinesi Disc Rjcords.
Talking Machine Supplies, Etc
227-229 W. WASHINGTON ST.. CHICAGO, ILL.
Branch: 2957 Gratiot Ave., Detroit, Mich.
TRADE MARK
•CONS OLA."
the album more rigidity and prevents the cover
from becoming loose. This solid wood back also
enables the new albums to be of loose-leaf con-
struction. The purpose of the loose leaf is that
if one of the envelopes becomes loose or torn
it may be easily taken out, and a new one in-
serted in its place. Heretofore the envelopes
or leaves were permanent affairs, but with this
new loose-leaf arrangement they can easily be
changed at will, so that an owner may have both
ten-inch or twelve-inch envelopes, if he so de-
sires, in the same album.
A Victor Visitor
Ralph L. Freeman, general manager of the
Victor Talking Machine Co., Camden, N. J.,
was a recent visitor to Chicago, calling on the
Victor trade here. During his short stay Mr.
Freeman was very busy, and as soon as possible
left for Omaha for a short call, after which he
will journey to the Pacific Coast.
Clarence Campbell Calls
Clarence Campbell, of the Knight-Campbell
Co., Denver, Col., stopped in Chicago for a short
call en route from an Eastern visit.
Visits Victor
W. P. Roach, assistant manager of the Vic-
trola department of Lyon & Healy, is spending
a week or so visiting the Victor factory. The
purpose of his visit is to attend the Victor school
of instruction.
Printing Immense Catalog -
Barnhart Bros. & Spindler, who enjoy the
reputation of being one of the biggest, if not
the biggest, type foundries in the country, are
getting up a catalog which, upon its completion
in three to four months, will certainly create
much comment throughout printing and adver-
tising circles.
For over two years R. N. McArthur, manager
of the advertising - department, has been work-
ing on this immense volume of more than 600
pages. The dummy shows that the book will
be large and handsome. The estimated cost of
publishing is $100,000. It will be of special in-
terest to advertising men in the talking machine
industry, all of whom are invited to apply for
a copy when the announcement is made that it
is finally off the press. An idea of what the
catalog will be like may be gleaned from the
single fact that every known type face will be
displayed in it, as well as borders, decorative
materials and other effective accessories to
typography.
Mr. McArthur states that the talking machine
4
February 15, 1922
THE TALKING MACHINE WORLD
117
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 116)
specialties department showed an excellent con-
dition during November and December and that
the new year started strong. He further re-
marked that, even though his company has not
pushed sales in this department for the past year,
ii has, nevertheless, enjoyed a fine business.
Just as soon as this large catalog is disposed
of it is the intention of Barnhart Bros. & Spind-
ler, through Mr. McArthur, to direct a great
deal of publicity to their talking machine de-
partment. In the course of a few months they
feel they will be justified in launching a big
drive for these products.
WHAT BRUNSWICK CO.
THINKS ABOUT 1922
A. J. Kendrick, Sales Manager of Phonograph
Division of Company, Shows How Success
Lies in the Hands of the Dealers Themselves
The Brunswick-Balke-Collender Co., so far
as its phonograph and record interests are con-
cerned, regards the prospects of 1922 from quite
an optimistic viewpoint.
Business is rapidly steadying down. Sensa-
tional skyrocketing ascensions, succeeded by
marked and sudden declines, have given way
to far healthier growths and developments.
We are advising conservatism, spiced with
energetic effort — the kind of effort which seeks
a market only to be found as a result of care-
ful, steady and constructive activity.
For a new company we occupy the unique
position of being closely related to all Ameri-
can markets. Our distributing system is coun-
trywide and is a fixed part of this company's or-
ganization. In the five years since Brunswick
phonographs were first introduced, followed
three years later by Brunswick records, our
approach to the United States market has been
broadcast and in no sense sectional.
The same relative activity is pursued in each
section of the country. In that experience we
have found the human element in our organi-
zation the determining factor in result-finding.
By this same token the retail phonograph
dealer can determine his commercial destiny for
the forthcoming year.
There is seldom an economic problem in any
field which cannot be successfully met, espe-
cially in this land where "resourcefulness" is a
watchword.
We find the trade in a different position than
in the early months of 1921, namely, now with
insufficient stocks to meet even ordinary de-
mands, whereas in the early months of 1921
merchants were carrying overloaded stocks, if
not of phonographs, of other merchandise, and
so were confronted with a house-cleaning prob-
lem of more than ordinary proportions. The
liquidating process necessary to the reduction
of these stocks took longer than has been true
in many commercial periods. But now the
Are You Buying Discounts?
OR
Are You Buying Value?
When You Buy Value Then Only Can
You Sell Quality
Hiawatha commands
Instant Approval
And Complete Satisfaction of
Whoever looks or listens.
And the greater value
That is only found in
Hiawatha Phonographs is
Always productive of sales.
CABINET FINISH SUPREME
HIAWATHA PHONOGRAPH CO.
209 South State Street Chicago, 111.
house is clean, the stocks are fresh, the public
is exhilarated by the holiday business of buying,
the banker has again, in many localities, put the
old "Welcome" mat, with -the readable side up,
on his door-step.
These clouds seem all cleared away; we are
pushing our factories to capacity, are extend-
ing our sales plans to meet and obtain the re-
sults which will now surely be forthcoming
in response to earnest and serious effort.
who come to that city constantly on business or
for pleasure.
This is only one sign of an endless chain of
Sonora posters and billboards, stretching from
SONORA SIGN AT BUSY CORNER
Immense Sign Gives Sonora Valuable Publicity
— Dominates Corner Where It Is Located
The Kansas City Sonora sign, at the southeast
corner of Grand and Twelfth streets, Kansas
City, ,Mo., is in one of the most effective loca-
tions that could be found in that city or its terri-
tory. It faces diagonally so that it can be seen
by persons approaching this busy center from
two directions, and, being on top of the two-
story building, is seen against the sky, so that
no eye can miss it.
Kansas City is the metropolis of that part of
the West in which it lies. Therefore, this sign
gives publicity to Sonora not only to the people
of Kansas City but to large numbers of people
from the far West, Southwest and other localities
Sonora Sign in Kansas City
coast to coast and from the Gulf to Canada, re-
peating day and night the Sonora story.
A charter of incorporation was recently
granted to the Mark Sales Co., 11 S. LaSalle
street, Chicago, under the laws of Illinois, to
manufacture and deal in talking machine sup-
plies, with a capital of $10,000. Incorporators
are Harvey L. Happer, Albert L. Wilbur and
Mark S. Porter.
THE MANDEL TONE ARM AND REPRODUCER
It's better because it's different. No loose joints. No unnecessary vibrations. No springs to make it
lighter. No weights to make it heavier. The Mandel is correct down to the last little detail.
These highly efficient sound re-
producing units are now available
for phonograph manufacturers and
assemblers.
A few hundred thousand Mandel
tone arms and reproducers are now
in use. That in itself is an eloquent
testimonial.
We offer a tried product and a
proven success.
Write for sample and prices
MANDEL PHONO PARTS CO.
1329 W. LAKE ST. CHICAGO, ILL.
118
THE TALKING MACHINE WORLD
February 15, 1922
HALLET & DAVIS IN HARTFORD
Open Attractively Equipped Talking Machine
and Piano Warerooms on Asylum Street —
Will Feature Brunswick Phonographs and
Records in Artistically Arranged Quarters
Hartford, Conn., February 9. — The Hallet &
Davis Co., well known in New England as piano
and talking machine merchants and who con-
duct a prosperous establishment in Boston, have
recently acquired one of the most desirable
locations in this city, where they have opened
a very attractive talking machine store. This
new store is located on Asylum street, in the
heart of the retail business section, and two
entire floors will be occupied, which have been
equipped with the most modern fixtures, de-
signed to harmonize with the general s#heme of
decorations. Two large show windows have
been specially constructed, which reflect the
high-class character of the store. The second
floor, according to present plans, is to be de-
voted to a spacious concert hall, where artists
well known in the talking machine trade will
be heard from time to time, a feature that has
never been promoted to any extent in this city
and one which will greatly interest patrons.
This beautiful new store will feature Bruns-
wick phonographs and records exclusively,
which will give this company one of the most
up-to-date and most progressive representations
in the East. Chester Abelowitz, of the New
York Brunswick office, negotiated this impor-
tant deal, and it is one more addition to the
already large list of notable agencies opened by
his efforts since becoming a member of the
Brunswick organization.
ORDER 500 SHELTON ELECTRICS
International General Electric Places Order for
Shipment to South America
The Shelton electric motor is growing steadily
in popularity, not only in this country but in
many foreign lands as well. W. Gentry Shelton,
president of the Shelton Electric Co., New York
City, recently received an order from the Inter-
national General Electric Co. to ship 500 of these
electric phonograph motors to South America.
The shipment was made in record time and is
expected to be the forerunner of big business
south of the equator.
A little more persistence, a little more effort,
and what seemed hopeless failure may turn to
glorious success.
The Original Emerson Phonographs at a Big Cut in Price
EMERSON
QUEEN ANNE MODEL
No. 40
Price to Dealer, $78.50
Genuine Mahogany, hand-
rubbed, piano finish. All metal
parts gold plated.
HEIGHT 36" WIDTH 38"
DEPTH 22"
EMERSON No. 17
Price to Dealer, $50.00
FIVE SALES TALKS
1. Unusually attractive
prices.
2. Big profits to the
Dealer.
3. Perfect Cabinet Work
and Finish.
4. Exclusive Designs
of Latest Type.
5. Unsurpassed Tone
Quality.
W Height, 47" Width, 21"
Depth, 21"
We Also Sell Cabinets Only.
Write for Quantity Prices.
Player-Tone Talking Machine Co.
967 Liberty Avenue Pittsburgh, Pa.
New York Representative
George Seif fert 929 Broadway, New York
February 15, 1922
THE TALKING MACHINE WORLD
119
THE TWIN CITIES
Records in Greater Demand Than Machines — Console Types
Favored— Stocks Rather Low — Important Events of the Month
Minneapolis and St. Paul, Minn., February 6.
— Much interest is being shown in talking ma-
chines and the indications are that the dealers
in them will not have a great deal to worry-
about, despite the fact that sales are not as
numerous as they would like. Records are going
like hot cross buns on Easter, but not so the
machines. And yet there is a lively interest
in machines, particularly the better grades, and
the sales will appear later. Dealers are keenly
interested in the new models and they doubt-
less reflect the sentiment of the purchasing pub-
lic. In the meantime the demand for records
continues very strong.
George A. Mairs, head of the Victor depart-
ment of W. J. Dyer & Bro., states that the
Have you the
JONES MOTROLA
GEER REPEATER
RECORDOLA
CIROLA
OUTING
all of which are attractive enough
to bring customers into your store
— and pay you big profits.
— a —
Write for our 100-page encyclo-
pedia containing illustrations and
prices of
Attachments for Edison,
Victor and Columbia.
Albums and Album Sets
Bubble Books
Cabinets
Record Carrying Cases
Corrugated Boards
Moving Covers
Dust Covers
Dancing Toys
Envelopes, Record De-
livery Stock and Sup-
plement
Needles, Steel & Tungsten
Fibre Needle Cutter
Display Fixtures
Record Lights
Lubricants
Motors
Nameplates
Phonographs
Poi tables
Piano and Duet Benches
Player-Piano Cleaner
Polishes
Record Cleaners
Toneai ms & Sound Boxes
Springs
Strings
The Cabinet and Accessories Co., inc.
OTTO GOLDSMITH. Pres.
145 East 34th St. New York
dealers are keenly interested in the new console
types of Victrolas and predicts that they will
jump into public favor at once. Dealers gen-
erally appear to be satisfied with conditions and
predict that they will be on an even keel by next
Fall. It is necessary to fight for business, he
says, but it is worth fighting for.
Sommers & Co. Open Many New Accounts
New accounts are being opened by G. Som-
mers & Co. for Pathe phonographs and rec-
ords. Old dealers are showing considerable
activity and the call for supplies is much bet-
ter than had been expected. Particular inter-
est is being exhibited in records. Samuel Lev-
inson is making the rounds of the trade in the
Northwest and is expected to make an inter-
esting report on his return to headquarters.
Stone Piano Co.'s Vocalion Campaign
The advertising campaign conducted by the
Stone Piano Co., in behalf of the Vocalion
phonographs and records, has produced ex-
cellent results, according to Manager Gerlick.
He is more than proud of the record sales, which
have increased several hundred per cent.
Foster & Waldo Report Increasing Cheney Sales
Foster & Waldo Co. is having splendid suc-
cess with the Cheney phonographs, which con-
stitute one of the four lines carried by this
well-known house. The phonograph depart-
ment still leads the piano department and will
continue to do so for some time to come if the
present conditions are any indication.
Forty Billboards Feature Starr and Gennett
Forty billboards in Minneapolis exploit the
fame of the Starr phonographs and Gennett
records. M. L. McGinnis & Co., who distribute
both, state that the increase in business has
been almost phenomenal. Fred Megson now
devotes his entire time to the wholesale de-
partment and is one of the busiest men in the
Twin Cities. Many of the old dealers who have
conducted exclusive houses in the past have
taken on the Gennett records, because of the
public demand for them.
Stocks With Victor Dealers Are Low
Old Victor dealers are satisfied with condi-
tions, says Eugene F. O'Neill, of the Beckwith-
O'Neill Co. The stocks at present are lighter
than they have been for some time and the
dealers show a keen interest in filling up. ' At
the same time, they are buying on a sounder
basis than formerly and as a consequence they
and the distributors are on a more satisfactory
footing.
Sewall D. Andrews Honored
Sewall D. Andrews, of the Minneapolis Drug
Co., which distributes Sonora phonographs and
Okeh records all over the Northwest, has been
elected president of the elite Minneapolis Club.
But this is not interfering with his pushing
Sonoras, which are very popular.
J. J. Davin Visits Twin City Trade
James J. Davin, secretary of the Reincke-Ellis
Co., Chicago, has been visiting with the Twin
City dealers for a few days. He tells The
World that everything is working out satisfac-
torily. He is an optimist and believes that the
man who works will win.
OPENS HIS OWN REPAIR SHOP
John H. Becker Establishes Business of His Own
in Milwaukee — A Veteran of the Trade
John H. Becker, well-known talking machine
and piano man of Milwaukee, Wis., and for-
merly connected with the Hoeffler Piano Co.,
has gone inito business for himself at 1207 Chest-
nut street, that city, where he repairs talking
machines and sells various makes of records.
Mr. Becker started in the talking machine
business almost at the time of its inception with
NEEDLES
The only Phonograph
needles made with Flexible
Point and Solid
Brass Shank.
They compel a true
tonal response —
Ordinary needle make of the Talking
after playing one 71 /f 7 * „ 7
record. Point Machine a real mu-
worn blunt. Will • _ '7 ■ . , 1 „
injure record, sical instrument, do
away with constant
needle changing and surface
noise, and perpetuate the life
of records.
Other needles sold under
various names have come
and gone, but
TONOFONE
NEEDLES
Point same
width as w h e n
new. Records
never injured.
I onofone needle i i
after playing 20 DkaSC the fllOSt
to 50 r e c o r a s. L
discriminate and
are here to stay.
Write for samples and reduced
price list showing big increased
profits to dealers.
^he SmwfoiW <€ompany
Makers
110 S. Wabash Ave., Chicago, 111.
Lawrence McGreel, and then went with the
Hoeffler Co. He has a wide acquaintance among
Victor dealers and among Victrola owners, and
J. H. Becker's Novel Business Card
has the ability to capitalize that acquaintance
through some clever publicity, his business card
being reproduced herewith.
There's one bigger fool than the man "who
knows it all" — that's the man who argues with
him.
120
THE TALKING MACHINE WORLD
February 15, 1922
FOUR NEW CONSOLE MODEL VICTROLAS ARE ANNOUNCED FRENCH NESTOR'S TIMELY ADVICE
Victrola 240, Listed at $115; 260 at $160; 280 at $200, and 330 at $350 to Supplement the Popular
Victrola 300 — Shipments to Begin From Factory at Early Date
The Victor Talking Machine Co. late last
month made formal announcement of the fact
that there are now in process of manufacture
four new instruments to be added to the Vic-
trola line and which will be ready for delivery to
the trade in limited quantities within the next
Victrola No. 240
couple of months. The four new models are of
the console type and the designs follow along
the lines of the design of Victrola 300, which
proved so distinctly popular during the past year.
The new instruments are most attractive in ap-
pearance and are offered at list prices that
I
Victrola No. 280
should provide for them an immediate and strong
demand.
The coming of the new models has been her-
alded for some time past, but the actual an-
nouncement of their approaching readiness has
been received with much enthusiasm by Victor
wholesalers and retailers.
The new instruments are to be known as Vic-
trola 240, listed at $115, an attractive instrument
measuring 34^4 inches high, 29 inches wide and
21^£ inches deep, fitted with nickel-plated parts,
automatic brake, speed regulator and other
standard Victrola features; Victrola 260, listed at
$160, slightly larger in size and also equipped
with nickel plated parts and other standard fea-
tures; Victrola 280, listed at . $200, with metal
parts gold-plated, and Victrola 330, listed at $350
and also with gold-plated equipment.
Victrola No. 260
The present popular model Victrola 300, to-
gether with numbers 280 and 330, may be had
equipped with electric motor for $65 additional.
Victrolas 240, 260 and 280 may be had in mahog-
any or walnut; number 300 in mahogany, oak or
walnut, and number 330 in mahogany.
Victrola No. 330
Following the advice of the Victor company
the dealers are already advising their whole-
salers of their requirements in the matter of the
new models, and according to reports the esti-
mates of the dealers have been liberal.
The new Victrolas represent actual additions
to the Victrola line and do not serve to replace
any existing models.
Manager of Standard Talking Machine Co., Pitts-
burgh, Contributes Interesting Article to Ro-
tary Club Magazine — Timely Suggestions
Pittsburgh, Pa., February 6. — There appeared
in a recent issue of "Live Steam," the official
publication of the Pittsburgh Rotary Club, the
following article entitled "Service and Profits,"
written by French Nestor, manager of the Stand-
ard Talking Machine Co. of this city, Victor
wholesaler, and one of the recognized leaders
in the Victor wholesale industry.
"No man ever said more, nor in fewer words,
than 'He profits most who serves best.' As a
classic business and social proverb this simple
sentence will stand, unequaled to the end of
time. Profits and service are inseparably linked
together. You cannot create one without creat-
ing the other, nor can you impair or destroy one
without impairing or destroying the other. So-
ciety rewards a man richly for whatsoever he
gives in a spirit of true service, but robs him in
the end of whatsoever he withholds in a spirit
of selfishness. Unless the service of a man, or a
business, renders honest value or permanent
good, society will find out and repay that
man or business with distrust and dubious
profits.
"In business we must actually benefit the peo-
ple with whom we deal. In exchange for the
money they pay us, we must serve them hon-
estly and reliably with something they actually
need or wanf. The commercial pedestal on which
a man may elevate himself above his fellows will
stand only if builded upon some form of help-
fulness to those from whose shoulders he
climbed upon it. The earth was not created
and blessed with abundance for one man, or for
little groups of men, but for the great family of
mankind in its entirety. We prosper in propor-
tion to our usefulness in supplying to that fam-
ily some one or more of its myriad human needs,
and our reward at the end will be found to re-
flect the kind and quantity of service rendered."
The stock of musical instruments of the Mt.
Pleasant Music Co., Mt. Pleasant, O., has been
purchased by the Sawkins Piano Co. The line
will be given a strong representation.
Let us be citizens first, and not merely bankers,
lawyers, merchants and manufacturers.
ACME-DIE
•CASTINGS-
AIIIMINUM- ZINC-TIN a LEAD ALL°YS
AcmeDie-Castin^Corp.
Boston Bm&ester Bro ollynN.Y. Detroit Chicago
February 15, 1922
THE TALKING MACHINE WORLD
121
fiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
Enterprise Is What Will Count
THERE'S a fascination about numbers, and here's a way to use
them for the benefit of your cash register. Take the number only
of a new record you wish to feature — for example, such as "66014."
Get a local showcard writer to fix up this number in the exact style
of an automobile license of your State — same colors, same lettering
and all. Put one in your window, with no explanation, one near the
front of your store, and one in each record booth. People seeing the
license "66014" in your window will wonder what it is. When they
see it the second time inside your store they'll wonder still more, and
the third time they'll ask your salesman, "What does '66014' mean?"
Then he comes back with "Oh, that's the greatest record hit you ever
heard, 66014. The title is '01' Carlina'." (Use popular numbers
only.) At reasonable time intervals feature a different record num-
ber in the same way. You'll sell records and start people talking,
because curiosity is a great moving force.
A LEADING dealer of New York has had much success with a
window display which takes the form of an entertainment pro-
gram for the current week. A handsome, permanent frame encloses
a changeable card, on which is lettered "Entertainment Program For
This Week." Then follows a list of ten records, beginning with an
overture or other appropriate number, then a soprano record, a violin
selection, a baritone solo, an orchestra record, and so forth — varying
the records so as to form a suitable program. The manager of the
store says that many people come to the store without any definite
record in mind, and they are given a suggestion by the list shown in
his window. He chooses records of which he has an ample stock, and
in this way is able to get rid of records which otherwise might remain
on his shelves. After the sign is removed and a new one inserted the
old sign is displayed on the counters inside the store and continues to
create sales. The frame enclosing the sign includes electric lights,
which are illuminated at night.
DON'T forget that the thing you are selling to the people is
"music," and everything which helps to sell them the idea of
music is helping your business as well. Many famous writers, poets
and philosophers have expressed themselves on the subject of music
in quotable phrases. Select a half dozen of these musical mottoes,
have them lettered attractively by your local showcard writer and
frame them. They may then be hung on the walls of your store, in
the record booths, or occasionally displayed in your window. Any
good bookstore can furnish you with a volume of musical quotations.
CLIP out the manufacturer's advertisements of national character
bearing on your talking machine or records. Mount them on
sheets. of black paper, and display them on your counters or in your
record booths. Many of these ads are in colors, and all are extremely
useful in helping to impress upon your customers the prestige of your
line. Customers like to feel that the instrument or records they are
buying are nationally known and accepted as leaders. These attrac-
tive and inexpensive counter-cards and hangers will strengthen your
selling talk enormously.
* * *
EVERY dealer has had trouble in cold weather on account of a
coating of frost forming on his display windows, thus tempo-
rarily destroying their value. The cause of this is the unequal tem-
perature on the opposite sides of the window, and it can be corrected
by the right kind of ventilation. Warm air carries more water than
cold air and when it comes in contact with the cold window-pane its
water vapor deposits on the glass and immediately freezes. The
remedy is to keep the temperature on both sides of the window ap-
proximately the same. If no ventilation was provided when your
windows were built a successful solution is to bore a row of half-
inch holes at the top of the window and another at the bottom. This
will allow sufficient air to pass over the inner surface of the glass.
A metal tube should be inserted in these holes to make them more
sightlv. There should also be a filter or fine wire cloth to prevent
dust and dirt from blowing in off the street. Tn warm weather clog?
may be placed in the tubes to keep out all dust.
ANEW ENGLAND dealer has been successful in selling talking
machines to photographers for use in their studios. His sales
argument is that most people come to the studio with an expression
far from that which the photographer would prefer to appear on the
photographic plate. But if the camera man puts on a record of a
type suitable for the client and lets its strains be heard while the
client is getting ready to have his picture taken the right expression
is forthcoming and the photograph stands a much better chance of
being successful. This plan, he claims, works equally as well for
children as for older people.
* * *
THERE are many dealers who are taking advantage of the plan
of keeping track of requests for records which are out of stock,
then selling the record when it comes in. The plan is operated as
follows : If a customer asks for a record which is not in stock he is
given a printed card on which there is a space where he can insert the
number of the record he wants, also its name, and his own name and
address, and the date. On the same side of the card there are three
spaces headed "Notice Sent," "Hold Until" and "Record Claimed."
This card is kept on file. As soon as the record is in stock a notice
is sent as follows : "Your record is here. We have just received a
supply of Record No. ■ ■. One of them is being reserved for
you and will be held for three days." The date when this notice was
sent is entered on the card in the file. When the record is claimed
another check is made on the card and this completes the transaction.
One retailer in New York City reports that its file of record requests
never numbers less than a thousand, and these records are as good
as sold. The filing system is handled by one young lady who devotes
part of the quiet morning hours to this work.
* * *
IN some modern talking machine booths a bench is built along the
rear wall. When upholstered and covered with tapestry it makes a
comfortable, attractive seat, which will hold three people without
crowding, yet takes much less space than three chairs.
* * *
IF your window has a dark background yon can secure a very strik-
ing effect by adapting the principle illustrated by the dress shirt-
front, which, being a gleaming white, stands out against its dark frame
like the headlight of an engine. Get half a dozen pieces of white card-
board 14x20 inches in size. A border of gold and red will enrich
these cards. In the center at the top of each card fasten the record
you wish to display. Below it paint a red star outlined in gold, and
at the bottom of the card show the title of the record. Half a dozen
of these set in your window in a semi-circle, with no other wording
or signs to distract attention, and no other white surfaces to compete
with them, will give you a window that will stop the crowds and make
them look.
* * *
SUCCESSFUL selling comes from giving your customer a favor-
able impression, and often a very little thing will go a long way
toward giving the impression you desire. A small article that counts
a lot is a coat tree in one corner of each record booth. During
Winter, when heavy wraps are worn, your store guests are likely to
make short calls unless you can get them to remove coats and wraps,
and your coat tree gives you an excellent excuse. Moreover, your
patrons are impressed by your hospitality and your evident considera-
tion for their comfort and convenience. And this attitude means
that you will make regular customers out. of all the new ones .that
drift in. Don't neglect the little things. They mark the difference
between success and mediocrity.
FOR Washington's Birthday, cover the floor of your window with
white crepe paper. Upon a raised mount to one side of the
window, place a small cherry tree and a little hatchet ( these may be
purchased at any souvenir store). At the opposite side of the win-
dow group several records on racks so that their labels show. Place
a card under the cherrv tree and hatchet bearing the words "Symbols
of a Great Patriot." Place another card under the records bearing
the words "Symbols of a Good Time." Decorate the back of your
window with red, white and blue crepe paper, or any other type of
patriotic material. ,
EDITOR'S NOTE — Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of the trade,
and will also answer any questions you ash him concerning merchandising problems. Use this department as much as you like.
It is intended to serve you — to be a forum for the discussion and exchange of ideas of interest.
122
THE TALKING MACHINE WORLD
February 15, 1922
The Last Word
in Electric
Phonograph Motors
Make this your
leading line for
the coming
s e a s o n
The Electromophone
Absolutely Silent
Adjustable to any voltage. Tone arm equipped
with electrical stopping device, which operates
in conjunction with the Electromophone
— Record stops automatically on last note —
Never fails ! !
The Sole Selling Rights of This Unique Mechanism Are in the Hands of
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C, ENGLAND
Ml
February 15, 1922
THE TALKING MACHINE WORLD
123
TORONTO TRADE OPPOSEi THE REGISTRATION OF LIENS
Appear Before the Public Service Commission and Tell How Industry Would Be Affected — Proof
That It Pays to Tie Up With High-class Concerts — Post-holiday Trade Has Been Favorable
Toronto, Can., February 7— Representatives of
companies selling- pianos, talking machines and
other products on lien notes, under the Condi-
tional Sales Act, appeared recently before a spe-
cial session of the Public Service Commission
tc protest against the suggestion, previously
submitted to them at a meeting some time ago,
that the Conditional Sales Act be changed to
make it compulsory that all lien notes covering
articles sold in this manner should be registered
with County Court clerks. The Canadian Man-
ufacturers' Association and its Ontario division
were also represented and opposed such a
change.
The Public Service Commission had previously
suggested that all notes be registered in order
than when a sheriff was instructed to seize cer-
tain goods he could ascertain before going to
make the seizure whether or not there was a
lien against them. It was also suggested that
some legal process should be provided whereby
a merchant who had ordered goods seized could
have his claim satisfied by disposal of the
debtor's equity in the goods under lien, despite
the fact that the lien was undischarged. Such
procedure, the commission had pointed out,
would have to be subject to the full satisfaction
of the claim of the seller of the goods covered
by the lien.
For the purpose of determining what price
and what class of records enjoy the most active
demand, a dealer of your correspondent's ac-
quaintance has established an effective card
system. A rack above the cash register holds
a series of cards in assorted colors. Each time
a record sale is made a card — black for popular
song records, yellow for dance records, green
for band selections, red for the better class of
records, such as operatic, oratorio and sym-
phony, and so on — is placed in the till. The
dealer is therefore in close touch with local
record demand and can order accordingly from
his jobber.
J. C. Pickard, Columbia dealer of Thames-
ville, Ont, has rented a store in the local Parks
Block, where he is carrying a large-sized stock
of Columbia Grafonolas and records.
A survey of the Canadian advertising field
by Marketing, Toronto, shows that for 1922
30 per cent of advertisers will spend more, 60
per cent will spend the same and 10 per cent
will spend less for advertising than they did
in 1921.
Bruce Beattie, the well-known dealer who
conducts three stores in various parts of this
city, has changed the location of his Danforth
avenue store slightly. He has moved into fine
large premises a few doors farther east on the
same side of the street, the address now being
575. and 577 Danforth avenue. The other two
stores are in the Yonge street Arcade and at
the Beach, respectively. His Master's Voice
and Sonora lines are carried in the new s^ore.
The Apex phonograph, to retail at $100, is
being announced by the Sun Record Co., of
Toronto, Ontario distributors of Apex records.
The Flonzaley Quartet, the well-known His
Master's Voice string organization, attracted a
capacity audience to Massey Hall, this city, re-
cently— an event worthy of special mention, be-
cause it serves to show how the cream of
music will draw the public when it is offered
at a price within the average person's reach.
The event was an experiment on the part of the
newly formed Toronto Chamber Music Society
to bring chamber music of a high order to as
large a number of citizens of Toronto as pos-
c'ble. So successful was the experiment that
no doubt other organizations of a similar char-
acter will be brought to the city more frequently
in the future. Such concerts can have no other
effect than creating more popular interest in the
better-class music — a condition which will cer-
tainly benefit phonograph and record dealers.
One or two advertisers this year carried their
Christmas copy past the holidays and attempted
to take advantage of presents in the form of
cash in the hands of the consumer. "I'm going
to buy a Brunswick with my Christmas check"
was the heading of one advertisement put out
by the Musical Merchandise Sales Co., Canadian
distributor of the Brunswick.
The Columbia Graphophone Co. has increased
the price of Blue Label twelve-inch records
from $1.25 to $1.50 and twelve-inch Symphony
from $1.50 to $1.65. Model X Grafonola in ma-
hogany only has been increased in price from
$95 to $97.50.
Proof of the wide recognition attained by
Vocalion records, for which the Scythes Voca-
lion Co., Ltd., is Canadian distributor, is seen
in the inquiry for Vocalion records this firm has
received from "Heaven." Readers must not be
misled, however. "Heaven" does not refer to
"that land beyond the sun" we read about in
Scripture, but to a gentleman by that name who
has become- fascinated with the delightful tonal
qualities of Vocalion records as a whole.
Hector Garand, manager of the Columbia
Gramophone Co.'s branch at Montreal, who
visited the local headquarters recently, is plan-
ning for an active business year.
C. J. Pott, Canadian manager of the General
Phonograph Corp., has returned from spending
several days in New York in conference with the
firm's president, Otto Heineman, Mr. Ribolla,
of the Chicago district, and Eastern sales man-
agers of the General Phonograph Corp. The
spirit of optimism prevailed and reports from
every district were most gratifying. The out-
look for business in the future was considered
bright, and it was the general opinion that 1922
would produce a good volume of sound business.
Aldermanic candidates for the City of Toronto
Boys' Council included two representatives from
the firm of I. Montagnes & Co., the well-known
Sonora distributors. The young son of Mr.
Pickering, of that firm, was elected, while Mr.
Montagnes' son, who made an excellent run in
the most difficult part of the city, was fourth
in the running in his ward.
MONTREAL REPORTS BIG POST-HOLIDAY RECORD TRADE
Sales of Records Remarkably Active in January — Advertising Through the Theatre Curtain —
Many New Concerns Open — R. L. Chilvers Resigns From Berliner Co. — Live News of the Month
Montreal, Can., February 6. — The large num-
ber of new converts to the use of the talking
machine through sales made during the holiday
season had its effect on the sales of records,
which were particularly active during the month
of January. The plan of one aggressive dealer
in particular, already made mention of in these
columns, had a stimulating effect on the sale of
not only records but talking machines as well.
He suggested newspaper publicity which would
advocate the spending by the public of Christmas
gift money in an investment of a phonograph.
It had telling results to the trade in. general.
The severance of his connection with Berliner
Gramophone Co., ltd., Montreal, is announced
by R. L. Chilvers, since 1910 general sales man-
ager for that firm, and who latterly acted as
recording manager.
The firm of Carette & Lesieur, one of Que-
bec's most progressive music houses, have re-
cently added the Brunswick agency to their line
and reports a most satisfactory volume of busi-
ness since assuming the representation.
A very beautiful and unusual theatre curtain
has attracted much attention at the Auditorium
Theatre, Quebec City. The Lee, Lash Studios
are responsible for the ingenious idea, depict-
ing an attractive home interior, with a Bruns-
wick phonograph much in evidence. Through a
large French window you look out on a well-
laid-out residential street, on one corner of
which is shown a billboard advertising Bruns-
wick phonograph dealers in Quebec City —
Marceau & Fils, Lavigueur & Hutchison and
Carette & Lesieur. These firms report this cur-
tain has a real business-pulling power and sales
have been traced directly to this unusual form
of advertising.
George S. Layton, manager of the phonograph
department of Layton Bros., the well-known
music house of Montreal, called on a number of
his Toronto friends in the trade on the occasion
of a honeymoon visit to the Queen City.
The Starr Phonograph Co., according to re-
ports of Manager Beaudry is enjoying a period
of prosperity and a healthy tone to business
exists at this branch. Manager Beaudry is most
optimistic as to the future. The past month's
volume of sales in Starr phonographs and Starr-
Gennett records has been most gratifying.
Mr. and Mrs. P. E. Layton have left on a
two months' pleasure trip to Bermuda.
George O'Reilley, for ten years manager of
the St. Catherine street branch of C. W. Lind-
say, Ltd., passed away recently after a two days'
illness of pneumonia. He has been succeeded
by Mr. Trudeau, who has been in charge of the
Three Rivers branch.
Through Layton Bros, a Brunswick phono-
graph was recently sold to Prof. J. J. Goulet, a
musician of local and national fame.
Lamoureux & Mercier, 568 St. Catherine street
East, have opened phonograph parlors and are
(Continued on page 124)
TALKING MACHINE SUPPLIES AND REPAIR PARTS
The superiority of RENE MADE SPRINGS and PARTS
is not accidental but is the result of years of painstaking de-
votion to the highest standards of machine shop craft.
NONE BETTER IN QUALITY
THE RENE MANUFACTURING CO.
NONE LOWER IN PRICE
Montvale, New Jersey
See page 78
124
THE TALKING MACHINE WORLD
February 15, 1922
NEWS FROM DOMINION OF CANADA
(Continued from page 123)
handling Columbia Grafonolas and records, also
Starr machines and Gennett records.
The handsome show window of C. W. Lind-
say's, Ltd., West End store recently contained
a display of Columbia Grafonola models and
was the center of much interest, particularly the
decorated Adam type, which attracted consider-
able attention.
The Berlin Phonograph Co., Ltd., was re-
cently acquired by the Mount Royal Exchange,
Decorated Adam type, which attracted consider-
on St. Catherine street East.
B. A. Trestrail, of the Musical Merchandise
Sales Co.. Toronto, was in this city recently,
and we understand Brilliantone needles and
Brunswick phonographs and records and other
lines handled b3r this progressive firm have in-
creased in favor considerably since his visit.
S. J. O'Donnell, Montreal manager of the
Musical Merchandise Sales Co., is at present in
the Maritime Provinces, opening up many new
accounts for Brunswick phonographs and rec-
ords among prominent dealers.
Norman F. Rowell, since assuming the man-
agement of Goodwin's, Ltd., phonograph de-
partment, reports increased sales in Brunswick
phonographs and His Master's Voice records.
Layton Bros, have taken on the representa-
tion of Brunswick records.
Madame Elly Ney, the noted pianist and ex-
clusive Brunswick artist, gave to Montreal the
past week one of the red-letter recitals of the
present season. Brunswick dealers report most
gratifying sales of her records.
When Clara Butt, the world-famous contralto,
arrives in Vancouver, B. C, next month on her
farewell tour of the world, she is to be pre-
sented with a petition in which all inhabitants
of Prince Edward Island will ask her to sing
there.
Walter C. Kelly and John Steel, Victor artists,
recently appeared at the Princess Theatre and
sustained their reputation as high caliber artists.
New companies registering here during the
past month include the Beaver Phonograph Co.
SONORA DISPLAY AT VICTORIA, B. C.
The photograph below shows a novel window
display prepared by Fletcher Bros.' music store
at Victoria, B. C, Canada. The color scheme was
blue and silver, the bell being entirely covered
with silver and pulled by ropes of blue silk ribbon.
The lighting was unusually effective, and the ap-
Fletcher Bros.' Attractive Window
pearance of the window excited widespread com-
ment, besides being the means of making many
sales and new customers for the Fletcher Bros.'
store. The large Sonora trade-mark shown
against a background of imitation snow gives un-
usual unity and strength to this display.
NEWS HAPPENINGS IN WINNIPEG
Lectures on Musical Appreciation by Misses
Skilling and McKee— Apex Records at Potters
— Howe Publicity — Fowlers' Big Trade
.Winnipeg, Man., February 6. — The phonograph
department of Potters, Ltd., has acquired the
distribution of Apex records. R. B. Knox has
assumed charge of this department.
Commencing very shortly and continuing for
six Monday evenings, a series of lectures on
musical appreciation is to be given by Miss Mae
E. Skilling and Miss Ethel McKee, both of the
educational department of the Columbia Grapho-
phone Co., in the small recital hall of the
Toronto Conservatory of Music, The lectures
will be illustrated by records from the Columbia
educational series, especially recorded for such
purposes. Both Miss Skilling and Miss McKee
are to be congratulated for having undertaken
such splendid work, which will have the effect
of stimulating more public interest in music and
musical appreciation generally.
A page advertisement appeared recently in
the Morning Albertan by W. M. Howe, propri-
etor of Willis and Knabe Warerooms in Calgary.
The growth of Mr. Howe's business is shown
by the fact that ten years ago he occupied
very modest premises in the Hope Block com-
prising about 700 square feet, whereas to-day
the store gives 10,000 square feet for display,
demonstration and storage purposes. The Co-
lumbia line is featured.
The Fowler Piano Co., of this city, has just
completed a successful Brunswick week. Taste-
fully decorated window, store displays, and
messages being sent direct to the homes through
the medium of circulars helped to make the
Brunswick more popular than ever in Winnipeg.
The dealer who believes that small "hooker"
advertisements do not pay should take a leaf
out of the Winnipeg Brunswick Shop's notebook.
Recently this progressive store ran a small ad
alongside of the regular Brunswick issues and
featurjd a special model, style 212. retailing at
$270. In one day the entire stock of this par-
ticular model was exhausted and many more
could have been sold if they could have been
secured.
MARSH & LEVE QUIT PARTNERSHIP
Denver, Col., February 7. — Marsh & Leve, exclu-
sive Victor dealers at 1547 Larimer street, this
city, have dissolved partnership. Mr. Marsh has
taken over the Sonora Shop, at 1527 Welton
street, and Mr. Leve will retain the present estab-
lishment. Mr. Marsh retains the agency for Vis-
tor products and, therefore, Mr. Leve is seeking
the agency for some other well-known line.
Genuine Mahogany
Always in Good Taste
NINETY percent of the pianos
built in this country today are
made of Genuine Mahogany. When
one considers the number of pianos
produced every year, this in itself is
no small tribute to the beauty and
elegance of this desirable wood.
These same characteristics have made
Genuine Mahogany the favored
wood for phonographs. The high
polish it takes, the charm of color and
grain, the good taste and refinement
it represents, all contribute to make
Mahogany increasingly popular.
The stylish beauty of Genuine
Mahogany is as welcome in the
drawing room as in the parlor of the
fourth floor apartment. Whether the
ultia-fashionable period cabinet, or
the modest model made to stand on
the table, it will retain its good looks
longer if it's built of Genuine Mahog-
any.
After all — there's nothing like
MAHOGANY
MAHOGANY ASSOCIATION, 347 Madison Avenue, NEW YORK
February 15, 1922
THE TALKING MACHINE WORLD
125
Silver Grain Spruce, "The Music W ood of
C enturies"
STARR
PHONOGRAPHS
'''The Difference Is in the Tone"
Silver Grain Spruce, "the music
wood of centuries," forms the path
for perfect tone reproductions
through the "Singing Throat" of
the Starr Phonograph. Yet this is
not the only feature. Starr genius
has perfected the Starr Phonograph
in many other ways and there is an
embodiment of all that is useful
and convenient.
You will be interested in the new Starr Style
XVIII, a beautiful instrument of exceptional
merit replete with the refinements and possessing
that quality which has made Starr-Made Instru-
ments famous for half a century. Send for catalog
of this and other Starr Styles.
STYLE XVIII
Oak, Walnut or Mahogany
Height 32 inches; width 42 inches; depth
24 inches; adjustable tone-arm for playing
all disc records; high grade, silent, Starr-
made motor; twelve-inch turn-table; speed
control; _ automatic motor stop; tone regu-
lator; nickel-plated hardware; one package
steel needles; Starr improved filing system.
THE STARR PIANO COMPANY
Established 1872 RICHMOND, INDIANA
2C
THE TALKING MACHINE WORLD
February 15, 1922
PORTLAND, ORE.
Trade Optimism Grows — Earnest Workers Are Getting Results —
Tying Up With Great Artists Pays — Happenings of the Month
Portland, Ore., February 4. — The first month
of the new year has been encouraging to all
dealers in this section of the country and, in
most cases, January, 1922, has shown a gain over
the same month in 1921.
All dealers have been doing a great deal of
newspaper advertising, setting forth the delights
of owning a talking machine. The reduction in
the price of records has also been pointed out
very forcibly and all reports are that the rec-
ord business has been greatly stimulated.
Art W. Stein, new manager of the Victrola
department of Sherman, Clay & Co., believes
that, with the Portland public greeting the many
artists that have appeared in concert so far this
season with capacity houses, the Red Seal busi-
ness, which already has shown a big increase
in sales, will go ahead by leaps and bounds.
After the appearance of Schumann-Heink and
Jascha Heifetz in concert the demand for their
records took a big jump. For the joint appear-
ance of Alma Gluck and Zimbalist at the Munici-
pal Auditorium, which has a capacity of 5,000, the
house was sold out a week before the concert and
500 chairs put on the stage, as was the case
with Schumann-Heink.
The Wiley B. Allen Co., which has been
located at the corner of Broadway and Morri-
son streets for the past fifteen years, has been
forced to vacate and has taken a four-year lease
on property at 148 Fifth street, and is preparing
to move into the new store about February 15.
Frank M. Case, manager, says, "The new store,
which includes about 5,000 feet of space on the
ground and mezzanine floors, will be fitted up
in an elaborate fashion for the needs of the
music house. On either side of the main store-
room will be built cabinets for the filing of
talking machine records, following the style of
large Eastern houses. The main floor also will
be used for talking machines and there will be
departments for pianos and player rolls."
Frank Anrys, general manager of the Wiley
B. Allen Co., and James J. Black, treasurer, from
the San Francisco house, were in Portland con-
ferring with Mr. Case.
Paul B. Norris, for years the popular man-
ager of the talking machine department of the
Wiley B. Allen 'Co., has been transferred to the
piano department and will travel for the firm.
C. L. Neilson has been made manager of the
talking machine department.
R. C. Stevenenin, of the talking machine de-
partment of the Wiley B. Allen Co., and Miss
Josephine Reynolds were married January 11.
The honeymoon was spent at the famous Co-
lumbia Gorge Hotel, on the Columbia highway.
J. C. Gallagher, manager of the Bush & Lane
Co., reports January sales of Victrolas and Bush
& Lane phonographs in advance of last year and
anticipates an active Spring business in both
machines and records.
Deborah Jefferson, for several years manager
of the record department of the Bush & Lane
Co., has resigned her position and married
Henry Hendrickson. Madeline Larson, former
assistant, has been placed in charge.
D. C. Peyton, manager of the "Big Four"
phonograph department of the Meier & Frank
Co., reports sales for January, 1922, far in ad-
vance of last year's sales, with a marked im-
provement in the Edison sales, which, he reports,
were better in December and January than at
any time for two years. Mr. Peyton also re-
ports a big record business.
Horate M. Hull, Western representative of
the Aeolian Co., with headquarters in San Fran-
cisco, was a Portland visitor during the past
month and called on D. C. Peyton, manager of
the Meier & Frank phonograph department,
who is handling the Vocalion phonograph exclu-
sively in Portland.
A. C. Ireton,' general manager of Thomas A.
Edison, Inc., was a recent Portland visitor,
calling on the Hyatt Talking Machine Co.
and the Reed-French Co., two of Portland's
active Edison dealers. M. C. Collins, manager
of the Reed-French Edison department, reports
business holding up in spite of the cold weather.
The exclusive agency for the Cheney has been
secured by Joe Andree, of Astoria, Ore., who
has this month opened up an attractive new
music shop on Commercial street. The Andree
Music Shop is anticipating, a big business in
the new field.
Wm. E. Smith, the new Oregon manager of
the Columbia Co., reports excellent business
throughout the district and, upon returning from
a trip through the Willamette Valley, was most
enthusiastic over the outlook for the coming
year. More activity is being shown among the
farmers and the dealers are all placing larger
orders than for some time. Mr. Smith has re-
cently placed several new Columbia agencies,
among them the Couch Pharmacy, of Grants
Pass, Ore., which will be exclusive Columbia
dealers.
Paul Kuhl, manager of the Grafonola depart-
ment of the Remick Song Shop, is feeling the
effects of the reduced price in records and
reports a decided improvement in sales.
L. D. Heater, jobber in phonograph acces-
sories, who returned from a recent trip through-
out Oregon and Washington, reports excellent
business.
Unable to get enough Sonora machines to
supply the increasing demand is the report of
Roy Feldenheimer, owner and manager of the
phonograph department of Lipman, Wolfe & Co.
Mr. Princehouse, sales manager, says, "Four
Sonora baby grands sold in one day is a sample
of what is going on in this department."
Jack Hoeg has been placed in charge of the
Columbia Grafonola and record department of
the McDougall-Conn Music Co., to take the
place of Carl H. Williams, who resigned his
position with the firm.
The many Portland friends of Wm. H. Law-
ton, Northwest representative of the Columbia
Grafonola Co., are extending him congratula-
tions on the announcement of his marriage to
Mrs. Lou Kirkendall, of the McCormick Music
House, of this city.
Art W. Stein, former salesman in the piano
department of Sherman, Clay & Co., has been
transferred to the Victrola" department to take
the place of F. D. Addis, manager for several
years, who has gone to Salem, Ore., to take
a position with Stife & Co.
NEW ZEALAND OPPORTUNITY
New Zealand Business House Desires Connec-
tions With American Manufacturers of Talk-
ing Machine Motors and Accessories
Washington, D. C, February 7. — A request from
a concern in New Zealand has been received by
the Bureau of Foreign and Domestic Commerce
that it be placed in communication with United
States -manufacturers of motors, reproducers,
metal fittings, etc., for talking machines. Refer-
ences will be given and payment will be made
through New York and New Zealand banks.
Further details can be obtained from the Bureau
or any of its district offices upon application by
mentioning inquiry No. 325.
A talking machine store has been opened at
1221 Lexington avenue, New York City, by
Walter Bahr.
fli
elite st
StepinTone
Reproduction
The first successful commercial
use of wood as a diaphragm for
the phonograph reproducer
Tonal purity, resonance, individuality,
are perfectly reflected by the ideal medium
— -violin spruce — scientifically adapted in
the Violin Spruce Diaphragm.
Tonal purity is reproduced faithfully
because violin spruce, unlike mica, has no
tone of its own to interfere with the origi-
nal. The wonderful resonance is attained
through the natural cellular construction
of violin spruce — each cell in itself forming
a minute sounding-board. Tonal individu-
ality is reproduced with remarkable' faith-
fulness, each instrument and voice retain-
ing its distinctiveness in the highest
degree.
Graduated with scientific exactness — like
the top of a violin — the Violin Spruce
Diaphragm reproduces the intensity of the
shrillest tone without shattering the pure
quality of the softest tone, without loss of
vibrancy, and the full volume of big tones
without sacrificing roundness.
The Violin Spruce Diaphragm is adapt-
able to any well made phonograph ; inter-
changeable with any reproducer; unaffected
by atmospheric conditions.
PITONOG EAPH MANUFACTURERS
We are prepared to furnish tone arm complete with
Violin Spruce Diaphragm
Retails at .$10.00. Sold through dealers and dis-
tributors. If your distributor cannot supply you.
order direct.
THE DIAPHRAGM CO.
T~ CLEVELAND
W
Violin Spruce Diaphrafin
February 15, 1922
THE TALKING MACHINE WORLD
127
SEEDS BUSINESS CHANGES HANDS
Prominent Columbus, O., Business Conducted
for Many Years by R. L. Seeds Is Taken Over
by Newly Organized Corporation
Columbus, 0., February 7. — The Robert L.
Seeds Co., recently incorporated for $25,000, has
taken over the business of Robert L. Seeds, for
sixteen years in the talking machine and record
business, now located at 303 South High street,
this city. The new concern also takes over the
Seeds talking machine department in the Mc-
Allister-Mohler store, 142 North High street.
The company takes over the lease on part of the
building at the southeast corner of High and
State streets, with the intention of opening a
salesroom there. Mrs. Robert L. Seeds, M. Ken-
neth Seeds, Shelby J. Edwards, Mrs. Russell L.
Brenneman and Ian Stearns Seeds are directors
of the company.
INTRODUCE THE "BANNER" RECORD
Plaza Music Co. Putting Out Record to Sell at
Fifty Cents Under Above Title
® Scotford Model I Reproducer on Victor and Columbia
Plays Only Kill- and-D ale Records, but Plays Them at Their Best
Scotford Model I Reproducer 1 -V for Victor— Sample Prepaid to Dealer
$3.85 Nickel; $4.75 Gold — Retails $6.00 and $7.50
Scotford Model I Reproducer with 1-C Columbia Connection-Prepaid Superior Specialties for Phonographs
to Dealer,Nickel$4.25;Gold$5.50-Retails$6.75and$8.75 BARNHART BROTHERS & SPINDLER Jg
Quantity Prices on CApplication Monroe and Throop Streets CHICAGO
The Plaza Music Co., well-known jobbers of
sheet music and talking machine accessories, re-
cently added to its catalog a new record which
retails for 50 cents and is manufactured under the
trade name "Banner Record." According to H.
Germain, of the above company, since the initial
release of these new records there has been a
constantly increasing demand for the goods and
both the trade and public seemingly are receiving
these new issues with much favor. The demands
for the "Banner Record" have been so healthy
that it has been decided to increase production
materially during the coming months.
KNICKERBOCKER CO. ENTERTAINS
Dealers Hear March Releases and Interesting
Talk by Abram Davega on Vital Topics
The Hancock Music Co., of Pasadena, Cal, is
planning to open a branch store in Eagle Rock,
Cal. Victrolas, Victor records, pianos, etc., will
be handled.
Upon the invitation of the Knickerbocker Talk-
ing Machine Co., Victor wholesaler, New York
City, a representative number of Victor retailers
in the metropolitan district gathered at the head-
quarters of the Knickerbocker Talking Machine
Co. at 9.30 on Tuesday, morning, February 7.
The occasion was a record recital at which the
March releases of Victor records were played.
Abram Davega, president of the company, gave
a very helpful and interesting talk on the effi-
cient ordering of records and dwelt upon the
exceptional sales possibilities of the various
March releases. Mr. Davega also made a pre-
liminary announcement of a new record display
stand for the show window which the Knicker-
bocker Talking Machine Co. plans to distribute
throughout the trade. The outstanding feature
of this new display stand is that the records may
be subjected to heat while on display and yet so
held that they will not warp. This is a very im-
portant contribution.
J. A. MARSHALL'S NEW PLANS
J. A. Marshall, formerly assistant dealer
service manager, terminated his connections
with the Columbia Graphophone Co. a short
time ago. Mr. Marshall is now engaged in sales
promotion and direct-by-mail work, and is con-
nected with the Publishers Printing Co., New-
York. Mr. Marshall leaves many staunch
friends behind, and he has their hearty wishes
for his success in his new connections.
THE PIONEER
PORTABLE
which converted Great Britain to the idea
of "Music out-
'0T\
of doors," and
which now has
immense sale
all over the
world.
11/^ inches square, 8 inches high.
Weight 13 lbs. Ready to play immediately opened_
Applications invited for Manufacturing
in the United States under our license
The Decca is the most popular portable phonograph in the World.
Its success has been overwhelming. First manufactured early in 1914,
it proved the very thing for Active Service. Nearly 100,000 Deccas
were sold during the War. And today, despite the flood of "port-
ables," the Decca is still supreme and the demand enormous.
The Decca owes its supremacy to its ingenious and fully patented
construction. A concave aluminum "Dulciflex," fitted into the top
portion of the Decca, not only deflects the sound with power, natural-
ness and clearness, but it houses every part except the driving mecha-
nism. Everything fits perfectly and nothing has to be detached.
There are no loose parts. Light, compact and strong, the Decca has
before it a future even greater than its great past, for it is as musical
as it is portable.
A five-year manufacturing arrangement with an eminent
American Phonograph Corporation has now expired and we
invite applications from Firms of first rate standing who
desire to manufacture under license.
THE PORTABLE PHONOGRAPH
Fully Protected by United States,
British and World-wide Patents.
INVENTORS AND MANUFACTURERS:
BARNETT, SAMUEL & SONS, Ltd.
32-36 Worship St., London, England
128
THE TALKING MACHINE WORLD
February 15, 1922
l/ou can't qo wrong
with any Jeistsong'
TO HEAR IT
LEADING —
ORCHESTRAS
EVERYWHERE
SNAPPY BIT OF SYNCOPATION
AS GOOD AS THE FAMOUS
Vang wang blues''
MAKING RECORDOLA SHIPMENTS
The Recordophone Co. Filling Many of Large
Number of Orders Received — Lord & Taylor
Recordola Display Attracts Attention
The Recordophone Co., manufacturer of the
Recordola, a new home-recording device, reports
that its production is being pushed to the utmost
capacity, and with the additional equipment now
installed deliveries are now being made in such
quantities as to insure the taking care of all
inquiries which the company receives. Orders
for this ingenious device have been received
from all parts of the world, and the officials of
the company are very enthusiastic over the way
dealers have received the Recordola as a sales
possibility in the talking machine store.
Recently the Lord & Taylor Co. featured the
instrument in very attractive advertisements in
the New York papers, and also devoted an en-
tire Fifth avenue window to a very effective
home scene, showing the Recordola in use in
the home. Following the appearance of this
publicity the warerooms of the store were visited
by crowds of people, and in consequence many
machines were sold.
This splendid publicity was the first given in
Greater New York to the Recordola, and the
results obtained more than verified the convic-
tions of the officials of the Recordophone Co.
that the instrument has an unlimited field for
its market, and that it has a big future. One
of the strongest features of this device is its
simplicity and reliability. These are basic factors
which the manufacturers believe will insure the
Recordola being introduced into millions of
homes.
WORKING TO ORGANIZE CREDIT MEN
Strong Efforts Being Made to Bring All Local
Retail Credit Men Into Association
TAKES CHARGE IN HOLLISTER
J. R. Stillwell, of Chicago, has been made
manager of the Lowery Music Store, at Hol-
lister, Cal. A. R. Lowery, who had been man-
aging the Hollister store, returned to the Wat-
sonville branch.
Valentine J. Faeth, manager of the Union
square store of Winterroth & Co., New York,
piano and talking machine dealers, is a member
o\ the publicity committee of the Associated Re-
tail Credit Men of New York, which organiza-
tion is at the present time making earnest efforts
to bring into its ranks all retail credit men in
New York, including those in the music trade
field, and particularly those having to do with
instalment accounts.
It has been proven that close co-operation be-
tween retail credit men not only proves bene-
ficial to the individual, but serves to decrease
materially the operations of persistent frauds.
The frank interchange of information between
credit men has done much to check swindlers
and make their practices widely known, thus sav-
ing many houses from serious losses.
AT YOUR SERVICE!
THE BAY STATE MUSIC CORPORATION is pleased to
announce that it has been appointed successor to the E. B.
Shiddell Company for distribution in the New England Terri-
tory of the famous
OKef^ Records
The Record of Quality
Beginning at once we are prepared to give our dealers the best
of service and co-operation. We are equipped with a full line
of OKEH RECORDS, including the latest releases.
WRITE FOR DEALER PROPOSITION
BAY STATE MUSIC CORPORATION
142 Berkeley Street
Boston, Mass.
Febkuary IS, 1922
THE TALKING MACHINE WORLD
129
L6\NIN^S^WORLtMMUSI
MORE INTEREST SHOWN IN SELLING OF SHEET MUSIC
Large Percentage of Talking Machine Dealers, Particularly in Metropolitan District, Now Carrying
Line of Popular Sheet Music and Finding It Profitable
During the past year there has been a con-
certed drive by sheet music distributors, particu-
larly the jobbers of New York, to install popular
sheet music departments in strictly talking ma-
chine stores. Generally these installations are
simplified by the use of racks that set on or hang
flush against the wall, thus occupying little space.
From the standpoint of accomplishing their
aims the New York distributors have achieved
unusual results, as a very high percentage of talk-
ing machine dealers in the metropolitan district
are now serving their trade with the big suc-
cesses in the sheet music line as well as in rec-
ords. The present wholesale and retail prices of
such goods are attractive, and as the demand is
quite substantial and seemingly has not lowered
record sales of the same numbers, evidently there
are no drawbacks to adding a sheet music line.
The plans of the jobbers to care for the re-
quirements of talking machine stores have in-
variably been well arranged and have the support
and co-operation of all the popular publishers
who welcome this new and increased outlet for
sales.
Speaking of the present retail prices of sheet
music, which allow such a good margin for the
retailer, it might be well, as a matter of informa-
tion, to call attention to the fact that, despite
unsettled conditions, the song and instrumental
selections that are acknowledged successes are
having almost as big a sale as was achieved by
the average popular number in the days of 10-
cent music. They do not reach quite so high a
figure, but this can be traced to general business
conditions as much as to increased prices. The
publishers to-day, with the aid of the talking
machine dealer, have as large a sales outlet — as
many points of distribution — as in the height of
success of 10-cent prints.
In the old days the legitimate music dealer
paid little or no attention to any sheet music and
sometimes absolutely refused to handle 10-cent
music, but to-day he is giving the publisher co-
operation. This, then, with the talking machine
dealers who have been induced to handle sheet
music, gives the publisher increased distribution,
and with business showing a revival, the im-
provement will, under more normal conditions,
undoubtedly give the publisher larger sales than
were ever heretofore possible.
All of this will tend in the end to be of dis-
tinct benefit to the record manufacturer and, of
course, to his dealers, for the publisher will have
as many sales outlets as he ever had, almost if
not as many sales, and greater profits with which
to exploit his works. In fact, the gamble has
been taken away, his business is more stabilized
and is of a more permanent character. All of
this means a healthy condition, not only for the
publisher but for the many organizations that are
not in any way related to him.
THE PASSING OF JAZZ MUSIC
Survey of Present Catalogs of Music Publishers
Indicates That There Is Very Little So-called
Jazz Offered — Blame Placed on Some Orches-
tras for the Weird Musical Effects Secured
MUSIC IN LIBRARY OF CONGRESS
Music Division of Library Shows Substantial
Growth During Last Fiscal Year
The annual report of Herbert Putnam, Libra-
rian of Congress, just issued, shows substantial
growth of the music division. The accessions
for the year ending June 30, 1921, were 34,814,
including 32,191 on music, 1,856 on literature of
music and 767 on instruction. On June 30 the
music division contained 919,041 volumes,
pamphlets and pieces, of which 856,688 were
music.
Among notable accessions to the music divi-
sion during the last year was a fine collection
of original manuscripts by American composers.
Many other gifts of original autographed
choruses of Richard Wagner's "Gastmahl der
Apostel" and four autographed songs by Franz
Schubert, composed in 1816, "Fruhling," "Auf
den Tod einer Nachtigall," "Die Knabenzeit,"
and "Winterlied."
As was noted before in these columns, there
is much ado about the present jazz craze in
America and, naturally, music, particularly of
the jazz variety, comes in for its share of con-
demnation. In looking over the current catalogs
of the publishers, however, we find only com-
paratively few real jazz numbers. We find, how-
ever, more good ballads and waltz numbers than
in some seasons past and the typical love song,
which can hardly be termed jazz, is not lacking.
We also find a tendency, at the present time, to
issue Hawaiian numbers. This latter is so true
that at the present moment there is hardly a
catalog that has not at least one or two such
numbers, and these cannot be termed jazz.
We also find that in arranging numbers many
publishers are getting music-box effects, and
these can hardly be called jazz for they are me-
lodious— and real music.
All the above being true, which can be sub-
stantiated by a close analysis of current releases,
it would seem that music is being charged with
crimes of which it is not guilty.
We might say, however, that one of the rea-
sons why the average popular song, particularly
in its dance form, is described as jazz is the
fault of the present-day orchestras, which on too
numerous occasions add their own original ar-
rangements and effects to the orchestra arrange-
ments placed in their hands by the publishers.
This is not to say that the orchestras are putting
the jazz in music, but they often do put in their
own special ideas — effects which the publisher
more often than, not would be glad to see left
out. Sometimes these special arrangements chop
up the melody and fail to carry out the theme
in its original form. The publisher, of course, is
interested in seeing the melody carried out and
repeated because the reputation of the melody
is what makes for popularity and sells the music.
TWO GENUINE IRVING BERLIN, Inc., HITS— GET THEM AT ONCE
LONESOME HOURS
The Kind of a Song That Appeals to All
THEY CALL IT DANCING
Another hit from the " Music Box Revue'
IRVING BERLIN, Inc., 1607 BROADWAY, NEW YORK
130 (World of Music)
THE TALKING MACHINE WORLD
February 15, 1922
ometf/iefe inMipfes
On All LEADING RECORDS and Rolls
VICTOR RECORD No. 18851
Played by Alt Star Trio and Their Orchestra
CLEVELAND \£§2/*rEW YORTO
"BLUSHING BRIDE" ON BROADWAY
New Musical Comedy Has in Score Several
Numbers of Considerable Interest
There opened in New York early this month
at the Astor Theatre a new musical comedy pro-
duced by the Shuberts, called "The Blushing
Bride," which, according to newspaper reports,
will mark one of the season's big successes.
"The Blushing Bride" has been built from and
along the lines of the well-known farce "The
Third Party," the book having been written by
Cyrus Wood, who also is responsible for the
lyrics. The music is by Sigmund Romberg and
the show itself is scheduled for an early New
York opening.
Cecil Lean and Cleo Mayfield are both starred
IN NAYTIME
( I LEARNED TO LOVE 1
in the new piece, accompanied by a good sup-
porting .cast. It is said that Mr. Romberg's
score has some of the most tuneful music he has
ever produced. There are seven outstanding
songs, "Mr. and Mrs. Rosy Posy," "Good-bye,"
"Bad Little Boy and Bad Little Girl," "Spring-
time," "A Regular Girl" and "Love's Highway."
The music of "The Blushing Bride" is published
by M. Witmark & Sons.
NEW RECORD AND ROLL DIRECTORY
Music Publishers' Protective Association Issues
Valuable Directory and Data Concerning Rec-
ord and Music Roll Companies
Under the direction of E. C. Mills, chairman of
the board of directors of the Music Publishers'
Protective Association, that organization has
compiled and issued a complete directory of all
talking machine record and player roll com-
panies. Copies of the directory, which is issued
in two forms, have been placed in the hands of
all members of the Association. The directory
proper is in leather binding, loose-leaf style,
which allows the insertion of additional data
from time to time. It contains the list of manu-
facturers and their addresses; the names of sales
and recording managers; the addresses of re-
cording laboratories, pressing and manufactur-
ing plants, and the product or products as well
as the trade names of the various companies.
In addition, there is issued in paper-bound
form a booklet carrying the alphabetical lists of
the companies and the minute data regarding
their activities, which is valuable for ready refer-
ence. There also appears in the latter part of
this paper-bound folio an index to brands where-
by any given trade-marked product in either
the player roll or record field can be immediately
traced to the manufacturer.
"THE BLUE KITTEN^ ON BROADWAY
New Musical Production at Selwyn Theatre Full
of Good Melodies
There recently opened at the Selwyn Theatre,
New York City, a new Arthur Hammerstein pro-
duction entitled "The Blue Kitten," in which Lil-
lian Lorraine and Joseph Cawthorn appear in the
leading roles.
"The Blue Kitten" is the work of Otto Har-
bach and W. C. Duncan, as respects the libretto,
while Rudolph Friml composed the music, the
whole being adapted from a French piece called
"Le Chasseur de Chez Maxim's." The music,
which is published by Harms, Inc., has at least
two successes, "Cutie," a fox-trot, and "I've
Found a Bud Among the Roses.'" In addition
there are such numbers as: "Daddy," "Madeline"
and "Smoke Rings."
I ©B8 BROAD WAV, NEW YOftVC,
GEORGE M. COHAN ENTERS FIELD
It is understood that George M. Cohan, who in
recent months has been very inactive in the pro-
ducing field, has been writing some songs in his
spare time. It is also understood that a large
publishing house will shortly announce their
release.
February 15, 1922
THE TALKING MACHINE WORLD (World of Music) 131
"IN MAYTIME" PROVING A BIG HIT
New Waltz Ballad Being Featured by John Steel
and Other Well-known Singers
NEW FEIST PUBLICITY CAMPAIGN
Some Elaborate Advertising Planned for the
Present Popular Catalog of That House — Some
of the Current Feature Numbers
"In Maytime (I Learned to Love You)," the
waltz ballad published by Jack Snyder, Inc., was
recently programmed by John Steel, the well-
Imposing Display of "In Maytime" at McCrory's in Baltimore
known tenor, during his Boston engagement in
the Keith Theatre, that city. It is being placed
in the repertory of a long list of other stars and
indications of the last few weeks are that it will
be one of the big successes the early part of the
year.
The trade, too, is finding the popularity of this
number on the increase and this seems to have
justified many dealers in making special window
displays of the song.
According to reports from Baltimore, Md., "In
Maytime" is one of the outstanding successes of
that territory, and the J. G. McCrory store, of
that city, states that it is running first in point
of sales. We herewith show a recent window
display of "In Maytime" in the Baltimore store
of that company. Sales since that time have
even been greater than during the special show-
ing.
Leo Feist, Inc., recently completed plans to
exploit its publications during the early part of
this year. The Feist
catalog, seemingly, was
never in a more healthy
condition and the sales
report shows that all of
the active numbers are
making constant in-
creases in the way of
popularity. The com-
pany has changed the
title of the song, "I
Hold Her Hand and
She Holds Mine," to
"Ain't Nature Grand?",
this being the catch line
of the chorus and the
number being called for
repeatedly by that title.
"I Hold Her Hand and
She Holds Mine" will
be continued as a sub-
title. This is one of the
most successful songs
in the program of Van
and Schenck in this sea-
son's Ziegfeld "Follies."
The new Oriental fox-
trot, "Good-Bye, Shang-
hai," written by How-
ard Johnston and Joe
Meyers, is showing up
advantageously. Meyers,
by the way, will be remembered as the writer
of "Down in Chinatown."
By special arrangement with Francis, Day
& Hunter, London, Eng., the big English waltz
ballad, "Lovely Lucerne," composed by Felix
Godin, will be published by Feist.
"Thanks to You," a new ballad by Howard
Johnston and Violinsky, is also to be featured.
Violinsky will be remembered as the composer
of "Honolulu Eyes," and "When Francis Dances
With Me."
"Venetian Love Boat," a new song, written by
Frank Magine, who was responsible for the suc-
cess of last year's "Venetian Moon," is included.
Also in the new issue is a song by Isham Jones,
well-known orchestra leader, who records ex-
clusively for the Brunswick records. The num-
ber is entitled, "What'll You Do?"
Leo Feist, Inc., has also purchased from Ken-
dis & Brockman a new ballad entitled "When
the Tide Comes In." Kendis & Brockman were
known as the James Boys and are responsible
for such successes as "I'm Forever Blowing
Bubbles" and "Feather Your Nest."
"Stealing," which was purchased from the Or-
pheum Music Co., Boston, Mass., has now
reached the point where it is considered a na-
tional hit. It is booked for early release by
all the leading record and roll companies.
GIVES SERIES OF RADIO CONCERTS
Irving Berlin, Inc., Getting Some Good Pub-
licity in Co-operating With Newspapers in
Broadcasting Music by Wireless
Irving Berlin, Inc., in conjunction with some
of the leading daily papers throughout the
country, has been running a series of wireless
concerts. Newspapers in the leading trade cen-
ters of the East, Middle West and Pacific Coast
have taken part in these musical activities and
the result has been that the Berlin catalog has
received publicity over a wide territory and what
could be called on a national scale.
Among the most successful of the recent
radio concerts was the one given under the
auspices of the Buffalo Courier-Enquirer, at
which Miss Edna Zahm was the main participant,
assisted by Hildredth Morrow, Richard Miller
and F. H. Rose, the well-known and popular
vaudeville artist. Among the songs sung we're:
"Granny, You're My Mammy's Mammy,"
"Delia," "Just a Little Love Song" and "Tuck
Me to Sleep" (In My Old Kentucky Home),
while the Broadway Syncopators, a well-known
orchestra organization, rendered "Say It With
Music" and several other selections in dance
form.
"SHUFFLE ALONG" FOR THE ROAD
A Number Two show of "Shuffle Along" has
been arranged by Harry L. Cort and was
placed on the road in the middle of February.
The original company is still playing at the
Sixty-third Street Music Hall and is expected
to run far into the Spring. M. Witmark & Sons
publish the music.
The Economy Stores Co., Inc., of Danville,
Pa., has taken over the G. Shoop Hunt agency for
the Victor talking machines and records.
TWO NEW HARMS, INC., SONGS
Among the new numbers recently released by
Harms, Inc., are "Tell Her With Kisses," a fox-
trot ballad by Harry Rosenthal and Alex Sulli-
van, and "U. S. A. Blues" by Willie Caesar, Bud
de Sylvia and George Gershwein.
ST. PATRICK'S DAY RECORDS
No. 900
Two Real Irish Patriotic Records with a Punch
DeValera— You're the Man N qm f Let My Epitaph Be Written
1922 Wearing of the Green ' \ Darling Girl from Clare
Sang by Thos. O'Dowd Sung by James O'Neill
Sure to appeal to every lover of Irish music
NEW AND UP-TO-DATE IMMEDIATE DELIVERY RETAIL AT $1.00, USUAL DISCOUNT
Send Check or Money Order with order Terms, Strictly Cash
O'DOWD RECORD— THOS. O'DOWD, 60 East 129th Street, NEW YORK
132
THE TALKING MACHINE WORLD
February 15, 1922
advantage of these personal appearances with at-
tractive window displays and newspaper adver-
tising, and it makes the public anxious to hear
the records, whether or not they have heard the
artists. It works both ways — if they have heard
the artist, then they are all the more anxious to
get the records, especially if the performance has
pleased.
Detroit Association Elects Officers
The Detroit Talking Machine Dealers' Asso-
ciation at its annual meeting, held in January,
elected new officers as follows: President, Philip
B. Lang, Summerfield & Hecht Co.; first vice-
president, Joe Adcock, of the W. E. Metzger
Co.; second vice-president, Edward Jeffery, of
the Jeffery Music Co.; secretary, Percy Keene,
of Gardner-White Co.; treasurer, Sidney J.
Guest, of the Sidney J. Guest Music Co.; and the
executive committee, Charles H. Grinnell, man-
ager of Grinnell Bros.' wholesale Victor depart-
ment; Max Strasburg, of the Max Strasburg Co.,
and Sam E. Lind, of Lind & Marks, Vocalion
distributors.
Dealers Consider Important Matters
The Association has under consideration a very
Don't Run Low on
Your Stock of
Victrolas «EI Records
Be prepared to serve every pro-
spective buyer — prepared to go after
business, and take care of it.
Don't lose sales through not hav-
ing the instrument or record wanted.
Take Advantage
Today of the Ever-
Ready Grinnell Stock
Every order, large or small, given
prompt and careful attention — we
make it a rule to fill all orders same
day received. This, together with the
transportation facilities available to
us, assures you of getting goods in
the shortest possible time.
Business is good, and getting bet-
ter. Look well to your stock that you
may get your full share of it.
Grinnell Bros.
Wholesale Distributors
of Victrolas and Records
First and State Streets, Detroit
PET R 01 T
Trade Steadily Improves —
Association Meets and Acts
— Grinnell Bros. Activities
Detroit, Mich., February 6. — Judging from the
way the talking machine business has been going
since the first of January it certainly looks as if
1922 is going to be a very profitable year for the
dealers. Not only were record sales excellent
during the first month, but machines have been
selling at a very satisfactory pace. Collections
are certainly holding up well and there is a better
feeling among both the dealers and the custom-
ers; there is more activity in the stores and it
rather reminds one of the "good old days."
There is no doubt that the number of artists
who make records for various companies, who
have been in Detroit the past month, have also
had a lot to do with stimulating sales. And there
is where the retailers are alive — they always take
W rite for list of rec-
ords selected by our
committee as the best
sellers for the coming
month. To allow us
to furnish this will not
obligate you in the
least — and it will aid
you in making up your
order.
live program of business for 1922. It is planned
to make every meeting a strictly important one
and subjects will be brought up that are vital to
the industry. At present the organization is con-
sidering the matter of approvals and the matter
of charging interest. On the approval question
the matter was discussed pro and con. It was
the general belief of those present that the ap-
proval method should be eliminated as much as
possible and that dealers should return to the
policy that was in vogue during the war when
the customer was required to keep a certain num-
ber of records sent on approval and that all rec-
ords not desired must be returned within twenty-
four hours. One dealer said he was asking that
these conditions be lived up to by his customers
and that he was enforcing them. He stated that
he thought the approval method was all right
providing it was not too liberal — that where the
customer was made to understand the drastic
rules laid down must be enforced, approval busi-
ness was all right. The trouble is, however, that
when you send records out on approval the cus-
tomer has so many excuses for not bringing them
back on time and not desiring to keep the num-
ber called for by the rule.
Then as to charging interest. Dealers feel that
there should be some standard on this matter,
otherwise the customer goes to one dealer and
says he won't buy because another dealer won't
charge interest. The Association feels that all
dealers should .have the same charge, because in
that way they would all benefit and it would
end forever a bugaboo that has been one of the
big evils in the industry. The furniture retailers
say they cannot charge interest, inasmuch as
they do not charge it for their furniture and it
would break up their whole policy and system,
and naturally there are some dealers who are not
going to let the furniture houses make any better
inducements than they do.
Local Vocalion Artists' Records Popular
Sam Lind, of Lind & Marks, Vocalion dis-
tributors, is having a big call for the two records
made a few months ago by the Henry Theis Ritz
Detroit orchestra. The orchestra went to New
York under an arrangement made by Mr. Lind
with the recording department and the records,
recently released, are proving a big hit all over
the State. Mr. Lind has already had to place
reorders.
Grinnell Bros. Elect Officers
Grinnell Bros, held their annual meeting and
their annual branch managers' convention the
past week. Clayton A. Grinnell was elected
president; A. A. Grinnell, first vice-president;
Elmer W. Grinnell, second vice-president; S. E.
Clark, secretary. Charles L. Grinnell was elected
to the board of directors to succeed his father,
the late Ira L. Grinnell. The managers held
business sessions twice daily for four days, dis-
cussing ways and means for increasing sales and
reviewing business the past year. The talking
machine was up for considerable discussion and
several excellent recommendations were made as
to how sales could be increased, as well as on
talking machine records. There were a number
of special entertainments, including the annual
banquet and the annual dance given under the
auspices of the Grinnell Bros, employes. This
took place at the Elks Temple and was a big
success.
Fire Damages Whitehead Co.
The C. H. Whitehead Music Co., of Saginaw,
Mich., was damaged to the extent of $10,000 a
few weeks ago when the adjoining building was
almost completely destroyed by fire. The store
is being renovated and will be continued.
A unique performance was given at the J, L.
Hudson music store during January each after-
noon for one week. "Dream Pictures" were
shown, accompanied by music on the talking ma-
chine. The recitals were free and were largely
attended.
New Okeh Dealer
Cunningham's drug store, at 1065 Woodward
avenue, Detroit, is now handling Okeh records
and pushing them. A large sign has been placed
in front of the store announcing these records.
On January 26 the store gave a free recital by
Februaky IS, 1922
THE
TALKING MACHINE WORLD
Miss Vaughn De Leath, who makes records for
the Okeh. A special concert piano was fur-
nished by the Cable Piano Co. for this occasion.
Record Hits
Among the big Victor record hits right now
are "Dapper Dan," "The Sheik," "Ka-Lu-A," "I
Want My Mammy," "No One's Fool," "Every-
body Step," "April Showers" and "June Moon."
Columbia record hits are "Wabash Blues," "Tuck
Me to Sleep," "Ten Little Fingers," "Everybody
Step," "April Showers," "It's You" and "Ken-
tucky Home."
Many Dealers Add Columbia Line
Manager Gardiner, of the Columbia Co., re-
ports that during the past month he has added
quite a number of new dealers in his territory
and that dealers handling Columbias are in bet-
ter shape on stocks than they have been since
any time last year. He anticipates a big year
for the phonograph industry.
OHIO VICTOR DEALERS TO MEET
Retailers From Neighboring States Also Ex-
pected to Attend Association Session This
Month — Many Prominent Speakers
Columbus, O., February 6. — Seventy cities in the
States of Ohio, Kentucky and West Virginia will
be represented at the first annual convention of
the Central Ohio Victor Retail Dealers' Associa-
tion, which will be held in the Chittenden Hotel
February 14. '
Prominent among the speakers who will ad-
dress the delegates are F. A. Delano, of the Vic-
tor Talking Machine Co., Camden, N. J., who
will speak on "Possibilities for Business in 1922."
H. C. Bard, vice-president of the Moorehouse-
Martens Co., will deliver an address on "Business
Conditions Generally"; Miss Ruth Finney, of the
educational department of the Victor Talking
Machine Co., will tell the delegates of music
possibilities in the public schools.
Don Johns, proprietor of the Johns Music
Store, Lima, O., will render a number of songs.
On the entertainment program with Mr. Johns is
C. A. Summers, Jackson, O., who will imperson-
ate Harold Lloyd. Leslie L. King, president of
the organization and manager of the music de-
partment of the Moorehouse-Martens Co., is also
on the program. His topic for discussion is
"How You Can Get More Business."
The convention opens at 4 o'clock in the after-
noon. This is to be followed by a dinner at
which Perry B. Whitsit, of the Perry B. Whitsit
Co., local Victor wholesalers, this city, will be
toastmaster.
WOULD REORGANIZE REQINA CO.
Creditors' Committee Suggests That Stock in
Reorganized Company Be Accepted by Credi-
tors in Lieu of Claims to Avoid Heavier Loss
The creditors' committee of the Regina Co.,
manufacturers of talking machines, music boxes
and other musical instruments, has suggested to
the creditors a plan whereby the company will be
reorganized and the creditors accept stock in the
company in proportion to the amount of their
respective claims. It is the opinion of the credi-
tors' committee that as the Regina Co. is forced
into liquidation through bankruptcy proceedings
the creditors will realize only about 10 cents on
the dollar, and believe that through the reorgan-
ization plan a better return will be secured.
The proposition was submitted to all creditors
of the Regina Co. in a letter sent out on Febru-
ary 2, and the sentiments of the creditors to-
ward the plan have not been learned as yet.
TWO NEW MOTROLA JOBBERS
The distribution of the Jones-Motrola, an elec-
trical winding device made by the company of
that name, New York City, has been efficiently
increased through the appointment of two new
important jobbers. The new distributors are the
J. W. Jenkins Sons Music Co., Kansas City, and
Mickel Bros., Omaha, Neb.
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Each Section holds 300 Records, which are
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— Record Section No. 1 (holds 300
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—Record Section No. 31 (holds 300
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— Base No. 1 with Locking Acces-
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Finish wanted
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Each Holds 2,150 10 and 12-Inch Records
OAK, MAHOGANY and ENAMEL FINISHES
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No. 2150D.D. With Spanish Leather
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No. 1800 Without any curtain 65.00
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They are absolutely Rigid and Strong— easily assembled with
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at a price that has introduced the Victrola into thousands
of Homes.
Mr. Dealer: Don't overlook the small buyers — History repeats
itself — the Small Victrola user of today is the good prospect
of tomorrow for a large one and constantly a Record Buyer.
Start a campaign now for 100 new customers for the Small
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carry them in stock order direct.
If your jobber does not
Ogden's Stands Nos.
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Oak Nos. IV and VI,
each $3.60 — Mahogany
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Table No. IXa Oak,
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Ogdcn You - N it Stands and Tables are unconditionally guar-
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Ogden Sectional Cabinet Co., Inc
LYNCHBURG, VA.
134
THE TALKING MACHINE WORLD
February 15, 1922
Interesting the Supervisors and Teachers of \
Our Rural Schools in Music » by Louise f. wen |
iiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii^
Salesmen for talking machine companies usu-
ally are not much affected by what the teachers
do. However, action taken recently by a con-
vention of county superintendents in Madison,
Wis., may have a good deal to do with stimu-
lating business for them.
These people were gathered there from all of
the seventy-one counties of the State. They
talked about teachers' pensions, about health of
pupils, about consolidation of schools and hous-
ing of teachers. All this they went through in
more or less the usual fashion of conventions.
Then the man was introduced who has charge
of community music at the big University of
Wisconsin. He is Peter W. Dykema, and, while
anything that pertains to music interests him,
the thing that is really next to his heart is the
bringing of joy into out-of-the-way country
places by the introduction of music.
Mr. Dykema appeared with his assistant,
bringing four small phonographs. He put these
or. a table for future reference and started his
talk. In ten minutes the staid superintendents
were sitting up smiling. They drummed on
tables, made circles in the air and nodded their
heads — all according to directions from Mr.
Dykema — and in five minutes more were march-
ing around the Senate chamber of the Capitol.
Marching? That is what they were supposed
to be doing, but most of them were jigging.
And why was it? All because a man who be-
lieves in the musical education of country chil-
dren and who never loses a chance to demon-
strate what can be done had got up and told
that dignified assemblage to please be pupils and
let him be teacher so he could show them what
they, in turn, could pass on to the 6,500 rural
teachers in the State.
The whole demonstration started and stopped
with the four little phonographs on the table
before him. Two different makes were repre-
sented with two machines of each kind. The
object was to show what results could be ob-
tained by the expenditure of only the little
amount of money necessary to purchase a small
machine.
Mr. Dykema spoke purely from the standpoint
of one to whom the phonograph is a means to
an end but not the end itself. But any salesman
who canvasses rural schools could take at least
half his speech as a sales talk. In fact, an
energetic salesman skilful enough to get the ear
of a county teachers' meeting could conduct a
meeting such as Mr. Dykema did with the su-
perintendents with the possibility of a rich har-
vest of orders.
"I can't teach the children to sing because I
can't sing a note myself." This objection of
I Demonstration Pro- %
( grams of Music That |
I Serve to Interest ■
J Rural Instructors in m
■ Talking Machines J
the average teacher has been the great deterrent
to the introduction of music in the schools, and
it was around this objection that Mr. Dykema
arranged his demonstration of how pupils can
be taught with the phonograph.
Proceeding with himself in the role of teacher
and with the superintendents as pupils, he put
on the record of a simple folk song, asking the
pupils to follow it as if they were hearing it for
the first time. He announced himself as a
"teacher who knows nothing of music and can-
not sing."
The record was played entirely through, in
good time, the pupils all listening. It was then
played again and this time the pupils looked at
the words, forming them silently with their lips.
The third time through they hummed the air
quietly and on the fourth playing of the record
they sang the words.
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Learning songs, thus, in rote fashion, it is easy
for a child to master both words and music of
at least 100 songs by the time he has finished
the common school. These should be songs
from which he will get pleasure all his life —
quaint folk songs, simple selections from the
classics, and the national airs. What volumes
could be written on these last! But already we
are too familiar with the tra-la-la method of
singing patriotic pieces. A generation of chil-
dren brought up on a musical diet taken from
well-selected phonograph records will release us
from the pain we older ones have suffered in
this respect, as they will not only have the cor-
rect words but will sing in standard time and
tune these much-abused airs.
After going over one or two songs rote style
the teacher puts on a sturdy record. On this the
song is sung through once, using the regular
words. Then there is a pause. The teacher ex-
plains that the song will now be repeated in
Italian and the music begins again, using the do,
re, mi, etc., words. For study, the children learn
these the same as they do the others.
Appreciation is the third method demon-
strated. Simple, beautiful songs or music with-
out words is played, and during these the chil-
dren either listen or hum quietly. Appreciation
of all fine music and familiarity with some is
acquired in this way.
The lively part of the program came fourth
and last with the physical expression records.
To such tunes as "Wild Horsemen," "Amaryllis,"
"Oats, Peas, Beans and Barley," and the like,
the children gave bodily expression. These se-
lections furnish excellent opportunity for some
invigorating gymnastic exercises. It is always
fun for the children to play that they are an
orchestra. Each one decides what instrument
he would like to play and then, as a good, lively
march record is put on, he plays his imaginary
violin, trombone or drum, keeping time to the
music. An old horseshoe tapped with a spike
furnishes a good makeshift instrument. Cultiva-
tion of rhythmic sense is also accomplished by
marching exercises in which interest is stimu-
lated by allowing the children to pretend that
they are high-stepping horses.
Songs Selected by Supervisors
The National Conference of Music Super-
visors has selected fifty songs admirably suited
to community and school singing. Introduction
of these into school work is sure to be followed
by an increase of general community interest in
music.
Box suppers or school plays will soon secure
the money needed for the necessary musical
equipment. Mr. Dykema recommends the use
of at least a $35 machine, though the $25 makes
have been used successfully. He believes that
any instrument costing over $50 has no added
value except in the case. A minimum of $15
worth of records is best. These will naturally
be added to by gifts from people in the com-
munity, but here lies the danger that the music
thus secured will not be up to the high stand-
ard it should be. As Mr. Dykema points out,
"Time is precious; it should not be wasted on
poor music."
The county superintendents of Wisconsin
voted unanimously in favor of a movement
which will end by placing in every rural school
of the State a phonograph with an assortment
of records. Other States will take up this plan.
Here is a real chance for some follow-up work
on the part of talking machine manufacturers.
The National Bureau for the Advancement of
Music has added a new booklet to its list of in-
structive and inspirational literature on Music
Weeks.
February 15, 1922
THE TALKING MACHINE WORLD
135
Don't let St. Patrick's Day pass without
some special selling idea —Columbia Gitt
Envelopes, for instance. Appropriately
designed lor St. Patrick's Day. Ask your
dealer service man.
Columbia Graphophone Co.
NEW YORK
BROWNING GETS "DOOR" PATENT AFTER FOURTEEN YEARS VICTOR SUES ON BROWNING PATENT
U. S. Letters Patent Granted to J. B. Browning on Invention Covering Adjustable Doors Mounted
at Delivery End of Amplifier — Application for Patent Pending Since 1908 — Important Claim Allowed
John Bailey Browning, Camden, N. J., has just
been granted a very important patent which
covers "adjustable doors mounted at the delivery
end of the amplifier or inclosed horn of a talking
machine." The application for this patent was
filed in 1908, and it has been in litigation since
that time. This patent, which is known as U. S.
Letters Patent No. 1,402,738, was issued to Mr.
Browning on January 10, 1922, and to the Bruns-
wick-Balke-Collender Co. as assignee to the ex-
tent of 51 per cent of the invention.
The issue in this patent is claim No. 1, which
reads as follows: "The combination with sound-
reproducing means, of a co-operating amplifier, a
cabinet enclosing the major portion of said am-
plifier and provided with an opening of substan-
tially the same size as the delivery end of said
amplifier, and means to vary the quality of the
reproduction at will on either side of said cabi-
net." This claim is identical with claim No. 19
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THE RECO-RAP CO., Inc.
104 North 12th St. St. Louis, Mo.
of the patent issued January 11, 1910, to Eldridge
R. Johnson, president of the Victor Talking Ma-
chine .Co., and assigned to the Victor Talking
Machine Co.. this patent being known as U. S.
Letters Patent No. 946,442.
During the fourteen years the Browning pat-
ent application was pending in the Patent Office
Mr. Browning was continually delayed in his
efforts to secure a patent for his invention by
numerous interferences involved in his applica-
tion, and in these interferences Mr. Browning
has been the successful party.
The principal litigation in the patent courts
was known as the Browning vs. Johnson inter-
ference, being based on claim No. 19 of the John-
son patent and claim No. 1 of the Browning
application mentioned above. This interference
was declared in 1915, and as Mr. Browning was
at the end of his resources at that time he went
to the Brunswick-Balke-Collender Co. as a last
resort and told his story. This company, after
investigating Mr. Browning's story, agreed to
carry on the litigation in which he was involved
and acquired a controlling interest in his inven-
tion.
The Browning vs. Johnson interference was
first argued in the Patent Office before the Ex-
aminer of Interferences in September, 1918, who
decided in Mr. Browning's favor three months
later, holding that Mr. Browning was the in-
ventor. The Examiner, however, recommended
to the Commissioner of Patents that no patent
be granted to Browning because of his delay in
claiming that Johnson had derived his invention.
Mr. Johnson appealed from the Examiner's
award of priority to Browning to the Board of
Examiners-in-Chief, the second highest tribunal
of the Patent Office. This appeal was argued
in April, 1919, and decided in Mr. Johnson's
favor six months later. Thereupon Mr. Brown-
ing appealed to the Commissioner of Patents,
the highest Patent Office tribunal, who in April,
1920, in an opinion of nearly fifty pages, sus-
tained the Board and decided for Mr. Johnson.
Mr. Browning next appealed to the Court of
Appeals of the District^ of Columbia, in July,
1920, which court in April, 1921, reversed the
decision of the Commissioner and awarded the
invention to Browning, holding that the evidence
showed that Johnson had derived the invention
from Mr. Browning, who was entitled to his patent.
U. S. Letters Patent No. 1,402,738 just issued
to Mr. Browning covers the claim that has been
in litigation the past fourteen years, and places
him in a position to realize on his invention.
Victor Co. Brings Action in U. S. District Court
in Delaware Asking That Claim One of Pat-
ent Recently Issued Be Declared Inoperative
and Invalid Throughout the United States
The Victor Talking Machine Co. on February
6 made the following announcement regarding
legal action brought in connection with the re-
cently issued Browning patent, No. 1,402,738:
"On February 1, 1922, the Victor Talking Ma-
chine Co. filed its bill of complaint in the United
States District Court at Wilmington, Del., against
the Brunswick-Balke-Collender Co. and John
Bailey Browning, based on Johnson Patent No.
946,442, and praying that Claim One of the
Brown Patent, No. 1,402,738, be adjudged void,
inoperative and invalid throughout the whole of
the United States. This Browning patent was
issued on January 10, 1922, following the inter-
ference in the Patent Office between Browning
and Johnson. The issue of this Browning patent
has for the first time made it possible for the
Victor Co. to bring the controversy into a court
in which a judgment binding on the parties may
be had."
HIMMELREICH ON OKEH RECORDS
Well-known Pianist Makes Several Okeh Rec-
ords— Artist Is Prominent on Concert Stage
The General Phonograph Corp., New York,
manufacturer of Okeh records, is acquiring a
very fine list of artists who are international!}'
prominent, and who are making records of the
leading standard and classic numbers. One of
the most recent additions to this list is the well-
known pianist, Ferdinand Himmelreich, who has
attained wide renown on the concert stage. Mr.
Himmelreich, in addition to his skill as a pianist,
has won recognition as a transcriptionist. His
compositions show marked creative ability and
he excels in the style of music that demands
force and brilliancy.
Four selections have been played by Mr. Him-
melreich for the Okeh library, and among these
are his transcription of "Suwanee River," "The
Lure of Spring," "Silver Threads Among the
Gold" and the "Sextet" from "Lucia." All of
these selections are now being released, and Okeh
dealers have evinced keen interest in Mr. Him-
melreich's addition to the Okeh library.
The Elm City Phonograph Repair Shop was
recently opened in New Haven, Conn., by C. L.
Chadwick, an expert talking machine repair man.
Mr. Chadwick is also in the market for cabinet
makers' supplies.
GOOD COTTON FLOCKS
Are UNIFORMLY CUT Not MERELY GROUND
HAVE YOU TRIED OURS?
WRITE FOR TRIAL SAMPLES— SUPPLIED WITHOUT CHARGE
CLAREMONT WASTE MFG. CO. CLAREMONT, N. H.
136
THE TALKING MACHINE WORLD
February IS, 1922
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
ON THE REPAIRING OF OLD SPRINGS
Bloomfield, N. J., January 19, 1922.
A. H. Dodin, care Talking Machine World:
The letter of Dominick Ruff, of Youngstown,
O., printed in the January issue of The Talking
Machine World interested me sufficiently to drop
3'ou a few lines. A rough calculation would
prove that, repairing 1,700 motors with springs
in two and one-half }rears, this gentleman evi-
dently ran across approximately two and one-
fifth broken springs per day, working six days
per week, which experience tells me is rather
unusual. Also to have onl}- nine springs re-
turned broken out of 1,700 old ones repaired,
an average of about one-sixteenth of 1 per cent,
speaks well for Youngstown, O., springs.
Manj' a manufacturer of motors and talking
machines has had his reputation injured by the
repair man returning a broken spring fixed over
or inserting an improper spring. A repair man
who takes any pride in his work would refrain
from such methods. After such repair work is
done in the manner described by Mr. Ruff it
remains unfinished and unsatisfactory, besides
causing an undue strain on the motor.
I would like to see you discourage such meth-
ods in an issue of The Talking Machine World,
not alone for the sake of the owner of a machine
whereon such methods have been practiced, but
also for the benefit of the manufacturers and
dealers.
Yours for a square deal
(Signed) Ernest A. Edden.
Answer — It has always been my opinion that
the proper way to replace a broken mainspring
ir a Victor motor was to put in a Victor spring,
and in a Columbia motor a Columbia spring, etc.
The question as to whether the efficiency of a
motor is impaired by the use of other than its
own make of parts is an open one. I would say
that the result depended more on the ability of
the man making the repair than on the parts he
used.
In the case of using a mainspring a second
time after it has been broken near the cage end:
I cannot see how the use of a spring which has
been shortened two feet can make any material
difference in the running of the motor. If you
take a two-spring motor, for an example, you
find that the average playing time will be about
three and one-half ten-inch records. There is,
as a rule, reserve power enough to insure good
tension on the drive gears after three records
have been played. There is not enough power
left to play another record and the motor must
be rewound. Now, what harm results in slightly
diminishing this reserve power by shortening
one of the mainsprings? In the case of a single-
spring motor I will agree that the proper length
and size spring should be used in order to main-
tain maximum efficiency.
I quote a paragraph from a letter received
from Mr. Ruff since my article appeared in the
Januan^ issue: "As soon as I receive some
material to complete some of them I will send
you a sample that you can test for yourself and
see that all the statements are correct. Of
course, you are aware that there is nothing per-
fect, but we can have a sworn statement that
the letter sent to you which was published in the
January Talking Machine World is the truth."
I will admit that many reputations have been
spoiled by inexperienced repair men. I have seen
many a fine piece of mechanism ruined after
passing through the hands of these near me-
chanics. Many times during the past years I
have called this to the attention of. the dealers in
this column, and I claim that the fault is* more
the dealer's than anyone's else.
The average dealer pays too little attention
to the upkeep of the instruments he sells. He
should maintain some sort of follow-up service
which would keep him in touch with the cus-
tomer in such a way that whenever anything
goes wrong the machine would get to his hands
for repair. In this way he would be able to
not only maintain efficiency in each particular
machine but would also uphold the reputation
of the goods he sells.
RECORDS AID HEART STUDENTS
Talking Machine Records to Be Installed in
Hospital Clinics Will Obviate Patients Stand-
ing Long Under Stethoscope
Dr. Emile Sergent, of the Paris Faculty of
Medicine, in seeking for some method of over-
coming the necessity for patients with heart
trouble standing for long periods in hospital
laboratories while students listen with stetho-
scopes, hit upon the idea of using talking machine
records of heart-beats of persons suffering from
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.
Ask for our quotations and sample'? before
placing your order.
American Mica Works
47 West St. New York
this disease, and he has obtained permission to
install these records in hospital clinics. Accu-
rate records are taken of typical cases. A de-
scription of the case, together with details which
the student will be expected to find when he
enters the profession for himself, are recorded
by professors.
MASON APPOINTED SALES MANAGER
Popular Sales Executive Promoted to Important
Post With New York Talking Machine Co. —
Well Known Throughout the Victor Trade
Charles B. Mason, one of the most popular
members of the Eastern Victor wholesale trade,
has been appointed
sales manager of the
New York Talking Ma-
chine Co., 521 West
Fifty-seventh street,
Victor wholesaler. Mr.
Mason assumed his new
duties a few weeks ago,
and as he was assistant
sales manager of the
company for over a
year, h&^is thoroughly
familiar with his new
post.
Since 1916 Mr. Mason
has been associated with
the Chicago Talking
Chas. B. Mason Machine and the New
York Talking Machine Co., with the exception of
the period that he spent in the United States
army during the war. He has held important sales
positions with both companies, and his success
may be attributed in a considerable measure to
the fact that he thoroughly appreciates the value
of co-operation with the Victor dealer. He is
now preparing important plans for the coming
\ear, which will undoubtedly be received enthusi-
astically by the New York Talking Machine Co.'s
clientele.
SIR HARRY LAUDER ENTERTAINS
Famous Victor Artist Appears at Rotary Club
in Peoria — Sings New Number Dedicated to
Music — It Was a Jolly Occasion
Peoria, III., February 6. — Sir Harry Lauder,
famous artist who records exclusively for the
Victor library, was the guest of honor at the
Rotary Club luncheon, held here Saturday. Fred
Putnam, president of the Putnam-Page Co., Vic-
tor wholesalers in this city, was host to Sir Harry
Lauder, and during the course of the luncheon,
Sir Harry sang a number which he wrote on
the train en route to Peoria.
This selection, which was rendered for the first
time and was dedicated to music, was entitled
"It's a Fine Thing to Sing," and the chorus was
as follows:
"It's a fine thing to sing,
Singin' is the thing
For it brightens everything that's dark and
dreary.
It helps you on the road when you have a heavy
load.
Singin' is the thing to make you cheerrrrrrry."
Many a growing business has been ruined by
lack of attention to details by salesmen.
FELT
The Consensus
of Opinion |
AS A TURNTABLE CUSHION Felt has no real substitute. That
there is likewise no substitute for A. F. Co. Turntable Felt seems to be
the opinion of leading manufacturers in the Talking Machine trade. They
use no other make.
American Felt
Company
TRADE,
.MARK
BOSTON
100 Summer St.
NEW YORK
114 East 13th St.
CHICAGO
325 So. Market St.
%
B
I
1st
ft
February 15, 1922
THE TALKING MACHINE WORLD
137
3d
4
m
The New and Better
Phonograph
Tone, Quality,
Design, Price
3 New Console Models Ready
CONSOLE
MODEL 8
QUEEN ANNE
Mahogany or Walnut
List $125
All Flat Top — Correct in Design
LOUIS XV MODEL**!
Mahogany or Walnut
List $150
Cost the Dealer — Write in and Ask!
The Strand is distinctly the modern phono-
graph. Everything is swinging toward a cor-
rectly designed, useful, flat-top, double service
console instrument. And the Strand consoles
are correct — absolutely true in design to each
period. They are all flat-top, which is not
only a convenient and useful feature, but the
only correct construction.
Strand phonographs are the product of the third
largest phonograph cabinet plant in the United
States, with 12 years of high-grade phonograph
designing and building behind it.
In addition to the models illustrated, our Model
2 (Italian Renaissance console) at $175 and
our Model 4 (Louis XVI console) at $200
are correspondingly correct and beautiful.
All models made of finest mahogany or wal-
nut, faithful representations of each period.
Equipped with heavy double spring motor, all-
wood tone chamber, solid brass tone arm and
universal sound box, which permits the play-
ing of all records, and with six well-finished
record shelves built in.
Every Strand instrument is guaranteed, not only as regards tone, finish, de-
sign and workmanship, in every part, but also in packing. Our packing ai. d
shipping system is trouble proof.
'IT'S THE DEALER'S TURN NOW.'
The man who does the selling is entitled
to a REAL profit.
"Better merchandise, lower list, and
fatter discounts.1*
These Direct STRAND Representatives are Ready to Serve You:
H. ARNAULT, 95
Avenue, New York
RICHARD
Madison
City.
O. CARDELL, Tulsa, Okla.
H. DANKMAN, 327 Adams
Street, Buffalo, N. Y.
CONSOLIDATED TALKING
MACHINE COMPANY, 227
W. Washington Street, Chi-
cago, 111.
W.
A.
A. C. ERISMAN, 174 Tremonl
Street, Boston, Mass.
H. C. GROVE, 1210 G Street, N.
W., Washington, D. C.
W. S. GRAY, 942 Market Street,
San Francisco, Cal.
R. J. JAMIESON, 943 Chestnut
Street, Cleveland, Ohio.
A. J. HEATH COMPANY, 27 S
7th Street, Philadelphia, Pa.
RICKEN, SEEGER & WIRTS,
Globe Building, Detroit, Mich.
STERLING ROLL & RECORD
CO., 137 West 4th Street, Cin-
cinnati, Ohio.
W. F. STANDKE, 1120 Grand
Avenue, Kansas City, Mo.
MANUFACTURERS PHONOGRAPH CO., Inc., 95 Madison Avenue, New York
GEO. W. LYLE, President
3d
133
THE TALKING MACHINE WORLD
February 15, 1922
Gaelic
Records
Announcement
lis «
The Gaelic Phonograph Record Co., Inc.
The only record company exclusively manufacturing Gaelic and
Irish records, announces the opening of its new headquarters and
recording laboratories at 40 West 57th Street, New York City.
Thirty-four double-faced records now ready in the first release.
DEALERS :—This non-competing line offers you extra profits. Send for
complete list of records and our attractive proposition.
JERSEY VICTOR _DEALERS CONVENE
Discuss Consolidation With Talking Machine
Men, Inc., of New York — Irwin Kurtz, Presi-
dent of T. M. M., Addresses Meeting
Newark, N. J., February 7. — Victor Retailers of
New Jersey convened at the Hotel Robert Treat
here on Monday and considered the possibilities
of consolidation with the Talking Machine Men,
Inc., of New York. Irwin Kurtz, president of
the New York organization, was the principal
speaker. During his talk he stressed the advan-
tages which would accrue if the two associations
formed one strong body. H. A. Beach, president
of the Unit Construction Co.. of Philadelphia,
who was to have addressed the meeting, was
unable to attend.
Following this a closed meeting for the pur-
pose of discussing trade problems was held.
Tlose present included:
J. Newcomb Blackman, of the Blackmail Talk-
ing Machine Co., Victor wholesaler, of New
York; J. W. Collings, of Collings & Co., Newark,
Victor jobber; Charles B. Mason, of the New
York Talking Machine Co., Victor distributor;
John L. Spillane, of Collings & Co.; J. Schwartz,
of the Knickerbocker Talking Machine Co., Vic-
tor jobber; Samuel Semels, of the Semels-Cole
Co. ; Irwin Kurtz, of the Gotham Shops, New
York; N. Alexander, of Long Branch, N. J.;
H. Sugarman, of West Hoboken; C. A. True,
of L. Bamberger & Co. phonograph department;
James McGarry, E. G. Brown, George Hirtzel.
Mr. Evans, of McManus Bros., Elizabeth; Al
Caluchie, H. A. Glasser, secretary of the Jersey
Association, and Frank C. Storck.
HEMPEL'S DEBUT IN HAVANA
Miss Frieda Hempel Made Her First Appear-
ance in Concert in Havana, Cuba, on Febru-
ary 5, in the Capitolio Theatre— The Prima
Donna Had a Sensational Success
Charles Tracey, of the Aeolian Co.'s wholesale
department, with headquarters in New York
City, is making a trip through the South. He
will visit dealers in Louisville, Ky. ; Memphis,
Tenn., and other important points in the Southern
territory.
The famous Edison star has been having won-
derful success everywhere in the South, singing
in Tallahassee, Gainesville. Ocala, Orlando and
Palm Beach, Florida, before going to Havana,
hier success was so great in the Cuban capital
that a second concert was demanded, which Miss
Hempel gave on February 7. Miss Hempel re-
turned North to sing with the Harvard Glee
Club on February 14, and to sing at the New
York Hippodrome on February 19 — Titta Ruffo
appearing with her at the later concert. The
prima donna will then leave for a tour of the
Southwest. She is booked solid until the latter
part of May when she sails for Europe to fill
her concert and operatic engagements abroad.
Sherman,^^& Go
Pacific Coast Distributors
Victor Victrolas
Victor Records
Victor Accessories
Main Wholesale Depot:
741 Mission Street, San Francisco
Branch Wholesale Depots:
444 So. Broadway, Los Angeles, California
45 Fourth St., Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.,
Seattle, Washington
427 West First Ave., Spokane, Washington
February 15, 1922
THE TALKING MACHINE WORLD
139
Templar Autostop
EDISON JOBBERS IN CONVENTION
Annual Meeting of National Body Being Held at
Waldorf-Astoria, New York — Congratulate T.
A. Edison on 75th Birthday Anniversary
SEEK TO CONTINUE ARTO BUSINESS
Meeting of Creditors Called for February 14 to
Consider Request of Receiver
A meeting of the creditors and stockholders of
the Arto Co., Orange, N. J., was scheduled for
Tuesday, February 14, at 10.30 a. m. at the Post
Office Building, Newark, to show cause why the
receiver of that company should not be author-
ised to continue the business for a further period
oi ninety days. In connection with the call for
the meeting, it is stated that the total receipts
of the receiver during the period of December 24,
1921, to January 31, 1922, were $27,949.24, and
that his total disbursements during that period
amounted to $22,681.57. The court has author-
ized the receiver to continue the business until
the time of the hearing.
As The World goes to press the members of
the Edison Disc Jobbers' Association are open-
ing the annual convention of that organization
at the Waldorf-Astoria Hotel, New York, the
sessions extending over February 13, 14 and 15.
Judging from the reports of the advance arrivals,
the attendance at the convention promises to
come close to 100 per cent, and there are a num-
ber of very important matters scheduled for dis-
cussion among the jobbers themselves and be-
tween the jobbers and the factory officials.
The second day of the convention will be, as
usual, "Laboratory Day," when William Max-
well, vice-president, and other officials of Thos.
A. Edison, Inc., will attend the meeting of the
Association and present the Edison sales plans
for the balance of the year.
On the evening of February 15 the jobbers will
be the guests of Thos. A. Edison, Inc., at an
elaborate banquet at the Waldorf, where the
entertainment will be furnished by a number of
the stars of the Edison recording artists.
The time of the convention is deemed most
appropriate in that Thos. A. Edison celebrated
his seventy-fifth birthday anniversary on Satur-
day, February 11. A number of the jobbers
made it a point to get to New York in time to
extend to Mr. Edison their personal congratula-
tions and best wishes upon his passing another
milestone of life.
The present convention is the first held here in
two years by the Jobbers' Association, the 1921
convention, of that organization having been held
in Montreal, Canada.
RADIO FIRM INCORPORATES
A charter of incorporation was recently
granted to the National Radio Corp., under the
laws of Delaware, with a capital of $50,000. The
incorporators are: W. G. Halsey, E. L. Ains-
worth and F. E. Norton, of Pittsburgh, Pa.
Radio supplies will be handled.
ALTERATIONS AT DENVER MUSIC CO.
Denver, Col., February 7. — Improvements are
going on apace at the establishment of the
Denver Music Co. This concern is one of the
largest in the city and when the improvements
have been completed thirty-eight sound-proof
record demonstration booths will be at the serv-
ice of patrons.
WELL CONCEIVED OKEH WINDOW DISPLAY FOR FEBRUARY
The new window display service inaugurated
the first of the year by the General Phonograph
Corp. for the use of Okeh dealers is proving a
are evident, and every picture in the display
will undoubtedly act as a marked stimulant to
the sale of Okeh records. The display is a riot
signal success. The display for February is un-
usually attractive, and is even more effective
than the January display. As shown in the ac-
companying photograph, its sales possibilities
of smashing colors that compel attention, em-
bodying a rare sense of humor that is proving
a most important factor in the success of the
new series.
PLAZA
BUY YOUR
a ACCESSORIES
Mil from One Source
4
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4
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I F R O M ^fe£«A<5S»s
)NEi
MONTHLY SPECIAL
Phonograph Needles
Packed 200 in metal box
mm
Made from highest grade
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^/^C per box
HEADQUARTERS FOR
RECORD ALBUMS
ALBUM SETS FOR No. 80 VICTROLA
ALBUM SETS, ALPHABETIC ALLY
STAMPED
REPAIR PARTS
KENT ADAPTERS
BANNER 50c. RECORDS
MIRRORLIKE POLISH
CONVERTO CABINETS
BRILLIANTONE STEEL NEEDLES
MAGNEDO MULTI-PLAYING NEEDLES
RECORD DELIVERY ENVELOPES
SHEET MUSIC
RECORDS
MUSIC ROLLS
RECORD CLEANERS
PHONOGRAPH DELIVERY COVERS
BUBBLE BOOKS
FIBRE NEEDLES
FIBRE NEEDLE CUTTERS
RECORD FLASHERS
GEER RECORD REPEATER
TONOFONE NEEDLES
REFLEXO NEEDLES
DANCING "SHIMANDY"
DANCING RASTUS
PLAYER-PIANO VACUUM CLEANER
SUPPLEMENT MAILING ENVELOPES
SAPPHIRE BALL NEEDLES
SAPPHIRE POINT NEEDLES
DIAMOND POINT NEEDLES
UNIVERSAL DISPLAY RACKS
SHEET MUSIC RACKS
NYOIL
BOBOLINK RECORDS AND PHONO-
GRAPHS
PHONO MOVIES
STOCK ENVELOPES
"NULIFE" MUSIC ROLL ATTACH-
MENT 1,11
SPRING LUBRICANT
VICTOR AND COLUMBIA ATTACH-
MENTS ~A-l.ai.il
TONE-ARMS AND SOUND-BOXES
STEEL NEEDLES IN ENVELOPES
WITH SPECIAL IMPRINT
Watch for our next month's
specials
PLAZA MUSIC CO.
18 WEST* 20™ STREET
NEW "YORK -
140
THE TALKING MACHINE WORLD
February 15, 1922
[Editor's Xote: — This is the sixteenth of a new series
of articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to
the consideration of all who are devoting attention to the
featuring and developing of the musical possibilities of the
talking machine.]
TIE=ING UP WITH THE CHILDREN
It has been said that the education which we
receive in our earliest days is the only education
we carry with us to the grave. Other ideas may
be imparted to us in late years, but none of these
has the adhesive power, the capacity to stick up
out of anj- imaginable complexity of later accu-
mulated impressions, which pertain to those no-
tions which were implanted in us during our
infancy and early childhood. And this statement
is true whether the notions are in themselves
scientific or nonsensical,- loving or malicious, wise
or stupid.
"Music to the People"
It is being said within our trade that we must
bring music to the people. So we must. But
does anyone seriously suppose that there is any
use in trying to educate into musical-thinking a
people which has grown up outside musical influ-
ences? There are signs that this fallacy is
believed in; but a little reflection will show that
it is as fantastic as it is common. The truth
is that if we wish to cultivate a musical feeling
among the people of America we must begin
with the young. We must begin with the child
in the school and in the home; the younger the
better.
Now, the talking machine merchant may realize
with rueful clearness that there is not much use"
in trying to work up a desire for the ownership
of a library of fine records amongst a people
which is not in the least bit interested in music,
and is showing that it never acquired any musical
ideas in its young days. He is likely to realize
this as he notes that it is harder to sell records
of good music than it ought to be and that it
is still harder to awaken in his customers any
general desire to own libraries of fine vocal and
instrumental records. But if he supposes that
it is easy to convert adults, masculine or femi-
nine, to musical desire, as embodied in the finer
side of the talking machine and its records, he
is much in error. At the best the musical edu-
cation of the adult is a difficult and unsatisfactory
process. The merchant, however, who is looking
always for new selling ideas or for ways of
improving old ones knows that he needs to sell
every kind of machine, every kind of record and
every kind of accessory, if his business is to be
in a health}- state. If he sells only cheap ma-
chines and cheap records his business is not and
cannot be in a healthy state. He needs to sell
the best as well as the worst of his goods, and
he knows that in order to make a balanced show-
ing with a reasonable profit he must be able to
draw from all sections of the community and
from the highest grades of public taste.
For this very reason, in our judgment, every
intelligent attempt to interest parents, through
their children, by encouraging the acquirement
of musical ideas in the latter's earliest years, is
certain to bring immediate returns. Parents love
their little ones, and are more easily moved by
their desires than by any other cause that can
be imagined. If they truly believe that the talking
machine, for instance, with its records, can be
instrumental in doing some real good to their
children they will usually respond at once. But
it must be a genuine value which the merchant
offers. He must know what he is talking about
and he must be able to offer substance, not a
gold brick.
A Children's Department
We believe that there is good business, good
advertising and good profit on systematically
working out a children's department in connec-
tion with an up-to-date music store. We have
always believed that the talking-machine man
should also be a seller of general musical mer-
chandise, should in fact try at least to be the
Lyon & Healy of his community, the "every-
thing in music" man. But whether he is this in
any degree, or not at all, the fact remains that
he should be a music man to the children, a
music man to them par excellence. W7e believe
that if the talking machine merchant can attract
children to his store, steadily and regularly, he
will be able to build up a public community
interest in the musical merchandise he has to
sell, more perfectly than he can in any other
way. We believe, in short, that in order to
educate the community to music buying you
have to begin with the children. But you do not
have to wait till they grow up. Get them start-
ed, and their fathers and mothers will quickly
and unfailingly follow.
Ways and Means
That this is not a dream the educational work
of the Victor Talking Machine Co. in the pub-
lic schools plainly shows. The American cus-
tom is to look to the public schools for almost
all the cultural background with which the child
is to be provided as it grows up. So that it is
extremely important to work in with the schools
in any attempt which may be made to tie up
with the musical interests of the children for
the purpose of promoting talking machine and
record sales.
A merchant, then, might begin by establish-
ing in a corner of the store a counter for chil-
dren especially. This should display records
for child use, such as nursery rhymes, school
musical games, school songs and all the vari-
ous items of the kind which interest children.
If it were possible to have a room arranged
where children might be left to play while
their parents were elsewhere, a room like the
playrooms of big department stores, where a
supply of good records for children was kept — -
and played constantly — under the supervision
of a competent woman, that alone would do a
great deal to tie up with the minds of the par-
ents the double idea that (1) talking machines
are good to keep children in order and that
(2) this particular store is the one place for
merchandise of that kind.
Of course, one can always depend upon the
kids talking. Leave it to them and they will
chatter till the cows come home about the
nice music they heard and about how nice
it would be to have a talking machine at home.
Nor will their chatter be ineffective. All mer-
chandising experience goes to show that every
dollar of money and every hour of time ex-
pended on catering to the child instinct for
music is profitably expended.
Get the children to like your music and they
will be your best salesmen. That is the mes-
sage that can now be formulated.
For every child is naturally open to the in-
fluence of music. Children too soon can be hard-
ened and narrowed by lack of cultural influ-
ences until they neither know nor care any-
thing about music or any other fine thing.
But if they are supplied at a tender age with
the music for which every child nature hun-
gers they will absorb musical ideas and desires
so rapidly and so thoroughly that from that
time onward no possible influence will be able
to wean them from the same love. Catch them
young and you will be able to build up, in a sur-
prisingly short time, a music-loving community
feeding your store each day with more and
more sales.
More of the Same
All children like to sing and dance. Very
well, then, offer to the boys and girls of every
family on your talking machine books a ticket
to a children's party at the store some Satur-
day afternoon (using a special room for the
purpose). Have prizes for dancing, for the nic-
est costume and so on. Let each prize be one
or more records of such music as children like.
With each prize wrap up a notice to the effect
that a large supply of similar child music (giving
a list) is on hand at the store. The kids will
take the records home and the old folks will
A Message To
Victor Dealers in Ohio, Michigan and Indiana
We now have the stock you will want a little later. Why hesitate?
THE TOLEDO TALKING MACHINE CO.
TOLEDO, OHIO
WHOLESALE
EXCLUSIVELY
February IS, 1922
THE
TALKING MACHINE WORLD
141
play them. Result — more sales of child music
records.
Offer to your public schools prizes for a com-
petition in folk-dancing and folk-singing among
the kindergarten classes. Offer as a prize a
talking machine and a set of kindergarten rec-
ords chosen by the kindergarten teacher, to be
presented to the class which comes out ahead
in the competition. Every parent of one of
the winners will want a talking machine after
that, for the kids will never cease talking about
it. Moreover, the parents of all the children
who do not win may be circularized and re-
minded how nice a thing it is to have in the
home for the children a talking machine like
the one which the kindergarten class of the-
Blank school has just won.
Talented children are sure to be in every
community. If you can find a clever boy and
girl who can dance, put them in the window
and let them dance to the music of one of
your best talking machines. This will attract
a crowd and then you can offer prizes for the
best children dancers who can be found in
town, offering each the chance of exhibiting and
putting on an afternoon of public dance demon-
strations before judges and an invited audi-
ence. Limit the audience to those who call at
the store for tickets. You will get a crowd
and you will sell more records than you ever
thought you could sell.
Of course, all these features emphasize con-
stantly the musical possibilities of the talking
machine. The whole secret of talking ma-
chine merchandising is summed up in the fact
that it is the music we are selling, not the ma-
chine. Hook up the children of your com-
munity with the idea of satisfying their own
musical yearnings through the talking machine,
and you will build up a rampart of community
thought around your business which will pro-
tect you from the storms and keep you pros-
perous.
INTRODUCE LINE OF PERIOD MODELS
The Orsenigo Co. Opens Its Entire Line to the
Trade — The Orsenigo Phonograph Soon to Be
Announced Will Embody New Features
The Orsenigo Co., the widely known manufac-
turer of high-grade furniture and period model
phonographs, with a spacious and well-equipped
plant in Long Island City, N. Y., is announcing
this month that its entire line of period models
of exclusive design, hitherto supplied to a limited
number of well-known concerns, is now being
offered to the trade at large. Some twenty-one
distinct patented designs have been created by
this company which are manufactured under the
supervision of internationally known designers
by workmen who are recog'nized as leaders in
the period furniture field.
Henry Orsenigo, president of the company, is
keenly interested in the future of the period
phonograph and has been very active in its de-
velopment in the past few years. He believes
that this phase of the talking machine business
has great possibilities and that it affords the
enterprising dealer a field for exploitation that
will pay handsomely. "Our modern factory and
skilled workmen," remarked Mr. Orsenigo, "are
prepared to take care of everyone, and we believe
that we are preparing the way for a. greater ap-
preciation of the period phonograph and thereby
raising the standard of the present-day phono-
graph to a higher level."
In addition to the designs mentioned, accord-
ing to Thomas Davis, general manager, a new
phonograph, which will embody several new and
distinct features and to be known as the Or-
senigo, will soon be placed on the market. It
will represent an entirely new departure in period
phonograph construction and design, which, when
ready, it is expected, will create a most favorable
impression.
One of the greatest dangers in business life
consists of getting into a rut.
ELECTRIC DISPLAY
SERVICE
SELLS RECORDS
THE FOX TROT HIT ,
VICTOR RECORD N° 18839 '
We furnish you the Electric Display. Each month we mail
you four artistic, hand-colored Panels, advertising Victor
Records exclusively, at the low cost of $6.00. The profit on
one 75c record pays the total daily cost, including electricity
(24 hours). The records featured each month are selected
through information obtained from fifty wholesale distrib-
utors and are always the leading sellers.
One dealer in Cleveland, Ohio, says our service is of no value
to him, as he sells all the records we advertise the first few
days of the month. But he did not stop to consider there is
nothing to prevent him ordering ten times as many or all
that he could sell during the month.
All of the leading distributors have this display installed in
their salesroom for your inspection and will advise you to
order the service if you desire to increase your sale of Victor
Records.
SWEITandLOW
Tennyson's Cradle Son^I/ric
HULDA LASHANSKAS
FIRST VICTOR RECORD
c/Y°66020 £.m£
Write for Our Descriptive Circular Which Gives the
Logical Reason Why Our Display Sells Records
DA-LITE" ELECTRIC DISPLAY COMPANY
116 NORTH ERIE STREET TOLEDO, OHIO
142
THE TALKING MACHINE WORLD
February 15, 1922
SEEK RECEIVER FOR COLUMBIA GRAPHOPHONE MFG. CO.
Owners of Small Amount of Common Stock Apply for Receiver in U. S. Court at Wilmington, Del.
— F. S. Whitten, Chairman Board of Directors, Attaches Little Importance to Action — His Statement
An application for a receivership for the Co-
lumbia Graphophone Mfg. Co. was filed on
Thursday, February 9, in the United States Dis-
trict Court at Wilmington, Del., by the Universal
Security Co., owner of 1,000 shares of common
stock; May B. Shera, owner of 1,226 shares, and
Henry W. Runyon, owner of 275 shares, all of
Jersey City, N. J. Insolvency is alleged, and an
order to show cause was made returnable Feb-
ruary 17 by Judge Morris.
In the application the amount of the liabilities
is placed at $19,900,000 to banks and financial
creditors, in addition to $3,000,000 to merchandise
and other creditors. The general affidavit charges
that the increase in the business of the company
at no time has been proportionate to the enlarge-
ment of the capital stock and the making of
loans, and that since the middle of 1920 this has
been steadily decreasing. There are stated to be
outstanding preferred 7 per cent stock to the
value of $9,883,731, par value $100, and 1,268,286
shares of common stock of no par value.
Francis S. Whitten, chairman of the board of
directors of the Columbia Graphophone Mfg. Co.,
when shown the report that the Universal Se-
curity Co. had filed a bill in the Federal court at
Wilmington, Del., asking for the appointment of
a receiver for the company, said:
"I attach very little importance to this action.
Although I have not seen a copy of the bill I
understand it was filed by a stockholder. I am
at a loss to understand why a stockholder should
attempt to embarrass the company at a time
when its creditors are co-operating in splendid
fashion to preserve this property.
"I am confident that the suit will have no
effect upon the carrying out of plans under con-
sideration for the adjustment of the company's
financial structure so as to insure the successful
continuation of the company's business.
"I know of no grounds, whatever, upon which
a stockholder could base the application for the
appointment of a receiver, as the company is
being conducted by the management elected by
the stockholders and everything possible is being
done in co-operation with the company's cred-
itors to preserve the stockholders' equity.
"The Universal Security Co. owns of record
only about one thousand shares of common
stock."
The plans which were under consideration for
the adjustment of the company's financial struc-
Business-Building
Help
"Service" is the most over-
worked word in the American
vocabulary. We are not using it
any more. We have no Service
Department.
That does not mean that we
are not doing all we can to help
our Dealers build their business
to a higher plane, for that is ex-
actly what we are aiming to do.
Our entire organization is
made up of folks who have had
years of experience in the retail
trade — your problems have also
been our problems — we want
to help.
C. C. MELLOR COMPANY
Victor Wholesalers
1152 Penn Ave. PITTSBURGH, PA.
ture, as mentioned in Mr. Whitten's statement,
were announced to the trade a few weeks ago.
At that time a committee was formed of repre-
sentative holders of the $6,000,000 five-year 8
per cent notes of the Columbia Graphophone
Mfg. Co. The committee is composed of Harold
Stanley, vice-president of the Guaranty Trust Co.;
Hermann Kinnicutt, of Kissel, Kinnicutt & Co.;
Beyard Dominick, of Dominick & Dominick, and
A. W. Butler, of Butler, Herrick & Kipp,
This committee, which was formed to seek
deposits of the 8 per cent notes, was the result
of the efforts of the various committees repre-
senting substantially all of the company's bank
and merchandise creditors who were busy for
some time in preparing a plan to readjust the
company's indebtedness without interference
with the continuation or development of the busi-
ness. These banks and merchandise creditors
hold about 75 per cent of the Columbia Grapho-
phone Mfg. Co.'s total indebtedness. After the
committee of note-holders had been formed, ar-
rangements were made whereby the note-holders
depositing their holdings were assured the in-
terest payments which were due on February 1.
Subsequent to the formation of this committee,
Mr. Stanley, as chairman, sent a circular to the
five-year 8 per cent holders, urging them to de-
posit their notes with the Guaranty Trust Co. in
an effort to make possible a readjustment of the
company's finances without resort to a pro-
longed court reorganization. The circular con-
tained a very interesting letter over Mr. Whit-
ten's signature, in which he gave in detail a
statement of the company's present industrial
and financial condition, this statement reading as
follows :
"In common with many other companies we
have been through a period of severe shrinkage
in the volume of our business, accompanied by
large depreciation of inventory values and other
unfavorable factors.
"At the 'beginning of the period the company
had outstanding contracts for large amounts of
cabinets and other materials necessary for an
extensive manufacturing program, anticipating
that 1921 business would be commensurate with
1920 business. However, 1921 sales were ap-
proximately $19,000,000 as against $47,000,000 in
1920.
"On December 31, 1921, the company owed
large amounts to banks and merchandise credi-
tors; this debt, with the $6,000,000 five-year 8
per cent gold notes, and approximately $250,000
real estate mortgages, made a total direct in-
debtedness of about $23,200,000. Representa-
tives of the creditors have made an intensive
study of the company's condition in an effort to
get a correct view of the company's present
situation and prospects for the future.
"As a result of their efforts substantial con-
cessions have been made by the merchandise
creditors and marked progress has been effected
in the reduction of the company's commitments.
In my judgment the company has a good future
under fair normal operating conditions, with
economies that have not been possible in the
circumstances with which we have been con-
fronted.
"On December 31, 1921, the company had cur-
rent assets valued on a conservative going con-
cern basis in excess of $21,600,000, after writing
off upward of $7,700,000. These figures were
arrived at by a very recent and thorough re-
appraisal of the current assets. The company
has in addition plants and investments that are
carried at a figure in excess of $9,000,000.
"The company has also contingent liabilities
in respect of $1,625,000 first mortgage bonds and
$1,925,000 preferred stock of Columbia Grapho-
phone Factories Corp., which owns the com-
pany's plants in Toronto and Baltimore. These
plants are leased to this company, which also
owns all the common stock of the Factories
Corp. The matter of the company's obligations
on the Factories Corp.'s lease is now under con-
sideration.
"The company is faced with the necessity of
being relieved for the time being from payments
on account of its indebtedness. The representa-
tives of the banks and merchandise creditors,
speaking for over $15,000,000 of the company's
debt, are agreed upon the necessity for this re-
lief, and it is hoped that your committee will
co-operate with them to obtain this result.
"Prompt action by the note-holders is essential
to carry out necessary plans for a voluntary
readjustment of the company's finances and is
to the intgrest of all creditors, including note-
holders. The sooner this can be brought about
the more rapidly will the inevitable benefits in
operation accrue to the company. The only
alternative is an expensive and protracted court
reorganization, resulting in needless delay in
the financial readjustment and loss for all con-
cerned, which can and should be avoided.
"Note holders should bear in mind that the
notes are wholly unsecured and have no priority
over any of the other indebtedness of the com-
pany."
It is the consensus of opinion in the financial
world that the plans which were recently com-
pleted for the adjustment of the company's finan-
cial affairs, practically insure the continuation of
the business without interruption, and there is
an undercurrent of optimism and confidence that
is keenly appreciated by the Columbia organiza-
tion.
THE 1922 VICTOR RECORD CATALOG
The Latest Issue of This Remarkable Book
Really Represents a Forward Step in the Pro-
duction of Musical Literature
There, is now in the hands of Victor dealers
for distribution the 1922 catalog of Victor rec-
ords, an impressive volume of 500 pages or more,
and offering what is considered an unparalleled
collection of music of all sorts and of all nations,
to say nothing of musical information and facts
regarding famous artists that form in themselves
the basis for a liberal musical education.
The Victor trade is so familiar with the Victor
record catalog that it is likely that many of those
most active in the selling of Victor products fail
to realize just what is really offered to them and
tc the public in that comprehensive volume
which, as it stands to-day, represents the re-
sults of over twenty years' work in developing a
magnificent library of the best in music. Inci-
dentally, the Victor record catalog presents to
the public an introduction to the voices of those
great artists who will never be heard again in
the flesh, among whom, of course, Enrico
Caruso stands first, with the list including Evan
Williams, Maud Powell, Plancon and an impres-
sive number of others.
The catalog does not represent simply a list-
ing of records, but tells the story of those respon-
sible for the music, of those who recorded it,
something about the character of the selection
and the message it conveys, and information gen-
erally that would, if gathered by the individual,
require many months of research.
The Victor record catalog for 1922 has been
featured most emphatically in the company's ad-
vertising in the February magazines and is pre-
sented to the public in a manner that should
bring strong and immediate response to the re-
tailer.
P. HENRY KERLER HONORED
Edward Earl, president of Usley-Doubleday &
Co., 229 Front street, New York City, manu-
facturers of Eureka noiseless talking machine
lubricant and Ilsley graphite phono string lubri-
cant, has announced the election of P. Henry
Kerler, who has been with the company for the
past eighteen years, as a director and vice-presi-
dent. Mr. Kerler is well known throughout the
talking machine industry, as he has devoted
much of his time to the talking machine lubri-
cant division of the business.
February 15, 1922
THE TALKING MACHINE WORLD
143
A Phonograph Plus
Push buttons to start
and to stop motor.
Regulating screw to
synchronize R. P. M.
of turntable -with nor-
mal reading of speed
regulator.
( ^Manufacturer's
adjustment)
Tempo regulating de-
vice for user.
NOWADAYS, high sales resistance makes it necessary for
^*-,the dealer to offer more than just a phonograph. Features
which are attractive to the eye and that make for easy
mechanical operation are desirable — they tend to reduce
sales resistance. The Stephenson combined push button brake
and speed control is just such a feature. Full particulars
will be mailed on request to those interested.
DIVISION
DE CAMP £- SLOAN INC.
)ne Hundred and Seventy Pennington Street
JSgwar^JXeto ^Jersey
MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX
144
THE TALKING MACHINE WORLD
February 15, 1922
C L E V E L A N D
Important Brunswick Move — DuBreuil Becomes Manager — Granby
Expansion — To Hold Edison School — Columbia Changes — The News
Cleveland, O., February 6. — The announced con-
solidation of the Brunswick-Balke-Collender
Co's. phonograph division in this territory has
become a reality. This move includes Cleve-
land, Pittsburgh and Buffalo, together with
western Pennsylvania, western New York, Ohio
and parts of West Virginia. Headquarters have
been established at Cleveland and the staff has
bten so augmented as to facilitate prompt and
efficient service to the dealer.
J. L. Du Breuil, who has made a name for
himself in this territory as branch manager for
the Columbia Graphophone Co.. has been
appointed district manager. His first official
act was to make a complete tour of the district
conferring with dealers and salesmen. During
the trip he lined up several big business inter-
ests with whom he is conducting negotiations
for handling phonographs.
Mr. Du Breuil has announced the appointment
of E. F. Hughes as dealers' service director.
Mr. Hughes was formerly connected with the
local Columbia branch in the same capacity.
He is well versed in the conditions that govern
the industry' in this district and, backed by a
wealth of practical experience covering many
years, he should prove a valuable addition to
the Brunswick forces.
V. K. Henry, who has been associated with
the Cleveland Brunswick branch, has left for
Kansas City, where he will resume his old post.
Simultaneously with the announcement of the
consolidation came the announcement that in
the future the phonograph department of the
Brunswick-Balke-Collender Co. would be con-
ducted separately from the rest of -the firm's
interests.
To Hold Edison School for Salesmen Here
The Phonograph Co., Edison distributor, an-
nounces that a session of the Edison School for
Salesmen will be held in Cleveland from March
6 to 11. The plans call for the installation of
novel instruction to be given through the services
of actors coached to illustrate different selling
points, ways of handling customers, the right and
wrong methods of approach, and other essential
details of salesmanship.
This is the first school of the sort to be held
in the Cleveland district and is expected to de-
velop much interest in view of the fact that there
are already a great number of applications for
admission. As yet no definite place has been
decided upon for holding the sessions, but an an-
nouncement is expected shortly.
Appearances of Artists Boost Sales
Local record men are finding great sales stimu-
lation in the personal appearances of various rec-
ord artists. Colin O'Moore, Vocation artist,
appeared . for a week recently at the Allen
Theatre. Claire Dux, of the Chicago Opera Co.
and record artist for Brunswick, sang at the
formal opening of the Cleveland Discount Build-
ing, Cleveland's newest skyscraper. Miss Patri-
cola, whose records are listed in the February
Victor catalog, appeared personally at the Keith
Theatre. Fritz Kreisler, violinist; Gigli, of the
Metropolitan Opera Co., and various others are
scheduled for local concerts in the near future
and dealers are preparing to make the most of
their appearances.
Edison Publicity Through Actor-Artist
The Phonograph Co., Edison distributor, re-
cently got much publicity from a tone test by
Signor Frisco, xylophonist, who was on the bill
at the local Keith vaudeville house. The test
was unique inasmuch as Signor Frisco incor-
porated an Edison instrument in his act and
repeated it at eveiy performance. Harry R.
Tucker, sales manager of the Phonograph Co.,
helped to put the stunt across in this big way.
Signor Frisco played his instrument before a
curtain which suddenly parted, revealing an Edi-
son machine. He stopped playing — the music
was taken up by the machine. It is estimated
that the audience totaled 10,000 persons during
the week and the act proved to be one of the
most popular on the bill. Manager Tucker dis-
tributed cards with the listings of the various
Frisco records and reports that there was a
hearty response from Edison owners.
Fisher Co. Gives Up Pathe Jobbing
The Fisher Co., Pathe representative in Ohio,
has disposed of its stock in the wholesale busi-
ness to the Alms & Doepke Co., of Cincinnati,
the new Ohio distributors. They will, however,
continue in the retail business, and may even-
tually accept another machine for wholesale dis-
tribution.
In connection with the wholesale retirement in
Pathe a special sale of the wholesale stock was
held which met with almost unprecedented suc-
cess. During the last few weeks of the sale
the turnover averaged 100 machines a day, while
the greatest daily total reached was 167 ma-
chines. This last is believed to be a record in
this territory.
Under the new plans of the Fisher Co. the
following officers will continue in their positions:
Mrs. C. J. Caldwell, president; R. J. Jamieson,
sales manager; F. W. Nearing, special represent-
ative.
Tone Test Transmitted by Wireless
During the week Frisco's act was also trans-
mitted by radiophone from the laboratories of the
Cox Manufacturing Co. He appeared in con-
junction with various other artists from the the-
atre. It was probably the first time that a tone
test over wireless had ever been held, and it
created much interest as there are about 3,000
Of Pressing Importance
After seeing that your records are properly
recorded, the next important step is to see
that they are pressed properly.
The importance of proper pressing cannot be
overemphasized.
That is our specialty. Leave all your record
pressing problems to us. We have the expe-
rience and facilities.
Write Us To-day
Samples and Prices on Request
THE BRIDGEPORT DIE AND MACHINE CO.
170 ELM STREET
BRIDGEPORT, CONN.
February IS, 1922
THE TALKING MACHINE WORLD
1 4S
Admirers of operatic music and of Riccardo
Stracciari will soon be asking for his new
March record. Tosti's "Ideale"
name. Here is Stracciari
sonalify. 49971.
in a new per-
Columbia Graphophone Co
NEW YORK
receiving stations in the territory, practically
all of which "listened in."
Try New Machine by Radio
Another feature of the radio program was
the trial of a new type phonograph invented by
Dr. W. D. Gans. The most unique feature of
the new invention is a violin spruce diaphragm.
This device worked remarkably well and, in
the opinion of Warren R. Cox, who personally
supervised the concert, it is the best repro-
ducing device yet tried.
Plan Two New Granby Warehouses
The Kennedy-Schultz Co., distributors of
Granby phonographs, who recently extended
their service, plan on maintaining two separate
warehouses, one in Cincinnati and the other in
Cleveland, which system will enable them to
insure distributors against short stocks. H. C.
Schultz, member of the firm, and Harry S.
Coplan, general sales manager of the Granby
interests in Ohio, recently completed a tour of
the territory and announce that dealers and
salesmen were never more enthusiastic about the
Granby machine.
Eight Victor Artists to Appear
This season's contract for the appearance of
the Eight Famous Victor Artists was recently
signed. The date will be March 6. The concert
will be under the auspices of the Northern Ohio
Talking Machine Dealers' Association. Samuel
H. Deutsch, of the retail trade, will be at the
helm as far as arrangements are concerned.
Changes in Columbia Branch
George Krauslick, manager of the record de-
partment of the Cleveland Columbia branch, has
been appointed service department manager for
the local Columbia office. Mr. Krauslick is also
a musician and orchestra director, and this,
coupled with his experience in the record busi-
ness, will undoubtedly make him a big aid to
the dealers of the territory.
Miss Frances E. Miller becomes secretary to
S. S. Larmon, branch manager. George Kraus-
lick has been appointed service manager, and
George Murray becomes record department
manager. Miss Eleanor Nemic, Miss Gertrude
B. George and Miss Blanche Price will assist
Messrs. Krauslick and Murray. H. C. Cooley,
assistant branch manager, is receiving compli-
ments from dealers who recognize the good
service the new organization is giving them.
A. R. Wiggins Becomes Vocalion Jobber
A. R. Wiggins has taken over the northern
Ohio territory, including Cleveland, as Vocalion
representative.
The Hoover-Bond Co., of Ashtabula, announce
that they will handle the Brunswick line.
J. H. Barnes Wins Edison Sales Contest
The sales contest conducted by the Phono-
graph Co. for Edison dealers in this territory
was won by J. H. Barnes, of George E. Buss
Co., New Philadelphia, taking the grand prize
for volume of business in dollars and cents. His
record was fifty-two sales. The prize was a
valuable Hamilton watch. Ten others won
prizes of trips to Edison salesmanship schools.
"Talker" Displaces Artists at Musicale
Artists are not necessary for a musical club
concert. That startling fact was proved at a
recent meeting of the Tiffin (O.) Women's Club
when a Columbia Italian Renaissance period
model instrument took the place of singers at
its weekly musicale. The concert was given
before a full turnout numbering in the neigh-
borhood of 100, and created such a favorable im-
pression that other events of like nature are
contemplated. Carl Abbott, of the Tiffin Music
Co., put the plan across with the co-operation
of H. C. Cooley, assistant branch manager of
Columbia at Cleveland.
According to Mr. Abbott the affair is bound
to have a great influence among similar organi-
zations in the smaller towns, because the diffi-
culty of securing talent is great and the perfec-
tion of present-day instruments makes them
entirely applicable for use in this capacity. He
expresses great enthusiasm over the outcome of
the idea, and says it has caused much comment
throughout the district.
New Cheney Offices in Pittsburgh
Announcement that offices have been estab-
lished in Pittsburgh follows the notice of en-
largement of territory that recently came from
headquarters of the Cheney Phonograph Sales
Co. and the Record Sales Co., of which George
R. Madson is president. Marion Cheney will
be in charge of the Pennsylvania territory repre-
senting both companies. Headquarters are on
the sixth floor, 806 Penn avenue, Pittsburgh.
Plan Increase in Size of Bailey Co.
Plans for increasing the size of the grapho-
phone department of the Bailey Co. are receiving
serious consideration by the official of the con-
cern. E. A. Friedlander, department manager,
announces that there has been a steady increase
in the amount of business since the beginning
of the year and present conditions augur well
for a continuance.
Music Memory Contest Plans
Dealers throughout this district are linking
(Continued on page 146)
DEALERS HAVE AN UNLIMITED FIELD
Readily installed in any Talking
Machine
RECORfb FILE
TRADE ■ MARK
EVERY PHONOGRAPH OWNER
A PROSPECT
The only system giving adequate protection
and convenience in the handling of records.
ONE HAND DOES IT ALL
Even a Child Safely Handles Records
Filed in a "Crip-N"
Capacity Practically Double That of Any
Other Method
Write To-day for
Distributor's Discounts
Mahogany Auxiliary Cabinet
Capacity 200 Records
CRIPPEN RECORD FILE CORPORATION, 39 N. Water St., ROCHESTER, N. Y.
146
THE TALKING MACHINE WORLD
February 15, 1922
orentzen
Manufacturer of
Exclusive Cabinet Hardware and Accessories
60 Grand Street
New York City
TRADE HAPPENINGS IN CLEVELAND
(Continued from page 145)
the music memory contest, which will be held
March 8, with the Cleveland Orchestra in charge
of the program, more closely with the record
end of their business.
This event has potentialities of unbelievable
importance inasmuch as all the school children
of Cleveland and Lakewood are interested and
many of them will be in the actual competition.
According to Miss Grazella Puliver, publicity
director of the Cleveland Talking Machine Co.,
the effects of this event are already becoming
evident, especially as regards children. At the
present time it is nothing uncommon for a
youngster to come into a store and ask for a
record correctly, the name of which would defy
the average grown-up.
Hold Successful Children's Parties
Miss Lillian Meier, branch manager of the
L. Meier & Sons Co., recently put over an idea
that is both unique and practical. She inter-
viewed school officials and obtained the names
of 100 pupils and their addresses, then sent a
hand-written invitation to each of them to be
present at a party at the firm's West Twenty-
fifth-Denison store.
The response was 100 per cent and Miss Meier
did herself proud as hostess. Each child re-
ceived a bag of candy together with a miniature
edition of the famous Victor dog. Records with
a direct appeal to the children were played and
the children as well as the Meier Co. voted it
one grand afternoon. Another party held at
the same store was termed a chocolate luncheon.
The Forbes Chocolate Co., a local concern,
supplied the chocolate, and all the latest records
were played for the benefit of the women and
their children who had been invited to the store.
A list of those attending was obtained, which will
prove useful in a follow-up campaign.
Harmony Music Shoppe Pushes Steger
The Harmony Music Shoppe announces that with
the first of February it will devote its entire efforts
to the Steger agency. Mrs. M. M. Smith, depart-
ment manager, says that the move was decided upon
in view of the fact that Steger prices have been cut
to a pre-war basis. The event has been marked
with an extensive advertising campaign and special
window displays.
The Harmony also announces that it is handling
German-made records for the first time since the
conclusion of the war. Walter S. Raeder, member
of the firm, expresses the belief that the new
records are the clearest he has ever heard. Okeh
records are also being featured.
Magnolia Machine Makes Debut
Another new machine has made its appearance
here. It is the Magnolia, manufactured by the
M. Schulz Co., Chicago. F. L. Stelker, local man-
ager, is busy preparing a publicity campaign.
New Vocalion Branch Office
The Vocalion Co., of Ohio, has opened a
branch office in Cincinnati. The manager of
the Cincinnati and Southern Ohio districts will
be located at this office.
M. V. DeForeest a Visitor
M. V. DeForeest, of the DeForeest Music
Co., of Sharon, Pa., and president of the Na-
tional Association of Music Merchants, made a
stop here on his transcontinental tour which
he is making in the interests of his organization.
Starr Piano Co. Representative in Town
Robert F". Martin, manager of the Gennett
record division, the Starr Piano Co., Richmond,
Ind., was in the Cleveland district this week.
SECURING IDEAS FROM EMPLOYES
George W. Gray's Timely Comment on a Sub-
ject of . Outstanding Importance
The following interesting discussion, relative
to executives securing valuable ideas and sug-
gestions from employes, appeared in Business,
of which George W. Gray is the authors
"All managers know that among the ranks of
the employes, even in the upper ranks, there are
very few minds from which proceed original
ideas, simple or complex. Creative genius is
laggard, at least in expressing itself. Two
closely related feelings entertained by employes
are partly responsible for this dearth of sug-
gestions. The first is a lack of self-confidence.
The second is a diffidence about offering advice
to the management, which is based on the
assumption that ideas from below are not wel-
comed. Employes must be systematically en-
couraged to study the problems of production
and management, and to reveal their conclusions.
"The management, however, is not universally
to blame for the employes' conviction that sug-
gestions are unwelcome. One executive tells of
how, as a boy, he went to his foreman with a
suggestion for a new foot control that would
speed up the machines. The foreman ultimately
rejected the idea as too expensive. The execu-
tive states that the essence of his idea is now
DURRO
Choice of Artists
Throughout the World
Phonograph Dealers—
People who cannot afford to buy Phonographs are buying
Violins, Guitars, Banjos, Ukuleles, etc.
Why Wait
and let this business go by your shop ?
Extend your line to include
DURRO VIOLINS, BOWS, STRINGS, Etc.
LESTER & SALANTI ACCORDEONS
ABBOTT BAND INSTRUMENTS
DUSS BAND HARMONICAS
S. S. STEWART BANJOS, GUITARS, UKULELES
OUR POPULAR LINES OF ACCESSORIES
They will not add to your overhead expense.
They are quick sellers and yield liberal profits.
They make fine displays and draw repeating customers.
Wri'fe today for complete catalog and assortments
for Phonograph Dealers
BUEGELEISEN & JACOBSON
5-7-9 UNION SQUARE NEW YORK
embodied in machines of the type affected. This
problem of the adverse attitude toward sug-
gestions, frequently persisted in by foremen and
other minor executives, is an exceedingly seri-
ous one. A mere invitation is not enough to
combat this situation and to stimulate the self-
confidence and enthusiasm of the employes. An
effective suggestion system really has to create
a market for suggestions, has to bid for sug-
gestions and place a premium on them. There
must be some extra incentive to produce the
extra work. It must be made perfectly clear
from the outset that the management regards
the making of suggestions as extra work for
which the employe is entitled to receive addi-
tional compensation.
"A large specialty store in New York has
placed a suggestion box in the vestibule of its
employes' entrance. This store is an active con-
cern, advertising on a large scale and enjoying
a wide patronage. But recently the manager
realized that the big profits were leaking out
through small but insidious inefficiencies. He
summoned an efficiency engineer, but, like some
other managers, he refused to take the engineer's
advice. He wouldn't install a real suggestion
system. He wouldn't offer the additional and
essential incentive. He took the attitude that
he was paying the employes for their time, and
that he was entitled to everything they could
do without further cost to him. The result has
been that the suggestion box is regarded as a
joke. A few anonymous, trivial, flippant and
generally worthless suggestions have been
passed in, but that is all.
"It is not true, however, that the additional
incentive must be supplied in the form of cash.
In principle the requirement is for recognition
and for some token of esteem. One manager
finds that he can operate by giving the maker
of a helpful suggestion a . purse, a fountain pen
or some similar article. In order to avoid select-
ing an article which will not satisfy the tastes
of the particular person making a suggestion,
as may easily happen in a concern employing
a large number of people, some companies have
arranged to have an assortment of articles from
which the individual may choose. This array of
prizes may be displayed, or it may be photo-
graphed and the photograph may be exhibited.
Another firm has found that a well-defined yearn-
ing for honor and distinction has made the
award of medals a satisfactory compensation
for suggestions."
RUDD & RIX OCCUPY NEW HOME
Ilion, N. Y., February 7.— Rudd & Rix, talking
machine dealers, of this city, have completed
the moving of their stock into new quarters on
Main and Otsego streets. The new home is
much larger and more advantageously located
than the former establishment. A number of
record demonstration booths and other modern
fixtures are features of the new store.
February 15 1922 THE TALKING MACHINE WORLD 146a
JOBBERS:
CABINET & ACCES-
SORIES CO.,
145 East 34th St.,
New York, N. Y.
IROQUOIS SALES CO.,
210 Franklin St.,
Buffalo, N. Y.
E. B. SHIDDELL,
142 Berkeley St.,
Boston, Mass.
DAVENPORT PHONO.
& ACCESS. CO.,
217 Brady St.,
Davenport, la.
UTICA'S GIFT &
JEWELRY SHOP,
Utica, N. Y.
J. R. POLK FURN. CO.,
294 Decatur St.,
Atlanta, Ga.
VOCALION CO.
OF OHIO
Cincinnati, O.
VOCALION CO.
OF OHIO
Cleveland, O.
The
OUTING
Size: 8 in. x 14 in. x 15 in.
Weight: Complete, including album,
22 lbs.
A Real
Machine
Made
Portable
The OUTING is the most complete
and up-to-date portable phonograph
ever made.
It is unique and attractive in design.
Superior tone quality.
Built to give years of satisfactory
service.
Dealers in territories
where jobbers have not
yet been appointed will
be given full details as
to source of supply by
communicating direct
with us.
Dealers in Mexico and Cuba should send orders and inquiries to
R. C. ACKERMAN, 291 East 162nd Street, NEW YORK
THE OUTING TALKING MACHINE CO.
MT. KISCO, N. Y.
146fc
THE TALKING MACHINE WORLD
February 15, 1922
NEW FOREIGN LANGUAGE RECORDS
Columbia Co. Announces New List of Records
of Great Importance — Recorded in Europe by
Messrs. Kubieus and Gloetzner, of Foreign
Language Division — Comprise Recordings
Made in All Important European Countries
repay for the effort, time and money spent by
the Columbia Co. in securing them, and this
trip emphasizes the splendid service which this
company is endeavoring to give its large foreign
record trade.
NEW SONORA POSTER READY
Twenty-four-sheet Poster Announced by Sonora
Advertising Department Will Produce Sales
for Dealers — Striking in Character
DA=LITE SIGNS PROVING POPULAR
The Columbia Graphophone Co. will shortly
announce to the trade a complete new list of
foreign language records which will be added to
the company's present extensive foreign lan-
guage catalog. These records comprise a wide
selection of foreign language numbers recorded
in Europe by H. C. Kubieus, of the foreign
language department, who, in conjunction with
John Gloetzner, a Columbia recording expert,
has just returned from a trip through European
countries.
Mr. Kubieus directed this enterprising trip for
the Columbia Co.. while Mr. Gloetzner was re-
sponsible for the recordings. In order to secure
the best possible results, a Columbia recording
machine was taken along for the purpose, and all
of the wax blanks used in the recordings were
imported for this purpose. This step was taken
to insure perfect recordings, as they believe that
recording machines and recording wax blanks
are considered superior to those of European
manufacture.
These new records will comprise native songs
and selections from the following countries
which the Columbia representatives visited:
Bohemia, Poland, Germany, Hungary, Czecho-
slovakia, Austria and all the Scandinavian coun-
tries. As they are both familiar with the for-
eign language field in every detail, the records
made under their supervision promise to be a
noteworthy addition to the Columbia foreign
record catalog.
Mr. Kubieus, in a chat with The World, stated
that the talent obtained for the making of these
records were the best in their respective coun-
tries, and that no pains were spared to make
them perfect in every way. It is expected that
the demand for these records will more than
Over Fifty Victor Jobbers Now Distributing
This Sign Service — Signs Act as Record Sales
Stimulant Whenever They Are Used
Toledo, O., February 8. — The Da-Lite Electric
Display Co., of this city, manufacturer of the
popular series of display signs being used by
\ ictor dealers throughout the country, is meet-
ing with considerable success in developing a
market for its product. At the present time
Harry Cuddeback, head of the company, is co-
operating with the Victor jobbers in presenting
this sign to the dealers and, as a^ result of his
efforts, over fifty Victor wholesalers are now
distributing the service.
The sign service, conceived by the Da-Lite
Electric Display Co., embodies many unique fea-
tures which have found a hearty welcome from
Victor dealers. The selections presented on these
signs are chosen with exceptional care and con-
sideration and the Victor dealers have found that
the use of these signs acts as a marked stimulant
to the sale of the records that are featured.
The new twenty-four-sheet poster illustrated
herewith has just been received from the lithog-
raphers, and is one of the most magnificent
pieces of outdoor display advertising ever put
out by Sonora. It will prove a tremendous busi-
ness bringer for Sonora dealers who make use
of it, and because of its brilliant coloring and
DANIELS & FISHER ALTERATIONS
Denver. Col., February 7. — The talking machine
department of the Daniels & Fisher store here
has been enlarged and it now occupies double
the space of former days. The entire depart-
ment was also redecorated and it now ranks with
the best in attractiveness. Victor and Sonora
machines are handled.
One of the Latest Sonora Posters
striking design will stand out from the mass of
billboard advertising.
The name Sonora in white letters with a red
outline is over six feet long and appears against
a background of rich, deep blue. The big French
windows to the left are life size and disclose an
outdoor scene beyond in high sunlight, brilliantly
painted in natural colors. Against this gorgeous
landscape, and just to one side of the window,
the bulge model Sonora stands out like an actual
machine. The whole is eight feet by ten inches
high and nineteen feet by eight inches wide.
No adequate idea of the size and beauty of the
poster can be obtained from the cut or a mere
description. It must be seen to be appreciated.
Big space is allowed at bottom for the dealer's
name and address.
The Record Service Shop, of Two Rivers,
Wis., has been purchased by Gerald Glaeser, a
former employe.
The salesman who is not "sold" on his own
ine had better attach himself to another.
AT LAST
A Slow Speed, Silent Universal Electric Phonograph Motor
Operating at Turn Table Speed
Running Equally Well on Alternating or Direct Current Unaffected by Fluctuations in Voltage
Dealers,
Write for
Particulars,
Prices and
Discounts
Manufacturers,
Consider This
and Write for
Equipment
Proposition
Model B. H. Weight 5 lbs. complete with Turn Table
The only Electric Universal Phonograph Motor that is silent, dependable and can be used in place
of Spring Motor without Cabinet Alterations.
Manufactured by
ARROW MOTOR & MACHINE CO. 72^^tM ^Tue
February IS, 1922 THE TALKING MACHINE WORLD 146c
EFFICIENT PLANT OF CHENEY TALKING MACHINE CO.
Some of the Many Modern Features of the Big Cheney Factory in Grand Rapids That Make Pos-
sible the Production of Phonographs of Quality — Absolute Accuracy a Factor
Grand Rapids, Mich., February 8. — The word
"quality," as applied to a manufactured product
of almost any kind, is often grossly misused.
Even if one buys the very best material and em-
ploys the most skilled and experienced men, the
product cannot on that account alone be legiti-
mately called a "quality" product. One may go
even further than that. Concerns with splendid
ideas, and whose products have been protected
by absolute patents which, if properly worked
out commercially, would have made immense
fortunes, have failed utterly because they have
not been able to translate those ideas into terms
of dependable merchandise.
Granted a good idea for a product, financial
ability to purchase the best materials, to provide '
adequate machinery and adequate brains for in-
telligent workmanship, there are still other con-
ditions absolutely necessary in order to obtain
the highest success.. There must be executive
ability to so utilize materials, processes and
money as to carry out to tbfe fullest the ideas of
the inventor. Furthermore, there must be a con-
tinuous inspection system, a checking-up at every
stage of the manufacture, so as to assure com-
plete co-ordination of skilled labor, material and
processes.
The writer has never seen more perfect co-
ordination of the factors necessary in the pro-
duction of a "quality" product than during a
recent visit to the factories of the Cheney Talk-
ing Machine Co., in this city. It would take
twice the space of this article to give an adequate
description of the wood-working plant alone, and
similar space to do justice to the metal-working
plant which turns out their motors, tone arms
and similar equipment. Consequently one can
only generalize.
After one has walked through ten acres of
wood-working plant and over the many thou-
sands of square feet occupied by the metal-work-
ing departments one has amassed a collection of
very distinct impressions. One has become con-
vinced not only that every possible provision has
been made for eliminating or correcting errors,
but that the whole force, from inventor, general
manager and staff down to the humblest worker,
stands back of the factory's work solidly and
enthusiastically.
As everyone in the talking machine field
knows, the Cheney instrument is in many re-
spects unique. It owes its existence to Forrest
Cheney, a professional musician of wide reputa-
tion, who planned it after years of careful and
painstaking experimentation. He sought to em-
body in it the principles which have been worked
out in the resonating air chambers of the pipe
organ, merged into one synchronized series of
tone chambers with a resonator carved from the
pattern of that violin to which, as an artist, he
devoted years of his life. To produce commer-
cially an instrument equal in tonal effect to the
model he had built in his own study on radically
new lines was indeed a task of large proportions.
The visitor to the Cheney factories to-day goes
away convinced that this task has been done well.
Special machinery had to be devised to meet the
particular needs. Extraordinary accuracy had to
be used in order to secure in quantity uniform-
ity of product, so that every Cheney would get
the tonal results of the laboratory-made model.
They tell one over there that a variation of a
sixteenth of an inch in the offset of the little
palate in the resonator was found to cause a de-
fect in the reproduction of certain tones. It was
also discovered that a seemingly minor detail like
the casting of an inner ridge in the base of the
tone arm perceptibly affected the quality of tone
produced.
From their experience in production they have
evolved a system of inspection which is simply
wonderful. Every worker in every department
must know whether the part he is to work on
has been made correctly, whether the material is
right and the processes have done their perfect
work. Besides this, there is an army of special
inspectors at the close of every process and the
beginning of every other. It is a system of
check upon check, producing results to which
Cheney distributors and dealers can testify. One
little item will show the extreme care used in
the construction of the tone-reproducing appa-
ratus of the Cheney. The wood used in the
acoustic throat and orchestral section is selected
with the greatest care. Specific logs are selected
and their wood is seasoned for a long time be-
fore being used for the acoustic parts.
The Cheney Co. attribute the smoothness with
which their organization works and the perfect
co-operation of the workers with their depart-
ment heads to their regular system of confer-
ences, which is developed to the highest degree
in this institution. The factories are divided into
four organizations under their respective heads,
who in turn are directly responsible, for all which
comes within their scope of authority, to the
factory manager. Meetings of these sections
convene automatically each day at appointed
hours. Each has its permanent chairman and
vice-chairman, so that there is no chance of post-
ponement because an executive is absent. Cer-
tain topics are thoroughly gone over at each of
these meetings, such as production, quality,
standards, labor, etc. Then there is a meeting
held daily, including two or more of the leaders
in each of the respective organizations, at which
are discussed general matters common to all of
the divisions. At these meetings certain sched-
ules are set and it is an old saying in the Cheney
organization that once a schedule is set it is an
unwritten law that it must be met. In fact,
schedules are always met and often exceeded.
In this whole great organization every man is
made to realize his individual responsibility.
Each must make his goal or he has retarded the
progress of the entire unit.
Anyone who has spent a day in the Cheney
factory, after talking with Forrest Cheney, Fac-
tory Manager F. H. Doerr and the staff of en-
thusiastic department heads, must be convinced
that the company is laying its foundations sure
and strong. In a chat with Professor Cheney he
said: "The advent of the Cheney was not her-
alded with a blare of trumpets nor have we used
sensational advertising methods at any time.
Some people think that we have been too con-
servative, but we have simply sought to inform
the public and give them actual news regarding
the Cheney and setting forth the technical means
by which our results are secured. Notwithstand-
ing any statement you may hear to the contrary,
the judgment of the public can be trusted to the
last degree. Any good violinist will draw a
crowd, but only a supreme master like Kreisler
or Heifetz will pack the largest auditorium you
can find. We have reason to be especially
pleased that so many skilled musicians, orches-
tra leaders, orchestral specialisis and vocalists
have purchased Cheney instruments and are en-
thusiastic over their tonal beauties. This is to
us convincing proof that we are realizing the
artistic ideals upon which this business was
founded."
MISS ETHEL McNAMARA IS WED
Cleveland, O., February 7. — Miss Ethel Mc-
Namara, daughter of W. J. McNamara, presi-
dent of the Empire Phono Parts Co., manufac-
turer of tone arms and sound boxes, was married
to William Wallace Hutchisson, son of H.
Hutchisson, head of the Luktmeyer Co., one of
the largest hardware concerns in the Middle
West, here on February 4.
/ \
HOMOKORD
RECORDS
ARE BACK!
announcement
The Homophon Co.
G. M. B. H.
Berlin, Germany
Appointed us January 1st
Sole Importers and
Distributors
for the
UNITED STATES OF
AMERICA
of their well known Homokord
Records
The most popular Foreign
Record— and the most profit-
able— for the dealer and
jobber.
HomokcrJ lateral cut,double
face record — that plays on all
machines — is the standard of
Europe — recordings that are
not merely reproductions —
but actual duplications of
the best European Artists —
in German and 34 other
languages.
Everything in music — Opera,
Vocal, Instrumental, Dances,
the very latest hits from
overseas. Large stock always
on hand for immediate de-
livery.
Dealers!
Jobbers!
Grasp this opportunity
AT ONCE to represent
HOMOKORD in your
district
Phone, Wire, Write
RIGHT NOW!
HEGEM AN-STE WART CORP.
338 Washington Street
New York City
Phone: Walker 6166-6167
Ralph L. Freeman, director of distribution of
the Victor Talking Machine Co., of Camden,
N. J., has returned from a transcontinental tour
of the leading talking machine markets.
146d
THE TALKING MACHINE WORLD
February 15, 1922
HEALTH BUILDERS IN TRUTH
President of Health Builders, Inc., Tells Why He
Is Not Afraid of the "Flu" — The "Daily
Dozen" Set to Music Grows in Favor
"Why I Am Not Afraid of the Flu," by Rob-
ert B. Wheelan, was the title of a timely adver-
tisement placed in several of the metropolitan
dailies during the period when the number of
flu cases were steadily growing day by day.
Mr. Wheelan is president of Health Builders,
Inc., New York, which produces a set of health
building records of the same name which are
Walter Camp's "Daily Dozen" set to music. This
advertisement, which was in the form of a news
article, interestingly set forth the ability to ward
off the attacks of a contagious germ when the
body is kept fit. The efficiency and timeliness
of this advertisement is to be found in the re-
port that three days subsequent (o the appear-
ance of this advertisement the business of the
metropolitan retailers carrying the Health Build-
ers' course increased 300 per cent.
Mr. Wheelan reports that the Health Builders'
course is increasing steadily in popularity among
talking machine dealers. It was last October
that this course was originally placed in the
hands of the dealers and every month since then
the volume of sales through the talking machine
retailer has doubled itself. It was remarkable
that the month of January, which is ordinarily
expected to be a quite month, doubled the total
sales of December to retailers.
As an instance of progressiveness, Mr. Whee-
ler called attention to a Columbia dealer of War-
saw, Va., who, with the aid of a Ford truck,
placed a set of Health Builder records on trial
in every school that was equipped with a talking
machine and' those who were not he also pro-
vided with a phonograph. This dealer received
considerable encouragement in that out of the
first twenty-four outfits placed twenty-two sales
were consummated and he plans to extend this
work throughout the entire State of Virginia.
Health Builders, Inc., is conducting an exten-
sive advertising campaign and in this month of
February is represented in fifty-four advertising
mediums.
JOBBERS MAKING ARRANGEMENTS
The arrangements committee of the National
Association of Talking Machine Jobbers is hold-
ing a meeting at the offices of the Silas E. Pear-
sail Co., New York, just as the February issue
of The World is going to press. At this meet-
ing detailed arrangements will be made regard-
ing this year's convention, and as soon as every-
thing is arranged the jobbers will be advised
accordingly.
M. E. LYLE JOINS STRAND FORCES
Well-known Executive Will Represent Manufac-
turers' Phonograph Co. in South — Ideally
Qualified for New Work
Mervin E. Lyle, formerly associated for fifteen
years with the Columbia Graphophone Co., and
well known in the industry from coast to coast,
has joined the staff of the Manufacturers Phono-
graph Co., New York, manufacturer of the
Strand phonograph. He will represent the com-
pany in the South, with headquarters at Atlanta,
Ga., and he left New York the early part of the
week to establish offices in that city.
The acquisition of Mr. Lyle to the organiza-
tion of the Manufacturers' Phonograph Co. is a
distinct tribute to the success that the Strand
phonograph has achieved since it was placed on
the market a few months ago. A keen student
of merchandising and familiar with every phase
ol the industry in all of its important develop-
ments, Mr. Lyle became identified with the
Strand organization after a careful investiga-
tion of the product and its sales possibilities. Mr.
Lyle has studied the talking machine field from
every possible angle, having occupied important
executive posts in the manufacturing, sales and
development divisions of the business. He has
been particularly interested in co-operating with
the dealers wherever possible and will be in a
splendid position to give practical service to the
Strand representatives in his territory.
PHILADELPHIA VOCALION JOBBERS
Lincoln Business Bureau to Act as Distributors
for Both Vocalion Phonographs and Red
Records in Quaker City Territory
Oscar W. Ray, general manager of the whole-
sale Vocalion record department of the Aeolian
Co., recently announced the appointment of
the Lincoln Business Bureau, 1011 Race street,
Philadelphia, Pa., as distributor for Vocalion
phonographs and Red records in the Philadel-
phia territory. Stocks of both machines and
records have already been shipped to the new
distributor, who is now in a position to meet
the requirements of Vocalion dealers in and
about Philadelphia.
The Lincoln Business Bureau has been estab-
lished for a number of years and has hereto-
fore specialized in filing devices and office
equipment. The concern has two large floors
in the heart of the wholesale district, with
abundant facilities for keeping on hand at all
times a large stock of machines and records.
R. E. CLIFFORD'S NEW POST
Robert E. Clifford, formerly Eastern sales
manager of the Cardinal Phonograph Co., has
been appointed exclusive sales representative for
New England for the Puritan record, which will
be manufactured by the Bridgeport Die & Ma-
chine Co., Bridgeport, Conn. This record will
retail at 50 cents, and Mr. Clifford, who has estab-
lished temporary offices at 351 West Fifty-fifth
street, New York, is planning an intensive drive
for dealers throughout New England.
E. J. DINGLEY GUEST AT LUNCHEON
Edward J. Dingley, assistant sales manager
of the Victor Talking Machine Co., was a visitor
to New York recently. An informal luncheon in
his honor was arranged by Clarence L. Price,
vice-president of Ormes, Inc., Victor distributor,
at which other New York jobbers were present.
W. C. Thomas, president of the Tampa Hard-
ware Co., Columbia distributor at Tampa, Fla.,
was a visitor at Columbia headquarters in New
York recently. His visit was for the discus-
sion of plans for the distribution of Columbia
Grafonolas in southern Florida, during the com-
ing year. He predicts a healthy and normal
demand for Columbia products during 1922.
TRADE IN CANTON ON UP GRADE
Business Shows Improvement Following a Quiet
January — Leading Companies Are Optimistic
Regarding Outlook — Cope & Son's Purchase
Canton, O., February 6. — The talking machine
and record business here seems at last to be
on the up-grade after what is said to have been
one of the most quiet business periods during
the past year. Following a brisk holiday busi-
ness, there was a decided slump during the first
few weeks of January, which is now happily
past history.
Prospective purchasers of talking machines
here desire the better grade of instruments, but
they are unable to assume the obligation which a
purchase such as this entails, due to slack indus-
trial conditions here, and, consequently, most
sales consist of the cheaper machines. The in-
dustrial situation is picking up, however, and
dealers are looking to the future with consider-
able optimism.
C. M. Alford, head of the Alford & Fryar Co.,
reports the Starr phonograph business as very
satisfactory in the face of existing conditions.
This firm is making many sales, and the volume
of business this year is already in excess of the
corresponding period of last year.
January proved a fair month for the Edison
product here, according to an official of the
Rhines Edison shop, the newest music shop in
Canton. He reports that Edison records expe-
rienced an unusually good month.
The George C. Wille Co., Victor distributor,
has acquired a large storeroom at Cleveland
avenue and Third street, which will be used for
a talking machine and piano storeroom: The
company expects to change locations soon and
it is believed the store will be located at the
Cleveland avenue site in about another year.
Victor business in January fell off, compared to
previous months, but optimism prevails with this
concern, and February is doing well.
Purchase of the entire stock of the Cassaday
Co. and lease of the entire store building at
314 East Main street, Alliance, O., have been
made by T. W. Cope & Sons, that city, Pathe
distributors. After March 1 the Cope Co. will
be located in the new location.
The Van Fossen-Smiley Co., Sonora dealer,
is without a president as the result of the recent
death of S. B. Van Fossen. Mr. Smiley has been
made acting president until the annual meeting
in April, when new officers will be elected.
The Rudolph Wurlitzer Co., which recently
opened a store in the New Northe'rn Hotel build-
ing, Sixth street and Market avenue, here, will
add a line of talking machines and sheet music,
it was announced by M.. M. Potee, manager.
No successor to R. E. Jones, recently resigned
manager of the talking machine department at
the William A. Zollinger & Sons Co., has been
named. Mr. Jones is now with the George R.
Dales & Sons Co., Akron, O.
REPAIR MEN CAN BOOST SALES
One factor for increasing business, particu-
larly record sales, which is often overlooked by
the talking machine merchant is through the
medium of the repair staff. The repairman
should be kept supplied with a few of the latest
records for demonstrating when his work is fin-
ished. A catchy air will often arouse interest
and terminate in a" sale.
MOTORS
(Swiss)
DOUBLE SPRING
Suitable for Portable Phonographs
Stock On Hand, Ready For Delivery
Sample $3.75 — Write for One
MERMOD & CO., 874 SroYadway
90
Of All Phonograph Spring Trouble
Absolutely Eliminated by
Anaconda Lubricant
It prevents jumping, jerk-
ing and binding of springs.
It is a scientifically densified
Pennsylvania oil and is 1009r.
lubricant.
Positively contains no graph-
ite, grease, vegetable oils,
acid, asphalt or fibre. One
filling lasts for years. Qual-
ity and uniformity guaran-
teed. One-half as much only
is needed.
We are making special offer on first order ONLY:
S-pound can $2.00, delivered anywhere in U. S. A.
PRICES: 5-pound can $ 2.00
Box of 6 5-pound cans 10.50
Box of 12 5-pound cans 19.80
50-pound can. . .' 15.00
F. O. B. St. Louis, Mo.
Anaconda Lubricating & Supply Co.
3008 Louisiana Ave, ST. LOUIS, MO.
February IS, 1922
THE TALKING MACHINE WORLD
147
Two fox-trots that will go big. " Marie "
and "Down the Old Church Aisle," from
Greenwich Village Follies of 1921. Yes, they
are played by Ted Lewis and His Band.
A-3538.
Columbia Graphopttone Co
NEW YORK
RETIRE FROM HARQER & BLISH
Geo. C, Herman F. and Gustave U. Silzer Ter-
minate Active Connection With This Old-time
Firm — Future Plans Not Announced
OUTING T. M. CO. INCORPORATES DOLBEER TALKS TO PHILA. DEALERS
Des Moines, Ia., February 10.— The plans for
the formation of Silzer & Bros, to conduct the
Edison jobbing business from this city did not
materialize as described in a previous issue of The
World. George C. Silzer and Herman F. Silzer,
of Des Moines, and Gus. U. Silzer, of Sioux City,
have announced the termination of their active
connection with the firm of Harger & Blish, Inc.,
Edison jobbers of Des Moines and Sioux City.
George C. Silzer had been connected with the
Harger & Blish concern for a period of twenty-
eight years, G. U. Silzer for fourteen years and
If. F. for twelve years, the three together consti-
tuting the minority stockholders in the company.
George Silzer was president of the Edison Disc
Jobbers' Association in 1920. He is now only
forty-two, though with twenty-eight years of ex-
perience in the phonograph field — in fact, his
Edison jobbing connection is the only business
connection he ever had. His future plans have
not as yet been announced. His brothers are
already located in other lines of industry.
ACTIVITIES OF REGAL SALES STAFF
Chas. L. Hug Will Cover Long Island Territory
— C. F. Usher Leaves for Western Trip
Chas. L. Hug, well known in the metropolitan
retail trade, has been appointed a member of the
sales staff of the Regal Record Co., New York,
and will cover Long Island territory in behalf
of Regal records. Mr. Hug was formerly identi-
fied with a retail concerti in Long Island and is
thoroughly familiar with the general situation in
his territory.
C. F. Usher, of the general sales staff of the
Regal Record Co., left recently for a three weeks'
Western trip, upon which he will call on all of
the Regal salesmen in the field. He plans to
visit Pennsylvania, Ohio and adjacent States as
far west as Michigan.
INTRODUCE THE O'DOWD RECORDS
Thomas O'Dowd, the well-known singer of
Irish songs for records, composer of Irish patri-
otic songs, has just placed upon the market, in
record form, a series of his compositions, under
the trade name O'Dowd Record. He thus be-
comes a composer, publisher, singer and manu-
facturer, which is, indeed, a unique position.
Among his latest record issues are. several timely
numbers released under the caption "St. Pat-
rick's Day Records." The address of this new
company is 260 East 129th street, New York
City. Mr. O'Dowd made a transcontinental tour
with Mr. De Valera, the former President of the
Irish Republic, and is quite active in Irish circles.
Manufacturer of Outing Portable Phonograph
Extends Activities — Several New Jobbers Ap-
pointed to Distribute This Company's Line
The Outing Talking Machine Co., Mt. Kisco,
N. Y., manufacturer of the Outing portable pho-
nograph, was incorporated recently under the laws
of the State of New York with a capital stock
of $40,000. Several prominent business men are
identified with the company and A. J. Cote, who
established the concern, has been elected presi-
dent and general manager. In a chat with The
World Mr. Cote stated that the company is mak-
ing rapid headway and at the present time its
list of distributors comprises the following well-
known concerns: Cabinet & Accessories Co.
New York; the Iroquois Sales Co., Buffalo, N. Y.;
E. B. Shiddell, Boston, Mass.; Vocalion Co., of
Ohio, Cincinnati and Cleveland; the Davenport
Phonograph & Accessories Co., Davenport, la.;
Utica Gift & Jewelry Shop, Utica, N. Y., and the
J. K. Polk Furniture Co., Atlanta, Ga.
COMPANIES MUST NOT BE CONFUSED
Starr Piano Co., Richmond, Ind., Issues Impor-
tant Statement Regarding Remington Product
A statement has been issued to the trade by
the Starr Piano Co., of Richmond, Ind., calling
attention to the fact that the Remington phono-
graphs or pianos made by it should in no way
be confused with the Remington Phonograph Co.
or the products of the latter concern, the affairs
of which were recently put in the hands of
receivers. The name "Remington," as applied
to musical instruments, has been the property for
a great many years of the Starr Piano Co., which
is one of the oldest and financially strongest
manufacturing concerns of the music industry.
The Remington name controlled by this concern
and used on its products has attained an excel-
lent standing in the trade.
IOWA VICTOR DEALERS MEET
Victor Dealers in Iowa District Covered by
Mickel Bros., Distributors, Convene
M. Phillips, Columbia dealer, of Seventh street,
Washington, D. C, has been forced to enlarge
his store because of increasing business.
Mason City, Ia., February 7. — A Victor dealers'
district meeting was held recently, under the
auspices of Mickel Bros., Victor distributors, of
Omaha, Neb. Those present included: Lillian
Hockspeies, New Hampton; Mr. and Mrs. John
Vance, Mrs. Jessie Vance, Gail White, Gladys
Kaiser, Mason City; Robert G. Murphy, Nora
Springs; Herman Schultz, Belmond; John Mes-
ing, Algona; M. O. Evans, Joice; J._ B. Patter-
son, Clear Lake; W. W. Hunter, Northwood;
R. W. Anderson, Charles City; C. D. Welty,
Britt; Ed. Strube, Estherville; H. A. Lesloit,
Cresco. Representatives of Mickel Bros, pres-
ent were: George E. Mickel, president; H. B.
Sixsmith, sales manager, and G. O. Andrews,
traveling salesman. Mr. Mickel presided at the
business meeting.
Manager of Traveling Department of Victor Co.
Addresses Philadelphia Victor Dealers' Asso-
ciation on "The Outlook for 1922"
Philadelphia, Pa., February 9. — -Frank K. Dol-
beer, manager of the traveling department of the
Victor Talking Machine Co., was the principal
speaker at the luncheon and meeting of the Vic-
tor Talking Machine Dealers' Association of
Philadelphia, held at the Bellevue-Stratford
to-day. Mr. Dolbeer had for his subject "The
Outlook for 1922," and summed up the situation
as he saw it in a most interesting manner. He
stated that the success of the Disarmament Con-
ference and the savings that would result would
have a great influence for business improvement,
as would the general solution of the various inter-
national problems.
The general improvement of exchange, which
is gradually getting back to a more or less nor-
mal level, would also have the effect of stimulat-
ing the business of this country by encouraging
foreign trade on a more substantial basis.
In the course of his talk Mr. Dolbeer pointed
out as two noteworthy conditions the easing up
of the money market, which made the financing
of business simpler, and also the general set-
tling of the labor situation and the decreasing
number of strikes, which indicated smoother sail-
ing in the matter of production.
The speaker made reference to the develop-
ments in connection with the soldier bonus bill
and the burden it was likely to throw on busi-
ness, but declared that the bonus burden would,
in a sense, be offset through the greater activi-
ties on the part of the railroads in developing
their lines, improving and increasing their roll-
ing stock, and thereby reducing the volume of
unemployment and increasing the amount of
money in circulation.
In closing, Mr. Dolbeer emphasized . the im-
portance at this particular time of exercising care
in the selection and building up of the sales force
in order to establish a proper and resultful con-
tact with the public. He also outlined what the
Victor Co. was doing for the development of the
retailer's business and for the development of
public interest in Victor goods.
On the whole, it was a talk that made a strong
appeal to the local dealers and sent them away
from the meeting with something to think about.
P. L. DEUTSCH VISITS NEW YORK
P. L. Deutsch, assistant secretary of the Bruns-
wick-Balke-Collender Co., Chicago, was a visitor
to New York this week, calling at the company's
New York branch and also visiting the recording
laboratories. Mr. Deutsch was delighted with
general conditions in the Eastern territory, as
Manager Strauss and his associates • have been
closing a splendid business throughout impor-
tant sections which they control.
Let us now start with vigor on the Spring
campaign.
148
THE TALKING MACHINE WORLD
February IS, 1922
m
The examples shown are by
1— GRAND RAPIDS CHAIR CO.
2— KLAMER FACTORIES
3— CAS WELL-RUN YAN CO.
4— BERKEY &. GAY FL'RN. CO.
5— LANGSLOW FOWLER CO.
A few of the many w ho consider "Domes of Silence"
Standard Equipment for Furniture
It makes no difference whether Furniture is of the highest grade or of the lowest grade
DOMES of SILENCE
sfill remain
the perfect furniture footwear and are standard equipment for all furniture except
Pianos and Refrigerators. They protect furniture, floors and floor coverings.
HENRY W. PEABODY & CO.
17 STATE STREET NEW YORK CITY
Specify DOMES of SILENCE
A mark of BETTER Furniture regardless of its cost
What we say above about Furniture applies also
to Phonographs
February 15, 1922
THE TALKING MACHINE WORLD
149
It's three 0" clock in ' foe mom - ing, "We've danced the ^hole 7vi$ht Hint,
THIS YEARS BIG WALTZ HIT IS
Three 0 Clock in
the Morning
That Entrancing Melody You Hear Everywhere
wrong with
ITS FIRST LIST OF IRISH RECORDS
Gaelic Phonograph Record Co., Inc., New York,
Makes Debut — Has Spacious and Well-equip-
ped Quarters — H. P. Fay Chief Executive
After many months of careful preparation the
Gaelic Phonograph Record Co., Inc., New York
City, which terms itself "the only all-Irish phono-
graph record company," has presented its first
list of Irish records to the trade. The first re-
lease consists of thirty-four double-faced num-
bers, although over 200 masters have been made
and will shortly be ready for presentation. Great
care has been taken both in the selection of
artists and in the recording of the records, and
they are aptly claimed by the company to "Bring
the Breath of Ireland to Your Home."
The Gaelic Phonograph Record Co. has as its
chief executive H. P. Fay, who has had not only
many years' experience in the production of rec-
ords through his former connections with some
of the largest houses in the country, but who is
also thoroughly conversant with the particular
record requirements of the Irish people. Harold
Suikert, vice-president of the company, is in
charge of the recording, and, like Mr. Fay, he
has had many years' experience in the recording
laboratory. Thomas F. Dwyer, a well-known
business executive, is secretary and treasurer.
The Gaelic Phonograph Record Co. is hand-
somely housed in a palatial building which at one
time was the home of Thomas Carroll, a former
well-known Tammany politician. The company
occupies four floors. In the basement is situated
the plating department as well as the record
presses. On the second floor is a personal re-
cording laboratory. This is a new department
which will shortly be inaugurated by the com-
pany for private recordings of individual records.
This salon is handsomely furnished and equipped.
On the third floor is an equally attractive recep-
tion room and on the sixth floor another record-
ing room for the regular record business of the
company. The offices of the company are also
located on this floor. The building is hand-
somely decorated and furnished with many valu-
able antiques. It provides an excellent home
and location for the company in the uptown busi-
ness center of the city. The new company has
started in an auspicious manner. Mr. Fay re-
ports that many dealers have already taken on
this new line and predicts a big future for it
everywhere, due to the fact that it is individual
and non-competing.
WEIL BROS. T0_PUSH PLAYER-TONE
Newark, N. J., February 8. — Weil Bros., of this
city, have secured the representation in New
Jersey for the Player-Tone line of talking ma-
chines, manufactured by the Player-Tone Talk-
ing Machine Co., of Pittsburgh, Pa., according
to S. K. Weil, a member of the company. Mr.
Weil stated that he was planning an extensive
campaign in behalf of this product.
SOME NOTABLE INSTALLATIONS
Van Veen & Co. Equip the New Buckley New-
hall Quarters, the Staten Island Ferry Termi-
nal and the Alexander Store in Long Branch
A very appreciable stimulus of the talking ma-
chine trade in general is noted by Van Veen &
Co., Inc., New York. Many inquiries have been
received from dealers desiring to refit their pres-
ent stores or from new dealers requiring equip-
ment for the Spring business. A large number
of these orders have already been booked.
Van Veen & Co. are equipping the new quar-
ters of the Buckley Newhall Co., at Forty-first
street and Sixth avenue, New York, with a hand-
some installation of eight booths, with com-
plete record rack equipment sufficient to carry
15,000 records. The Buckley Newhall Co. owns
the building and is occupying this large corner
store as headquarters for its chain of retail
furniture establishments.
Another notable installation is that of N.
Alexander, 130 Broadway, Long Branch, N. J.
This will be one of the show places of Long
Branch and is designed to be the handsomest
and most complete phonograph shop in that
city.
An interesting development in the merchan-
dising of records, talking machines and sup-
plies will be an installation in the New York
terminal of the Staten Island ferry of a hand-
some booth in the main waiting room. This
will be fully equipped in every way for the
display and sale of Columbia records and gen-
eral talking machine supplies. The owners are
very enthusiastic over this new departure. It
is expected that it will be a great convenience
for Staten Island commuters to purchase their
supplies while waiting for their boat and filling
in the spare time by record demonstration, at
the same time furtiishing entertainment for
those who are waiting in the ferry house and
saving them the nickels that they formerly
dropped into slot machines for similar enter-
tainment.
OFFER TO PLAYERPHONE CREDITORS
President of That Company Seeks Settlement on
Cash Basis of 15 Per Cent of Claims
Chicago, III., February 8. — The attorneys for the
Playerphone Talking Machine Co., of this city,
have presented to the creditors of that company
an offer made by B. W. McKenzie, its president,
to raise enough money to settle with the credi-
tors on the basis of 15 per cent cash. The attor-
neys state that the indebtedness of the company
is approximately $80,000, that the total inventory
amounts to only 15 per cent of that amount and
at forced sale only about $5,000 would be real-
ized. The response of the creditors to the offer
has not yet been announced.
WE ANNOUNCE
That We Have Ready for Delivery
the First Recordings by
TRIXIE SMITH
Winner of the NATIONAL Blues Singing Contest
Held at Manhattan Casino, New York
(The Winner's Cup was presented by Mrs. Irene Castle)
Black Swan j DESPERATE BLUES
Record 2039\TRIXIE'S BLUES
Pace Phonograph Corporation
2289 Seventh Avenue New York, N. Y.
150
THE TALKING MACHINE WORLD
February 15, 1922
THOS. McCREEDY ENTERS NEW FIELD
Greater New York Representative of Victor Co.
Resigns to Become Connected With McGuckin
Advertising Agency in Philadelphia
Thomas McCreedy, who for the past five years
has represented the Victor Talking Machine Co.
in Greater New York, resigned his post on Feb-
ruary 11, in order to enter the advertising field,
becoming connected with the Eugene McGuckin
Advertising Agency in Philadelphia. Mr. Mc-
Creedy, who traveled for the Victor Co. in Ohio
and Kentucky before coming to New York, ren-
dered excellent service in this territory and was
extremel}' popular with both Victor wholesalers
and retailers. He goes into his new work with
the best wishes of the officers of the Victor as
well as the Victor representatives in Greater
New York.
At the Victor factory it was stated that up to
the time of going to press a successor to Mr.
McCreedy had not been selected.
WILL APPEAL TO LOCAL TRADE
Max Landay at Head of Committee to Raise
$50,000 for Jewish War Relief Work— Well-
known Talking Machine Men Associated With
Him in Drive That Starts Next Week
Max Landay, of Landay Bros., is chairman of
the committee that has been appointed to raise
the quota in the New York music trades for the
Jewish war relief committee. This campaign
will start on February 19 and end on March 4
and associated with Mr. Landay in this work are
Chester Abelowitz, of the Brunswick-Balke-Col-
lender Co.; A. Davega, of the Knickerbocker
Talking Machine Co.; Paul L. Baerwald, of the
General Phonograph Corp.; M. Max, of Gimbel
Bros, and B. Abrams, of the Grand Talking Ma-
chine Co.
The quota set for the music trades in Greater
New York is $50,000 and Mr. Landay is positive
that the sum received will far exceed this quota,
as he feels sure that the trade understands and
appreciates the terrible suffering of the millions
of unfortunates in the war's devastated coun-
tries. The committee states that all checks should
be made payable to Paul L. Baerwald, treasurer
of the committee, but should be mailed to Mr.
Landay, at his offices, 311 Sixth avenue, New
York City.
WILL CLOSE OUT RETAIL BUSINESS
Reported That Phonograph Co., of Chicago, Will
Move Wholesale Edison Phonograph Business
to New Home in Western Metropolis
Chicago, III., February 9. — W. C. Eckhart, sales
manager of the Phonograph Co., this city, Edi-
son jobbers, confirms the report that the whole-
sale business of the company will be moved to
one of the Babson Co. lease holds at Twenty-
fifth street and Western avenue, and that the
retail business at 229 South Wabash avenue will
be closed out. It is understood that the retail
end will be absorbed by Adam Schaaf, who for
some time past has been an Edison Diamond
Disc dealer.
General Manager C. A. Goodwin, of the Phono-
graph Co., was not at his office and could not be
reached to confirm the details of the report.
EXECUTIVE COMMITTEE MEETINGS
Members Who Attend New York Meeting on
March 15 and 16 Urged to Advise Lloyd
Spencer Anent Their Plans for Meeting
As stated in another section of The World,
the executive committee of the National Asso-
ciation of Talking Machine Jobbers will hold a
meeting in Chicago on March 12 and 13, com-
ing to New York in time to hold another ses-
sion here on March 15 and 16. On March 17
members of the committee will visit the Vic-
tor factory in Camden, to confer with the Victor
Co.'s officials. Gilbert H. Montague, counsel for
the Association, will address both the Chicago
and New York meetings.
Both sessions will be open to members of the
Association in general and Lloyd L. Spencer,
who is looking after the details of the New York
meeting at the Hotel Commodore, urges that
jobbers who plan to attend those sessions will
advise him of the fact at once, in order that
proper preparations may be made for them.
SAXOPHONE DEMAND IS GROWING
The Fred. Gretsch Mfg. Co., Brooklyn, N. Y.,
manufacturer, wholesaler and importer of musical
merchandise, reports that the demand for musi-
cal merchandise is continuing to keep up as
strongly as ever. Saxophones still hold the
lead in popularity.
FREEMAN HOME FROM COAST TOUR
Director of Distribution of Victor Talking Ma-
chine Co. in Transcontinental Tour Makes
First-hand Survey of Business Situation
Philadelphia, Pa., February 10. — Ralph L. Free-
man, director of distribution of the Victor Talk-
ing Machine Co., returned to his office in the
Victor plant yesterday from a coast-to-coast trip,
in the course of which he got in direct touch
with Victor wholesalers and dealers in a num-
ber of the larger cities of the country, with a
view to getting a first-hand impression of general
business conditions.
Mr. Freeman left Camden on January 18, and
in the course of his tour visited Cleveland, Chi-
cago, Omaha, Denver, Salt Lake City, San Fran-
cisco, Los Angeles, Kansas City and St. Louis.
He stated that he found a general improvement
it: the business situation throughout the country
and that even in sections where conditions were
considerably below par they represented an im-
provement over conditions as they had existed. He
was thoroughly optimistic regarding the Victor
trade throughout the country arid its immediate
prospects.
During the course of his tour Mr. Freeman
was entertained by both wholesalers and retailers
in a number of the cities and was afforded the
opportunity of meeting many members of the
trade.
MAY OPEN KNOXVILLE PLANT
Brunswick Co. May Add Assembling Plant to
Veneer Factory at Lonsdale — Important Deal
With Sterchi Bros. — Handle Brunswick Line
Knoxville, Tenn., February 6.— There is a strong
possibility that the Brunswick-Balke-Collender
Co. may add a phonograph assembling plant to
its veneer plant at Lonsdale in the near future,
according to an announcement made by J. B.
Morgan, Southern representative of the com-
pany, a few days ago.
Mr. Morgan also announced that a deal had
just been closed, whereby Sterchi Bros., of this
city, will distribute Brunswick phonographs in
all of its stores. Sterchi Bros, operate four-
teen stores throughout the South, and the con-
summation of arrangements with the Brunswick-
Balke-Collender Co. is one of the most impor-
tant talking machine deals that have been closed
in the South in recent years.
The veneer plant of the Brunswick-Balke-Col-
lender Co. at Lonsdale (a suburb of Knoxville)
is running full time. The plant was opened about
two years ago and the company is so pleased
with the factory here that Mr. Morgan advises
he was authorized by John Shank, treasurer of
the company, to state that an assembling plant
for Knoxville is more than a possibility.
TAKES OVER BOBOLINK LINE
New Haven, Conn., Feb. 9.^The A. C. Gilbert
Co. of this city has announced that negotiations
were recently completed whereby its line of
Bobolink talking machines and records was
disposed of to the La Velle Mfg. Co., also of
New Haven. It is expected that the La Velle
Co. will continue the production of this attrac-
tive nursery talking machine and series of rec-
ord books, changing the name from Gilbert to
La Velle.
MARRIAGE OF DAVID R. WALSH
David R. Walsh, formerly associated with the
Victor Talking Machine Co., and the Schmelzer
Co., Kansas City, Mo., Victor wholesaler, and
now treasurer and general manager of the
Hickok Music Co., Poughkeepsie, N. Y., Victor
retailer, is receiving the congratulations of his
friends on his marriage to Dr. Alma M. Breeden,
of Kansas City, Mo. Mr. and Mrs. Walsh, who
have been spending their honeymon in the East,
will make their home in Poughkeepsie.
Phonograph
THE popular CATHEDRAL
Phonograph is now being
manufactured by a responsible
and experienced organization.
If you are looking for a line of
phonographs combining quality,
value and great sales possibilities
the CATHEDRAL agency will
prove a ''gold mine."
Write Today for OurjDealer Plan
OHIO CATHEDRAL CO.
W. H. HOUGHTON. Pres.
MARION, OHIO
Februaey 15, 1922
THE TALKING MACHINE WORLD
151
An Appeal to the Hearts of the New York Music Trade
$50,000 has been set as the quota for the Music Trade in
New York in the campaign of the
American Jewish War Relief Committee
The drive will start on February 19th and end on March
4th, and during that time we will welcome your assistance
in putting the New York Music Trade "over the top."
The humanitarian side of this appeal hardly calls for an
explanation, for the keen, intense suffering of the millions
of unfortunates in the war's devastated countries is known
and deplored by everyone.
Make your checks (large or small) payable to Paul L.
Baerwald, Treasurer of the Committee, and mail them to
MAX LANDAY
Chairman of the New York Music Trade Committee
311 Sixth Avenue New York
Members of Committee :
Max Landay, Paul Baerwald, Chester Abelowitz, M. Max,
A. Davega, B. Abrams
DEATH OF CJ^ HUTCHINGS
Popular Pearsall Representative Dies From
Pneumonia — Well Known in Victor Trade
C. Raymond Hutchings, of the sales staff of
the Silas E. Pearsall Co., New York, Victor
wholesaler, died at his
home in South Orange,
N. J., on January 26.
Mr. Hutchings, who
was twenty-nine years
of age at the time of
his death, was ill only
a few days from an at-
tack of pneumonia and
his death was a keen
shock to his associates.
During the five years
he had been associated
C. R. Hutchings with the Pearsall or-
ganization ;Mr. Hutchings had won the admira-
tion and esteem of the Victor dealers through-
out his territory. He had visited the trade in
New England, Pennsylvania, Brooklyn and New
Jersey, and wherever he called he was given an
enthusiastic welcome, as he was a keen student
of retail merchandising, with a thorough knowl-
edge of the dealers' problems.
Prior to joining the Pearsall organization Mr.
Hutchings was associated with Hunt's Music
House, White Plains, N. Y., and Stahl's Book
Store, Trenton, N. J., Victor retailers, and in
addition to his commercial activities he was a
singer of considerable prominence.
The funeral services were held from his late
home on January 28 and were attended by the
members of the Pearsall staff. Mr. Hutchings is
survived by a widow and two children.
Talk the language of the man you are trying
to sell. Clear, simple English is appreciated
by the educated and the uneducated alike, and
it is much more forceful.
EXTENSIVE KIRKMAN CAMPAIGN
Sales Manager of Kirkman Engineering Corp.
Well Pleased with Results from Campaign
Started on Circular Metal Record Cleaner
The Kirkman Engineering Corp., New York
City, manufacturer of record cleaners and auto-
matic stops, opened an extensive campaign on
the first of the year on the K-E circular metal
record cleaner. The opening announcement
appeared in the January issue of The World and
this advertisement was ably augmented by an
excellent series of follow-up letters with appre-
ciable results.
Commenting upon this campaign, H. M.
Linter, sales manager of the company, spoke as
follows: "Our advertising campaign in The
World is producing quite satisfactory results.
The value of our circular cleaner is evidently
appreciated because our announcement of re-
duced prices brought in a large number of
requests for samples and quotations and also
considerable business. Our present price on
this circular record cleaner is, as a matter of
fact 25 per cent below pre-war prices. Our
automatic stops have been largely used by manu-
facturers of talking machines for a number of
years and we are gratified to have recently
received orders from new customers who,
although manufacturing talking machines for a
number of years, either have not used auto-
matic stops previously or are changing to the
stop which we make. This is the tenth year of
its successful manufacture, so, therefore, we can
place in back of each automatic stop that we
produce ten years of experience and our un-
qualified guarantee."
The respect of a sales staff for the manager
i.5 necessary for the success of any business.
The wise man profits by his mistakes — and
others' also.
THREE NEW STRAND MODELS
Three Consoles Added to Line — W. F. Standke
and A. H. Dankman Appointed Representa-
tives— Over 300 Dealers Now Handling Line
Geo. W. Lyle, president of the Manufacturers
Phonograph Co., New York, manufacturer of the
Strand phonograph, announced recently that the
company had added three new console models to
its line, all of which are fully as attractive as
the No. 8 Queen Anne console, which has met
with an enthusiastic reception from the dealers
throughout the country.
It was also announced recently that W. F.
Standke and A. H. Dankman had been appointed
representatives for the company. Mr. Standke
was formerly manager of the Columbia Grapho-
phone Co.'s wholesale branches at New Orleans
and Denver, and will represent the Strand line
in Kansas City and adjacent territory. Mr.
Dankman was formerly city salesman for the
Columbia Graphophone Co. in Buffalo, and will
represent the Strand line in Buffalo and adjacent
territory. Mr. Lyle states that over three hun-
dred representative dealers are now handling the
Strand line and the company has important plans
in process of completion which will undoubtedly
assist these dealers materially in developing
Strand business.
OPERATIC STARS TO HONOR CARUSO
An elaborate concert will be held at the Metro-
politan Opera House on Sunday. afternoon, Feb-
ruary 19, for the benefit of the Caruso American
Memorial Foundation, which is raising $1,000,000
for a national memorial for the singer, dedicated
to the work of assisting deserving students of
music in America. Among the artists who are
expected to appear at the concert, most of whom
appeared with Caruso in opera, are: Bori, Farrar,
Galli-Curci, Matzenauer. Ponselle. Danise, De-
Luca, Didur, Harrold, Martinelli and Rothier.
Ib2
THE TALKING MACHINE WORLD
February 15, 1922
There are two kinds of
COME-BACKS. Our
dealers know only an
overwhelming amount
of ' COME-BACKS"
in the way of pleased
customers.
REASON-
BANNER RECORDS
contain full 75c worth of
record value from every
standpoint.
Consumers have been
quick to realize this
great saving in cost.
Hence the great demand
for
BANNER RECORDS
from all over the coun-
try.
BANNER 50c RECORDS
CONTAIN ONLY THE BEST OF THE LATEST SONG AND DANCE HITS
BESIDES A GOOD SELECTION OF THE
CHOICEST STANDARD FAVORITES
The Sheik of Araby
Ty-Tee
A Song of India
My Sunny Tennessee
Everybody Step
Old Timers' Waltz
Three o'Clock in the Morning
Stealing
Stars
A FEW OF OUR BEST SELLERS
Granny
Ten Little Fingers and Ten Little Toes
April Showers
Weep No More, My Mammy
Ka-Lu-A
Say It With Music
Yoo-Hoo
Wabash Blues
I'll Forget You
Sweet Lady
When Francis Dances
Dapper Dan
Tuck Me to Sleep
Just Like a Rainbow
I Want My Mammy
Love Will Find a Way
Leave Me With a Smile
Sal-O-May
PLAY ON
ANY
PHONOGRAPH
PLAZA MUSIC CO.
18 West 20th Street New York City
PLAY ON
ANY
PHONOGRAPH
February 15, 1922
THE TALKING MACHINE WORLD
153
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
RECORDING ENGINEER and Factory
Manager open for engagement. Twenty-five
years' experience recording, plating, matrix-
making, composition-making, pressing and sup-
erintending. Thoroughly familiar with the lat-
est advances in every branch of the art. Address
"Box 1086," care The Talking Machine World,
373 Fourth Ave., New York City.
POSITION WANTED— Master plater and
matrix maker. Am familiar with modern methods
and capable of installing plant and handling work
from wax to finished stamper. Wish position
with reliable company. Address "Box 1090,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
WANTED — Sales Organizer capable of se-
curing distribution with exclusive territory. The
world's best phonograph. Extensively sold in
central and eastern states. Now being given
national distribution. Man must be capable of
securing and training salesmen on strictly com-
mission basis. We will pay such organizer a
liberal commission on all initial and repeat busi-
ness. Protect him on territory and add more
as he shows satisfactory results and ability. This
is more than a salesman's job. We require
broad gauge, forceful sales executive with past
record of real accomplishment. Give detailed
information in first letter. Address "Box 1092,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
RECORDING ENGINEER — Thoroughly
capable man of high standing will consider offer
from right people. Have own equipment. Ad-
dress "Box 1091," care The Talking Machine
World, 373 Fourth Ave., New York City.
WANTED— By well equipped Middle West
phonograph factory, a sales manager to take
charge of sales and do some traveling and so
on. Give record and salary expected. J. N. 16,
Talking Machine World, 209 S. State St., Chi-
cago, 111.
WANTED — Factory superintendent, by In-
diana phonograph manufacturer, to take entire
charge of factory. Give record and salary ex-
pected. J. N. 18, Talking Machine World, 209
So. State St., Chicago, 111.
POSITION WANTED— Can you use a
phonograph man whose experience covers man-
agement and selling, both wholesale and retail?
At present distribution manager o: nationally
known line. Connection with manufacturer, job-
ber or retailer desired. Michigan or Northwest
preferred. Address "Box 1095," care The Talk-
ing Machine World, 373 Fourth Ave., New York
City.
SALESMAN to represent very successful manu-
facturer of phonographs, as a side line. Address
"Box 1102," care The Talking Machine World,
373 Fourth Ave., New York City.
POSITION WANTED — Phonograph salesman, five years'
retail experience, wishes to connect with large concern,
evenings off. Salary. Address "Box 1087," care The
Talking Machine World, 373 Fourth Ave., New York City.
POSITION WANTED— Record Salesman, five years' re-
tail experience selling records in all languages, expert Red
Seal man, wishes position with evenings free. Salary or
commission. Address "Box 1088." care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
POSITION WANTED— Phonograph salesman and credit
man, many years of retail experience, no evening work
preferable. Address "Box 1089," care The Talking Ma-
chine World, 373 Fourth Ave., New York City.
POSITION WANTED — Successful young man desires
change after March 1. Efficient manager, reliable, full of
pep and initiative. Experienced on all standard makes.
Address "Box 1096," care The Talking Machine World,
373 Fourth Ave., New York City.
Will Pay Cash
for any amount of surplus phonographs,
stocks of any description. Address
Chicago Phonograph Realization Co.
315 Union Park Court
CHICAGO, ILL.
1000 CARTONS MYSTO NEEDLES
AT SACRIFICE PRICES
Sixty 10c boxes of Mysto phonograph
needles to each carton. Each 10c box con-
tains 50 Mysto needles in brass finish. Each
needle guaranteed to play ten records. At-
tractive display carton in colors. Regular
wholesale $3.90 per carton.
OUR PRICES
1 Carton, $1.75 50 Cartons, $1.40 ea.
5 Cartons, 1.60 ea. 100 Cartons, 1.30 ea.
10 Cartons, 1.50 ea. Entire lot, $1 per carton.
FANTUS BROS., 1317 S. OAKLEY AVE.,
CHICAGO, ILL.
RECORDS WANTED
Will buy entire stocks, large
or small, of Brunswick, Colum-
bia or Victor records. Would
consider other good lateral-cut
records. If you "need the mon-
ey" write J. P. Decker, 526
Duquesne Way, Pittsburgh, Pa.
HORNS WANTED
Will buy old and new horns for Cylinder
Machines, prefer Columbia or Edison Horns,
from 18" to 30" in length. Any quantity for
cash. Address Columbia Music Co., 101 Sixth
St., Pittsburgh, Pa.
PHONOGRAPH DEPT. TO LET
Oldest established, high grade furniture house in
Connecticut, with a first-class phonographic depart-
ment on main floor, desires to sublet this depart-
ment to reliable party. Address Phonograph, P. O.
Box 1705, New Haven, Conn.
FOR SALE
Registered trade-mark "Tonola" for talking machines
and musical instruments, No. 111477; also registered
slogan, "It Talks For Itself," No. 4875, for talking
machines. Address L. A. Priess, 11 South Seventh
St., Minnneapolis, Minn.
WANTED
Partner for music shop in middle Western
city. Investment for expansion. Good op-
portunity. Address "Box 1093," care The
Talking Machine World, 373 Fourth Ave.,
New York City.
POSITION WANTED— By thoroughly experienced phono-
graph man, -as department manager or floor salesman.
Can give best of references. Address "Box 1097," care
The Talking Machine World, 373 Fourth Ave., New York
City.
Monthly Price List
of
Main Springs
2 in. x 0.22 x 16 ft, Meisselbach No. 18.. Each $1.25
1% in. x 0.22 x 17 ft, reg. Victor Each 0.60
IVi in. x 0.22 x 17 ft., Victor new style... Each 0.60
13/16 in. x 0.25 x 16 ft., Heineman No. 44... 0.60
1 in. x 0.25 x 12 ft.. Heineman No. 33 & 77. . . 0.36
1 in. x 0.28 x 10 ft., for Columbia Each 0.33
1 in. x 0.20 x 13 ft, Victor Each 0.36
1 in. x 0.20 x 13 ft, Victor new style. .Each 0.36
% in. x 0.23 x 10 ft, for Blick motor Each 0.30
% in. x 0.23 x 10 ft., oval hole Each 0.28
H in- x 0.22 x 8 ft., for Swiss motor. . .Each 0.22
% in. x 0.25 x 11 ft, for Edison Each 0.22
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade. Each 0.15
1% in., new Victor No. 2 very best Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 'J/16 in., for Pathe or Brunswick Each 0.45
SAPPHIRES
Pathe, very best loud tone, genuine. ... Each $0.12
Pathe. soft tone Each 0.18
Edison, very best, medium tone Each 0.18
Edison, very best, loud tone Each 0.15
Edison, genuine diamond Each 1.25
STEEL NEEDLES
Brilliant Tone, medium and soft Needles.
Per 1,000 ' $0.45
ATTACHMENTS
in Gold or Nickel-plated
Kent attachments tor Victor arm Each 0.25
Kent attachments for Edison with C
box Each 2.50
Kent attachments without box for Edi-
son Each 1.60
Universal old style for Victor tone-arm. .Each 1.15
MOTORS
Distributors for Heineman and Meisselbach
Motors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $2.25
No. E with sound box, very loud Each 6.00
No. M with sound box, very loud Each 4.75
SOUND BOXES
No. B 1 Bliss Sound Box, fit Victor Each $1.25
No. B Balance, fit Victor Each 0.75
No. C Balance, fit Victor Each 1.00
No. F Favorite, fit Victor Each 1.75
No. P Favorite, fit Victor Each 1.90
No. G Glory, fit Victor Each 3.25
CABINET HARDWARE
Automatic Nickel Plated Lid Supports. Each $0.22
Automatic Gold Plated Lid Supports .... Each 0.45
Piano Hinges, nickel plated, 5% in. long 0.22
Highly nickel plated needle cups Per 100 1.50
Covers for cups Per 100 0.75
Highly gold plated cups Per 100 7.00
Needle cup covers, gold plated Per 100 5.00
REPAIR PARTS
Columbia driving shaft, No. 11778 Each 0.50
Columbia bevel pinion, No. 12333 Each 0.75
Columbia bevel pinion, latest style Each 0.75
Columbia bevel pinion, No. 31S9 Each 0.35
Columbia worm gear No. 6409 Each 0.30
Columbia Stylus bar Each 0.35
Columbia cranks Each 0.35
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia governor springs Per 100 1.00
Columbia governor screws Per 100 1.00
Columbia barrel screws, No. 2621 Per 100 1.00
Columbia so'dbox thumb screws Per 100 1.50
Rubber Backs for Victor Exh. box Each 0.25
Cranks, short or long, for Victor Each 0.35
Stylus bar (needle arm) Exh. box, for
Victor Each 0.35
Governor springs, for Victor Per 100 1.00
Governor screws, for Victor Per 100 1.00
Governor balls, new style, for Victor. . .Each 0.08
Turn-table felts. 10 in., round Each 0.15
Turn-table felts, 12 in., round Each 0.18
Motor bottom gear for Triton motor. .. Each . .0.20
FAVORITE MFG. CO.
105 East 12th St. New York
Tel. 1666 Stuyvesant
154
THE TALKING MACHINE WORLD
February 15, 1922
THE TALKING MACHINE WORLD'S CLASSIFIED AD VERTISING— ( Continued from page 153)
CABINETS
Beautiful new designs in mahogany,
oak and walnut. Everett Hunter Mfg.
Co., McHenry, 111.
CASH
for any amount of talking machine
records. Address
Chicago Phonograph Realization Co.
315 Union Park Court
CHICAGO, ILL.
EXPERT REPAIRING
OF ALL MAKES OF PHONOGRAPHS
Vitanola— World— Eltina— Victot — etc.
Send in your broken Motors and Tone Arms via
Parcels Post or Express to
NORTHWESTERN PHONOGRAPH WORKS
218 S. Wabash Ave., Chicago, 111.
Motors Phone, Wabash 8693 Tone Arms
Sacrifice Sale of 15,000 Standard
10-inch DOUBLE DISC RECORDS
Very largo assortment
All desirable — no patriotics.
In 100 lota. 19c In 2.000 lots, 17c.
In 250 lots, 18Hc. In 5.000 lots. 16%a
In 500 lots. 18c. In 10.000 lots. 16c.
In 1.000 lots, 17Hc Entire stock. 15c each.
Terms: Net F.O.B. Chicago. Subject to prior Bale.
Fantus Bros.. 1315 S. Oakley Ave., Chicago, 111
FOR SALE
Records. American, Italian, Jewish and German,
and all other languages. Anything required in the
phonograph line we sell at reduced prices. We also
buy anything you have to sell in the phonograph
line. Address Mandel & Co., 88 Rivington St.,
New York City.
FOR SALE
Recording machine for sale with tools for
lateral recording at reasonable figure. Ad-
dress "Box 1084," care The Talking Ma-
. chine World, 373 Fourth Ave., New York.
FIRST-CLASS GERMAN FACTORY
Specializing in
Phonograph Motors
Wants several High-grade,
Efficient Representatives for
the UNITED STATES.
Present capacity (which
can be greatly increased)
10,000 motors per month.
Interested parties are re-
quested to send their address
and references as quickly as
possible to Box G, care
Talking Machine World, 373
Fourth Avenue, New York.
BUSINESS OPPORTUNITY
WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers.
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day.
Fogarty Manufacturing Co., Dayton, O.
WANTED
Dealers and distributors in every State to
sell the So-ave-tone line of talking ma-
chines. The machine with a personality.
The J. K. Mohler Co., Ephrata, Pa.
WANTED
Representation in large cities. Prefer accessories
house, but any experienced phonograph salesman
can qualify. We manufacture line of high grade,
low priced consoles. Address "Bo"x 1098." care The
Talking Machine World, 373 Fourth Ave., New
York City.
FOR SALE
Well equipped store handling four prominent makes
machines in Metropolitan district. Profits last year
over $9,000.00. Lease 9 years to run. $15,000.00
proposition. Address Andrew H. Dodin, 28 Sixth
Ave., New York City.
CASH
FOR MOTORS, TONE ARMS,
CABINETS, PARTS, PANELS and
everything pertaining to phonographs.
WHAT HAVE YOU ? Address
Chicago Phonograph Realization Co.
315 Union Park Court
CHICAGO, ILL.
FOR SALE
Talking machine booths, complete equipment,
Unico booths for music store. Sectional construc-
tion easily shipped and erected equal to new and
priced less than half present value. For full in-
formation address H. J. Straten, 209 North Liberty
St., Baltimore, Md.
CARVED LEGS
Eight designs in gum, oak and ma-
hogany.- Prices reduced. Send for cir-
cular. Klise Mfg. Co., Grand Rapids,
Mich.
CABINETS TO ORDER
Cabinet factory can make quantity orders,
any style, at a very low price. Oppor-
tunity for quantity user. Address "Box
1099" c/o The Talking Machine World,
373 Fourth Ave., New York City.
FOR SALE— FIXTURES
A complete equipment of fixtures made by Van
Veen Co. installed year ago. Consists of five racks
holding 7500 records of demonstrating rooms, car-
pets, furniture, register, etc. Going out of busi-
ness. Address Palace Columbia Shoppe, 209 East
Main St., Rochester, N. Y.
FOR SALE
Yery neatly fitted up music store, doing a very good busi-
ness in substantial rapidly growing business section in
Brooklyn, handling Brunswick. Columbia, Sonora, Eastman
Kodaks and musical instruments, sporting goods and
Q.R.S. music rolls. Extraordinary opportunity for enter-
prising phonograph man. Address "Box 1100," care The
Talking Machine World, 373 Fourth Ave., New York City.
FOR SALE
Modern phonograph factory now operating in Cen-
tral Ohio; also established business manufacturing
high grade, attractive style phonographs. Steam
heated, fire sprinkler plant, complete latest equipment,
motor-driven machinery, unexcelled shipping facili-
ties and labor market; fine opportunity for im-
mediate attractive business. Unlimited possibilities.
Address "Box 1103," care The Talking Machine
World, 373 Fourth Ave., New York City.
FOR SALE
About 600 complete phonographs with standard, high
class tone arms and motors, three style cases, vari-
ous oak finishes walnut and mahogany. Low price
for quick sale, part or all. Address "Box 1104,"
care The Talking Machine World, 373 Fourth
Ave., New York City.
POSITION WANTED— Expert matrix man
and plater. Am familiar with the most up-to-
date laboratory layout. Capable of handling wax
to the finished matrix or stamper. Had eighteen
years' experience. Address "Box 1101," care The
Talking Machine World, 373 Fourth Ave., New
York City.
WANTED— Man to take charge of phono-
graph factory and sales on salary and commis-
sion. Thirty to 40 years old preferred, who un-
derstands the phonograph game. Fine oppor-
tunity. Address "Box 1105," care The Talking
Machine World, 373 Fourth Ave., New York
City.
Wanted— lor Spot Cash
Stocks of All Standard Makes of
Phonographs and Records
Such as
Victor — Columbia — Brunswick — Vocalion — Emerson, Etc.
NO STOCKS TOO LARGE
NO STOCKS TOO SMALL
All we require is that stocks be Brand New.
Send List of Your Stock and We Will Get
Into Communication With You at Once
All Communications Strictly Confidential
Address, CONFIDENTIAL, BOX 1094, TALKING MACHINE WORLD
373 FOURTH AVENUE, NEW YORK
February 15, 1922
THE TALKING MACHINE WORLD
155
FIIPOPEAN HEADQUARTER
bUIV^r ■ mwm ml* 2GR.BSHAM BLDG.,BASINGMALL ST..E.C. LONDON '
W. LIONEL STURDY, MANAGER
Business Shows Favorable Trend for First
Month of New Year — Big Outcry of Importa-
tion of Cheap Gramophone Supplies — Critical
Situation Reviewed — Reasons Why German
Trade Is Prosperous— The Great British In-
dustries Fair Attracts Large Crowds — Aircraft
Co. Creditors Meet — Death of H. Smart Re-
gretted— Meeting of Travelers — Record Pre-
servative— The News of the Month in Detail
London, Eng., January 31. — The first month of
the New Year has been somewhat slack from
the viewpoint of Gramophone and record sales.
The trade did not indulge in any very great
hopes of radical progress, believing that the
Christmas rush time would leave us a bit cold
in January. But it must be admitted that a
more favorable turnover than has been experi-
enced generally was expected. Business is quite
good in some directions, but, on the whole, is
a little patchy. It is not uncommon to receive
optimistic reports from one firm and just the
reverse from its neighbor.
Before we approach anywhere near to normal-
ity I am afraid there is a long road to travel.
Unemployment is still as rife as a month or
more ago. This, in itself, is an unwelcome in-
dex of the parlous state of our main industries.
I believe the tide of adversity has turned, that
the light of revival shows dimly ahead, and
that trade improvement will make progressive
headway during 1922. But we are not out of the
woods and it is as well to remind ourselves that
special effort must be maintained in every direc-
tion to make good the losses of 1921 and build
solidlv for the future. This is the basis of that
gradual improvement of trade that we look for
during the present year and that- we shall surely
reap concurrently with the adjustment of the
world's political and social amenities.
Importation of Cheap Foreign Goods
In the gramophone trade, as in other indus-
tries, there is existent a big outcry against the
importation of gramophone motors, sound
boxes, springs, needles and other parts and ac-
cessories. It is nothing new; foreign competi-
tion has been the bugbear of British trade
interests throughout the history of the gramo-
phone. But now and then a British manufac-
turer sends up a cry of distress and the conse-
quent publicity brings the matter once again
within the compass of current politics.
Prior to 1914 there were only two or three Brit-
ish-made gramophones, and parts and accesso-
ries were almost unknown. Much came from
Switzerland, the bulk from Germany. We im-
ported simply because we could do so at a
price (assured, too, of fair value) that could
not be touched by any British firm. With years
of experience behind them, the Germans and
the Swiss could indulge successfully in massed
production of cheap motors, sound boxes, etc.,
and though attempts were made this side to
compete they mostly ended in disappointment.
Since 1914, when foreign supplies were cut
off by the war, there is no part of a gramophone
which has not received attention from British
hrms. The result is a series of first-class gramo-
phone products of all grades and prices bearing
the hall-mark of British manufacture. After
the war things went merrily enough for a time.
But the Germans quickly got busy and soon
complaints were registered around of so-called
"unfair" competition. An attempt made by Brit-
ish manufacturers and wholesalers to arrive at
a common understanding not to handle Ger-
man goods failed of its object, as did the effort
to enlist support of the retail trade along the
same lines. In other words, you cannot stifle
open competition by academic means, nor by
any other means, except a crushing import duty.
Is such a duty justified? That is the question.
Free trade has been the basis of British com-
mercial endeavors for so long that, under nor-
mal conditions, we should hesitate to suggest
a reversion to permanent tariff imposition. But
the conditions, not being normal, demand a close
examination of the position in which, as a
result, British manufacturers find themselves.
The great trouble is the depreciated value of
foreign currency. Here, for instance, the Ger-
man mark is down to the value of about a fourth
of a penny. At that rate the importation of
German sound boxes, motors, springs, etc.,
leaves the British makers' price in the air. In
this business there is little or no sentiment to-
day— your average trader simply buys cheapest,
without question, and there's an end to it. And
the beauty of it, too, is that cheapest often
carries with it an article of remarkably good
quality and workmanship. This is the position
up against which the British manufacturer finds
himself. He is making a good, article often at
a cut price, ordinarily has a fair market, but
to-day cannot maintain his sales because of the
cheaply imported fore:gn article. What is he
to do? There is little possibility of cutting costs
(Continued on page 156)
'His Master's Voice*
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
"His Master's Voice"
Copyright
This intensely human pic-
ture stands for all that is
best in music
—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records
DENMARK: Skandinavisk Grammophon-Aktl-
eselskab, Frlbavnen, Copenhagen.
FRANCE: Cle. Franchise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
SPAIN: Compafila del Oramofono, 56-58 Balmes.
Barcelona.
SWEDEN: Skandlnavlska Grammophon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nevsky
Prospect, Petrograd (Petersburg); No. 1
Solyanka, Solyanol Dvor, Moscow; 9, Golovinsky
Prospect, TMU; Nowy-Swlat 30, Warsaw; 11
Michailovskaya UUtsa, Baku.
INDIA: The Gramophone Co., Ltd.. 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane. Fort,
Bombay.
Great Britain:
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company.
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophontum, Ltd.. 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Bos 174.
Capetown; Mackay Bros., Post Box 251, Johannes-
burg; Mackay Bros. & McMahon. Post Box 419.
Durban; Ivan H. Haarburger, Post Box 105.
Bloemfonteln ; Franz Moeller, Post Box 108, East
London; B. J. Ewins & Co., Post Box 80, Queens-
town; Handel House, Klmberley; Laurence &
Cope, Post Box 132, Buluwayo ; The Argus Co..
Salisbury.
EAST AFRICA: Bayley & Co.. Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl & Co., Via Oreflel 2. Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire): K Fr. Vogel, Post Bos 414.
Alexandria.
The Gramophone Company, Ltd
HAYES
MIDDLESEX
ENGLAND
156
THE TALKING MACHINE WORLD
February 15, 1922
FROM OUR LONDON HEADQUARTERS — ( Continued from page 155)
Horn, Hornless and Table-Grand
GRAMOPHONES
POR
EXPORT
Please State Your Requirement*
REX GRAMOPHONE CO. 2 Elizabeth Place
Rirington Street, LONDON, E.C. 2, England
Cable Addrell " Lyf ecodwc, London"
or profits; that has already been reduced to the
lowest level. His only hope is a stronger tariff
protection. The existing tariff is 33 1-3 per cent.
If a case is made out under the terms of the
Industries Protection Bill an additional 33 1-3
per cent may be levied. Owing to opposition
or lack of unanimity in the trade the Federation
of British Music Industries has decided against
collective representation to the Board of Trade
Committee, leaving it to individual associations
to make their own claims in submission of a
demand for protection by the extra import
levy above mentioned. This is, of course, a
great pity in the sense of the old adage that
"United we stand; divided we fall." That ex-
tra 33 1-3 per cent is absolutely necessary to
British manufacturers and they are entitled to it
just so long as depreciated currency permits
foreign manufacturers to dump goods here at ab-
surdly low prices to the entire disorganization
and maintenance of legitimate British trade en-
deavor. The associations should press the Gov-
ernment and press it mighty hard.
German Talking Machine Trade Still Busy
Notwithstanding reports that orders for Ger-
man gramophones, motors and parts show signs
of having passed the high-water mark, it is
evident that a remarkably prosperous state of
things still obtains throughout the Fatherland.
Mainly to balance the low value of the mark
abroad and to meet increased labor values, a
general rise has taken place in the price of rec-
ords particularly and parts and accessories gen-
erally. Big export orders are on hand, though
British importers are not so freely disposed as
formerly to commit themselves to accept de-
livery of large consignments of goods unless al-
most immediate delivery is guaranteed. This is
not often possible. Time delivery means con-
siderable djsl°cat'on °f business and, owing to
the fluctuating value of the mark, often a con-
siderable financial loss. One London importer
told me that he had placed a big order for goods
from Germany when the value of the mark here
was just under four hundred to the pound. The
goods are expected any day now and he is faced
with a mark of eight hundred to the pound val-
ue. Trade has slackened off and the sale of
the goods is likely to hang fire for a time.
Similar goods imported by others at the higher
mark rate can be sold for much less than his. The
consequence is that importers are getting more
and more shy of ordering German goods. Sub-
stantial consignments, however, are still coming
in, but this difficulty over the fluctuating value
of the mark may eventually react to the benefit
of our home manufacturers.
The British Industries Fair Opens
From February 27 to March 10 the great Brit-
ish Industries Fair will attract buyers, it is
expected, from all parts of the world. The ex-
hibition is at the White City, Shepherd's Bush
London. There are five and one-half miles of
stalls; the music section only totals a couple of
hundred yards. Among talking machine firms
attractive exhibits are shown by the Disque
Cabinet Co., Johnson Talking Machine Co., Gar-
rard Engineering Co., C. H. Roberts Mfg. Co.,
Gramophone Components, Ltd., Craies & Stav-
ridi, Melodia, Ltd., Jordan & Carpenter, The
Sterno Mfg. Co., Electric Gramophones, Ltd.,
and Barnett Samuel & Sons, Ltd.
Several of last year's exhibitors have not taken
representation this year on the ground that re-
sults were unsatisfactory. At that time, unfor-
tunately, the great trade slump had just set in
and, though we are far from being out of the
woods to-day, there can be little doubt that the
present exhibition will show infinitely better
trading results than last. It will not be the fault
of the Board of Trade if good business is not
registered by all exhibitors. Over forty thou-
sand prospective buyers overseas have been
eight times circularized or written to on the sub-
ject of the fair. These communications were
printed in eight languages. Over 250,000 home-
buyers have received invitations. So that, alto-
gether, it is a reasonable assumption to expect
a satisfactory attendance.
Gramophone Replaces Orchestra at Restaurants
There is a growing movement to utilize the
gramophone at restaurants in place of small
orchestras. An instrument, called the "Magni-
fone," is connected up to the tables and music is
delivered through cunningly concealed sound
chambers. It has infinite possibilities for the
purpose mentioned and, indeed, any social func-
tion. One advantage over the human element,
we are humorously informed by a newspaper
scribe, is that the Magnifone never has influenza
or other disabling ailments at the last moment!
And it 'requires no supper.
Creditors of the Aircraft Mfg. Co. Meet
At a recent meeting of the creditors of the
above company, which embarked upon the manu-
facture of gramophones, the liquidator said that
until 1920 the firm had a prosperous career.
Mainly on the aircraft side, profits had amounted
to as much as £176,000 in one year of trading.
In the Autumn of 1919 the company developed
its peace program and went in for the manufac-
ture, among other things, of gramophones.
From October 1, 1919, to December 4, 1920,
the company lost £620,000.
"In the opinion of counsel the contracts for
motor car and gramophone bodies," said the
liquidator, "were ultra vires and if they resulted
in a loss to the company the liquidator appeared
to have cause for commencing misfeasance pro-
ceedings. The point might arise as to whether
these contracts were entered into before or after
control of the company had passed to the Bir-
mingham Small Arms Co."
The latter concern, by the way, has supplied
a large number of gramophone motors for as-
sembly into complete machines which are mar-
keted here by a well-known gramophone com-
pany.
It is anticipated that there will be a surplus
of funds for distribution among the creditors of
the Aircraft Mfg. Co.
Miscellaneous Items of Trade News
The third annual dinner of the Federation of
British Music Industries, at which many nota-
bilities in the world of music will be present, is
clue to take place on January 26, just too late
for a complete report to be included in this issue.
The death, under somewhat painful circum-
stances, of H. Smart has caused widespread re-
gret among his many friends in gramophone
trade circles. Mr. Smart counted many years'
experience of the trade, covering service with
the British Zonophone Co., and for the past
decade as manager of Perophone, Ltd.
Complaint is made against the dumping of
foreign gramophone springs on this market at
cut prices. The Invicta Spring Co., maker of
the "Eel" brand, says that unless some official
action is taken it is only a question of' time be-
fore British spring-makers are driven out of
business.
For some unknown reason (perhaps for the
protection of home industries) Poland has pro-
hibited the importation of gramophones and cer-
tain other musical instruments.
The famous electric sign, said to be the finest
in London, which adorns the Gramophone Co.'s
Oxford street building, is now in full and bright
swing. It attracts many thousands of eyes daily
and that means good advertising.
A new gramophone in the design of a minia-
ture grand piano, with digitorium keyboard, is
due to appear on this market shortly. It is for
the assistance of elementary pianoforte students.
Suitable records will dictate instruction while
the student manipulates the keyboard.
The Latest Grand Opera Zonophone Records
Most of the Zonophone records issued for
some time past have been of the ordinary ten-
inch variety. There has been a dearth of
twelve-inchers and grand opera numbers. All
the more welcome, therefore, is the inclusion of
some of this class in recent issues. A selection
from the new list follows: twelve-inch record
No. A-258, "Don Giovanni," overture by the
Black Diamond Band, whose magnificently well-
balanced rendition of Mozart's grand work is a
musical treat. The other side of this record
carries another attractive item by the same band
— "Mirella" Overture (Gounod). The second
twelve-inch on the list. No. A-259. is a vocal by
George Parker. His baritone voice is certainly
very effectively used in two pleasing operatic
excerpts — "A Word Allow Me" (Si Puo?), Leon-
cavallo, and "The Tempest of the Heart," from
"II Trovatore." A further attraction is that Mr.
Parker sings both in English, clearly enunci-
ated.
Of the two ten-inch grand opera records spe-
cial welcome will be accorded the reappearance
of the mysterious L'Incognita, whose beautiful
soprano is heard in "Softly Sighs the Voice of
"PERFECT
POINTS"
BRITAIN'S BEST
Gramophone Needle
(Guaranteed made from High Carbon Steel)
IS MADE BY
W. R. STEEL, of REDDITCH,
Head Office and Works— QUEEN ST.
Scientifically pointed, Hardened and Tem-
pered on the latest up-to-date machinery and
plant by skilled craftsmen only.
RESULT:
A FIRST QUALITY NEEDLE far ahead of
anything of pre-war quality
INQUIRIES SOLICITED
Special Quotations for Quantities
Manufacturer of all Kinds of Sewing Needles
February 15, 1922
THE TALKING MACHINE WORLD
157
EDISON BELL
hone Records
CABLE
"PHONOK1NO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietor! and Manufacturers, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS — (Continued from page 156)
Evening" and "Villanelle." In *e latter the
flute obbligato by John Amadio is exquisite.
On G. O. 53 Marjorie Hayward gives us a fine
example of the art of bowing, her two violin
numbers for this disc being exceptionally fine.
The titles are "Hungarian Dance," No. 5
(Brahms), and "Intermezzo" (Marcella).
Lastly, we have two records from the ordi-
nary ten-inch double-side list. On 2195 is the
great hit "Coal Black Mammy" and "I Shall
Remember Your Kisses," from "The Co-opti-
mists." Both are well sung by Dick Denton. Two
typical numbers, "Cherie" and "My Sunny Ten-
nessee," on 2194, by Herbert Payne, complete
the program.
A Record Preservative
Some attention has been given this side to a
new introduction called "Glissoline." The
makers claim that by its use the life of a record
is tripled.
So-called record revivers have been inflicted
upon an unsuspecting gramophone public from
the beginning of trade history. Such revivers
seldom outlive the life of the record they are
supposed to preserve. The fact is that new
records do not want reviving and old ones are
usually past resuscitation.
"Glissoline," however, comes to us with posi-
tive claims that it arrests the wear on a record
and that on glissolined records any needle can
be used at least ten times. These are strong
claims. I have not had an opportunity of test-
ing the solution, but it is spoken well of in sev-
eral quarters.
A New Style of Retail Advertising
Looking through some of the Belfast news-
papers I was particularly impressed with an
editorial advertisement by Thos. Edens Osborne.
At least, I take it as an advertisement, though
the ordinary reader would not, perhaps. It is
simply in the form of a letter, in which Mr.
Osborne expresses his appreciation of the Gram-
ophone Co.'s excellent advertisement in the Bel-
fast Telegraph, whereby the famous "His Mas-
ter's Voice" products were brought under the
notice of many thousands of potential buyers at
an appropriately good time. This introduces
quite a new style of publicity, which, I think,
deserves the recognition here given.
Manufacturers' Travelers Meeting
A meeting of Manufacturers' Travelers was
held at the office of the Federation of Music
Industries on December 21, the idea being to
give to those present such information as to
the work of the Federation as would insure their
interest and co-operation.
The organizing director explained the Federa-
tion activities in some detail and pointed out
how it was possible for a corporate body, repre-
senting the whole of the industries, but not itself
a trade concern, to accomplish what was beyond
the powers of any individual firm.
As the result of the organizing director's re-
marks many of the travelers present said that
they were extremely glad to have had their pre-
vious hazy views as to the Federation's work
clarified and unanimously resolved to do all in
their power to support the Federation.
TO CARRY ON THE BUSINESS
Lauzon Furniture Co., of Grand Rapids, Mich.,
in the Hands of Receiver A. M. Godwin
Grand Rapids, Mich., February 7. — The Lauzon
Furniture Co., of this city, manufacturer of talk-
ing machines and furniture, which was recently
placed in the hands of a receiver, has liabilities
estimated at $66,785. The personal property of
the concern is valued at $145,000. Arthur M.
Godwin, who has been named receiver, has been
authorized to issue receiver's certificates to the
amount of $5,000 to carry on the business.
You Ought to Know
In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in
THE
flU JIC TIRADE
REM
ESTABLISHED 1876
The oldest and leading music trade weekly, which covers every branch of the industry
It Contains
Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States
"Review the Music Trade With Us"
Send your $2 now for a full year's subscription to
THE MUSIC TRADE REVIEW
373 FOURTH AVENUE NEW YORK
158
THE TALKING MACHINE WORLD
February 15, 1922
^RECORD BULLETINS^!
March, 1922
VICTOR TALKING MACHINE CO.
■18844
1SS47
18848
18854
18855
18850
18851
18856
18857
18858
18859
45266
45267
45265
35714
18849
18852
18853
66027
87333
88645
88646
88644
64776
74687
66022
87334
66023
66028
74727
74729
74730
74728
66025
POPULAR SONGS
I'll Forget You John
The World Is Waiting for the Sunrise,
John Steel
Weep No More, Mv Mammy .... Peerless Ouartet
I'll Be Glad To Get Back To My Home Town,
American Quartet
That's How I Believe in You Henry Burr
I Want You Morning, Noon and Night,
Charles Harrison
Granny (You're My Mammy's Mammy),
Yvette Rugel
Ka-Lu-A Edna Brown and Elliott Shaw
In My Heart, On My Mind, All Day Long,
Aileen Stanley and Billy Murray
Boo-Hoo-Hoo. .. Aileen Stanley and Billy Murray
DANCE RECORDS
Bow Wow Blues — Fox trot.
Original Dixieland Jazz .Band
Railroad Blues — Fox-trot,
The Benson Orchestra of Chicago
Smilin' — Fox-trot,
Green Brothers Mellorimba Orchestra
Somewhere in Naples — Medley fox-trot,
AM Star Trio and Their Orchestra
Dear Old Southland — Fox-trot.
Paul Whiteman and His O'rchestra
They Call It Dancing — Medley fox-trot,
Paul Whiteman and His O'rchestra
Wimmin — Medley fox-trot. Club Royal Orchestra
Good-Bye, Shanghai — Fox-trot,
Club Royal Orchestra
When Shall We Meet Again — Medley waltz,
Ilackel-Berge Orchestra
By the Old Ohio Shore— Waltz.
Green Brothers Mellorimba Orchestra
On the 'Gin 'Gin 'Ginny Shore — Fox-trot,
Paul Whiteman and His Orchestra
Marie — Fox-trot .. Paul Whiteman and His Orch.
VOCAL AND INSTRUMENTAL RECORDS
Chip of the O'ld Block Royal Dadmun
Give a Man a Horse He Can Ride. Royal Dadmun
Smile Through Your Tears Lambert Murphy
The Hand of You Lucy Isabelle Marsh
Washing Baby Marie Cahill
Shopping Marie Cahill
Coppelia Ballet (Delibes) — Festival dance and
waltz of the hours. .. Victor Concert Orchestra
Malaguefia (Moszkowski),
Victor Concert Orchestra
Dream Kiss — Waltz,
Frank Ferera and Anthony Franchini
Laughing Rag... Sam Moore and Horace Davis
(1) Boating on the Lake (Kullak); (2) Skating
(Kullak); (3) Waltz (Gurlitt) ; (4) March
(Gurlitt) Victor Orchestra
(1) La Bergeronette ( Burgmuller) ; (2) Waltz
(Schubert); (3) Scherzo (Gurlitt); (4)
L'Arabesque (Burgmuller); (5) Le Secret —
Intermezzo (Gauthier) Victor Orchestra
(1) To a Humming Bird (MacDowell); (2)
Elfenspiel (Kjerulf); (3) The Witch (Tschai-
kowsky); (4) March of the Tin Soldiers
(Tschaikowsky ) Victor Orchestra
(1) Knight of the Hobby Horse (Schumann);
(2) The Clock (Kullack); (3) Postillion (God-
ard) ; (4) Peasant's Dance (Schytte),
Victor Orchestra
RED SEAL RECORDS
Frances Alda, Soprano
Bless You Furber-Novello
Lucrezia Bori, Soprano — In Italian
Don Giovanni — Vedrai, carino (Dearest, Shall I
Tell Thee) Mozart
Feodor Chaliapin, Bass
The Two Grenadiers Heine-Schumann
Feodor Chaliapin, Bass
When the King Went Forth to War,
Th. Kenemann
Song of the Flea Goethe-Moussorgsky
Giuseppe de Luca, Baritone — In Italian
Ultima Rosa (Lonely Rose) . . . . Fogazzaro-Sibella
Beniamino Gigh. Tenor — In Italian
Faust — Salve, dimora (All Hail, Thou Dwelling
Lowly) Gounod
Jascha Heifetz, Violinist
(Piano accompaniment by Sam Chotzinoff)
Serenade A. d'Ambrosio
Louise Homer, Contralto
My Ain Folk. .Wilfrid Mills and Laura G. Lemon
Fritz Kreisler, Violinist
Paradise (Viennese folk-song),
Krakauer-Kreisler
John McCormack, Tenor
Sweet Peggy O'Neil Redding- Waldrop
Erika Morini, Violinist
(Piano accompaniment by Emanuel Balaban)
Mazurka .' . . A. Zarzycki
Philadelphia Orchestra
Leopold Stokowski. Conductor
Salome's Dance, Part 1 (From the opera "Sa-
lome") Richard Strauss
Salome's Dance. Part 2 Richard Strauss
Sergei Rachmaninoff, Pianist
Polka de W. R W. Rachmaninoff
Renato Zanelli, Baritone — In French
Chimes of Normandy — With Joy My Heart,
Planquette
Steel 10
10
10
COLUMBIA QRAPHOPHONE CO.
SYMPHONY RECORDS
A6205 Polonaise in "E" Major, Part 1 — Piano solo.
Percy Grainger
Polonaise in "E" Major, Part 2 — Piano solo,
Percy Grainger
49982 Scenes That Are Brightest (From "Maritana")
—Soprano solo Rosa Ponselle
A3524 Ship o' Dreams — Mezzo-soprano solo (violin
obbligato by George Stell) .... Barbara Maurel
One Fleeting Hour — Mezzo-soprano solo,
Barbara Maurel
49971 Ideale — Baritone solo Riccardo Stracciari
49622 La Traviata "Un Di Felice Eterea" ("Ah! Ne'er
Forgotten Day!") — Soprano and tenor duet,
Maria Barrientos and Charles Hackett
A3527 (a) Limber LTp Reel; (b) Oaken Bucket; (c)
Speed the Plough — Fiddle solo,
Don Richardson
(a) Hull's Victory; (b) The Quiltin' Party; (c)
College Hornpipe — Fiddle solo. Don Richardson
A3526 Wedding of the Winds — Accordion duet,
Marconi Brothers
10
10
10
10
10
10
10
10
10
10
10
10
10
10
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10
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in
in
12'
12
in
10
10
A3523
A3525
A6204
A3538
A3531
A3535
A3540
A3534
A3539
A3536
A3537
A352S
A3532
A3533
A3530
A3529
Skaters' Waltz — Accordion duet,
Marconi Brothers
— Willow Grove March — Instrumental,
U. S. Naval Academy Band
Lights Out March — Instrumental,
U. S. Naval Academy Band
That's How the Shannon Flows (FYom
"Macushla") — Tenor solo. . . . Chauncey O'lcott
I'll Miss You, O'ld Ireland, God Bless You,
Good Bye (From "Macushla") — Tenor solo,
Chauncey Oloott
Somebody Knows — Baritone solo.. Gypsy Smith
Who Could It Be — Baritone solo .... Gypsy Smith
Marie — Fox-trot Ted Lewis and His Band
Down the Old Church Aisle (From "Greenwich
Village Follies of 1921")— Fox-trot,
Ted Lewis and His Band
—Stealing (Intro.: "I Hold Her Hand and She
Holds Mine") — Medley fox-trot,
The Happy Six
Why Don't You Smile — Fox-trot,
The Happy Six
Remember the Rose — Piano duet, fox-trot,
Frank Banta and Cliff Hess
Roll On, Silvery Moon (Intro.: "Glow, Little
Lantern of Love") — Piano duet, medley fox-
trot Frank Banta and Cliff Hess
Give Me My Mammy (From "Bombo"),
Al Jolson, comedian
My Mammy Knows (How to Cheer and Comfort
Me) — Tenor and baritone duet,
Charles Hart and Elliott Shaw
Wabash Blues Dolly Kay, comedienne
Got to Have My Daddy Blues,
Dolly Kay, comedienne
While Miami Dreams — Tenor solo .... Billy Jones
There's a Down in Dixie Feelin' (Hangin'
Round Me) — Baritone solo Arthur Fields
Which Hazel Al Herman, comedian
You're Out o' Luck Al Herman, comedian
The West Texas Blues — Comedienne and jazz
band,
Edith Wilson and Johnny Dunn's Original
Jazz Hounds
I Don't Want Nobody Blues — Comedienne and
Jazz Band,
Edith Wilson and Johnny Dunn's Original
Jazz Hounds
MID-MONTH LIST
DANCE RECORDS
Ty-Tee (Tahiti) — Fox-trot, .. Eddie Elkins' Orch.
When Buddha Smiles — Fox-trot,
Eddie Elkin's Orch.
Granny — Fox-trot The Columbians
She Loves Me. She Loves Not (Intro.: "A Doll
House," from "The Perfect Fool") — Medley
fox-trot The Columbians
Dapper Dan — Fox-trot,
Knickerbocker Orch. (direction Eddie Elkins)
I Want You Morning, Noon and Night (Intro.:
"Little Partner of Mine") — Medley fox-trot,
Knickerbocker Orch. (direction Eddie Elkins)
Delia — Tenor solo Frank Crumit
In My Heart, Cm My Mind, All Day Long —
Tenor solo Frank Crumit
When Shall We Meet Again — Tenor and baritone
duet Charles Hart and Elliott Shaw
Just a Little Love Song — Tenor solo,
Howard Marsh
30149
52027
52028
30150
20004
24022
14279
14280
14281
2003
14282
14271
14283
14284
14285
AEOLIAN CO.
O'PERATIC SELECTIONS
Otello-Brindisi (Inaffia l'ugola) (Verdi) — Bari-
tone drinking song, in Italian, Vocalion Orches-
tra accomp Giacomo Rimini
Pearl of Brazil (Charmant oiseau) (Charming
Bird) (David) — Soprano, in French, Vocalion
Orchestra accomp Evelyn Scotney
SACRED SELECTIONS
Elijah (It Is Enough) (Mendelssohn) — Baritone,
Vocation Orchestra accomp.. John Chas. Thomas
STANDARD SELECTIONS
The Rosary (Nevin) — Soprano, violin, 'cello and
harp accomp Marie Sundelius
Night of Love (Fuzy-Worth-Heltman) — Soprano,
Vocalion Orchestra accomp.,
Nellie and Sara Kouns
Killarney (Balfe) — Tenor, Vocalion Orchestra ac-
comp Colin O'More
Molly Bawn (Lover)— Tenor, Vocalion Orchestra
accomp Colin O'More
INSTRUMENTAL SELECTIONS
Serenade (Schubert) ... .Aeolian Light Orchestra
Voice of Love (Schumann),
Aeolian Light O'rchestra
The Cherry Blossom — Traditional jig, accordion;
piano accomp. by J. Muller, *
Patrolman Frank Ouinn
The Swallow's Tail — Traditional reel, accordion,
piano accomp. by J. Muller,
Patrolman Frank Quinn
ITALIAN SELECTIONS
Chi me lo mette (Who will put the ring on my
finger) (Camerlingo) — In Italian, mandolin,
harp and flute accomp Teresa de Matienzo
Croce rossa (The red cross) (Meline-de Cres-
cenjo) — In Italian, mandolin, harp and flute
accomp Teresa de Matienzo
• HEBREW SELECTIONS
Tinkanto shabos — In Hebrew, traditional, orches-
tra accomp Cantor Josef Shlisky
Y'hi rotzon — In Hebrew, traditional, orchestra
accomp Cantor Josef Shlisky
COMEDY SELECTIONS
Cohen Takes His Friend to the Opera, Part 1
(Silver) Monroe Silver and Steve Porter
Cohen Takes His Friend to the Opera, Part 2
(Silver) Monroe Silver and Steve Porter
POPULAR SELECTIONS
That's Flow I Believe In You (Dubin-Cunning-
ham-Rule) — Orchestra accomp.,
Charles Harrison and Everett Clarke
Dear Old Southland (Creamer-Layton) — Orches-
tra accomp Irving Kaufman
Mammy Lou (Sterling-Moran-Von Tilzer) — ■
O'rchestra accomp Broadway Quartet
Carolina Rolling Stones (Parish-Young-Squires)
— Orchestra accomp Gotham Trio
DANCE SELECTIONS
Persianna (White) — Oriental fox-trot.
Bar Harbor Society Orchestra
Tell Her At Twilight (Just Sing Love's Sweet
Song) (Donaldson) — Fox-trot,
Yerkes' Flotilla Orchestra
Song of India (adapted from Rimsky-Korsakoff's
theme) (arranged by R. H. Bowers) — Fox-trot,
Wiedoeft's Californians
10
10
10
10
10
12
12
10
10
10
10
10
10
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10
10
Dear Old Southland (Creamer-Layton) — Fox-trot,
Wiedoeft's Californians 10
14286 Why Don't You Smile (Schwartz) — Fox-trot,
Yerkes' Flotilla Orchestra 10
Smilin' (Coburn-Rose-Wolohan-Krausgrill) — Fox-
trot..... Irving Weiss Club Maurice Orchestra 10
14287 Moon River (David) — Waltz,
Bar Harbor Society Orchestra 10
Three o'Clock in the Morning (Robledo) Waltz,
Bar Harbor Society Orchestra 10
14288 Irish Song Medley, Part 1 (Come Back to Erin.
Believe Me If All Those Endearing Young
Charms) (Eileen Alannah, Wearing of the
Green) (arranged by R. H. Bowers) — Waltz,
Selvin's Dance Orchestra 10
Irish Song Medley, Part 2 (St. Patrick's Day,
Minstrel Boy, Killarney, Low Back'd Car) (ar-
ranged by R. H. Bowers) — Waltz,
Selvin's Dance Orchestra 10
14289 Granny (My Mammy's Mammy) (Akst) — Fox-
trot Bar Harbor Society O'rchestra 10
While Miami Dreams (Whiting) — Fox-trot,
Bar Harbor Society Orchestra 10
14278 Ty-Tee (Tahiti) (Wood-Bibo)— Fox-trot,
Yerkes' S. S. Flotilla Orchestra 10
Good-bye, Shanghai (Meyer) — Fox-trot,
Yerkes' S. S. Flotilla Orchestra 10
BRUNSWICK RECORDS
30012
10050
30027
5080
11033
2178
20000
2181
21S
2183
2184
2185
2179
21?
23d RELEASE
Ballo in Maschera — Eri tu che macchiavi (Is It
Thou?) (Act III, Scene I) (Verdi)— Baritone,
with orchestra Giuseppe Danise
Melody in F (Opus 3, No. 1) (Rubinstein)—
Pianoforte solo Leopold Godowsky
Air for G String (Bach) — Violin solo, pianoforte
by Paul Frenkel Bronislaw Huberman
Aloha Oe (Farewell to Thee) (Liliuokalani) —
Soprano and male trio, with orchestra,
Irene Williams and Male Trio
Golondrina (The Swallow) (Serradell) — Soprano
and contralto, with orchestra,
Irene Williams and Elizabeth Lennox
Little Town in the Ould County Down (Pascoe-
Carlo-Sanders) — Tenor, with orchestra,
Theo Karle
Lassie o' Mine (Bowles-Walt) — Tenor, with orch-
estra Theo Karle
Italian Airs (Son Gelosal, Mamma Mia, Marina-
riello, O Sole Mio, Campana Di San Guisto) —
Accordion solo*, arranged by Perry Mario Perry
Gloria Waltz (Perry) — Accordion duet.
Mario Perry and Joseph Peppino
Stradella Overture (Flotow) — Concert band
Walter B. Rogers and His Band
Merry Wives of Windsor Overture (Nicolai) —
Concert band Walter B. Rogers and His Band
I've Got My Habits On (Durante) — Fox-trot, for
dancing Bennie Krueger's Qrchestra
School House Blues (From "Music Box Revue")
(Irving Berlin) — Fox-trot, for dancing,
Bennie Krueger's Orchestra
Smilin' (Intro.: "Have You Forgot") (Rose-
Wolohan-Krausgrill-Burtnett-Cooper-Stevenson)
Fox -trot, for dancing Selvin's Orchestra
Good-bye, Pretty Butterflies (Cooke-Olman) — Fox-
trot, for dancing Selvin's Orchestra
By the Pyramids (Fiorito) — Fox-trot, for dancing.
Gene Rodemich's Orchestra
Right or Wrong (Sizemore-Biese) — Fox-trot, for
dancing Gene Rodemich's Orchestra
Ka-Lu-A (From "Good Morning, Dearie") (Cald-
well-Kern)— Tenor and male trio, with orches-
tra William Reese and Male Trio
Say It With Music (From "Music Box Revue"")
(Irving Berlin) — Baritone and male trio, with
orchestra Elliott Shaw and Male Trio
In Bluebird Land (Williams-Short) — Soprano
and tenor, with orchestra,
Irene Audrey and Charles Hart
That's How I Believe in You (Dubin-Cunning-
ham-Rule) — Tenor and male trio, with orches-
tra James Craven and Male Trio
Dear O'ld Southland (Creamer-Layton) — Bari-
tone, with orchestra Ernest Hare
My Hawaiian Melody (Ringle-Coote) — Soprano
and contralto Irene Audrey and Emily Earle
Ty-Tee (Bibo) — Fox-trot, for dancing.
Carl Fenton's Orchestra
Stealing (Sullivan) — Fox-trot, for dancing,
Carl Fenton's Orchestra
EDISON AMBEROL RECORDS
TIMELY RECORDS
4471 Tuck Me To Sleep (In My Old Kentucky Home)
(Meyer) — Xylophone . Signor Lou Chiha ("Friscoe")
4472 Leave Me With a Smile. (Koehler-Burtnett) — Fox-
trot, for dancing Club de Vingt Orchestra
4473 Ka-lu-a (Intro.: "Blue Danube Blues" from "Good
Morning, Dearie") (Kern) — Medley fox-trot,
Broadway Dance Orchestra
4474 That's How I Believe In You (Rule) — Tenor,
Walter Scanlan
4475 Dream of Your Smile (Conrad) — Fox-trot, for
dancing. . . . ." Harry Raderman's Jazz Orchestra
REGULAR LIST
4456 Bonnie Maggie Tamson (H. Lauder) Glen Ellison
4457 Wonderland of Dreams (Abbott) — Violin,
Rae Eleanor Ball
4458 In Mv Heart, On Mv Mind, All Dav Long, and
I Wonder If You Still Care for Me (Kalmar-
Ruby-Snyder) — Xylophone,
Sigmor Lou Chiha ("Friscoe")
4459 Dapper Dan (A. Von Tilzer) — Tenor and baritone.
Billy Jones and Ernest Hare
4460 There's Only One Pal After All (Klickmann) —
Baritone Edward Allen
4461 It's You tConrad)— Fox-trot, ior dancing
Rudy Wiedoeft's Californians
4462 A Mother's Croon (Walt) — Soprano. .. Margt. A. Freer
4463 Yorktown's Centennial March1 (Sousa).
LTnited States Marine Band
4464 The Shop Girl — Department store scene,
Justine Roberts
4465 Tea-cup Girl (Wilson) — Fox-trot, for dancing.
Lenzberg's Riverside Orchestra
4466 Jesus, I Come to Thee (Stebbins) — Tenor and bari-
tone Tohn Young and Fred J. Wheeler
4467 Remember the Rose (Simons) — Soprano and tenor.
Betsy Lane Shepherd and Lewis James
4468 Little Min-nee-ha! ha! (Be My Little Injun
Squaw) (Kalmar-Ruby) Isabelle Patricola
February 15, 1922
THE TALKING MACHINE WORLD
159
ADVANCE RECORD BULLETINS FOR MARCH — ( Continued from page 158)
4469 My Mother's Evening Prayer (Green-Pierce-
Dubin) — Tenor GeOTge Wilton Ballard
4470 Weep No More (My Mammy) (Pollack) — Fox-trot,
for Dancing Harry Raderman's Jazz Orchestra
HITS FOR JANUARY
4451 Wabash Blues (Meinken) — Fox-trot,
Broadway Dance Orchestra
4452 Georgia Rose (Rosenthal) — Fox-trot, for dancing,
Rudy Wiedoeft's Californians
4453 Have You Forgotten? (Burtnett-Cooper-Steven-
son) — Fox-trot Club de Vingt Orchestra
4454 Sal-O-May (Stolz) — Fox-trot. .Broadway Dance Orch.
4455 April Showers (Intro.: "Down South," from
"Bombo") (Silvers-Donaldson) — Medley fox-trot,
for dancing Club de Vingt Orchestra
50S70
50871
50872
73003
80675
80676
80688
80689
80690
80691
80692
80693
80702
82247
82248
82249
50887
50897
EDISON RE-CREATIONS
St. Patrick's Day Medley (Larry Briers) — Jigs,
violin, piano accomp Joseph Samuels
Oh, Gee! (Joe Linder) — Medley of Irish reels, ac-
cordion, piano accomp John J. Kimmel
Ambrose and Steve in Court — Vaudeville sketch,
Billy Golden and Billy Heins
Shop Gir] — Department store scene. . .Justine Roberts
Valse Caprice, No. 1 (Frosini) — Accordion,
P. Frosini
Perfect Day (Jacobs-Bond) — Xylophone,
Signor Lou Chiha ("Friscoe")
Das verbrochene Ringlein (The Little Broken
Ring) (Gluck) — Baritone, in German,
Eduard Mittelstadt
Muss i denn zum Stadtle hinaus? (Must I Then
Leave My Little Town?) — Baritone, in German,
Eduard Mittelstadt
Just For Today, No. 11, (Lesson Sermon, "Sub-
stance") (Abbot) — Baritone, harp accomp. by
Paul Suerth Robert C. Dyrenforth
Consider the Lilies, No. 12 (Lesson Sermon,
"Matter") (Topliff) — Baritone,
Robert C. Dyrenforth
Enough To Know, No. 13 (Lesson Sermon, "Real-
ity") (Ross) — 'Baritone, organ accomp. by Rob-
ert Gayler .Robert C. Dyrenforth
Lord Is My Shepherd, No. 14 (Lesson Sermon,
"Unreality") (Liddle) — Baritone,
Robert C. Dyrenforth
Leave It With Him (Ellis) — Contralto,
Georgia Brevilher
Land Where the Roses Never Fade (Ackley) —
Baritone Robert E. Clark
Erminie Airs, No. 1 (Jakobowski) — Mixed voices,
New York Light Opera Company
Erminie Airs, No. 2 (Jakobowski) — Mixed voices.
New York Light Opera Company
Sunshine and Cloud (Glover) — Contralto and
baritone Helen Clark and Joseph Phillips
Could I See My Boy Again (Westendorf) — Con-
tralto Elizabeth Lennox and Chorus
Love Me Or Not (Arranged by A. L. Secchi) —
Tenor Paul Reimers
Flow Gently, Sweet Afton (Spilman) — Contralto,
Christine Miller
Berceuse (Iljynsky) Zoellner String Quartet
War Dance (Skilton) Zoellner String Quartet
La Gitana (Kreisler) — Violin, pianp accomp. by
Maurice Nadelle J. Piastro Borissoff
Mazurka de Concert (Musin) — Violin, piano
accomp. by Maurice Nadelle. .. .J. Piastro Borissoff
Blue Danube Waltz (Strauss-Chapman) — Piano,
Walter Chapman
Liebestraum (Dream of Love) (Liszt) — Piano,
Walter Chapman
Silvio! a quest'ora (Silvio! At This Hour?)
(Pagliacci) (Leoncavallo) — Soprano and bari-
tone, in Italian. .Claudia Muzio and Mario Laurenti
Io son l'umile ancella (Of Art I Am Only the
Hand Maid) (Adriana Lecouvreur) (Gilea) —
Soprano, in Italian Claudia Muzio
Clang of the Forge (Rodney) — Bass-baritone,
Arthur Middleton
Voice of the Mountain Land (J. R. Thomas) —
Bass-baritone Arthur Middleton
Dearie (Kummer) — Soprano Anna Case
'Tis Not True (Mattei) — Baritone. . .Mario Laurenti
DECEMBER FLASH NO. 4
If You Like Me, Like I Like You (Gilbert) —
Tenor Lewis James
When Shall We Meet Again (Whiting) — Soprano
and tenor Gladys Rice and Lewis James
DECEMBER FLASH NO. 5
Down in Midnight Town (H. Von Tilzer) — Male
voices Premier Quartet
Tomorrow Land (Tandler) — Tenors,
Charles Hart and Lewis James
PATHE FRERES PHONOGRAPH CO.
MARCH
STANDARD VOCALS
27519 (Pathe) ' In the Sweet Bye and Bye (Web-
ster) Margaret Matzenauer 10
Home Sweet Home (Payne-Bishop),
Margaret Matzenauer 10
20675 (Pathe) Honey, Dat's All (Gillespie-Van
Alstyne) Vernon Dalhart 10
Dear Old Southland (Creamer-Layton),
William Lowe 10
20676 (Pathe) I Hear You Calling Me (Harford-
Marshall) Charles Harrison 10
Serenade (Schubert),
Lewis James and Charles Hart 10
SACRED
20677 (Pathe) Whispering Hope (Hawthorne),
Gladys Rice and
Nevada Van der Veer 10
Sweet Hour of Prayer (Bradbury),
Nevada Van der Veer 10
HAWAIIAN
20678 (Pathe) Hawaiian Eyes (Coots), _
Ferera and Franchim 10
Hawaiian Rainbow (Gravelle-Haring),
Warren Mitchell 10
NOVELTY
20670 Casey Jones County Harmomzers 10
Arkansas Traveller Steve Porter 10
POPULAR VOCALS
20693 (Pathe) Roll On, Silvery Moon (Fisher),
Ernest Hare 10
There's a Down in Dixie Feelin' (Perkins),
Ernest Hare 10
20694 (Pathe) After the Rain (Kahn-Sizemore-
Shrigley) Billy Jones 10
Just a Little Love Song (Young-Lewis-Cooper),
Billy Jones 10
20695 (Pathe) Carolina Rolling Stone (Parish.
Young-Squires) ... Vernon Dalhart 10
Atta Baby Al Bernard 10
DANCE RECORDS
20696 (Pathe) Persianna — Fox-trot,
Ernest Hussar and His Hotel
Claridge Orch. (N. Y. C.) 10
Old-Fashioned Girl — Fox-trot,
Ernest Hussar and His Hotel
Claridge Orch. (N. Y. C.) 10
20697 (Pathe) Granny — Fox-trot,
Casino Dance Orchestra 10
Stealing — Fox-trot Casino Dance Orchestra 10
20698 (Pathe) Why Don't You Smile — Fox-trot,
Ernest Hussar and His Hotel
Claridge Orch. (N. Y. C.) 10
Good-bye, Shanghai — Fox-trot,
Casino Dance Orchestra 10
20699 (Pathe) Carolina Blues — Fox-trot,
Synco Jazz Band 10
On the Gin, Gin, Ginny Shore — Fox-trot,
Synco Jazz Band 10
20700 (Pathe) Little Girl — Fox-trot,
The Royale Trio 10
All That I Need Is You— Fox-trot,
Samuels' Music Masters 10
All of these records may be obtained in both Pathe
(sapphire) and Actuelle (needle-cut).
OKEH RECORDS
CLASSICAL RECORDS
72305 Le Cygne (The Swan) (Saint-Saens)— Violin
solo Jan Kubelik 10K
50002 Carmen — II nor che avevi a me (The Flower
Song) (Bizet) — Tenor, with orchestra, in Ital-
ian John McCormack
52001 Faust — Cavatina — Gegrusst sei mir (All Hail,
Thou Dwelling Lowly) (Gounod) — Tenor, with
orchestra, in German Leo Slezak
3009 Rigoletto (Selections, Part 1) (Verdi),
European Concert Band
Rigoletto (Selections, Part 2) (Verdi),
European Concert Band
3010 Rienzi (Overture, Part 1) (Wagner),
European Concert Band
Rienzi (Overture, Part 2) (Wagner),
European Concert Band
DANCE RECORDS
4496 Thrills (Eugene West) — Fox-trot,
Rega Dance Orchestra 10
Whistle the Blues Away (Jack Coale) — Fox-trot,
Rega Dance Orchestra 10
4497 Blue Danube Blues (From musical comedy, "Good
Morning. Dearie") (Jerome Kern) — Fox-trot,
Blue Diamond Dance Orchestra 10
Ka-Lu-A (From musical comedy. "Good Morn-
ing, Dearie") (Jerome Kern) — Fox-trot (Hawai-
ian guitar effect by Virginia Burt),
Blue Diamond Dance Orchestra
4498 The Sheik of Araby (Ted Snyder) — Fox-trot,
Ray Miller, Melody King,
and His Black and White Melody Boys 10
Four Horsemen (Alice Terry) — Fox-trot,
Glantz and His Orchestra
4499 The Down Home Blues (Tom Delaney) — Fox-
trot Tampa Blue Jazz Band
Every Day (Shepard N. Edmonds) — Fox-trot,
Tampa Blue Jazz Band
4500 Blue Moon (Intro.: "Swanee River") (E. Burt-
nett-L. Marcasie) — Medley fox-trot,
Damon's Orchestra
Good-bye, Pretty Butterflies (J. Yellen-C. L.
Cooke-A. Olman) — Fox-trot . . . Damon's Orch.
4502 Leave Me With a Smile (C. Koehler-E. Buitnett)
— Fox-trot. .Erdody and His Famous Orchestra 10
Ten Little Fingers and Ten Little Toes (Down
in Tennessee) (I. Schuster-Ed. G. Nelson) —
Fox-trot. .. Erdody and His Famous Orchestra 10
4503 Kill 'Em With Kindness (Abner Silver) — One-
step Julius Lenzberg's Harmonists
I Want Love (Maurice Yvain) — Fox-trot,
Julius Lenzberg's Harmonists 10
4504 Dear Old Southland (Creamer-Layton) — Fox-trot,
James P. Johnson's Harmony Eight
Bandana Days (Intro.: "Love Will Find a
Way," from "Shuffle Along") (Sissle-Blake) —
Medley fox-trot,
James P. Johnson's Harmony Eight 10
4505 Da Da Da My Darling (Jimmie Monaco) — Fox-
trot Damon's Orchestra 10
Hawaiian Starlight (From musical romance,
"Hawaiian Starlight") (F. W. Hager-J. Ring)
— Fox-trot. Imitation of Hawaiian guitar by
Virginia Burt.. Blue Diamond Dance "Orchestra
4514 Moon River (Lee David) — Waltz,
Rega Dance Orchestra 10
Three o'Clock in the Morning (Julian Robledo) —
Waltz. Whistling effects by Sibyl Sanderson
Fagan Rega Dance Orchestra 10
4515 Song of India (Rimsky-Korsakoff) — Fox-trot,
Glantz and His Orchestra 10
When Buddha Smiles (N. H. Brown-A. Freed) —
Fox-trot Glantz and His Orchestra 10
4516 Smilin' (Coburn-Rose-Wolohan-Krausgrill) — Fox-
trot Blue Diamond Dance Orchestra
Ain't You Coming Out, Malinda? (Harry Von
Tilzer) — Fox-trot. .Blue Diamond Dance O'rch.
INSTRUMENTAL RECORDS
4506 Lucia D'i Lammermoor (Donizetti) — Piano sex-
tet. Transposition by Himmelreich,
Ferdinand Himmelreich
Silver Threads Among the Gold — Piano. Tran-
scription by Himmelreich .. Fred Himmelreich 10
4508 Medley of Hymns (Intro.: "Lead Kindly Light"
and "Nearer My God to Thee") — Church
chimes and harp-o-phone bells. .. .James Hager
Onward Christian Soldiers — Cathedral chimes
and church chimes James Hager 10
4518 The Irish Washerwoman — Jig. Accordion with
piano accomp. by Nellie Meany. Peter J'. Conlon 10
Stack of Barley — Long dance. Accordion with
piano accomp. by Nellie Meany. Peter J. Conlon 10
4495 Keep Off the Grass (James P. Johnson) — Piano
solo James P. Johnson 10
Carolina Shout (James P. Johnson) — Piano solo,
James P. Johnson
4509 One, Two, Three, Four — Hawaiian guitar duet,
Ferera-Franchini
Pau Carnation — Hawaiian guitar duet,
Ferera-Franchini
4512 My Hawaiian Melody (D. Ringle-J. F. Coots) —
Hawaiian guitar duet with Hawaian guitar
imitation by Virginia Burt,
Frank Ferera and Anthony Franchini
Hawaii (Isles of Happiness) (C. E. King) —
Waltz Okeh Marimba Band
UNCLE JOSH RECORDS
4517 Uncle Josh Buys an Automobile (Cal Stewart) —
Monologue Byron G. Harlan
Uncle Josh At the Circus (Cal Stewart) — Mono-
logue .' . . . Bvron G. Harlan 10
FOR THE COLORED CATALOG
8022 Wang Wang Blues (L. Wood-G. Mueller-B. Jchn-
son-H. Busse) — Colored vocal quartet,
The Norfolk Jazz Quartet
Get Hot (Al Siegel)- — Colored vocal quartet,
The Norfolk Jazz Quartet
8023 Home Again Blues (Irving Berlin-Harry Akst) —
Colored vocal quartet. . .Palmetto Jazz Quartet
Base Ball Blues (George Turner) — Colored vocal
quartet Palmetto Jazz Quartet
8024 Cubanita (W. Goldman-W. Freedman) — Fox-trot,
Mamie Smith's Jazz Hounds
Rambling Blues (Al. Bernard-D. J. La Rocca-
L. Shields)— Fox-trot,
Mamie Smith's Jazz Hounds
8025
21001
21002
21003
21004
21005
4495
4493
4494
4501
4511
4513
4510
4507
Piano
Conlon
Stingaree Blues (A Down Home Blues) (Clinton
A. Kempt) — Contralto, with orchestra,
Esther Bigeou
If That's What You Want Here It Is (Shepard
N. Edmonds) — Contralto' with orchestra,
Esther Bigeou
NEW IRISH SELECTIONS
The Foggy Dew (New version) (E. Milligan-C.
M. Fox) — Irish tenor with orchestra,
James O'Neil
When Irish Eyes Are Smiling (C. Olcott-G.
Graff, Jr.-E. R, Ball) — Irish tenor with orches-
tra James O'Neil
Danny Boy (F. E. Weatherly) — Irish tenor with
orchestra Emmet O'Toole
Willy Reily and His Colleen Bawn — Irish tenor
with orchestra James O'Neil
God Save Ireland (Alfred Moffat) — Irish bari-
tone with orchestra Patrick Jordan
The Harp That Once Thro' Tara's Halls (Thomas
Moore) — Irish tenor with orchestra,
Emmet O'Toole
Who Fears to Speak of Easter Week? — Irish
baritone with orchestra Cathol O'Hare
The Felons for Our Land (J. J. Johnson) — Irish
tenor with orchestra Shaun O'Mally
Barn Dance — Irish accordion solo. Piano ac-
comp by Nellie Meany Peter J. Conlon
Cameronian Reel — Irish accordion solo.
accomp. by Nellie Meany Peter J.
VOCAL RECORDS
I Ain't Gonna Be Nobody's Fool (F. Davis-
G. Bennett- Van-Schenck) — Contralto with
orchestra Vaughn De Leath
All By My Lonesome Blues (D. MacBoyle-S.
Coslow) — Contralto with orchestra,
Vaughn De Leath
Snow Flakes (From "Greenwich Village Follies,
1921") (J. M. Anderson-A. Swanstrom-C.
Morgan) — Baritone with orchestra,
Ernest Hare
On the Old Bob Sled (Milo-Rega)— Male quar-
tet with orchestra Shannon Four
Hawaiian Chimes (I. Bibo-E. Appleneld) — Tenor-
contralto duet. Hawaiian guitar effect by Vir-
ginia Burt Lewis James and Jane Neilson
Dreamy Hawaiian Shore (Virginia Burt) — So-
prano with orchestra Virginia Burt
When Francis Dances With Me (B. Ryan-Vio-
Hnsky) — Tenor-contralto duet with orchestra,
Billy Jones and Vaughn De Leath
Oh Dear (C. Friend-J. Blyler) — Tenor with orch-
estra Billy Jones
Let's Agree to Disagree (M. Smith-C. Smith-J.
Durante) — Popular blues vocal,
Mamie Smith and Her Jazz Hounds
Sweet Man o' Mine (R. Turk-J. R. Robinson) —
Popular blues vocal,
Mamie Smith and Her Jazz Hounds
Weep No More (My Mammy) (S. D. Mitchell-
S. Clare-L. Pollack) — Contralto with orchestra,
Aileen Stanley
Write and Tell Your Mammy (I'm Coming) (B.
Grossman-B. Frisch-W. Donaldson) — -Contralto
with orchestra Aileen Stanley
Brighten the Corner Where You Are — Sacred
song. Tenor with organ accomp. .Charles Hart
When I Look In His Face — -Sacred duet. Tenor
and baritone with organ accomp.,
Elliott Shaw and Charles Hart
Kathleen Mavourneen — Tenor with orchestra,
Frank J. Corbett
Killarney — Tenor with orchestra. Frank J. Corbett
in
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
EMERSON PHONOGRAPH CO., INC.
10491
10492
10493
10494
10495
10496
10497
10498
10499
10500
DANCE
Song of India (Rimsky and Korsakoff) — Fox-trot,
Glantz and His Orchestra
Smilin' (Coburn-Rose-Wolohan-Krausgrill) — Fox-
trot Glantz and His Orchestra
Ty-Tee (Tahiti) (Wood-Bibo)— Fox-trot,
Joseph Samuels' Musio Masters
Stealing (Dan Sullivan) — Fox-trot,
Joseph Samuels' Music Masters
I Want My Mammy (Louis Breau) — Fox-trot,
Joseph Knecht's Waldorf-Astoria Dance Orchestra
The Sun Will Soon Be Shining (For You,
Sweetheart of Mine) (Kortlander-Squires) —
Fox-trot,
Joseph Knecht's Waldorf-Astoria Dance Orchestra
April Showers (From the musical production
"Bombo") (Louis Silvers) — Fox-trot,
Golden Gate Orchestra
Georgia Rose (Intro.: "Snowflake") (Rosenthal-
Morgan) — Medley, fox-trot Golden Gate Orch.
All That I Need Is You (Santly and Baer) —
Fox-trot,
Joseph Knecht's Waldorf-Astoria Dance Orchestra
By the Silvery Nile (Charles L. Johnson) — Fox-
trot Plantation Dance Orchestra
Arkansas Blues (Lada and Williams) — Fox-trot,
Lanin's Southern Serenaders
Lonesome-Lovesick Got-To-Have-My-Daddy Blues
(Erdman-Cohn- Jones) — Fox-trot,
Lanin's Southern Serenaders
VOCAL
Granny (You're My Mammy's Mammy) (Young-
Lewis-Akst): — Tenor solo, orchestra accomp.,
Charles Harrison
Lalawana Lullaby (Stark- White) — Tenor and
baritone duet, orchestra accomp.,
Vernon Dalhart and Ernest Hare
That's How I Believe in You (Dubin-Cunning-
ham-Rule) — Tenor solo, orchestra accomp.,
Richard Bold
In My Heart, On My Mind, All Day Long
(Kalmar-Ruby) — Tenor solo, orchestra accomp.,
• Richard Bold
Roll On, Silvery Moon (Fred Fisher) — Novelty
song, orchestra accomp.,
Al Bernard and Frank Kamplain
How Is It By You (By Me It's Fine) (Bartton
and Perkins) — Novelty song, orchestra accomp.,
Arthur Fields
STANDARD
Come- Back to Erin (Claribel) — Tenor solo, orch-
estra accomp ■ John Finnegan
When It's Moonlight in Mayo (Mahoney-Wen-
rich) — Tenor solo, orchestra accomp.,
Hugh Donovan
CONNORIZED MUSIC CO.
3041 Ty-Tee (Bibo) — Fox-trot Lanin's Dance Orchestra
The Sheik of Araby (Wheeler-Snyder) — Fox-trot,
Lanin's Dance Orchestra
3042 Just a Little Love Song (Young-Lewis) — Fox-trot,
Lanin's Dance Orchestra
Blue Danube Blues (Caldwell-Kern) — Fox-trot,
Lanin's Dance Orchestra
3043 Plantation Lullaby (Stevens-Gillette-Holmer),
Strand Theatre Quartet
(Continued on page 161)
180
THE TALKING MACHINE WORLD
February IS, 1922
LATEST PATENTS ,
RELATING TO
Washington, D. C, February 8. — Phonograph
Resonator. John Herzog, Saginaw, Mich., as-
signor to the Sonora Phonograph Co., New York.
Patent No. 1,397,733.
This invention relates to resonators and per-
tains more particularly to an improved construc-
tion for horns of sound-reproducing instruments
such as phonographs and the like.
The objects of the improvement are, first, to
provide a horn having a sound-carrying channel
of angular cross-sectional shape, the walls of the
channel being in the form of warped or twisted
planes, whereby the resonance of the horn is in-
creased and the quality or timbre of the sound
is unimpaired by its transmission through the
resonator.
A further object is to provide a horn of such
construction and shape that it can be made of
wood at relatively small expense and yet be of
such shape that that part of the tapered body
near the smaller end of the horn may be bent
laterally and upwardly to a position such that
the tone arm of a phonograph may be joined to
the upper end of the horn at one corner of the
motor board of the instrument, while enabling
the horn to deliver the sound from its flared end
extending across, the front of the cabinet of the
phonograph. Thus the horn, in its preferred
form, passes underneath the motor and then
laterally and upwardly to the corner of the motor
board, occupying small space and enabling the
horn and the mechanism of the phonograph to
be arranged compactly.
In the drawings Figure 1 is a perspective view
of a resonator or horn built in accordance with
the invention and shown as it would appear when
viewed from one side; Fig. 2 is a rear end view
shown inverted; Fig. 3 is a top plan view of the
form of horn shown in Fig. 1; Fig. 4 is a per-
spective view of the horn as seen from above;
Fig. 5 is a side elevation; Fig. 6 is a perspective
view, showing the side opposite that illustrated
in Fig. 1.
Amplifying System for a Complex Sound-
vibration Source. Lorren M. Hart, New York.
Patent No. 1,398,965.
This invention relates to amplification of sonor-
ous vibrations and the object is to make possible
the delivery of a complex vibration sound of
large volume in such a manner and of such
qualities that it can be perceived by an audience
as if identical with the perception of an original
sonorous vibration.
The invention is applicable particularly to the
f
amplification of the complex vibrations of a pho-
nograph, although it is also applicable to those
of a telephone receiver and, in fact, any complex
vibration source of a volume too weak for prac-
tical purposes without amplification of any kind
whatsoever.
An object of the invention is to provide this
and it is accomplished by preventing the direct
passage of the air vibrations from the sound
conduit through the ampl.fying sound chamber
and, by deliberately deflecting them against elas-
tic sounding boards designed particularly to be
responsive to the harmonics and overtones
which require generous amplification, then, as it
were, to focus the generously amplified har-
monics and overtones together with the ampl.fied
vibrations primarily created by air column reso-
nance.
Figure 1 is a diagrammatic vertical side eleva-
tion with important parts shown in section, and
Fig. 2 is a front elevation of the amplifying mech-
anism.
Brush for Talking Machine Records. Joseph
F. Borst and William Borst, Brooklyn, N. Y.
Patent No. 1,399,714.
The present invention relates more particu-
larly to an attachment for the sound box or re-
producer thereof. The primary object is to pro-
vide a brush attachment for talking machine
sound boxes.
It is a further object to provide a brush which
is capable of use with sound boxes so mounted
as to adapt them for playing records of both the
hill-and-dale and lateral types; a brush that will
in either position engage the record in advance
of the stylus of the sound box and in the path
of the stylus in order that the sound grooves may
be cleaned of foreign matter before they are
engaged by the stylus.
Brushes have heretofore been used in this con-
nection, but have ordinarily been attached to the
tone arm of the talking machine rather than to
the sound box itself, ' which method of support
has disadvantages in that the path of the brush
and the path of the stylus are not always coinci-
dent, which is especially true during the playing
of the central part of a disc record, and it is a
further object of the invention to so mount the
brush that its path of travel will at all times
coincide with the path of travel of the stylus.
Figure 1 is a side view of a sound box show-
ing the position of the brush thereon, the sound
box in this figure being shown in the position
to play records of the hill-and-dale type; Fig. 2
is a side elevation of the sound box when in the
position to play records having lateral undula-
tions; Fig. 3 is a detail view of the brush head;
Fig. 4 is a detail view of one form of collar for
the brush; Fig. 5 is a detail view of a modified
form of collar; Fig. 6 is a detail elevational view
partly in section showing a single brush applied
to the sound box; Fig. 7 is a detail perspective
view of a slightly different form of brush.
Reproducer. Jobby Belpedio, Bridgeport, Conn.
Patent No. 1,399,922, December 13.
This invention relates to new and useful im-
provements in reproducers for talking machines
and has for a primary object the provision of a
device of the above-stated character, which is
capable of reproducing sounds on different rec-
ords now on the market and known by the fol-
lowing names: Columbia, Victor, Pathe and
Edison, thereby providing a device for universal
use and one that will successfully operate on
different kinds of talking machines that employ
tone arms.
Another object of this invention is the pro-
vision of a sound box having the usual diaphragm
to which different stylus holders are connected
and which have the desired type of styli for re-
producing the kinds of records mentioned.
A further object is the provision of means for
connecting the sound box to the tone arm and
which will permit adjustment of said sound box
to different angles or positions for playing the
different types of records.
A further object is the provision of means
whereby the sound box may be easily and quickly
disassembled when desiring to make repairs or
adjustments to the diaphragm or the means that
connects the same to the stylus holder.
Figure 1 is a side elevation illustrating a re-
producer constructed in accordance with the in-
vention and showing the same positioned to play
a Victor or Columbia record; Fig. 2 is a similar
view, illustrating the reproducer positioned to
play a Pathe record; Fig. 3 is a similar view
partly in section, illustrating the reproducer posi-
tioned to play an Edison record; Fig. 4 is a
sectional view illustrating the same; Fig. 5 is a
detail sectional view taken on the line 5 — 5 of
Fig. 3; Fig. 6 is a fragmentary sectional view
illustrating a modified form of means of con-
necting the diaphragm to the stylus holders.
Phonographic Tablet. Victor H. Emerson,
New York. Patent No. 1,399,757.
This invention relates to improvements in
phonographic tablets, particularly tablets having
a special shape and capable of reproducing
sounds of special character.
An aim of this invention is to provide a tablet
made in imitation of the appearance of a well-
known animate or inanimate object and compris-
ing a phonographic rec-
ord that can reproduce
sounds which the
hearer generally asso-
ciates with that object.
For example, if the
tablet represents a liv-
ing creature the rec-
ord will be adapted to
reproduce sounds char-
acteristic of that
creature or pertaining
to it, or appropriate in
some other way. Hence, the tablet can be used
for purposes both of entertainment and instruc-
tion, especially when the record is played in the
presence of young persons.
Figure 1 is a plan view of a phonographic
tablet made in accordance with the invention
and Fig. 2 is a longitudinal section through
Fig. 1.
Sound Box. Henry K. Sandell, Chicago, Ill-
assignor to Herbert S. Mills, same place. Patent
No. 1,399,404.
The present invention relates to improvements
in sound-reproducing devices, and more particu-
larly to sound boxes in which a diaphragm is
supported, which is caused to vibrate and thereby
emit sound waves.
Figure 1 is a plan view of a portion of a tone
arm, showing the sound box in position thereon;
Fig. 2 is a side elevation of a portion of a tone
arm, with the sound box attached thereto in
position for playing records with lateral sound
.February 15, 1922
THE TALKING MACHINE WORLD
i6i
PATENTS RELATING TO TALKING MACHINES AND RECORDS— (Continued from page 160)
wave impressions; Fig. 3 is a front elevation of
the sound box, and Fig. 4 is a section through
the sound box on the lines 4 of Figs. 1 and 2.
Sound Box. Leo L. Hughes, Washington,
D. C. Patent No. 1,399,302.
This invention relates to phonographs and has
for its object to provide means for improving the
quality of the sound reproduced by such instru-
ments.
Figure 1 is a side elevation of the reproducing
mechanism of a phonograph equipped with the
invention; Fig. 2 is a front view showing the
construction of the tone arm support; Fig. 3 is
a section on the line 3 — 3 of Fig. 2; Fig. 4 is a
section on the line 4 — 4 of Fig. 2, and Fig. 5 is a
section on the line 5 — 5 of Fig. 2.
Turntable for Talking Machines. Anthony
Vasselli, Newark, N. J., assignor to the General
Phonograph Corp., New York. Patent No. 1,-
399,171.
This invention relates to turntables for talking
machines, and has for its object to produce a
device of the character described, which will be
light in weight, cheap to manufacture, ornate in
appearance, and from which the record disc may
be easily removed.
The invention relates to means for securing a
pad to turntables of disc talking machines and
the production of means so that such pad will
not become disarranged in use and to prevent
the unraveling of the fabric constituting the pad.
Figure 1 is a top plan view of a turntable made
in accordance with the invention; Fig. 2 is a side
elevation of the same; Fig. 3 is a sectional view
of the device at one stage of the operation of
forming the turntable; Fig. 4 is a fragmentary
side elevation partly in section showing a further
step in the manufacture, and Fig. 5 is a detail
section showing a modification.
Talking Machine Cabinet and Amplifier. John
Bailey Browning, Camden, N. J., assignor to
the Brunswick-Balke-Collender Co., Chicago,
111. Patent No. 1,402,738.
This invention relates more particularly to
sound-reproducing or talking machines having
REPAIRS
All Makes of Talking Machines
Repaired Promptly and Efficiently
REPAIR PARTS FOR ALL MACHINES
ANDREW H. DODIN
28 Sixth Avenue New York
TELEPHONE, SPRING 1 194
an enclosed horn or amplifier to which the sound
is transmitted through a suitable sound conduit
from the sound box or sound-reproducing means.
In the drawings: Fig. 1 is a sectional side
elevation of a machine embodying the inven-
tion; Fig. 2 is a front elevation of the same on
a reduced scale and with the front doors open:
Fig. 3 is a rear elevation; Fig. 4 is a vertical
section of the collar for securing the horn sec-
tion to the opening in the back of the cabinet:
cfa?.-* d&JJ.S c3xg-6
Fig. 5 is a side elevation of the turntable brake;
Fig. 6 is a plan view of the brake escutcheon;
Fig. 7 is a longitudinal section of the turntable
brake; Fig. 8 is an inverted plan view of the
cabinet, and Fig. 9 is a vertical section of line
x — x of Fig. 8 with the position of the cabinet
reversed.
Phonograph Reproducer. Pius Sucher, Phila-
delphia, Pa. Patent No. 1,402,909.
The invention relates to phonographs, and
more particularly to reproducers for use in con-
nection therewith, and has for an object to pro-
vide a reproducer which is of a simple construc-
tion and which will effectively reproduce the
desired sounds from a phonograph record and
transmit the same to the usual apparatus of a
phonograph machine.
The invention comprehends, among other fea-
tures, a reproducer which is almost entirely
made up of non-vibratory parts and materials,
excepting, of course, the usual diaphragm, the
material employed in the body construction of
the reproducer being preferably wood or some
other similar material which will not be sus-
ceptible to the vibrations of sound, when used
in the body formation of the article.
In the further disclosure of the invention
reference is to be had to the accompanying
drawings constituting a part of this specification,
in which similar characters of reference denote
corresponding parts in all the views, and in
which —
Figure 1 is a sectional view taken through the
reproducer; Fig. 2 is a view looking at the
face of the reproducer; Fig. 3 is a transverse
sectional view taken on the line 3 — 3 in Fig. 1,
looking in the direction of the arrows.
Metal Knockdown Phonograph Horn and
Method of Making Same. Louis Jay Gerson,
Palisades, N. Y., assignor of one-half to Frank
W. Wood, New York. Patent No. 1,403,314.
This invention relates to phonograph horns
for phonograph structures, the object thereof
being to provide an improved metal horn and
method of making the same, which can be read-
ily used with a phonograph cabinet, particularly
a cabinet of metal construction, such as that
shown and described in contemporaneously
pending application, Series No. 371,711, filed
April 6, 1920, the object of the present improve-
ment being to provide what may be considered
a knockdown horn simple in construction, in-
expensive to make and readily assembled with-
out any bolts or similar fastening means.
In the drawings accompanying and forming a
part of this specification Fig.- 1 is a perspective
view of this improved horn looking toward the
bottom thereof; Fig. 2 is a perspective view of
the horn looking toward the top thereof; Fig. 3
is a detail view illustrating the manner of assem-
bling the sides of the top and Fig. 4 is a sec-
tional view taken on line 4 — 4, Fig. 2.
STARR CO. EXPANDING TERRITORY
A. W. Holdgate, Manager of the New York
Headquarters, Visits New England in the In-
terests of Starr Products
In line with its aggressive and effective mer-
chandising policy the Starr Piano Co. is bringing
its products before communities in every part of
the country. The Starr phonograph and Gennett
records are enjoying a rapid increase in popular-
it} and the future outlook is exceedingly bright.
A. W. Holdgate, sales manager of the New
York headquarters of the company at 9 East
Thirty-seventh street, is now visiting a portion
of the New England territory where Starr prod-
ucts are gaining a strong following.
The Victor Talking Machine Co. has just
issued, in addition to its monthly Bulletin, a
number of foreign record supplements, including
lists of records in Arabian, German, Greek, He-
brew, Italian, Mexican, Polish, Russian and
Swedish.
RECORD BULLETINS FOR MARCH, 1922
(Continued from page 159;
Kentucky — Fox-trot Strand Theatre Quartet
3044 Arkansas Blues (Lada-Williams),
Miss Lee, Accomp. by Her Jazz Boys
She's a Mean Job, .
Billy de Rex, Accomp. by the Connonzed Jazzers
3045 I've Got My Habits On — Fox -trot. Bailey's Lucky Seven
In My Heart, On My Mind (Ka. mar-Ruby) — Fox-
trot Bailey's Lucky Seven
3046 Aloha Oe (Liliuokalani) — Accomp. by Hawaiian
Guitars Crescent Trio
One, Two, Three, Four — Accomp. by Hawaiian
Guitars Crescent Trio
3047 Old Black Joe (Foster) Criterion Quartet
Medley of Foster's Songs (Foster) .. .Criterion Quartet
3048 Souvenir (Drdla) — Violin, Orch. Accomp,
Scipione Guido
Traumerei (Schumann) — Violin, Orch. Accomp.,
Scipione Guido
3049 When Shall We Meet Again? (Egan- Whiting) —
Orch. Accomp Hart-Shaw
I Hold Her Hands and She Holds Mine (Rose,
Ryan-Bibo) — Orch. Accomp Arthur Fields
GENNETT LATERAL RECORDS
10053 Because (D'Hardelot-Teschemacher) — Tenor solo,
Philip Carson
At Dawning (Eberhardt-Cadman) — Tenor solo,
Henry Moeller
10054 Symphony in E Flat Major (Mozart) — Minuet
(3rd Movement) ... .Gennett Symphony Orchestra
P. Floridia. Conductor
Traviata — Prelude of Third Act (Verdi),
Gennett Symphony Orchestra
P. Floridia, Conductor
4816 Old Black Joe Criterion Quartet
Medley of Southern Songs — (1) Swanee River
(2) Carry Me Back to Old Virginny (3)
Kentucky Home (4) Massa's in De Cod, Cold
Ground (5) Oh! Susanna Criterion Quartet
4819 I've Got the Red, White and Blues — Soprano
solo Aileen Stanley
Boo Hoo Hoo — Soprano solo Aileen Stanley
4821 I Hold Her Hand and She Holds Mine — Bari-
tone solo Arthur Fields
He's a Panic — Tenor solo Kaufman Bros.
4822 When Shall We Meet Again?— Tenor and Bari-
tone duet Hart-Shaw
Tomorrow Land — Tenor and Baritone duet,
Hart-Shaw
4817 The Herd Girl's Dream (Traum Der Sennerin)
— Violin, Piano and 'Cello Taylor Trio
Sweet Genevieve — Violin, Piano and 'Cello,
Taylor Trio
4818 Blue Danube Blues — Fox-trot,
Nathan Glantz and His Orchestra
Smilin' — Fox-trot. .Nathan Glantz and His Orchestra
4820 The Sheik (of Araby) — Fox-trot,
Lanin's Famous Players
Just a Little Love Song — Fox-trot,
Lanin's Famous Players
4823 Ty-Tee — Fox-trot Lanin's Famous Players
All That I Need Is You — Fox-trot,
Lanin's Famous Players
LESLEY'S PATCHING VARNISH
dries instantly without showing a lap. For repairing
scratches, packing marks and anything wrong with a
varnished finish. Complete Outfit, enough for 1,000
patches, and instructions, PRICE $3.50.
Send for catalogue.
LESLEY'S CHEMICAL CO., INDIANAPOLIS, IND.
162
THE TALKING MACHINE WORLD
February 15, 1922
INDEX to ADVERTISERS
? - 9
Acme Die Casting Corp 120
Aeolian Co 60, 61
Alto Mfg. Co 110
American Felt Co 136
American Mica Works 137
American Talking Machine Co 94
American Walnut Mfrs. Ass'n 92
Anaconda Lubricating & Supply Co 146d
Andrews, Curtis N 97
Arrow Motor & Machine Co 146b
B
Bagshaw Co., Wm 46
Barnett Samuels & Co 127
Barnhart Bros. & Spindler 21. 65, 87, 127
Bay State Music Co 128
Berlin, Inc., Irving 129
Blackman Talking Machine Co..... 52
Boston Book Co 18
Brand, William 104
Bridgeport Die & Machine Co 144
Brilliantone Steel Needle Co 47
Brooks Mfg. Co 75
Bruno & Son, Inc., C 77
Bruns & Sons, A 45
Brunswick-Balke-Collender Co. Insert following page 34
Buegeleisen & Jacobsen 146
Buehn Co., Louis ?9
119
32
40
24
135
Cabinet & Accessories Co
Cardinal Phono. Co
Celina Specialty Co
Cheney Talking 'Machine Co
Claremont Waste Mfg. Co
Classified Want Ads 153,154
Cohen & Hughes • 20
Collings & Co 12
Columbia Graphophone Co 16, 17. 22, 26, 34, 43.
45, 68, 74, 78, 93, 135, 145, 147
Connorized Music Co
Consolidated Talking Machine Co 102,116
Cox, Geo. Clay
Crippen Record File Corp.
51
145
Da-Lite Elec. Display Co.
Diaphragm Co
Ditson & Co., Chas. II. . . .
Ditson Co., Oliver
Doctorow, D. R
Dodin, Andrew H
Droop & Sons Co., E. F. .
Duo-Tone Co
Dyer & Co., \V. J
141
136
69
69
48
'. 161
. Inside Back Cover
19
. Inside Back Cover
E
Eastern Talking Machine Co 69
Eclipse Musical Co 68
Edison, Inc., Thos. A Back Cover
Eight Famous Victor Artists....
Electro-Chemical Engraving Co.
Elmes Engg. Co., Chas. F
Empire Phono. Parts Co
Empire State Finance Corp
22
20
111
82
67
Favorite Mfg. Co ■ 153
Federal Elec. Co 112
Feist. Leo 57, 62, 76, 91, 97, 100, 104, 120, 128, 131. 149
Fenton Mfg. Co....
Fletcher- Wickes Co.
Flexlume Sign Co..
Fox Pub. Co., Sam.
Gaelic Phono Record Co.
General Phonograph Corp
100
41
35
130
138
. Inserts following pages
18, 50 and 82
General Phonograph Mfg. Co 42
Gibson-Snow Co 39
Gjobe-Wernicke Co 11
Glynn, W. B., Distributing Co 39
Gramophone Co., Ltd
Granby Phono. Corp
Greater City Phono. Co
Greater New York Novelty Co.
Gretsch Mfg. Co., Fred
Griffith Piano Co •
Grinnell Bros
H
Hall Mfg. Co
Harper & Bros
Harponola Co
Ilartzel! Crucible Co. . . .
Health Builders
liegeman- Stewart-Co.
Hessig-EUis Drug Co
Hiawatha Phono. Co....
Hoffay Phono. Co
Horton-Gallo-Creamer Co.
Hough, J. E., Ltd
Hough, L. W
Ilsley, Doubleday & Co.
International Mica Co..
Iroquois Sales Co
Italian Book Co
155
44
134
37
76
39
132
56
105
23
31
14
146c
39
117
103.
70
157
72
35
83
27
33
Jewel Phonoparts Co 31, 95
Jewett Phono. Co.
Jones-Motrola Co.
63
65
K
Kent Co., F. C 50
Kiefer-Stewart Co 39
Kimball Co., W. W 101, 116
Kirkman Engg. Co 29
Knickerbocker T. M. Co 10
Kraft, Bates & Spencer, Inc 70
Lakeside Supply Co
Lansing Sales Co
Lee-Coit-Andreesen Hdw. Co.
Lesley's
Lidseen Products
Long Cabinet Co., Geo. A . . .
Lorentzen, H. K
Lyon & Healy
Lyons, Wm. H
M
Madison Music Co
Magnola Talking Machine Co 40, 62,
Mahogany Association
Mandel Phono. Parts Co
Manufacturers' Phono. Co
Marshall Co., Inc., C. L
McMenimen, H. N '
Mellor Co., C. C
Mermod & Co
Mickel Bros. Co
Minneapolis Drug Co
Modernola Co
Montagnes, I., & Co
Moore-Bird & Co
M. S. & E
Mutual Phono. Parts Corp
N
National Decalcomania Co
National Metals Depositing Corp
National Publishing Co
Natural Voice Phono. Co
Netschert, Frank
Newark Recording Labs
New England Talking Machine Co
New York Album & Card Co
114
72
39
161
33
84
146
108
114
67
72, 114
124
117
137
39
81
142
146d
103
39
85
39
39
39
55
81
4S
18
66
59
91
71
4
O'Dowd, Thos 131
Ogden Sectional Cabinet Co., Inc 133
Ohio Cathedral Co 150
Ormes, Inc •. 15
Oro-Tone Co 64, 109
Orsenigo Co 89
Outing T. M Co 146a
Pace Phono. Co 149
Paddack Products, Inc 98
Pathe.Freres Phonograph Co..'. 54
Peabody & Co., Henry W 148
Pearsall Co., Silas E 9
Peckham Mfg. Co 91
Peerless Album Co 6
Penn Phonograph Co 80
Phillips Phono. Parts Co., Wm 26
Phonomotor Co 93
Player-Tone T. M. Co 118
Plaza Music Co 139, 152
Pleasing Sound Phono. Co 87
Plywood Corp 62
R
Raoine Phono. Co 75
Reco-Rap, Co 133
Reflexo Products Co 88
Regal Record Co 30
Recordophone Co 58
Reliable Phono. Supply Co 81
Rene Manufacturing Co 78, 123
Rex Gramophone Co 156
Robinson, Pettit Co., Inc 39
Seaburg Mfg. Co
Self-Lifting Piano Truck Co.
Shelton Elec. Co
Sherman, Clay & Co
Silent Motor Corp
Smith Drug Co., C. D
Snyder, Jack
Sonora Distr. Co. of Texas...
Sonora Co. of Philadelphia. . . .
Sonora Phonograph Co., Inc...
43
42
86
138
27
39
". 130
39
39
Inside front cover 38. 39, 59
Sonora Phonograph Co. of Pittsburgh 39
Southern Drug Co 39
Southern Sonora Co 39
Southwestern Drug Co 39
Sphinx. Gramophone Motors 49
Star Mach. & Nov. Co .". 87
-Starr Piano Co 125
Steel, W. R 156
Steger & Sons Piano Mfg. Co 36
Steinert & Sons Co., M 71
Stephenson, Inc 143
Sterling Devices Co 107, 113
Sterling Roll & Record Co 90
Sterno Manufacturing Co 122
Stewart T. .M. Co 57
Strevell-Paterson Hardware Co 39
Symphony Music Co 83, 111
Talking Machine World Trade Directory,
Insert following page
Templar Mfg Co
Toledo Talking Machine Co
Tonepen Co
Tonofone Co
Triangle Phono. Parts Co
Triplex Art Phono. Co
u
Udell Works
Unit Construction Co....
United Mfg. & Distr. Co.
United Music Stores....
Val's Accessory House
Van Houten, C. J., & Zoon
Van Veen & Co
Vicsonia Mfg Co
Victor Talking Machine Co Front Cover,
w
Walbert Mfg. Co
Walthall Music Co
Ward Co., C. E
Watahwaso Studios
Weymann & Son, H. A..
Whitsit Co., Perry B
Widdicomb Furniture Co.
Williams Co., G. T
Wimpfheimer & Bro., A. .
Wolf Mfg. Industries....
Yahr & Lange Drug Co.
66
139
140
13
119
50
104
53
73
110
81
51
39
96
25
5, 7
113
39'
74
50
80
9$
28
94
34
115
39
THE TALKING MACHINE WORLD
Some Leading Jobbers of Talking Machines in America
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it
E. F. DROOP & SONS CO.
1300 G. STREET. WASHINGTON. D. C.
231 N. HOWARD STREET. BALTIMORE. MD
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 561-
563 Whitehall St.
Baltimore, Ud., Columbia Graphophone Co., 16
South Howard St.
Boston, Columbia Graphophone Co., 1000 Wash-
ington St.
Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.
Chicago, 111., Columbia Graphophone Co., 32S W.
Jackson Blvd.
Cincinnati, O., Columbia Graphophone Co., 317-
321 Bast 8th Street.
Cleveland, O., Columbia Graphophone Co., 1812
East 30th St.
Dallas, Tex.. Columbia Graphophone Co., 816
North Preston St,
Denver, Colo.. Columbia Stores Co., 1608 Glen-
arm Ave.
Detroit, Mich, Columbia Graphophone Co., 115
State St.
Kansas City, Mo., Columbia Graphophone Co.,
2006 Wyandotte St.
Los Angeles, Cel., Columbia Graphophone Co.,
800 S. Log Angeles St.
Minneapolis, Minn., Columbia Graphophone Co.,
18 N. 3rd St.
New Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 121
West 20th St.
Omaha, Neb., Columbia Graphophone Co., Eighth
and Jackson Sts.
Philadelphia, Pa., Columbia Graphophone Co.,
40 N. 6th St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
8alt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.,
345 Bryant St
Seattle, Wash., Columbia Graphophone Co., Ml
Western Ave.
Spokane, Wash., Columbia Stores Co., 161 South
Post St.
St. Louis. Mo., Columbia Graphophone Co., 1127
Pine St.
Tampa, Fla., Tampa Hardware Co.
Headquarters tor Canada:
Toronto, Ont., Columbia Graphophone Co., 347
West Adelaide St.
Montreal, Que., Columbia Graphophone Co., 824
St. Denis St.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Gotham National Bank Building New York
Sherman,jjpay& Co.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
Wholesale Exclusively
EASTERN TALKING MACHINE CO.
85 Essex Street, Boston
VICTOR DISTRIBUTORS
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros* Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
lifliiiiiiiiPuiiiiiiiiiiiiiiiiiiiiiiiiBiiuiiiiiiiira
I CONSTRUCTIVE ARTICLES IN THIS I
ISSUE OF THE WORLD I
| Ready Reference for Salesmen,
Dealers and Department Heads
iiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiuiiiiiiiiiiiiiii!
A Clever Plan of Getting Prospects . . 3
The Value of Boosting One Record
Each Month 3
Window Display to Excite the Curious 3
Developing a Store Atmosphere That
Impresses a Desirable Customer . . 4
The Question of Exchanging Records
for Customers and Some Other
Problems It Offers 6
Putting Pep Into the Sales Campaign
Plans 8
The Problem of the "Gyp" Dealer. 8
Legislation on Price Maintenance
Needed 9
Getting Out of the Beaten Path in
Making the Selling Appeal Effec-
tive 10
The Problem of Opening a New
Store 12
Demonstrationless Record Sales .... 12
The Importance of Proper Executive
Supervision in the Developing of
Salesmanship 15-18
The Use of Films in Promoting Trade 1 8
The Kind of Advertising that Attracts
and Makes the Greatest Impres-
sion Upon Women 20
Letter of a Veteran Salesman to a
Friend 23
Recognizing the Psychological Moment
for Ending the Argument and Clos-
ing the Sale 25
The Importance of Colors in Booth
and Store Arrangement 26
Want Imported Master Records to
Be Free of Duty 29
Interesting Data on the Handling of
Talking Machines 33-34
Need for the Enactment of the Ste-
phens-Kelly Bill 37
The Well Managed Credit Depart-
ment Can Sell Goods 43
Digging Out Buried Treasures for the
Music Lover 51
The Importance of Using the Best
Type of Machine and Records in
Demonstrating Booth 55
There Can Be No Slacking in Aggres-
siveness If Sales Volume Is to Be
Maintained 58
Newly Married Couples Profitable
Sales Prospects 59
The Talking Machine Business De-
mands the Highest Plane of Pres-
entation 67
Awards Made by Thos. A. Edison,
Inc., for Slogans 68
Trade Happenings in New England
Territory 69-72
Trade Happenings in the Quaker City,
79-81
Personality an Important Factor in
Business Development 87
Some Figures Which Show How
Milwaukee Runs High Among
Music-Using Towns 97
Plans for Mid-Year Meeting of the
Executive Committee of the Na-
tional Association of Talking Ma-
chine Jobbers
Important Data on Shellac Stocks and
Prices
00
04
The Mid-West Point of View and
Western Trade News. . , 106-1 1 7
Robert Gordon's Page of Merchan-
dising Suggestions 121
Gleanings from the World of Music,
129-131
News from the Dominion of Canada 133
Featuring the Musical Possibilities of
the Talking Machine 140
The Talking Machine Situation in
Europe 155-157
Advance List of March Bulletins of
Talking Machine Records. ... 158-159
Late Patents of Interest to the Talk-
ing Machine Trade 1 60- 1 6 1
"I was astounded to find that I could not
tell when Prihoda was playing or when your
phonograph was playing/ '
Thus wrote the venerable John C.
Freund, editor of "Musical America"
and President of the Musical Alliance of
America, to Mr. Thomas A. Edison after
hearing Vasa Prihoda play his violin in
comparison with the Edison RE-CREA-
TION of his art.
The proof showing that there is no
difference between the artists' actual
playing or singing and the Edison RE-
CREATION of their performance con-
tinues to pile up. And among all the
phonographs manufactured, the New
Edison is the only one which can sustain
this acid test of direct comparison.
THOMAS A. EDISON, Inc.
ORANGE, NEW JERSEY
The NEW EDISON
JOBBERS OF THE NEW EDISON. EDISON RE-CREATION, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
Wm. H. Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Des Jloines — Harger & BKsh.
LOUISIANA
New Orleans — Diamond Music Co.,
Inc.
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of Detroit
MINNESOTA
Minneapolis — Laurence H. Lucker
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music Co.
MONTANA
Helena — Montana Phonograph Co.
NEBRASKA
Omaha — Shultz Bros.
NEW YORK
Albany — American Phonograph Co.
New York — The Phonograph Corp.
of Manhattan.
Syracuse — Frank E. Bohvay & Son,
Inc., \V. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland— The Phonograph Co.
OREGON
Portland — Edison Phonographs, Ltd.
PENNSYLVANIA
Philadelphia — Girard Phonograph
Co.
Pittsburgh— Buehn Phonograph Co.
YVilliamsport — \V. A. Myers.
RHODE ISLAND
Providence — J. A. Foster Co.
(Amberola only).
TEXAS
Dallas — Texas-Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods Co.
VIRGINIA
Richmond — The C. B. Haynes Co.,
Inc.
WISCONSIN
Milwaukee — The Phonograph Co: of
Milwaukee.
CANADA
Montreal — R. S. Williams & Sons
Co., Ltd.
St. John— W. H. Thorne & Co., Ltd.
Toronto — R. S. Williams & Sons
Co., Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg — R. S. Williams & Sons
Co., Ltd.
Babson Bros. (Amberola only).
VOL. XVIII. NO. 3
SINGLE COPIES, 26 CENTS
PER YEAR. TWO DOLLARS
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, March 15, 1922
Victrola
REG. U.S. PAT. OFF.
The word "Victrola" as well as the picture "His
Master's Voice" is an exclusive trademark of the
Victor Talking Machine Company. Being registered
trademarks they cannot lawfully be applied to other
than Victor products.
HIS MASTER'S VOICE
99
REG. U.S. PAT. OFF.
Victor Talking Machine Company, Camden, N. J.
Entered as second-class matter May 2, 1905. at the post office at New York, N. Y., under the act of Congress of March 3, !879.
THE TALKING MACHINE WORLD
ill
Pembrook (Imprcved)
Queen Anne {Improved)
Two Beautiful New Sonora Models
Merit — Backed by Multitudes
The Sonora wins on merit. It is built to gain favor by
comparison. In every detail every Sonora will substantiate
your highest claims side by side with any other phonograph.
But more than merit is needed to make volume sales.
The recognition of multitudes, fostered by distinctive bull's
eye advertising, has made
THE INSTRUMENT OF QUALITY
CLEAR AS A BELL
The Highest Class Talking Machine in the World
From the smallest hamlet to the greatest metropolis,
Sonora needs no introduction. It is known to be the instru-
ment that makes its owner proud — supreme in tone — superb
in appearance — faultless in construction.
The Talking Machine World
Vol. 18. No. 3
New York, March 15, 1922
Price Twenty-five Cents
USES BUNGALOW AS SALES OUARTERS
How the Cottage Music Shop of Cincinnati
Enables Customers to Hear the Talking Ma-
chine Play Exactly as in Their Own Home
Store arrangement and attractiveness are
essentials of importance to dealers who are really
catering to the public and who desire not only
to hold but to augment their trade. One of the
most popular and live talking machine houses of
Cincinnati — the Cottage Music Shop, of Twelfth
and Vine streets — has, as will be noticed in
the picture appearing herewith, built a bungalow
within the store in order to demonstrate to the
music-loving public the pleasure to be derived
from having a talking machine in the home. The
cottage is completely furnished like an ordinary
home and all tests are made directly within the
cottage, thus demonstrating how the talking
machine would brighten up the home of the cus-
tomer. This plan of being able to hear a talk-
ing machine and records just as they would be
Novel Salesroom Arrangement
heard in their own home is a very important
means of closing sales, but better than all that
it gives an idea to prospective purchasers of the
enterprise and go-aheadedness of the institution
that inaugurates such up-to-date merchandising
methods.
CAPITALIZE THE RIDICULED PHRASE
Pointer for the Salesmen When "Canned Music"
Is Referred to Sneeringly — Make Capital of It
It has been the practice of a great many
writers and talkers to refer sneeringly to "canned
music" when discussing the reproduction of
music on the talking machine. Recently a sales-
man in an address before the Kiwanis Club, of
New York dwelt on this much-used phrase and
made a suggestion which salesmen may apply
when handling a customer or others who talk
sarcastically of "canned music." To the cus-
tomer, the salesman says in effect: Yes, call it
canned music if you will, but it is canned only as
someone might say that the telephone, telegraph
and wireless can human thought and expression,
or as you would say that important documents
are canned when you put them in the cornerstone
of a great public building. You can ridicule any-
thing by giving it a sneering nickname, but it is
often possible for the shrewd man to adopt the
term and make capital out of it. If your cus-
tomer talks about canning music tell him how
the wisdom of the ages is canned in the printed
word, how beauty is canned in sculpture or fine
architecture.
ANTAGONIZING CUSTOMERS RUINOUS
One of the impossibilities of selling is to an-
tagonize and influence at the same time. Antag-
onizing a customer or a prospect means not only
the loss of one sale but also of future patronage.
A few of the things that antagonize and which
the salesman should steer clear of are lack of
knowledge of the product, inattention to the cus-
tomer, servility and slovenliness. A few of the
qualities which help to close sales are the reverse
of those that antagonize.
HE WHO READS MAY WIN IDEAS
The Man Who Keeps in Touch With the Mail
Literature Reaching His Desk Will Often
Strike a Vein of Gold — Don't Discard It
Quantities of direct mail literature are received
by business men — manufacturers, dealers, job-
bers— every day. A great many people have
made it a practice of throwing practically all
circular matter into the waste basket without
investigation. The other day the general man-
ager of a company, who was receiving a lot of
this literature, conceived the idea of literally
putting the waste paper basket on a pedestal.
He read and digested the business literature
thrown away, not only by himself, but by other
people in the same firm, and as a result was
able to give the "Boss" a suggestion which got
him his first raise in salary.
The cost of labor turnover shrivels into noth-
ingness compared to the cost of preparing sales
literature which is consigned to the waste basket
unread and unwept. Even trade periodicals are
slighted — but not by the successful business
man! The business man who is always too
tired to be interested in new developments in
his own line of business is on the toboggan slide
for the sanitarium.
There is a great deal of excellent direct liter-
ature being sent out by manufacturers and job-
bers of the talking machine industry, and it be-
hooves every enterprising member of the in-
dustry who is on the mailing list to receive
this literature to look it over for new and val-
uable ideas.
AN AID TO MUSIC MEMORY CONTESTS
Valuable Booklet Regarding the Victrola in
Music Memory Contests Just Issued by the
Victor Co. — Rich in Pertinent Information
The Victor Talking Machine Co., through its
educational department, has just issued a most
interesting and practical new booklet on "The
Victrola in Music Memory Contests," with de-
scriptive and informative notes on two hun-
dred standard selections compiled by Robert J.
Coleman, A.B., Mus.B., of DePauw University,
with an introduction and some practical sugges-
tions for organizing and conducting a Music
Memory Contest by Mrs. Frances E. Clark, di-
rector of the educational department of the
Victor Co. For further particulars on the con-
ducting of contests readers are referred to C. M.
Tremaine, director of the National Bureau for
the Advancement of Music, New York. •
The new booklet should be of particular value
from many angles, for it serves to identify the
dominant features of the many selections offered
and also to impress them on the mind in order
to make simpler the rendition of that particular
selection.
Owing to the growing popularity of the music
memory contest, and the fact that such con-
tests are now being held annually in many cities
and towns of the country, the new Victor Co.
booklet represents a particularly timely and stim-
ulating piece of literature.
INCREASE CAPITAL STOCK
The United Phonograph Stores, Inc., of New
York City, have filed a certificate at the office
of the Secretary of State of Delaware, increas-
ing the capital stock of the corporation from
$5,000,000 to $25,000,000.
The Smith-Woodward Piano Co., 1017 Capitol
avenue, Houston, Tex., distributor of the Bruns-
wick phonograph and records in Houston, Tex.,
removed on March 10 to 908 Capitol avenue,
the building formerly occupied by the Haverty
Furniture Co.
VALUE OF THE jVRTlSTIC WINDOW
Demonstrated by Interest Created in Display of
a Miniature Theatre Made by the F. L. Steers
Co., Inc. — It Is Most Ingeniously Arranged
A miniature theatre installed in one of the dis-
play windows of the F. L. Steers Co., Inc., at
145th street and Broadway, New York, drew the
attention of numbers of shoppers of Washing-
ton Heights for the past few weeks. Designed
by Bradley Barker, the well-known motion pic-
ture actor, as a toy for his own use, the theatre
is a perfect miniature of the interior of the aver-
age American theatre. No trivial detail is miss-
ing. An ornate plaster procenium arch frames
a small stage for which Mr. Barker has designed
several charming settings. There is a lifelike
orchestra of twenty-two men, all made of plaster
Miniature Theatre Interests
and the crowds that viewed the window marveled
at the fidelity with which the musicians and
their various orchestral instruments were de-
signed. As a matter of fact, it took Mr. Barker
six months of painstaking labor to create the
little plaster orchestra.
The principal idea of the theatre, however,
was the use of the stage-settings to feature rec-
ords, and during the first week the Steers Co.
featured Victor record 35710, "In a Monastery
Garden." The setting caught the eye at once.
It depicted a garden of one of the old California
missions, with its red-tiled adobe buildings, a
cool-looking fountain, pigeons, flowers and
stately palm trees. Soft-colored lights thrown on
the scene gave the impression of a delightful
California twilight. During the second week
the stage-setting was changed to a view of a
street in Bagdad. Here were Oriental shops
with merchandise, beggars asking alms, min-
arets, ox-carts and other details that conveyed
at once the atmosphere of the ancient Arabian
city.
The records featured in connection with the
Arabian setting were the two Victor numbers
from the popular Scheherazade suite of Rimsky-
Korsakow, played by the Philadelphia Symphony
Orchestra, 74593, "Festival at Bagdad," and
74691, "The Young Prince and the Princess."
All in all the window proved to be one of the
most attractive ever seen on the Heights and
demonstrated the progressive spirit of the Steers
organization under the guiding hand of its
snappy president, Stuart J. Steers.
NEW STORE IN SANTA MONICA, CAL.
Santa Monica, Cal., March 3.— A new music
establishment has been opened at Wavecrest and
Ocean Front Walk here by Ed. Young and Ray
Seward. The concern handles Brunswick phono-
graphs and records and a line of pianos and
player-pianos. Mr. Young has had a wide ex-
perience in the music business, having been con-
nected for a number of years with the Barnes
Music Co. Mr. Seward has been on the beach
for the past fifteen years and he is well known
in this vicinity.
See second last page for Index of Article* of Interest :n this issue of The World
4
THE TALKING MACHINE WORLD
March 15, 1922
PAYING INTEREST ON
DEFERRED PAYMENTS
The Justice of the Interest Charge — This Vital
Question Will Not Down Until It Is Settled
Right— Stability Will Be Lacking in Any
Trade That Straddles or Ignores the Question
By HAYWARD CLEVELAND
In any transaction the cash buyer should have
preference. The cash merchant of to-day is the
prosperous one and deservedly so. His is a
quick turnover and he can afford to take a
smaller profit. Next comes the thirty-day ac-
count business, wholesale and retail, without
penalty. Even much of this is booked wholesale,
with a 2 per cent ten-day clause. This is all
sound and conservative and is not complained of
here. Then follows the sixty or ninety-day whole-
sale account, without interest, on seasonal goods.
There is a reason for the omission of the interest
in this case too. That is about all. When it
comes to the granting of sixty, ninety and 120
days' time on wholesale charges for all-the-year-
round products and the writing of instalment con-
tracts, without interest, at cash prices, the whole
trade structure is threatened, for the proceedings
thus indulged in are unethical, inequitable and
unsound from a financial point of view. They
breed in the buying public a sense of injustice
and disrespect that checks the establishment of
that good will that is so essential to the success-
ful conduct of any business.
The retail ethics appear to be justly these:
The instalment furniture house that has two
prices, instalment and cash, and declares them,
is right: the two sets of prices are justified if
interest is to be waived. If only the instalment
price is quoted an essential fact is wrongfully
withheld. This same reasoning applies to piano
and talking machine houses that have two sets
of prices.
The music house that charges interest on de-
ferred payments and collects it, from month to
month, is all right. The house that charges the
interest but does not attempt to collect until
the end shows lack of moral courage, knowing
full well that it will be lucky to collect one-half
of it. The policy of collecting the interest, if
one can, is inherently dishonest, is unfair to the
cash buyer and to the customer who lives up
to his contract as written. Further, such a
policy creates a steadily increasing set of uncol-
lectible accounts receivable, pads the assets,
as it were, and when the crash comes that only
too often follows such a policy, the reprehen-
sibility of the plan is brought home to its users
and those whose funds are invested in the enter-
prise.
act with the honesty we ask of others — to huy
with a thorough knowledge of our market — to sell
with the tactics we would admire in competitors — to
credit when credit is a blessing — to refuse when credit
is a curse — to direct the work of subordinates so that
each day is for them a day of self-development — to
treat customers as honored guests in our homes — to see
our business as a vital necessity in the wholesomeness
of life — to realize that above the universal tangle is a
sure, omnipotent God waiting for man to use the in-
finite power He gave him to disentangle the whole —
this is the foundation for better business.
The Cleveland Talking Machine Co.
Cleveland, Ohio
The talking machine house that has an instal-
ment and a cash price for the same article and
that proclaims both, or that charges and collects
interest on deferred payments, is doing the right
thing by itself and its trade. The house that
sells, at the same price, for cash and on instal-
ment is doing an indefensible thing. The cry
that it is a trade custom is no excuse. The act
will not stand up under analysis. It cannot claim
analogy to the furniture and piano trade cus-
toms, for in both the attempt is generally made
and more or less successfully carried out of
differentiating between the cash and time trade.
There is a distinctly discernible line of demarca-
tion betwen the two as evidenced by the grade
of goods offered or terms granted, or both.
Introspection, realignment, a new order of
things are in the air.. Would it not be well to
comprehend within the horizon of proposed re-
forms this old but important defect in the selling
system? Until this canker is removed from the
body phonographic its growth will be retarded.
A. B. MURRAY JOINS BRUNO FORCES
Jerome Harris, secretary of C. Bruno & Son,
Inc., Victor wholesaler, of New York City, has
announced the appointment to its sales staff of
A. B. Murray. Mr. Murray has a pleasing per-
sonality, is well experienced in the music busi-
ness and enjoys a wide acquaintance in this
trade. Mr. Murray will cover Northern New
Jersey and New England for C. Bruno & Son,
Inc., and will shortly begin to cover this terri-
tory. The Bruno sales organization has seen
steady growth along constructive lines. The
efficiency of this important part of the organiza-
tion is reflected in the notable expansion of
business enjoyed by this well-known wholesaler.
VICTROLA SHOP CHANGES HANDS
The Victrola Shop, of Red Oak, la, has been
sold by Henry L. Heckert, proprietor, to W. B.
Jardine, formerly of Omaha, Neb. The name of
the concern has been changed to the Jardine
Music Co. Mr. Jardine's sister, Miss M. A.
Jardine, is also associated in the enterprise.
L. A. Dexter has been appointed manager of
the store of Widener's, Inc., Hartford, Conn.
THE TALKING MACHINE'S HELPMATE
SERVICE
In the selling organization of the New York
Album & Card Co., Service plays an important part.
Service is a word that is often abused, but in our
organization it means all it implies.
Our service consists not only in prompt delivery
but in conferring with each individual regarding his
requirements and the production of albums best
suited to his needs and when delivered, the albums
are exactly as per the specifications.
The Only Loose-Leaf Record
Album on the Market
The word "NYACCO" guarantees service
Quotations and Prices on Request.
New York Album & Card Co., Inc.
NEW YORK
23-25 Lispenard St.
A. W. CHAMBERLAIN
New England Factory Representative
26 Broad St., Boston, Man.
CHICAGO
415-417 S. Jefferson St.
March 15, 1922
THE TALKING MACHINE WORLD
5
Victor
Supremacy
The supremacy of the Vict ro la
marks it as the greatest of all musical
instruments.
And with Victrolas in such splendid
variety, possibilities are unlimited for
every dealer in Victor products.
"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company
designating the products of this Company only.
Warning: The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
• Victor Wholesalers
Victrola VI, $35
Mahogany or oak
Victrola IX, $75
Mahogany or oak
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore", Md Cohen & Hughes
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams Co., Inc.
...Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, 111 Lyon & Healy.
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Klmira, N. Y Elmira Arms Co.
EI Paso, Tex W. G. Walz Co.
Honolulu, T. H Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas.
. Stewart Talking Machine Co.
.Florida Talking Machine Co.
.J. W. Jenkins Sons Music
Co.
The Schmelzer Co.
. . . Sherman, Clay & Co.
K. Houck Piano Co.
Ind...
Fla
Mo
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn. .Beckwith, O'Neill Co.
Mobile, Ala Wm. H. Reynalds
Newark, N. J Collings & Co.
New Haven, Conn... The Horton-Gallo-Creamer
Co.
New Orleans, L,a. .. .Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Oklahoma City,
Okla Oklahoma Talking Machine
Co.
Omaha, Nebr Rosa P. Curtice Co.
Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa Louis Buehn Co., Inc.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y E. J. Chapman Co.
Salt Lake City, U...The John Elliott Clark Co.
San Francisco, Cal. .Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington; D. C... Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer
Victrola No. 120, $275
Victrola No. 120, electric, $337.50
Mahogany or oak
Victrola No. 300, $250
Victrola No. 300, electric, $315
Mahogany, oak or walnut
Victor Talking Machine Co,
Camden, N. J., U. S. A.
0
THE TALKING MACHINE WORLD
March 15, 1922
illllllllllHIIIIIIIIIIH
Action Is the Keynote of Success in Making
the Show Window Interesting : :: By JametL£a™
ii
The Grant Music Parlors in Racine, Wis., are
using a living Victor dog as a drawing card and
employing one of the first principles of adver-
tising— ACTION. The dog, an exact counter-
part of the pup that made Victor famous, paces
back and forth with the current monthly supple-
ment in his mouth, which he presents to cus-
tomers as they come into the store.
The value of a living, moving dog over an in-
animate image cannot be measured — that there
is a value cannot be disputed.
Action is the keynote of all successful adver-
tising. The reason is clear when one realizes
that our enjoyment in life comes from action.
The verb is the part of speech denoting action, but
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiy
there are passive and active verbs. To illustrate :
The pleasure one gets out of a new automobile is
not in owning it, but in driving it. Women love to
shop, not merely to order goods over the telephone.
The former is the active method of buying, the latter
is the passive.
To have a massive moose-head adorn the wall of
your home brings a certain amount of pleasure, but
the greatest joy is in the hunting and shooting of the
moose. Adorn and shoot are both verbs, but there
is no question as to which implies the most
action, and which brings the greatest sense of
pleasure through achievement. The trophy that
graces your wall gives 'you far greater pleasure
than the one that your friend owns, although
This Sign Will Sell Albums
Album Sales Mean Record Sales
We have designed the above sign to assist you in
merchandising albums. Album sales mean record sales,
for albums are purchased to hold records, not to stay
empty.
This sign is multi-colored and will be a welcome
addition to your window display. We are distributing
them free of charge. Order as many as you can use
from your jobber or advise us and we
will gladly send you a supply.
Peerless Album Company
Phil Ravis, Pres.
636-638 Broadway New York
Boston Representative
L. W. HOUGH, 20 Sudbury St.
San Francisco Representative
WALTER S. GRAY CO., 942 Market St.
iiiiiiiiiiiiiiiiiiiiiiiiiiiii
your own may be smaller, and the antlers carry
fewer points.
Now, how can this delight in ACTION be
translated into the advertising world to the
merchant's profit?
As you walk through the streets of your city
have you ever noticed the kind of display win-
dows that attract the largest crowds? The
value of an advertising medium (whether it be
a display window, a picture, a phrase, or a story)
can be accurately determined by its ability to
attract and hold attention.
You will always find the largest crowds watch-
ing a display built around ACTION. People
like to watch things moving. Hence you will
always find the greatest crowds looking at a hu-
man demonstrator. This is an example of pre-
determined, conscious ACTION.
The next in order in its power to attract and
hold attention is the animal store. Have you
ever seen the window of an animal or bird store
during the business hours, before which no one
was standing? People like to watch animals
even though they are untrained and their move-
ments are more or less unconscious. Perhaps
there is a greater charm for the reason that the
action is natural.
When you see a piano revolving in a display
window do you stop because you have any de-
sire to see the rear view of the piano or is it
because it is moving? Would you pause as long
in front of a window in which there were two
pianos on display, neither of them moving, one
of which showed the front view and the other
the rear view?
You have noticed many times that many more
people are, admiring and inspecting the display
in the window of a sporting goods store than
there are at the adjacent window, no matter
what it may be displaying, although there is
motion in neither window. •
The reason is that the goods on display in
the sporting goods store suggest ACTION to
the mind of the individual.
Another form of action, which we might term
potential action, used to good effect is that of a
picture. The picture itself, of course, is motion-
less, but the idea it conveys is one of action,
either about to take place — imminent action, tak-
ing place or suppressed action.
The power of suggestion lends a great appeal
to the imminent action picture. A good example
of this is to be seen in one of the largest sport-
ing goods stores in Chicago. The center of the
window was taken up with a picture of a guide
standing in the doorway of a cabin leaning neg-
ligently against the door-sill. But for two things
the picture would not call for a second glance.
These two features in the picture caught and
held the attention of the passerby and led him
to study the scene and speculate on the possi-
bilities suggested but not expressed. The two
elements that intrigued the eye were a rifle and
the eyes of the guide.
The rifle was held carelessly, the muzzle point-
ing downward. The eyes of the guide were look-
ing off across unseen distances. Rather idly,
speculative one might say. Yet through the en-
tire ensemble of careless, idle ease there seemed
to breathe a spirit of alertness, an idea of quiet,
efficient readiness. Potential or imminent action
was expressed in every line, and the speculator
was left to his own musings as to what that
action would be should the occasion arise.
Such pictures, while in themselves motionless,
express action. If you cannot put action into
your window displays with a literal use of mo-
tion, at least it can be suggested in a manner
that will call attention and arouse interest in the
display. Action in some form carries a pulling
power that can hardly be overestimated.
March 15, 1922
THE TALKING MACHINE WORLD
7
Victrola IV, $25
Oak
Victor
Supremacy
The supremacy of the Victrola is
Jinked with the world's greatest artists.
The success of dealers in Victor
products is the natural result of this
overwhelming supremacy.
"Victrola" is the Registered Trade-mark of the Victor Talking Machine Company
designating the products of this Company only.
Warning: The use of the word Victrola upon or in the promotion or sale of any
other Talking Machine or Phonograph products is misleading and illegal.
Important Notice. Victor Records and Victor Machines are scientifically co-ordinated
and synchronized in the processes of manufacture, and should be
used together to secure a perfect reproduction.
Victor Talking Machine Co.
Camden, N. J., Ue S. A.
Victrola No. 100, $150
Mahogany, oak or walnut
Victrola No. 110 $225
Mahogany, oak or walnut
Victrola No 120, $275
Victrola No. 120. electric, $337.50
Mahogany or oak
Victrola No. 130, $350
Victrola No. 130, electric, $415
Mahogany or oak
8
THE TALKING MACHINE WORLD
March 15, 1922
^e^T3^L-ICIN<3 ^
(Registered in the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer. C. L. Bill, 373 Fourth Ave., New York; Vice-President,
T. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L, Bill; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager
Trade Representatives: A. F. Carter, Wilson D. Bush, C. Cbace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tiche, Scott Kingwill, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, IU. Telephone,
Wabash 5242
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada.
$3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — lumbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, MARCH 15, 1922
| PERSISTENT ADVERTISING NECESSARY TO-DAY
THE importance of advertising is not always as seriously con-
sidered by a great many members of the trade as it should be;
in fact, with many the use of publicity is a matter of mood rather
than of sound business practice. When times are good and busi-
ness is booming they limit their advertising 'because they seem to be
getting business without it. W hen times are bad and they are de-
pressed about the general outlook they feel that they haven't got
the money to spare for advertising. The result, consequently, is a
business that in boom times is little above the average and in bad
periods is simply stagnant.
This attitude shows a lack of concentration, an absence of the
proper comprehension of the importance of publicity as an out-
standing factor in achieving success. Too many people consider
the money spent for advertising as a gift — as just thrown away —
when, as a matter of fact, the money spent for advertising is an
investment that pays large dividends when the publicity is correctly
conceived and properly presented to the trade.
It is steady, persistent advertising, year in and year out, in both
good and bad periods, that builds business and enhances prestige.
The publicity that is seemingly unnecessary when the demand ex-
ceeds the supply is nevertheless working steadily to build up and
maintain a reserve demand when there is any form of depression in
the trade field.
Look around and you will observe that the successful concerns
— those that dominate every industry — are without exception the
big advertisers and, mark you, they are big advertisers not because
they happen to have the money to spend, but rather because the ad-
vertising which they put forth has been a vitally important factor
in the growth of their enterprises. Many of the successful concerns
started in a humble way, but they were dominated by men who had
vision and a full comprehension of the value of advertising. They
put money into this department of their business, fully realizing that
it would pay a profit and that it was as vital to their success as the
money spent in making reliable products and in selling them through
their traveling men.
The matter of publicity should really receive greater considera-
tion from those who made the mistake of cutting down appropria-
tions last year. The manufacturer who desires to emerge from the
"recuperation" period successfully, with his name and fame aug-
mented, should invest heavily in advertising and thus realize its im-
portance and value as an element in his success.
When a trade paper talks about advertising it is viewed by some
people suspiciously. They are apt to say that the publisher is making
a plea for himself, but, be that as it may, there is a fundamental truth
that can't be denied, and that is that advertising is the greatest pos-
sible factor in achieving business success to-day. Those who believe
in this policy will win out ; those who play with it in part are only in
a degree successful; those who ignore it fail. It is, therefore, neces-
sary to. study the facts and be governed by the conclusions.
| WILL RADIO CRAZE AFFECT OUR INDUSTRY?
THE great spread of interest in radio broadcasting services estab-
lished and maintained by the various electrical companies, and
the featuring of talking machine music and in many cases the talk-
ing machine artists in person in connection with the daily concerts
sent out by the broadcasting stations have led a number of members
of the talking machine trade to wonder just what effect this radio
craze will have on future sales of talking machines and records.
Just at the present time it is impossible to judge the permanency
of the enthusiasm regarding radio concerts, and any possible danger
to the talking machine trade lies in the development and improve-
ment of radio music reproduction to a point where it offers a real
musical value rather than simply a novelty. Under existing condi-
tions the radio enthusiast who establishes a receiving station in his
home must depend upon various conditions to permit him to receive
perfectly the broadcasting service, and when the music is heard it
almost always lacks the quality which would be demanded of the
living artist or of the instrument reproducing the singing or playing
of the living artist.
There is, of course, equipment available that will receive the
radio waves from stations hundreds of miles away as distinctly as
though the operator were really sitting in the same room in which
the concert is given, but such receiving stations represent an invest-
ment that the average talking machine purchaser will hardly con-
sider unless he is given a definite guarantee f or what he is going to
receive in the matter of broadcasting service and just how permanent
that service will be.
Just at present the interest in wireless telephony does not in any
sense represent a menace to the sales of talking machines, records,
or other musical instruments, any more than does the opening of a
new theatre or music hall represent a menace. It is more likely, in
fact, to stimulate interest in talking machine music on the part of the
comparatively few citizens who can claim complete ignorance re-
garding the musical possibilities of that instrument.
It may be that the radio craze will develop into something per-
manent, but that is likely to be far in the future and may be expected
to supplement rather than replace the actual music produced or repro-
duced by talking machines or other instruments. One of the big
thoughts is that the radio enthusiast has no choice in the type or
quality of the music offered to him in the broadcasting program and
must accept what is given without question. With the musical in-
strument in his own home he is free to arrange his own programs
and listen to the sort of music that appeals to him most. This possi-
bility for individual musical expression is something that no radio
service, however elaborate, can hope to take away from the musical
instrument in the home.
| HOW SOCIAL SIDE OF ASSOCIATION HELPS \
AT quite regular intervals there is heard in the trade criticism of
trade associations, the argument most generally used being that
their accomplishments are of a social rather than a business nature.
Tudging from results, however, it is a question as to just how
strongly the social activities of business associations should be con-
demned. It is quite evident that the active business man hesitates
about leaving his establishment for one day, or perhaps several, for
the sole purpose of participating in a jamboree with his contempo-
raries and competitors, but it is equally evident that the same
business man is not overenthusiastic about giving up such time as
he can snatch from his business to association activities entirely for
the consideration of deep problems.
Experience has shown that associations wherein both business
and social affairs receive a fair proportion of recognition are gen-
erally the most successful in the long run, both in size and in accom-
plishments. The primary function of an association is to bring
March 15, 1922
THE TALKING MACHINE WORLD
members of the industry together and have them co-operate in the
consideration and development of plans for the betterment of the
industry and for the elimination of any evils that may exist. Cer-
tainly members who, through a strict adherence to business in the
meetings, come as strangers and go away as strangers through lack
of opportunity for mixing with their fellows, cannot be expected
to work to the best advantage of the association membership as a
whole. The social side of the association work must receive atten-
tion. The individual who meets his competitor in association
circles, learns to call him by his first name, finds out his many good
points as a man and his real personal views on various phases of
business, is doing much to make impossible competitive conditions
that are unethical and annoying.
There are so many things that might be done to a stranger
without a twinge of conscience that would seem rather raw and
unclubby when tried on a fellow, even though he is a competitor,
who is regarded as a personal as well as a business friend.
AVOIDING LOSS ON INSTALMENT SALES
TALKING machine merchants in New York State, in common
with members of the piano and furniture industries, are interested
in the efforts now being made to have transformed into a law the
bill which is now before the State Legislature making it obligatory
upon moving men to report to the police all removals of household
goods, with the name of the householder together with both the old
and new addresses.
The need for such a law is obvious, for such registration provides
a most direct means of avoiding loss of goods out on instalment con-
tracts. In the larger cities, particularly, talking machine and furni-
ture men will find such protection of great value. It will virtually
put an end to a practice, common unfortunately, of buying on instal-
ments and then removing the product purchased to parts unknown.
The plan of having all movers of household goods registered
has worked out successfully in various sections of the country, and
has unquestionably saved to merchants hundreds of thousands of
dollars, not only in the value of the goods taken away by careless
and dishonest purchasers, but in the expense of maintaining searchers
to trace such goods. The bill is one of a sort that imposes no hard-
ship on the honest citizen, while at the same time it serves to dis-
courage the activities of a type whose ethics are not commendable.
| CARUSO FOUNDATION WINNING SUPPORT |
THE work of the American Caruso Memorial Foundation is, ac-
cording to reports, progressing rapidly, and during the past few
weeks there have been given in connection with the celebration of
Caruso's birthday anniversary a number of elaborate concerts in
New York and elsewhere that have added materially to the fund,
which has a million dollars as its ultimate goal. Prominent artists
who have been closely associated with the talking machine have ap-
peared prominently in the various programs, and it would seem as
though the members of the talking machine trade as a whole should
be inclined to take an active part in the work for the memorial, for
no individual artist did more to establish the standing of the talking
machine as a musical instrument than Caruso. He was one of the
first great stars to see the possibilities of talking machine reproduc-
tion, and his willingness to associate his name with a comparatively
new product without question had a great influence in dictating the
attitude of other artists of almost equal standing.
THE PROBLEM OF THOROUGH DISTRIBUTION
THE question of the successful distribution of talking machines,
or, for that matter, any other product, does not lie alone in the
number of dealers established in a given territory, but depends pri-
marily upon the efforts put forth by dealers already established to
cover the territory thoroughly and properly.
It might be well for talking machine manufacturers and whole-
salers in some cases to make a study of what a given territory may
be expected to yield in the matter of business, and what the present
dealer is doing to get that maximum business with a view to helping
him in his sales campaign, if the proper spirit is shown, rather than
to simply open up other dealers in the same section.
To divide a certain quantity of business between two dealers
simply means the opening of a new wholesale account and frequently
prevents either retailer from getting a sufficient volume of sales to
offer him a fair income. If the retailer does not appreciate the value
of his franchise and neglects his territory, it frequently proves a
matter of policy either to replace him with with a live retailer or to
put competition in the territory to stimulate his efforts. Dividing the
territory under other conditions, unless the territory is so large that
it cannot be handled properly by one concern, is likely to act as a
detriment to the distribution plan through causing a let-down of
effort. Reaching the greatest number of people and reaching them
effectively and in a way to encourage buying is the big problem of
to-day in this and other industries, but it might be well to determine
whether or not existing agencies may be stimulated to increased
efforts before the established dealer is asked to divide with another
a volume of trade that is not any too large as it stands.
NEW YORK'S THIRD ANNUAL MUSIC WEEK
EVERY indication points to the ultimate success of the Third
Music Week Celebration which is to be held in New York from
April 30 to May 6, and active preparations for which are already
under way. The success of the two previous Music Week celebra-
tions has made a deep impression on those who, for one reason or
another, are interested in music, its exploitation and its advancement,
and even before the dates for this celebration were announced the
National Bureau for the Advancement of Music received numerous
inquiries regarding the contemplated plans.
This campaign for the propagation of music should enlist the aid
of all branches of the talking machine trade.
'-"Li fa
~. HIS MASTEK'S VOf
REG. U.S. PAT OFF
2-1-2
TELEPHONE NUMBER
FITZROY 3271—3272—3273
This statement is very clear and undeniable.
As equally well proved and unquestionable is the statement
that Victrolas plus Victor records form a merchandising com-
bination that is unequalled.
Victor retailers — place all of your energies behind this
superior combination for the best results.
Ormes Service will co-operate to the fullest extent within the
bounds of good business.
ORMES, Inc.
Wholesale Exclusively
15 West 37th Street New York
10
THE TALKING MACHINE WORLD
March 15, 1922
| Possibilities
I Through the
The repair department can be made one of the
most valuable adjuncts to the talking machine
business if properly handled. Many establish-
ments have efficient and profitable repair depart-
ments, but very few realize the many ways in
which this branch of the business can be made
to bring profits to the coffers of the company in
addition to the returns from actual repair work.
Repairmen should be chosen not only for their
mechanical skill in putting broken and defective
machines back in shape, but they should also be
selected for their qualities as salesmen. This is
extremely important when the fact is taken into
consideration that the repairman has welcome
access to the homes of talking machine owners
and has opportunities for sales talk either in the
interests of records or machines which the aver-
age outside salesman or canvasser very seldom
encounters. In short, the day of the untidy,
often discourteous, purely mechanical repairman
is rapidly drawing to a close, and it will not be
long before the species is extinct. The man with
sales ability will be given preference.
The repairman of the future will understand
the mechanics of the talking machine thoroughly
and he will be a clever and intelligent salesman.
One large progressive dealer specializes in his
repair department and the returns in increased
record sales and the sale of an occasional ma-
chine bring a steady stream of profits to him.
When he sends a man out to repair a machine in
response to a call from a customer he lays a
subtle campaign. First he goes through his list
and finds out the particular kind of music which
appeals to this customer. He then selects sev-
eral of the latest records containing the kind of
music which that customer prefers and turns
IIIIIUOIIIIIIIM
of Increasing Record Sales
Co-operation of Repair Men
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
minimi
them over to the repairman, who takes them
with him on his call.
He arrives at the home, and when the job of
fixing the machine is completed, instead of test-
ing with some of the customer's records, he
places one of the latest records on the instru-
ment.
In many cases the mistress of the house is
an interested spectator while the repairing is
going on, and she certainly is present when the
sniiiiiiiiimiiiiiiiiiiiiiiiiiiiniiiiniiiiHiiiiiiiiiiiiiiiiiiii iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinillilllllllllllllllllllllllllil
E Repair Men Possessing |j
■ Real Sales Ability Can ■
S Ma\e Many Record (
( Sales While Calling ■
E on Customers of House ■
job is completed and the machine is being tested.
The playing of the new record naturally interests
her because she likes that brand of music. The
repairman, who has a considerable knowledge of
salesmanship and records, does not make a direct
attempt to make a sale. Instead, he casually
remarks that the disc which is playing is one
of the latest recordings and mentions the name
of the artist. The sale in the majority of cases
makes itself. If the lady of the house is inter-
SEND FOR YOUR SAMPLE TO-DAY
Mr. Victor Retailer —
Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?
We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building-Record
Brush. YOUR ad inserted without extra charge.
KNICKERBOCKER TALKING MACHINE CO.
Victor Wholesalers
1 38 West 1 24th St. New York City
liniiliihi i.,.: ., ...i.i i;i .;iujiji;i.n,i,i;i i.i.l; i : i: Mi ,!. I , i , ii ; lih I. i ;n ii : I.I .
ested he produces his other records and demon-
strates them for her.
The wise dealer will do everything in his
power to train his repair staff in salesmanship
and encourage it in this manner of making
sales. The dealer mentioned above stimulates his
staff to make sales by an equitable system of
commissions. When a man knows that his ef-
forts will be rewarded in proportion to the results
produced it follows that he will try by every
means known to him to produce the greatest
possible results.
Where a dealer employs only one repairman
the possibilities in this direction may seem in-
finitesimal, but, as has been said and written
many times, it is the little things that count, and
it the above plan is tried out for a year and a
close record is kept it will be found, provided
that the proper methods are pursued, that con-
siderable profits have resulted, a large part of
which would have been lost otherwise. It is
truly the little things that make or break a busi-
ness, especially the talking machine business, and
the dealer who overlooks several of these possi-
bilities is not doing the business he should. The
survival of the fittest is still a maxim of business
life as well as any other kind of life, and over-
looking bets, no matter how small, is a sign of
unfitness.
WHAT GOES INTO UDELL CABINETS
Udell Works Explains Just What Descriptive
Terms in Catalog Mean
The Udell Works, Indianapolis, prominent
manufacturer of music roll and talking machine
record cabinets, together with book cases, writing
desks, etc., has included in its latest catalog the
following definite notice regarding the quality of
materials entering into the Udell products:
"The following explanation is made in order
that there should be no misunderstanding of the
descriptive terms used in this catalog:
"When a piece is described as mahogany front,
it means that it is mahogany veneered over some
other wood.
"When a piece is described as mahogany, it
means that it is mahogany veneered, top, front
and ends.
"When a piece is described as solid mahogany,
it means that all exteriors, except back, bottom
and shelves, afe of solid wood of the kind desig-
nated."
These descriptions are in conformity with the
official standard descriptions adopted by the Na-
tional Alliance of Case Goods Associations at
Atlantic City last October.
"TALKER" HELPS TO SELL BANJOS
Banjo Manufacturer Places Talking Machine in
Salesroom as Demonstrating Aid — Good Pub-
licity for Machine Used by Dealer
Demonstrating banjos with the aid of a Victor
talking machine is the effective plan followed by
William Lange, banjo manufacturer. Mr. Lange
has placed a Victrola in his salesroom and when
a prospective customer enters the store with the
intent of looking over the line of instruments the
tone is demonstrated by means of an ordinary
record on which banjo selections are played. Of
course, he only chooses those records the artist
of which he knows uses one of his instruments.
The plan is not only proving worth while in pro-
moting the sale of banjos, but it is also a good
avenue of publicity for the talking machine.
Where both talking machines and small goods
are handled the dealer has an opportunity of
selecting records which feature the instruments
he carries, such as the trombone, violin, cornet,
etc.
March 15, 1922
THE TALKING MACHINE WORLD
11
Introducing
The
Artistic
Reproducing
Style 100
Mahogany or Walnut
Phonograph
£7
Style 110
Mahogany or Walnut
built on the solid foundation of experience gained in more than
82 years as manufacturers of instruments that produce good music
WE OFFER TO THE TRADE
A Beautiful Phonograph
of
BETTER TONE
BETTER DESIGN
BETTER FINISH
Let us show you our Stlendid Instruments, or send you
details of our attractive proposition. WRITE NOW!
J. & C. Fischer
417 West 28th Street New York Citv
EST. 1840
Oldest
Piano Makers
in New York
Style 150
Mahogany or Walnut
Style 140
Mahogany or Walnut
12
THE TALKING MACHINE WORLD
March 15, 1922
Some Timely Suggestions and Selling Ideas I
for Talking Machine Dealers
By Thornton Hall 1
inn
Resourcefulness is one of the most essential
characteristics of the successful salesman,
whether he be a retailer of talking machines
or a vendor of any other kind of merchandise.
The writer was the witness of an interesting
demonstration of sales resourcefulness that was
rewarded by a substantial sale in a talking ma-
chine shop the other day.
The proprietor had just made a memorandum
1 1 1 at he was out of a certain record and that
he must replenish his supply of that number
without delay. Just at that time a lady entered
the store and asked if he had that particular
record. Knowing that there was not a single
one in the store it was with some little surprise
that I heard him say, "Just a moment, please,
I shall have to go back to the stock room and
see if I can find you one."
He was gone some little time, obviously in
search of the requested record. During his ab-
sence the resourceful merchant's ruse became
apparent to me as soon as I observed the glance
of the customer straying about the salesroom.
While she waited for the return of Mr. Pro-
prietor she read the various advertising stream-
ers and posters, as well as the various record
lists on the counters. She also discovered a
record album which seemed to remind her that
she needed one. Right then and there I de-
cided that there was a method in the dealer's
search, which was quite obviously a vain one.
At this point the dealer returned with the re-
gret that the record was out of stock. He would,
however, be very glad to supply the lady with
it the day after the next. To this she acquiesced
and then proceeded to purchase the album she
had remembered she needed and a John Mc-
Cormack record suggested by a poster which
she had read during her wait. A little persua-
sion on the part of the dealer and he sold
her several other Red Seal records. This mer-
chant knew what he was doing. He tells me
his motto is: "Keep Them in the Store as Long
as Possible."
Speaking of John McCormack records. Saint
Patrick's Day is with us again, or rather it will
■111
I Resourcefulness Pays |[
■ at All Times — Fea- (
| luring Saint Patrick's H
[ Day in Window and (
B Newspaper Displays m
be with us in a couple of days. We now have
the Irish Free State, which should mean that
that portion of the American population which
proudly traces its ancestry back to the Emerald
Isle is more responsive than ever to Saint Pat-
rick's Day suggestions. Let us consider a few
of these appropriate suggestions.
In the first place, it will be well to make sure
that your stock is sufficient to meet the demands
for such appropriate records as those of John
McCormack, Walter Scanlan, etc., etc. In case
lllllllllll!
your supply of them is low you have just about
time to rush an order to your nearest jobber.
It is a matter of record that these records al-
ways sell well with very little pushing at this
season of the year. Do not be caught without
them. With the exception of Christmas, no holi-
day appeal is ever quite so effective as the birth-
day of Ireland's patron saint.
Last year a Pennsylvania dealer carried out
the idea with the following newspaper ad:
KELLEY— THE POPULAR NAME
OF THE WEEK
The name of Kelley has always con-
noted something rich and ripe in the
way of wit and humor. Saint Patrick's
Day is the Day of the Kelleys, the world
over.
The particular Kelley we have in mind
is Walter C. Kelley — the famous Vir-
ginia Judge, Story Teller Extraordi-
nary, Raconteur of Raconteurs.
You know Judge Kelley — how rich in
humor and human interests his anec-
dotes always are! Have you heard his
latest record on the Victor? A ten-
inch series of witty yarns it is — a
chuckle to the inch, and another bunch
on the other side.
And they're not like other stories; you
can hear them with pleasure over and
over again. Come in and hear them
once.
This year you have another opportunity for
a timely tie-up. For example, there are the
O'Neil records, "Peggy" and "Micky." Re-
(Continued on page 14)
Individuality in Your Product Will Mean More Sales for You!
The New Empire Univer-
sal Ball Bearing Tone
Arm and Reproducer
Made in Two Lengths:
8" and 9"
The Empire Universal
Pivot Base Tone Arm
and Reproducer
Made in Several Lengths.
THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.
Established in 1914
Manufacturers of High Grade Tone Arms and Reproducers
W. J. McNAMARA. President
March 15, 1922
THE TALKING MACHINE WORLD
13
Are you getting Your Profits
on this new idea ?
Walter Camp's famous "Daily Dozen" Exercises, set to music
on phonograph records, leap into big
sales wherever featured
IN New York City alone such
prominent stores as Lord and
Taylor, John Wanamaker,
Bloomingdale Bros., Frederick
Loeser & Co., Abraham & Straus,
Davega (5 stores), Kay Talking
Machine Co., Ideal Talking Machine
Co., Musical Instrument Sales Co.,
and others have stocked the "Daily
Dozen" records and charts. They
demonstrate and sell them. You,
too, can increase your sales by
stocking the Health Builder System.
Everywhere the public is enthusias-
tically taking up this new idea of
exercising to music. This is your
opportunity to cash in on this popu-
lar interest.
People flock into the stores
from curiosity — and
stay to buy
A demonstration in your store
of the Health Builder records
will attract crowds and create
business. People are fascinated
by this new system of exercising
to music. Thousands have writ-
ten us giving their endorsement
to this big movement. For ex-
ample, Mrs. Charles G. Hickish,
La Crosse, Wis., says: "We wish
to express our delight with our
set of records and exercises. Our
entire family of eight, including
the maid, are taking them. The
children are fascinated with
them and bring in the neighbors'
children to do them."
Here's your opportunity to tie
up with A NEW IDEA, which
is a proven success. This one is
more fascinating and enjoyable
than a new game. It gives the
people something to do to
the music of their phono-
graph, and they like it, just as
they like to dance to phonograph
music.
"Health Builder" records are
sold in sets; each set consists of
five 10-inch double-disc records,
"Health Builder"
Records are sold in
sets consisting of
five 10-inch double-
disc records, 12
charts containing
60 real photo-
graphs, and booklet
of instructions.
with commands and instructions
given in a fine, clear-speaking
voice and specially selected
music for each exercise, 12 charts
containing 60 real photographs
and a booklet of instructions
written in Mr. Camp's clear,
forceful style. This course is
proving itself to be the most
profitable phonograph record
proposition ever put before the
dealer. See for yourself. Mail
coupon today for sample 10-inch
record, with chart and full par-
ticulars to you. We give full co-
operation to help you boost your
sales. Sign and return coupon
today — it does not obligate you
in any way.
Health Builders', Dept. K
334 Fifth Avenue
New York
DAVEGA
Distributor for New York City
831 Broadway
Health Builders,
Dept. K,
334 Fifth Ave., New York.
Without obligation to me, you may send pre-
paid one 10-inch double-disc "Health Builder"
record, carrying four of Walter Camp's "Daily
Dozen," with four charts — and your special
proposition to dealers. I have the privilege of
returning this outfit.
Name
Address
14
THE TALKING MACHINE WORLD
March 15, 1922
SUGGESTIONS AND SELLING IDEAS
(Continued from page 12)
member how popular "Peggy O'Neil" was?
She is not dead yet. Give her a new lease of life
by associating her with Saint Patrick. And her
brother, "Micky O'Neil," the companion piece
that has already begun to share her popularity.
Launch this hit effectively by linking it up with
the Seventeenth of March.
And there are many other selling ideas that
can be utilized in the month of March. There
is the case of the New York City dealer who
last year brought in the universally noted ten-
dency of the wintry winds to blow during this
turbulent month. He introduced a "weather
motif" into his window display in the following
manner:
He first divided his window space in halves
by means of a cardboard partition representing
the exterior wall of a house. The left side was
the outdoor part of the picture and the right
side showed the comfortable interior of a home.
In the outdoor section he concealed a rapidly
revolving electric fan and cut up thousands of
flakes of white paper snow. The whirling snow
effectively and picturesquely gave a shuddering
idea of March weather at its worst.
By way of contrast the other half of the dis-
play offered a living room of the most comfort-
able sort. There was a cardboard fireplace, a
handsome talking machine, a beautiful lamp and
heaps of records strewn about. No need for
explanatory posters. The artistic display pointed
out its own obvious moral. This brainy mer-
chant received many congratulations upon the
cleverness of the idea and he attributes the sale
of a number of machines and of countless rec-
ords to this "Marchy" display.
While on the subject of window trims it might
also be well to speak of one that this same
dealer is going to use this month. This time it
is a Saint Patrick's trim, but, in keeping with
the policy of the store, it will be a departure
from the stale and hackneyed window idea com-
monly used. That is, instead of merely sprin-
kling about the window a profusion of stove-
pipe hats garnished with Shamrocks and clay
pipes, he plans to show his customers some-
thing out of the ordinary.
He is using the same divided window effect
that proved to be such a sure-fire winner a year
ago. The subject is "Exercise," for it features
the "Daily Dozen" exercises on talking machine
records which he includes among his wares. The
left part of the window is given over to the
March Seventeenth tie-up. Its title is: "One
Way to Exercise" and it show a group of Black-
thorn Shillalahs. The trimming is done with
green crepe paper and a large oil painting of
the famous "Donnybrook Fair" has been bor-
rowed from a library for the center of the dis-
play.
"The Modern Way to Obtain Your Daily
Exercise" is the title of the contrasted half of.
the display, which is an arrangement of an
effective exhibit of the "Daily Dozen" system
of exercising. The details of this part of the
trim have not yet been worked out in full, but
the idea is a good one and well worth using by
other dealers who are carrying this proposition.
Use the biting winds of March to blow its
"pep" into your salesmen's lungs. Let us hope
that the Irish displays will imbue them with
the desire to fight hard for more business, not
only in March, but from now on.
GIVING RECITAL IN MIDDLE WEST
Princess Watahwaso, Well-known Victor Artist,
Interesting Large Audiences Wherever Heard
— Under Auspices of Distributors
The Princess Watahwaso, mezzo-soprano and
well-known Victor artist, is touring the Middle
West giving recitals under the auspices of Vic-
tor distributors and dealers. In a large audi-
torium in St. Louis Princess Watahwaso gave
a series of three recitals of Indian songs, dances
and folklore under the auspices of Miss Blanche
Rosebrugh, in charge of the Victor educational
department of Scruggs, Vandervoort & Barney.
Princess Watahwaso also gave a series of re-
citals among the retailers of the Koerber-Bren-
ner Music Co. Among these enterprising deal-
ers was the Cline-Vick Co., which operates many
stores in Southern Illinois. Fay Luyster, who is
in charge of the activities of this company, has
recently completed the salesmanship course at
the Victor factory and is using many of the
helpful ideas gleaned there in the advancement
of this business. Following the completion of
this Middle West trip Princess Watahwaso will
appear in Camden, Bryn Allyn, and will then
return to New York to continue her work in
the New York schools.
INCREASING USE OF SIGNS
Harry Cuddeback, of the Da-Lite Electric Dis-
play. Co., Toledo, O., was a recent visitor to The
World sanctum in the course of his monthly visit
to New York, and spoke in very enthusiastic
terms regarding the general outlook. The in-
creasing use by dealers in talking machines and
music of the signs made by this company is testi-
mony of the keener appreciation by merchants
generally of the value of modern and artistic
advertising methods in bringing the products
which they handle to the attention of the pur-
chasing public.
TO MOVE TO LARGER QUARTERS
The Cable- Piano Co.'s store in Chattanooga,
Tenn., will be moved on April 1 from its present
location at 117 East Eighth street to handsome
new quarters at 115 East Seventeenth street,
where double the present space will be available
for the requirements of the business. The store,
of which J. H. Shaw is manager, reports a large
and growing business in both pianos and Vic-
trolas.
FARGO MUSIC IN NEW HOME
The Fargo Music Co., of Fargo, N. D., has
leased the store adjoining its present quarters
to provide increased floor-space made necessary
by its rapidly growing business. The new store
is one of the most attractive in this section.
What others think
of TONEPENS
"I put on one of the William Tell records on an old $5
Stewart and was surprised that such music could come
from such an old machine."
— A. E. Hoffman, United Y. M.C.A. Schools, N. Y.
"We have tried the sample Tonepen on 73 records and
find no change in the tone and no noticeable scratching
noise."
— Kahn's Music Shops, Boston, Mass.
"We . . . find it the best needle . . . we have ever had."
— The Martz Music Shop, Kokomo, Ind.
"We found this needle to be very satisfactory indeed."
— Manophone Corporation, Adrian, Mich,
"We believe these are the best needles yet tried."
— New Mexico Phonograph Co., Albuquerque, N. M.
"I am much pleased with the sample Tonepen which
you sent me."
— /. H. Ellis, Milwaukee, Wis.
TEST THE TONEPEN AT OUR EXPENSE
Write for free samples and attractive dealer offer
TONEPEN COMPANY
2 17- A Center Street New York City
March 15, 1922
THE TALKING MACHINE WORLD
15
IIIIIIIIIIM
I Is There a Definite Science of Talking Ma- j
I chine and Record Salesmanship? by w. Braid white |
Ever since men began to think in terms of
scientific accuracy about their daily affairs there
has been more or less attempt to formulate some
sort of science of business conduct. The aim has
always been to provide a set of rules whereby a
man may direct his thinking, and translate that
thinking into action, in such a manner as to give
him the result to which he naturally looks for-
ward as the reward of his efforts.
Within the last generation many efforts have
been made to translate rules for business guid-
ance into practical form from a basis of scien-
tific reasoning. Unfortunately the attempt has
been founded on premises often patently false
and sometimes even nonsensical. But within
the last ten years the art of salesmanship has
been studied under conditions which allow for
something like precise and scientific observation,
and it ought by now to be possible to state with
some approach to finality what that art really
amounts to and how much of it can be charted
and plotted in a scientific way. In other words,
we should be able now to answer these ques-
tions:
Is there a science of salesmanship?
Can it be applied in daily life?
To which, in our case, may be added a third
question: How far, supposing that a favorable
answer can be given to the other questions, can
any rules or principles be applied to the art of
selling the talking machine, its records and its
accessories?
The Suggestion Fallacy
A good deal of what is called "scientific sales-
manship" rests upon theoretic considerations
whose validity has never been above question
and, in fact, has frequently been called in ques-
lllllllllllllllllllllllllllllllillllllilllllira
tion. Some years ago there was a craze for
teaching the mental-suggestion sort of salesman-
ship, the "look your man in the eye" sort of
salesmanship, the sort of salesmanship which de-
pended upon committing to memory a lot of
rules intended in fact to give the salesman the
power to persuade the prospect against the lat-
ter's will. It was a combination of psychological
misinformation with undigested hypnotism,
mixed into a sort of literary hotch-potch and
sold to gullible young persons as an infallible
method for coining money out of the profession
of salesmanship.
The Scientific Basis
Like all previous business panaceas this one
has pretty nearly had its day. In the reaction
from its absurdities there has been a tendency
to overlook the fact that salesmanship is as
much a matter for analysis as is any other fea-
ture of men's daily conduct. Genuine psychol-
ogy simply tries to find out everything about
why men do thus and so in given conditions.
Now the man who is trying to sell anything,
whether a talking machine or a million-dollar life
insurance policy, is undertaking a task in which
obviously it will be extremely important for him
to do everything in the best way possible. He
needs all the help he can get. Hence the impor-
tance of any scientific inquiry into those mental
processes and physical actions which together
make up the work of selling or of trying to sell.
The Order-taker Ideal
In the talking machine industry we have not
proceeded much beyond the old "order-taker"
ideal. That ideal is most perfectly represented
by the department store clerk. The woman who
goes to a department store to buy has usually
iiiuniiiiiiiiiiiiiiiiiD
been persuaded in advance by newspaper adver-
tising. She is usually after a bargain; and if she
is not after a specific bargain she is looking
around to see what she can get for a certain sum
of money in terms of some goods which she
wants or needs. The clerk does not need to do
any scientific work with her, for she knows what
she wants and in most cases cannot be per-
suaded to do anything which she had not pre-
viously determined to do. To the department
store's customer then, the clerk is principally a
sort of mechanism for showing goods and giving
information about them in response to ques-
tions. Not once in a hundred times is there, or
can there be, any systematic salesmanship.
Consider the Opportunity
It might be argued by some that talking ma-
chine salesmanship is really not much better. Yet
this would be a great mistake. For there is just
as much opportunity for the display of selling
talent in retail talking machine stores as in the
offices of bond brokers. The American people
are popularly supposed to be thoroughly ac-
quainted with the merits and beauties of the
talking machine and to need no education in re-
spect of its desirability as a possession. Yet this
is not so. The American people are gradually
getting to that frame of mind, but they have
yet a long way to go. Neither in reference to
principles of value, nor in respect of musical
choice, nor as regards appreciation of its pos-
sibilities, has the public in general any adequate
ideas about the talking machine. The task of
placing these ideas before the American people
in an effective manner is a task of peculiar impor-
tance just now and one which should engage the
(Continued on page 18)
Inauguration Day
Seven years ago Pearsall
Service was inaugurated*
It's been the leader ever
since.
Ask any Pearsall Dealer — he will tell you
"Desire to Serve Plus Ability"
10 EAST 39th ST
NEW YORK CITY
16
THE TALKING MACHINE WORLD
Maech 15, 1922
4000 Subscriptions
March 15, 1922
THE TALKING MACHINE WORLD
17
Testify for this Service
NON-SUBSCRIBING Columbia Dealers should carefully consider the weight
of this recommendation now. Merchandisers generally are learning
that the creation of a buying impulse at the place of sale is the most effective
form of present-day advertising.
People buy more carefully today. Window-
shopping precedes nearly every purchase.
How do your windows explain the attractive-
ness of your merchandise and your service?
They used to go looking to see what they
could buy.
What is there about your displays that over-
rules present-day caution?
Most folks want more things than they have
dollars to spend.
How do you argue that they need music —
instead of something else?
The desire for music still exists.
What is there about your exhibit which
stimulates this desire?
Not so long ago any record was wcrth a dollar.
What is there in your windows to satisfy
anybody there's 75c worth of real fun in
every Columbia Record ?
As far as appearance goes, one record looks
pretty much like another.
Who can prefer the Record by Jolson or Van
and Schenck unless they know these artists
sing only for your Records ?
A mere phonograph and some records in the
window don't mean as much as they did.
How do you illustrate the enjoyment a
Grafonola will bring unless the Records it
will play are made pictorially interesting ?
There are prospects passing your store regularly
who have never come in
Has your store faded into the surrounding
scenery to them, or do you keep it fresh and
interesting by constant change in displays?
These are modern conditions. It is penny- wise and pound-
foolish to economize on your valuable display windows
at the expense of store sales. We urge you to join the
ranks of the big majority of Columbia Dealers who have
found the Display Service profitable. If it sells only one
75c Record every three days, you re not spending a cent.
Send your subscription for the Columbia Monthly
Display Service, to begin with this April list issue, to
your regular Columbia Distributor, at once. Regularly
thereafter your postman will deliver a complete mid-
month and 20th list trim which will relieve you of
chronic window-worry at the small cost of $3 a month.
COLUMBIA GRAPHOPHONE COMPANY
New York City
Dm<s£s
Roll On Silwry Moon
JtcmcmoerTlw Rose
' O009,?'
75«
18
THE TALKING MACHINE WORLD
March 15, 1922
The ALBUM metbod EXCELS all other RECORD FILING systems EVER TRIED
V Price Reductions xt
35% lo Wk
within the past year. It will be to your
interest to write us for prices before plac-
ing further orders for Record Albums.
Please mention quantity, as large orders
help some in lowering costs.
We guarantee satisfactory Albums.
SELECTING THEIR FAVORITES
OUR ALBUMS ARE MADE TO CONTAIN VICTOR.
COLUMBIA, EDISON, PATHE. VOCALION AND
ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
New York Office, 54 Franklin Street, Telephone, Franklin 1227, James E. Maguire, Representative
THE PERFECT PLAN
THE SCIENCE OF SALESMANSHIP
(Continued from page 15)
attention of all retail merchants. Just as soon
as it is generally recognized by business men
that in our industry the selling ot taikmg
machines and records at retail is a subject which
cjii be scientifically formulated and studied
there will be, we think, a movement which will
not be checked until it has placed the entire
matter of music-means merchandising upon a
new and permanent level of method and system.
There Is a Science
There is indeed a science of talking machine
selling. It has nothing to do with secrets, with
suggestion or with half-baked pseudo-psychol-
ogy. It, however, rests upon the unshakable
basis of genuine psychological observation; that
is to say, upon observations which have been
made solely with a view to discovering why men
act thus and so in these or those conditions.
This science of talking machine salesmanship is
not yet completely formulated, but its main out-
lines may be laid down very briefly. In so lay-
ing them down the writer asks the indulgence of
the reader for any faults or crudeness of expres-
sion, since the whole subject is very new and
its paths almost as yet untrodden.
Five Leading Ideas
In the first place, then, we may say that the
selling of talking machines involves the follow-
ing ideas:
1. Clearly realizing ourselves that the ob-
ject of the sale is, fundamentally, to put the
buyer in possession of means to entertainment,
pleasure, interest, through the medium of repro-
ducing music in any of its forms.
2. Clearly realizing likewise that the prospect
is only half convinced of this fact in advance,
since the best of advertising copy can but start
into action processes of thought in the pros-
pect's mentality.
3. Understanding consequently that the first
requisite of the salesman is that he or she be
personally persuaded that the talking machine
is an unsurpassed instrument for musical enter-
tainment, pleasure and education; which involves
and necessitates the salesman's personally using,
and enjoying the use of, the talking machine,
knowing its musical possibilities, appreciating
its powers, understanding how to dance to its
music, • listen to its music, enjoy and know its
music.
4. Learning how to tell the prospect a story
which will bring that man or woman into ap-
proximately the mental state toward the talk-
ing machine which the salesman already pos-
sesses.
5. Demonstrating that there exists a mone-
tary basis on which the prospect may organize
the possession of the entertainment, pleasure
and education which has been envisaged by the
salesman, without undue hurt to his present finan-
cial condition, engagements or prospects.
A REAL MONEY MAKER
Patented
1914
Patented
1914
If you are not familiar with the new
BOSTON INTERCHANGEABLE LEAF ALBUM
Be sure to send for a sample immediately. The envelope leaves may be changed at
will. This new feature made possible only by our newly patented wood-back.
Remember, when you sell Real Merchandise, your customers will never trade elsewhere.
^BOSTON BOOK COMPANY
501-509 Plymouth Court CHICAGO, ILL.
These five simple ideas comprehend the entire
technique of salesmanship and embrace demon-
stration, talk and close. They are formulated
here strictly in accord with what is known of
the probabilities of individual reaction toward
the talking machine as a possible purchase, in
the light of accepted psychological investiga-
tion,, such as may be studied in detail in the
works of the best authorities on business science.
In the course of a short article like this no more
can be done than clear the ground in order that
the salient facts to be grasped may be set forth
in their full light.
With these preliminary considerations, then,
let us close this present article, hoping to reopen
the subject and consider in detail the ideas here
briefly foreshadowed, in a further article at an
early date.
1906 ADVERTISING SELLS RECORDS
Woman Selects Three Caruso Records From
Program Issued Sixteen Years Ago
James J. Davin, secretary of the Reincke-Ellis
Co., cites a case that came to his attention re-
cently to prove that there is no accurate way of
judging the time it takes for advertising litera-
ture to exhaust its selling power. A woman re-
cently visited the store of the E. W. Owens Co.,
Mankato, Minn., and asked to hear some records
from a program she held in her hand, finally
purchasing three Caruso records. The clerk
asked to see the program and discovered that it
was one issued in 1906, entitled: "Three Pro-
grams by the Master Musician — the Victor-
Victrola." Doing business on advertising sixteen
years old probably sets a new record — it proves
that an investment in publicity is continually
paying dividends.
TRENTON STORE IS ENLARGED
Trenton, N. J., March 4.— Joseph P. Fee, pro-
prietor of the Record Shop, 236 North Warren
street, has enlarged his store and made a number
of other improvements to take care of increasing
business. Mr. Fee was the first dealer to open a
phonograph shop in Trenton, having started eight
years ago with a practical experience in talking
machines and their' construction. The repair end
of the business has been greatly enlarged to
facilitate the handling of repair work.
BECKER'S DOG LIKES MEDICINE
John H. Becker, the talking machine repair-
man, of 1207 Chestnut street, Milwaukee, Wis.,
has a dog that is proving a good advertisement.
The dog, a bull terrier named Pyro, has learned
to take even the bitterest medicine without a
whimper and is used as a shining example by
the parents in the neighborhood who desire to
dose the children with castor oil or other medi-
cine bitter to the youthful taste.
The Talking Machine World, New York, March 15, 1922
Wonderful Sellers
Timely Releases
Records
The Records of Quality
OKeh Dealers get the hits while they are hits!
You know what that means — Rapid stock turn-
over and the good will of your patrons.
These six best sellers are the last word in
superb recording, novelty and "pep." That's
what the public wants and that's what you will
find in all OKeh Records.
Six Best Sellers
4477 f I'VE GOT MY HABITS ON— Fox-trot Joseph Samuels' Jazz Band
10-in. <{
75c i MUSCLE SHOALS BLUES — Fox-trot Harry Raderman's Jazz Orchestra
4519 ; WHEN SHALL WE MEET AGAIN?— Waltz Erdody and His Famous Orchestra
107™c| BY THE OLD OHI° SHORE— Waltz Joseph Knecht's Waldorf-Astoria Dance Orchestra
4497 r BLUE DANUBE BLUES — Fox-trot Blue Diamond Dance Orchestra
10-in. J
75c KA-LU-A — Fox-trot. Hawaiian Guitar Effect by Virginia Burt .... Blue Diamond Dance Orchestra
4498 f THE SHEIK OF ARABY— Fox-trot,
lQ.-m J Ray Miller, Melody King, and His Black and White Melody Boys
75c [ FOUR HORSEMEN — Fox-trot Glantz and His Orchestra
4515 r SONG OF INDIA— Fox-trot Glantz and His Orchestra
10-in J
75c I WHEN BUDDHA SMILES— Fox-trot Glantz and His Orchestra
4522 r ATT A BABY — Fox-trot Tampa Blue Jazz Band
10-in. J
75c |_ UNCLE BUD (Tennessee Blues) — Fox-trot Tampa Blue Jazz Band
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York City
March 15, 1922
THE TALKING MACHINE WORLD
19
| Dealers Tell of the Hardest Talking Machine I
| Sale They Have Ever Made - Bv Frank h. wiuiams |
lllllllllllllllllllllllllllllllllllli;illlllllllllll!lllilllllllll!l!llllllllll!llii
What is the hardest talking machine sale you
ever made, Mr. Dealer? How did you put it
over?
It is always worth while for a dealer to think
over his hard sales every now and then for the
purpose of checking up on the points that en-
abled him to put the sales over and in. this way
gain suggestions and ideas for putting over other
hard sales.
For the purpose of learning how some suc-
cessful dealers have clinched their hardest sales
of talking machines the writer recently inter-
viewed a number of successful dealers. And, un-
doubtedly, other dealers will be able to get good
pointers from the things said by the men.
Here, for instance, is what a leading Middle
Western dealer in talking machines had to say
about his hardest sale:
"I think my hardest sale," said this dealer,
"was to a very well-to-do retired farmer. This
farmer had never had any real money in his life
until within recent years, when his farm land
increased in value to unheard-of heights and
then he sold out at the peak price and retired
to the city to 'spend the rest of his days. This
farmer brought to the city with him his wife
and his orphan granddaughter, and he also
brought with him an ingrained tightness which
made it almost impossible to get him to loosen
up and buy anything beyond the mere necessities
of life.
"I got on to this farmer through a patron
of mine who told me I ought to sell the farmer
a talking machine, because he enjoyed music and
had plenty of money to spend for phonographs
and other things. Of course I went around to
see this prospect at once — -as it looked good
for a quick sale. But — nothing doing! The
farmer was perfectly willing to talk — in fact,
I think he was mighty glad to have someone
to talk to. But as for even considering the
purchase of a musical instrument — I should say
not!
"This old man interested me because he was
such a hard nut to crack and because he seemed
to take an evident delight in watching me butt
my head against a stone wall and because I
felt that some time or other someone would sell
■ Checking Over the |
J Points Which Helped |
■ Close a] Difficult Sale ■
■ May Uncover Some |
■ Valuable Sales Hints ■
him a talking machine and I couldn't see why
I shouldn't be the person to do so.
"So I kept on calling on him. Eventually we
became friends. Finally, I learned that he had
one worry in life — his pretty granddaughter,
who was just about twenty years old, didn't
stay home in the evenings hardly at all. She
didn't do anything wrong, of course, but she
preferred to spend her evenings at the homes
of her girl friends, rather than at her own home.
"As soon as I learned this I saw that I had an
opening. Right away I talked to the girl, to
whom I had been introduced and found out
that she liked music and dancing and that at
her friends' homes there were talking machines
and dance records and that she had a fine time
at these homes dancing and listening to the
music.
"After this talk with the girl I felt certain that
I would soon make the sale. I went right back
to the store, got out a $250 machine, stocked it
with a good supply of dance- records, popular
music and records of the sort of music I knew
the old man was interested in and sent it out to
his house with a note reading like this: 'This
machine and these records will keep your grand-
daughter at home nights.' I instructed the de-
livery man to give the farmer the note first be-
cause he had positively refused time and again
to let me send a machine out on trial. I felt
sure this note would win a hearing for the ma-
chine. I was right. The note did win a hearing
for the machine. And eventually the sale was
made. Since then this retired farmer has be-
come one of my best patrons in purchasing
records.
"And my deduction from all this is that when
it comes to hard sales you can generally find
some opening which will lead to a sale if you
will become friends of the prospects rather
than treating them merely as prospects alone."
Another successful Middle Western talking
machine dealer had this to say about his hard-
est sale:
"My hardest sale was to the trustee of a town-
(Continued on page 20)
WHY NOT THE BEST?
The old established fact that the Best is the Cheapest
is particularly true of Talking Machine Needles.
DE
ALWAYS INSIST ON GETTING
LUXE NEEDLES
and you won't be disappointed.
Duo-|one Company, Incorporated
Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.
DON'T FORGET THESE FACTS
Perfect Reproduction of Tone No Scratchy Surface Noise
PLAYS IOO-20O RECORDS
FuI1 Tone Medium Tone |
§ Three for 30 cents (40 cents in Canada) ^
20
THE TALKING MACHINE WORLD
March 15, 1922
DIFFICULT TALKING MACHINE SALES
(Continued from page 19)
ship near our city. This man was a backnum-
ber all right. He wouldn't buy a tractor for his
farnij he wouldn't have a farm lighting system
installed, he wouldn't have a phone in his house.
But he was genial and likable and had a big
following in his township. I knew that if I
once sold him a machine I could make a lot
more sales in that township on the strength of
the trustee having purchased a machine of me.
"So I worked on this trustee hard. I took a
talking machine to his home and demonstrated
it I made friends with him, had him look me up
when he came to town and pumped him full of
information and enthusiasm about music. But
still he wouldn't buy — he simply couldn't get out
of his lifelong rut — he simply couldn't get into
the attitude of mind where he could feel that a
'new-fangled contraption' such as the talking
machine was actually worth the money asked
for it.
"I almost despaired of ever making a sale to
this man, but I persisted in my efforts, trying out
new angles of attack from time to time. And
at last my efforts met with success. And what
do you suppose it was that put the sale over?
Simply making a sale to his township political
rival! It was merely by chance that I learned of
a bitter rivalry between the two men. The min-
ute I learned of this rivalry I saw my chance. I
told the rival that a talking machine in his
home would bring people to his home and there-
by help him in politics. He saw the point at
once and purchased a machine. Then I went to
the township trustee, told him what his rival had
done and how it was helping the rival's political
aspirations and I then told the township trustee
that it was up to him to get an instrument at
once and combat the inroads on his popularity
which were being made by his rival's talking
machine. And the sale was closed right then."
A third dealer, in speaking about his hardest
sale, said:
"While it is rather difficult to pick out some
specific sale and say that it is the hardest sale I
ever made, still I can tell you about one recent
sale which was very hard indeed.
"This sale was to a women's club. The club
as a whole wanted the machine but, individually,
the club members felt they shouldn't obligate
themselves for the expense involved. And so
while the sentiment was all for a machine the
sale hung fire from week to week and from
month to month.
"I suggested various methods of raising money
— such as an amateur play. The club finally did
decide to give a play, but the proceeds amounted
to only $47.65, and it then looked as though the
sale was off for good.
"But I continued skirmishing around for ways
and means of raising the money. Finally I hit
on the idea of having the club give a rummage
sale. I suggested that every member of the club
contribute something toward the sale in the way
of old clothes, old furniture, etc. This idea took
in spite of the failure of the play idea. After
much work the club raised $75 in this way. Six
months later they had another rummage sale
which realized even more money. And the talk-
ing machine was purchased. But it sure took a
lot of hard thinking and digging on my part to
get the money for that club to pay for the ma-
chine !"
Aren't there suggestions and ideas in all this
for other dealers and talking machine salesmen?
Here's hoping so. And if other dealers and
salesmen do get some good out of this article,
then the interviewing and writing will have
been worth while.
NEW OKEH AND F0NQT1PIA JOBBER
Lansing Sales Co., of Boston, Appointed Dis-
tributor for New England Territory
Boston, Mass., February 17. — The Lansing Sales
Co., of this city, general talking machine acces-
sories, distributor for the New England terri-
tory, has been appointed a distributor for Okeh
and Fonotipia records. The Lansing Sales Co.,
under the enterprising direction of A. J. Cullen,
president, and R. G. Lipp, secretary and man-
ager, is excellently equipped to handle these
lines. Not only is the organization live, but it
has built up for itself a wide circle of friends
throughout New England through the quality of
service rendered in other accessories in the past.
CHALIAPIN RECORDS POPULAR
The recent visit to the United States of Feodor
Chaliapin, the noted Russian basso, and his suc-
cessful appearance with the Metropolitan Opera
Company and in concert, gave a great stimulus
to the sales of his records, three of which are
produced by the Victor Co. in its March list.
The great voice of this masterful singer is splen-
didly reproduced, and the demand for his records
is quite a tribute to the increasing musical taste
and appreciation of users of talking machines.
99
"COURTESY
To Our Customers We Owe All— To Them We Give All
The unfailing courtesy of
our personnel lends
mutual feeling of
pleasure and good
fellowship to our
intercourse with dealers.
COHEN & HUGHES
Wholesale Exclusively
BALTIMORE WASHINGTON
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Best Oil For Any Talking Machine
In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, or become rancid.
Sportsmen find it best for guns because it prevents
rust.
NYOIL is put up in 1-oz., 3-oz. and 8-oz. Bottles
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIAM F. NYE, New Bedford, Mass., U.S.A.
DISPLAY WINDOW AS SALES FACTOR
Artistic Windows Arranged by Milwaukee Deal-
ers Win Praise of Evening Sentinel
The artistic display windows of talking ma-
chine dealers in Milwaukee have been the subject
of much praise from the Evening Sentinel of
that city. The novel window display recently
made by the Lyric Music Co. came in for par-
ticular comment in this wise:
"The old-time conservative window display of
the music store is giving way to the latest in fea-
ture advertising, in accordance with modern pub-
licity methods. Talking machine dealers, espe-
cially, are finding the window display an effec-
tive means of advertising their records.
"One of the most interesting displays is that
of the Lyric Music Co., 86 Wisconsin street, ad-
vertising the new Brunswick record 'Ty-Tee.'
'Ty-Tee' is a South Sea maiden and the display
depicts a scene on a tropical island, with a
painted background and small palms, dolls in
Tahitian costume, a lagoon and a bamboo hut in
the foreground. A bright orange moon in the
background makes the window very attractive
in the evening. Mrs. J. C. Roussellot, wife of
the proprietor of the store, is the designer."
The Valentine day window display made by
the Badger Talking Machine Co. also came in
for favorable mention, the red hearts and Cupids
against the black records with the famous Vic-
tor dog wearing a huge heart about his neck,
made, in combination with love ballads and ap-
propriate records for Valentine day, a very ef-
fective display.
The artistic use by dealers of Lincoln por-
traits in connection with well-arranged record
displays on Lincoln's birthday also attracted
much favorable notice.
As the Talking Machine World has been em-
phasizing month after month a little intelligent
interest in the window in the way of artistic
displays on holidays and current events will dp
much to bring the talking machine store and its
products to the attention not only of the gen-
eral buying public but to all those interested in
progressive merchandising.
RHOADES-ROACH CO. CHANGES HANDS
Larned, Kan., February 28. — The Rhoades-Roach
Music Co., here, which has been in the hands of
a receiver for some time, was sold at a bank-
rupt sale last week to C. A. Ammerman, pro-
prietor of Ammerman's Music Shop and Book
Store, at Kingman, Kan. The name of the bank-
rupt concern has been changed to The Music
Shop and S. C. Clinesmith has been placed
in charge. Pianos, musical instruments and sup-
plies of all kinds and talking machines are han-
dled.
Masch 15, 1922
THE TALKING MACHINE WORLD
21
A $10,000 Man Will
Go to Work for You for
as Little as $5 a Month !
One of the best known phonograph sales promo-
tion men in the country offers a service to phono-
graph and music dealers at a price so low that it
seems beyond belief. Except in rare instances,
the profit on the sale of one additional $250.00
phonograph will pay for a full years service.
He maintains an office in Chicago, asyour head-
quarters, and acts personally for you in all trans-
actions with manufacturers and distributors.
He acts as your advertising manager, furnish-
ing each month a series of advertisements full
of pep and sales power for each standard line
of phonographs.
As your sales promotion man he assists with
all phases of your sales problems.
Special literature such as letters, folders,
booklets, circulars, etc., will be produced
in quantities and distributed at minimum
prices.
Idea Bulletins will be sent regularly pre-
senting new plans for stimulating busi-
ness.
Assistance is given in the solution of
any problem of your business, includ-
ing advertising, sales, financial, organi-
zation, collections, etc.
This
Booklet
Costs You
Nothing.
Send for
it today.
^.C. ******
229
You have personal representation in
Chicago to handle details or transact
any business for you.
Above are only a few of the many
things which constitute W. C.
Eckhardt Service. The complete
story is told in the booklet illus-
trated. Leading Jobbers endorse
this service.
It Costs You Nothing to
Find Out
Send for this Booklet
NOW!
W. C. Eckhardt
229 So. Wabash Avenue
Chicago, 111.
22
THE TALKING MACHINE WORLD
March 15, 1922
Two male trios with a fine orchestral back-
ground. "The Sheik" and "Granny," both
sung by Hart, Shaw and Clark— a new
combination added to the big staff of Colum-
bia artists. A-3556.
Columbia Graphopbone Co.
NEW YORK
KELLEY CO.'S NEW STORE OPENED
Formal Opening Attended by Over 5,000 People
— New Establishment Is One of the Finest in
West Virginia — Large Columbia Grafonola De-
partment Feature of Second Floor
Fairmont, W. Va., March 6. — The formal
opening of the Kelley Music Co.'s new store, at
420 Main street, this city, has just occurred, with
a large turnout of the residents of this and the
adjoining territory. It is estimated that over
5,000 persons visited the handsome music shop,
which is one of the finest in the Mountain State.
The new music shop has an area of 4,500 square
feet. The lower floor, especially, is said to be
the largest single room devoted to the display
of musical instruments in West Virginia and is
equalled in size only by stores in other cities.
The upper floor is given over principally to the
Columbia Grafonola department where eight rec-
ord demonstration booths are installed. Each
of the booths is sound-proof and handsomely fur-
nished with comfortable settees and heavy rugs
on the floors.
The front portion of the street floor is a large
reception space, with rugs on the floor and chairs
for visitors, and a few instruments are cleverly
displayed, including a Duo-Art reproducing piano.
From this section one passes along an aisle lead-
ing between the rows of record shelves to the
business office at the rear and also to the wide
stairway to the lower floor which embraces the
main display of pianos, player-pianos, the com-
plete Columbia Grafonola stock and the player
demonstration rooms.
The decorations throughout are artistic and
an original color scheme of soft tones of tan has
been utilized to splendid effect. An ivory tint
has been used throughout the lower floor and on
the walls candelabra effect lighting fixtures are
used in addition to handsome overhead fixtures
which diffuse a brilliant glow of light.
W. G. Kelley, the proprietor, has been engaged
in the music business in Fairmont for the past
twelve years and is widely known in the State.
For ten years his place of business was but two
doors from his new location. In addition to the
Duo-Art piano Mr. Kelley also handles the Stein-
way, J. & C. Fischer, Packard, Stultz & Bauer,
I.udwig and Behr Bros, pianos and player-pianos
and is exclusive Columbia Grafonola dealer.
Souvenirs were presented to all callers on the
opening day and an orchestra furnished special
music.
NEW RECORD EXCHANGE AT NIAGARA
Niagara Falls, N. Y., March 3. — The Phono-
graph Record Exchange Co. of America, which
has established record exchange branches in
several States and is planning many more stores
in various parts of the country, has established
a branch here, under the management of Miss
Lillian Walters. Records are exchanged here
for others on payment of ten cents by customers.
ALBE-RI CAMPS&LL
1 1 ii i ii n i mi 1 1 ii inTTTrr
In Concert and Entertainment
Personal Appearance of
Eight Popular Victor
Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1921-1922
Sample program and particulars upon request
P. W. SIMON, Manager
1658 Broadway New York City
Famous Ensembles including
Campbell & Burr - Sterling Trio - Peerless Quartet
NEW LINES FOR HARRIS=LOEB CO.
Latest Addition to New Orleans Trade to
Handle Lyon & Healy Pianos and Brunswick
Phonographs — To Open Early in March
New Orleans, La., February 28. — The Harris-
Loeb Piano Co., which has just been organized
here, has announced that it will become the
agent for the Lyon & Healy piano and for the
Brunswick talking machine. A carload of Lyon
& Healy pianos is on the way and will arrive
about the time that the building is ready for
occupation.
Mr. Harris and Mr. Loeb have just returned
from the East, where they have consummated
the deal for the new agencies, and both have
expressed themselves as highly appreciative of
the wonderful reception accorded them during
their visit.
The home of the new piano firm at 315 Ba-
ronne street will be ready for occupancy during
the early weeks of March.
NEW POST FOR FENTON STEEL
Becomes Member of Sales Staff of New York
Talking Machine Co.
Chas. B. Mason, sales manager of the New
York Talking Machine Co., Victor wholesaler,
announced this week the appointment of Fenton
Steel as a member of the company's sales staff.
Mr. Steel, who is a brother of John Steel, the
well-known vaudeville and musical comedy star
and exclusive Victor artist, will work under H.
M. Kelley, of the New York Talking Machine
Co.'s sales staff, who is handling the metropolitan
territory.
Arthur D. Geissler, president of the New York
and Chicago Talking Machine companies, left
recently for Chicago, where he will probably
spend about six weeks al the headquarters of the
Chicago Talking Machine Co. D. A. Creed, gen-
eral manager of the Chicago Talking Machine
Co., arrived in New York the early part of
the month, subsequent to the marriage of W. C.
Griffith, sales manager of the company.
H. E. PARKER PASSES AWAY
Former Member of Columbia Co. Advertising
Department Dies From Pneumonia
Henry E. Parker, for several years associated
with the advertising department of the Columbia
Graphophone Co., and more recently a member
of the copy staff of the Hanff-Metzger Co., New
York, died a fortnight ago from pneumonia after
an illness of two weeks. Mr. Parker was well
known in musical and advertising circles, having
been identified with the Columbia organization
during 1911. 1912, 1913 and 1914.
The Carney-Neece Music Shop, of Okmulgee,
Okla., has just been completely remodeled and
several new record demonstration booths have
been added.
March 15, 1922
THE TALKING MACHINE WORLD
23
(NO. Ill)
Dear Bill:
Yes, the Blank Music Co. has just gone out
of business and the events leading up to this in-
cident are so clearly defined and yet so little
realized by the average talking machine dealer
that I am going to pass them along to you for
analysis and also as a warning of what can
happen when a business gets into a rut and
the dealer fails to realize the fact.
Five years ago this concern was one of the
most progressive in this part of the State. For
a year or so business remained good and the
company made a substantial profit and then
trade commenced to die down gradually and
the profits declined accordingly, until Mr. Blank
was running his store at an actual loss. The
failure followed.
As I size up the situation, Mr. Blank got
into a rut from which he seemed unable to
extricate himself. He did the same things in the
same way with a monotonous regularity, which
finally ruined him. He built up a prosperous
business by hard work and attention to details
and then lay down on the job when he was
fairly started. He came to the erroneous con-
clusion that since he had made a reputation for
himself and his business he could sit back and
reap the profits from a few years of hard work
indefinitely. His advertisements were mere an-
nouncements of the line which he handled, win-
dow displays consisted of showing a few in-
struments and records without any effective at-
tempts at originality and freshness, and he made
no serious attempt to build up his business by
the acquisition of new customers.
In short, his establishment became similar
to any one of a hundred in the surrounding
communities and he found to his sorrow, when
it was too late, that the growth of a business
depends entirely upon continued aggressiveness
and hard work as well as the constant search-
ing and taking advantage of new plans to in-
crease business and arouse the interest of the
public.
When a business has reached that stage known
as a "growing concern" it has reached a danger-
ous period in its growth. From this time on-
ward the enterprise continues to grow or stands
still for a short period and then retrogresses.
A business will grow only in proportion to
the ability and growth of the human units which
compose the personnel. There must be a con-
stant striving to surpass past performances. Each
window display should be equal to or better
than the last. Perfection of service, complete
stock and facilities for the comfort of patrons
all tend to bring a business to a state of pros-
perity. Advertising, free publicity, effective cir-
cularization of prospects, unique plans for the
stimulation of trade and for the purpose of add-
ing new names to the prospect list, are all prime
essentials to success and not one of them should
be overlooked or slighted. Trade papers in
the talking machine field are an invaluable help
in bringing to the dealer the experiences and
plans of other dealers which have proved suc-
cessful and many of these can be duplicated
with advantage.
In closing, I want to emphasize that while
there is nothing new in these few paragraphs
they are items which are liable to be slighted
and if the failure of the Blank Music Co. has
made you analyze your business methods I shall
have done some good.
As ever,
EFFECTIVE VICTOR ADVERTISING
The Presentation of the "Victor Immortals" in
Magazine Advertising Proves Most Timely
The great value of the talking machine in pre-
serving to posterity the voices of great artists
who have passed away was emphasized with par-
ticular strength by the Victor Talking Machine
Co. in an unusually attractive advertisement
which appeared on the back cover of recent is-
sues of the Saturday Evening Post. The adver-
tisement, which represented the reproduction
from a bas relief, showed the busts of famous
Victor artists who have passed away, among
them those of Caruso, Powell, Williams, Plan-
con, Patti, Tamagno, Gilibert and Gerville-
Reache, above the caption: "Victor Immortals."
The Victrola has transformed their art into a
living reality that will endure for all time.
Coming at a time when much interest is being
shown in the establishment of the Caruso Memo-
rial Foundation and the celebration of Caruso
Week the advertisement was timely.
TRNSTATE MUSIC CO. OPENS STORE
Concern Whose Activities Extend Over the
States of Ohio, Pennsylvania and New York
Secures Location in Conneaut, O.
Conneaut, O., February 28. — The Tri-State
Music Co. has completed arrangements for the
location of its headquarters here. The site which
the company has secured is on Harper street, one
of the best locations in this vicinity. H. A.
Copeland, president of the concern, states that
pianos, player-pianos, talking machines and small
musical instruments of all kinds will be handled
and a large repair department will be installed.
The activities of this company cover the States
of Ohio, Pennsylvania and New York.
What people do not understand they oppose;
therefore, the talking machine salesman must im-
plant in the mind of the prospect a clear knowl-
edge of the instrument which he represents and
prove to the prospect's satisfaction that his ma-
chine is a worth-while product.
HARPONOLA
The Phonograph with the "Golden Voice"
c
ommon Sense
The factor that de-
cides whether you
make a little or a
lot of money in the
phonograph busi-
ness is your ability
to convince your
customers of some
very simple, easily
understood facts.
Briefly: — To make a lot of money,
you have to show your trade that
there are no longer any exclusive
patents and improvements in talk-
ing machines — that any maker,
who honestly wants to, can build a
fine and satisfactory machine-
then show the customer that you
have such a machine, and this last
is the easiest part if you happen
to be selling the Harponola.
If you doubt your ability to con-
vince people of
these easily proved
truths, then your
only choice is to
handle a heavily
advertised machine
and be satisfied
with your small
share of a trade
that is distributed
among a great host
of dealers.
We have many
hustling dealers
who are making huge profits with
us because the available business
for the "independents" is hardly
yet scratched.
Later, there will be greater compe-
tition, even in our particular field.
The subject is worth investigating
carefully. Ask for the Harponola
proposition.
THE HARPONOLA COMPANY
101 MERCELINA PARK
CELINA. OHIO
Edmund Brandts, President
24
THE TALKING MACHINE WORLD
March 15, 1922
Qfte longer you
play it Me
sweeter it grows
capacity
\finitc pains
By the chalk mark indicated above
under the searchlight, the inspector
had actually marked an imperfection
of cabinet when the photographer
flashed his camera.
When the camera man looked he
was scarcely able to find the defect
for which this instrument u as being
sent back.
Cheney cabinets areartisticmaster-
pieces. They are recognized by con-
noisseurs as among the best modern
adaptations of the world's most
beautiful furniture designs, the
period styles of Old England.
Regular Models retail from $115
to $325.
CJlieMan IVho Snaps \His 9mgers
at the ^hole Cheney 9actory
Here is one man — the Cheney inspector — who cares
nothing for the opinion of any workman or any foreman in
the Cheney factory. He is accountable to and takes his
orders only from the executives of the Cheney Talking Ma-
chine Company. They have issued strict instructions to him
that before any Cheney instrument leaves the factory it must
be as nearly perfect as a phonograph can be made. Without
fear or favor, he rejects every Cheney that shows even the
tiniest blemish.
Stand and watch him. Get down under his searchlight,
and try to discover some of the infinitesimal imperfections
which he demands must be corrected before the instrument
shall leave the factory.
It may surprise you to learn that standards worthy of the
most exacting arts are maintained in this commercial organiza-
tion— that here fineness and quality of product, and reputa-
tion for superiority are placed above all else.
Cheney Talking Machine Company, Chicago
^jhe Cheney
The Master Instrument
March 15, 1922
THE TALKING MACHINE WORLD
25
piiiiiiiiiiiiiiiiiiiiiimiin
I Why Music Broadcasted by Radio Should Not
I Hurt Sales of Talking Machines and Records
Editor, The Talking Machine World:
Will you please advise me what effect the
wireless telephone is going to have, in your judg-
ment, upon the phonograph industry. It occurs
to me that you have investigated the matter,
hence my inquiry. Yours truly,
J. M. Noel, Portage, Pa.
The rapid development of the wireless tele-
phone craze has caused a number of members
of the talking machine trade to make the same
inquiry as that propounded by Mr. Noel, par-
ticularly in view of the fact that talking machine
music is featured very prominently in -the con-
cert programs of the various broadcasting sta-
tions.
The wireless telephone craze has spread so
rapidly that even the big electrical companies
who instituted the broadcasting concert idea for
the purpose of stimulating the sale of radio sets
for the home have no really definite idea of the
permanence of the movement and in a letter to
The World an official of one of the largest com-
panies declared that in the matter of wireless
telephony they themselves were faced by a
"chaotic condition."
There is no reason to assume that music
broadcasted by radio will affect the sale of talk-
ing machines and records to any appreciable ex-
tent, and there are many who believe that, on the
contrary, the featuring of talking machine music
it) radio concerts will serve to attract to talking
machines and records the attention of many who
have up to this time not been fully acquainted
with the great variety of entertainment offered
through that medium.
Those who have concluded to listen in on the
wireless concerts through the ordinary home
radio receiving sets will realize that there must
be some substantial developments in the art of
transmitting music through the air before the
results are sufficiently impressive from a musical
standpoint to warrant serious consideration. The
experience of listening to music out of the air, as
it were, is unique and interesting in itself and
the novelty naturally makes a strong appeal, but
the quality of the music itself does not compare
with that of the actual playing of the talking
machine. It may be that some system will be
devised for improving this quality, but that re-
mains for the future.
In considering the effect of the permanent
popularity of radio music in the talking machine
field it must be remembered that the talking
machine, although it has offered the faithful re-
production of the singing and playing of great
artists, as well as of music hall favorites, has
not served to detract from the interest shown
by music lovers in concerts and operas, nor has
lllllllllllllllllllllllllllllllllllllllllllllillllllM
it cut down the attendance at the theatres. As
a matter of fact, the talking machine has been
credited with playing a great part in developing
a keener and nation-wide appreciation of the
good things in music. It is to be assumed, there-
fore, that, barring the unexpected development
of radio telephony along new lines, the music
carried by wireless will simply stimulate inter-
est in the living artists or their records and
inculcate a desire to own the records or listen
to them in the quiet of the home.
A most important point is that the radio broad-
casting program is fixed and represents the music
selected by those in charge of the broadcasting
rather than that desired by the listener. The
talking machine, on the other hand, enables the
m
( This Question, Which |
B Is of General Interest, ■
J Is Discussed in an m
J Illuminating and an |
J Informative Way
goose that lays the golden egg before a new
goose capable of laying as many or as good eggs
has grown up.
Another angle to be considered is that the
music publishers are paying considerable atten-
tion to the radio, considering it rightly as con-
stituting a public performance of copyrighted
works, and will probably exercise their rights to
demand royalties for broadcasting privileges.
Our feeling on the whole matter of radio de-
velopment, so far as it bears on the talking
machine industry, is just this. The progress of
music by radio must, and will, be carefully
watched by manufacturers and retailers of the
talking machine industry and, this being true,
the future may find the two industries closely
allied and co-operating with each other, both as
regards production and distribution. The Talk-
ing Machine World proposes to work to the
end that the talking machine industry may take
every possible commercial advantage of oppor-
tunities offered by the radio and to keep its
readers accurately and properly informed as fast
as developments of import occur to any branch
of the talking machine business.
ILLUSTRATIONS A GREAT FACTOR
Their Use in Retail Advertising Generally Con-
sidered to Be Helpful and Stimulative
individual to listen to the class of music he likes
best, when he wants it, and in his own home.
He arranges his own concert and does not de-
pend upon the whims of others. So long as the
talking machine makes this possible there is little
to fear from any system of radio music broad-
casting. It may supplement the talking machine
and serve to cultivate interest in it, but it can-
not supplant it.
Another thought. It is not impossible that we
will find music by certain famous artists of the
talking machine field being sent out by radio
for advertising purposes. When a manufacturer
wants to attract public attention to a given rec-
ord by a given artist he may feel that radio dis-
tribution, on a limited basis of the selection in
question, will constitute good sales promotion.
That the radio work of artists famous in the
talking machine field can be definitely limited
seems certain, because the artists who are great
enough to earn handsome record royalties will
not hastily or undiplomatically proceed to do
extensive radio work against the wishes of the
manufacturer who pays such record royalties.
Such action would be too much like killing the
The value of illustrations in retail advertising
is generally admitted, although there are those
who believe that a type display properly arranged
will catch the eye and do as good work in at-
tracting interest as the illustrated advertisement.
It is, however, the opinion of Arthur Weisen-
berger, who holds forth in The Dry Goods Econ-
omist, that "the use of well-selected and well-
placed cuts is an extremely important factor in
securing a maximum return for advertising ex-
penditure. This is proved by the consensus of
opinion of advertising men from widely scat-
tered parts of the country. While they vary
somewhat as to details, ad men agree on certain
very definite values in illustration. People want
pictures; they like to see what is offered to them
without having to visit the store. A good illus-
tration provides a mental image far more accu-
rate than the best piece of copy could inspire.
How to use illustrations is a subject of some dis-
pute. One point stressed is that there should
not be too many cuts as a general thing. For
ordinary advertising a few cuts well distributed
are most profitable. Only high-grade art work
is worth using. The size of cuts also should be
carefully considered; they should be large
enough to admit of detail being shown."
Quality
The
Distinction
"VICSONIA" Reproducer
Recognized for its Perfect interpretation of Edison Disc Records on
Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Note: The Vicsonia is made of Bronze, sand casted and machined to measure-
ment. Finished in heavy Nickel or Gold plate. Flexible stylus.
Meet the demand — Serve your customers
Sample Model "A" or "B" Vicsonia, nickel plated, will be sent on receipt of $4.50.
Retail price $7.50.
Note: Model "B" Vicsonia plays both Edison and Pathe records.
VICSONIA MFG. CO., Inc.
313 E. 134th STREET NEW YORK, N. Y.
26
THE TALKING MACHINE WORLD
March 15, 1922
For duet and quartet fans! " Ka-lu-a/' from
GoodMorning, Dearie, sung by the Shannon
Four, a male quartet. Also "Lalawana
Lullaby," sung by Billy Jones and Ernest
Hare, two new Columbia artists. A-3552.
Columbia Graphophone Co
NEW YORK
PATENTS ELECTRICAL TALKING MACHINE REPRODUCERS
E. T. Jones, of New Orleans, Claims His Devices Transfer Vibrations From Records So That Music
Is Produced From Reproducing Apparatus in the Home
New Orleans, La., March 9. — Entertainment of
friends with phonograph music received by tele-
phone in the same distinct tone as that furnished
by the phonograph may be a possibility through
the invention of E. T. Jones, radio supervisor
of the Gulf division of the United States Ship-
ping Board, who resides in this city. Mr. Jones
has obtained two patents on electrical phono-
graph reproducers which he believes will make
more interesting the reproduction of music from
ordinary phonographs.
While several inventions have been patented
which take the sounds after they are received
from a phonograph and transfer them for some
distance, Mr. Jones' invention is said to be the
first that transfers the vibrations from the rec-
ord so that the sound is not produced from the
phonograph, but from the reproducing apparatus
at the other end. This system eliminates any
false tones that may be reproduced when the
sound itself is transferred instead of the vibra-
tions. Mr. Jones also points out that "The car-
bon granule principle used in the telephone, while
it enables persons to converse over the wires,
yet does not faithfully produce a great singer's
voice."
Mr. Jones' invention is a small generating ma-
chine which generates current from the feeble
vibrations from the needle arm holder through
wires to the reproducing apparatus. No extra
batteries are used because the reproducer gen-
crates its own current.
If these wires were stretched all over the city
every house could be furnished with music from
the main wires. Mr. Jones says it would be a
simple matter to run a pair of wires throughout
(he city and take leads off at subscribers' resi-
dences. These wires would run into a house in
the same way the electrical current and telephone
wires do, and after passing through a controlling
switch they would be connected to an electrical
horn which would reproduce the music faithfully
and at any strength desired.
Different records could be continually oper-
ated and changed at the main office, where an
ordinary phonograph would be installed. When-
ever one of the subscribers wanted music, all he
would have to do would be to turn on the switch.
The. "Magnavox," which is an invention that
reproduces the sounds in a greater or lesser de-
gree of loudness, would be attached to the other
end of the wire.
Mr. Jones points out that one of the advantages
of his invention is that scratching is entirely
eliminated in his reproducer. The reason for
that is the vibrations imparted from the scratch-
One ManiDelivery Cover
A. BRUNS & SONS
50 RALPH AVE.
BROOKLYN
N. Y.
kiiii
BRUNS MADERITE"
Rubberized Phonograph
Dust Covers
Dealers have found it advantageous to advocate
the sale of BRUNS Rubberized Fleece-lined
Phonograph Dust Covers to their customers.
BRUNS MADERITE Dust Covers offer a
means of protecting phonographs from dust,
finger-marks, bruises incident to house-cleaning
and other unforeseen accidents to the highly
polished surface of the talking machine cabinet.
Send to us for complete details regarding
BRUNS MADERITE Phonograph Moving
Covers and Rubberized Fleece-lined Dust
Covers or consult your jobbers.
It will pay you to investigate.
If required, we can supply a cover of heavy
Tarpaulin material guaranteed rain-proof for
use on open delivery trucks.
A. BRUNS & SONS
50 Ralph Ave., Brooklyn, N. Y.
Manufacturers of Everything Made of Canvas
ing of the needle are not of sufficient strength
to generate electrical current and therefore they
are not reproduced at the receiver end, thereby
increasing enjoyment of the music.
While this electrical reproducer can be made
use of to very good purpose in dictaphone ma-
chines for use in the business office, yet one of
the greatest uses which the new device can be
put to is the furnishing of music for entertain-
ments and amusement places, such as theatres,
ball parks and dance halls. By connecting the
reproducer to a two-stage amplifier and a set of
loud-speaking Magnavoxes it will be an easy
matter to provide music of great volume and
faithful reproduction, Mr. Jones points out.
In the use of the reproducer ordinary phono-
graph records are used. Any phonograph instru-
ment that revolves the record and moves the
needle arm can be used. The mechanism in the
phonograph that produces the sound is not called
into use at all, the reproducing machinery being
confined entirely to the disc-shaped needle point
and holder invented by Mr. Jones.
A scientific study of phonograph records can
also be made with the new instrument, Mr. Jones
said. By connecting the reproducer to a printing
tape recorder the actual grooves of the records
could be recorded on a small strip of paper pass-
ing under the inking pen. The movement of
the pen is actuated by the electrical impulses
from the electrical reproducer. With this tape
the different qualities of records can be ascer-
tained and many voice problems solved.
Mr. Jones has not yet made plans for putting
his invention on the market, but expects soon
to make some such arrangements.
BLATT MUSIC STORE IN NEW HOME
Columbus, O., Concern Occupies Attractive New
Store — Diversified Line of Pianos and Musical
Instruments of Various Kinds Are Handled
Columbus, O., March 6. — The Blatt Music
Store is now located in its attractive new quar-
ters at 133 South High street, this city. The new
warerooms were completely remodeled to meet
the demands of the business and the most mod-
ern music store fixtures have been installed. R.
S. Blatt, proprietor of the store, also controls
the Buckeye Phonograph Co., at 209 East Main
street, this city. The leading lines of pianos han-
dled here are the Packard, Lester, Acoustigrande
and Stultz & Bauer instruments. Sonora phono-
graphs, Holton band instruments and sheet music
are also handled.
H. B. PHILLIPS SOLE PROPRIETOR
Danville, III., March 8. — T. W. Hopkins, of
the T. W. Hopkins Music Co., 22 West North
street, this city, has retired from the firm. The
enterprise is now owned solely by Howard B.
Phillips, who has been interested in the business
since it was started. Bush & Lane pianos, player-
pianos, phonographs, Gennett records and Q R
S music rolls are handled. The company re-
ports a brisk business, particularly in the sale of
pianos and players,
MaechIS, 1922 THE TALKING MACHINE WORLD
27
^•ijrjiiiiiiiiiitTiiiiitiiiiitTiiiitiiiitiiiiiitiiiiiiiiiiiJiiiiiiiiiiiiniiiiiiriiiitixiiiJiiiiiiiiiiiiutiiiiiiiiijEiiiiiijifiiitiLjiijiiiiiMiiiiiiiiiiiiinitL^
CONTRIBUTING TO CARUSO FUND
RUTH ROLAND AND THE SONORA
Victor Talking Machine Co. Subscribes $5,000
in Support of Movement — Music Industries
Chamber of Commerce Also Co-operating
OfKeiL, Records
GRANBY PHONOGRAPHS
MASTER-TONE TALKING MACHINES
OUTING PORTABLES
NEEDLES
Okeh — Truetone — Wall Kane
Tonofone — Gilt Edge
g Delivery Bags, Accessories, etc. g
| Complete Stocks — Prompt Service j
IROQUOIS SALES CORPORATION
I Wholesale Distributors j
| 210 Franklin St. BUFFALO, N. Y. |
piiiiiiiiiiiiiiiiipiiiiiiiiiiiiiiniiiip^
MAKE RECORDS IN CHICAGO
R. F. Bolton Returns to New York After Trip
to Chicago to Supervise Making of Records
by Several Prominent Columbia Artists
The Victor Talking Machine Co. has sub-
scribed $5,000 to the permanent endowment fund
of the Caruso American Memorial Foundation,
according to an announcement by John Aspeg-
ren, chairman of the Executive Committee, which
is directing the memorial movement.
The subscription has come through the Music
Industries Chamber of Commerce, which is con-
ducting special activities with a view to having
all branches of the music industry participate
nationally in the memorial movement. Although
Caruso was related more directly to the talking
machine industry, the Chamber of Commerce
feels that all branches of the music industry
should co-operate, as one of the important ob-
jects of the Foundation is to advance generally
the musical arts and their appreciation. The
Chamber will endeavor to raise a fund sufficient
to support one or more perpetual annual scholar-
ships, to be named in its honor.
It was announced that the Victor Co., in addi-
tion to its contributions, will endeavor to enlist
the co-operation of the Victor dealers through-
out the United States. They are being asked
to co-operate* by direct contribution to the fund,
by distributing the Foundation's leaflet appealing
for funds, and by assisting any local movements
that may be initiated in the future in behalf of
the Foundation.
R. F. Bolton, director of the Columbia record-
ing studios, returned to New York a few days
ago after a trip to Chicago in connection with
making additional recordings for the Columbia
library. Mr. Bolton was accompanied on this
trip by Chas. A. Prince, musical director of the
company; Hal Houseman, recording operator,
and Geo. Stehl, first violinist of the Columbia
orchestra.
When the Columbia party arrived in Chicago
they made arrangements to secure a series of
records by Van and Schenck, Bert Williams, the
Paul Biese Orchestra and Frank Westphal's
Rainbow Gardens Orchestra. In addition, sev-
eral records were made for the foreign language
library, and all of the recordings were made at
the Columbia headquarters in Chicago, 325 West
Jackson Boulevard. Mr. Bolton states that the
trip was a signal success, and that the new rec-
ords by these Columbia artists will be announced
shortly.
THIS COWBOY KNEW GOOD MUSIC
Wanted His Records From the Red Seal List
and Insisted on Getting Them
It has been proven time and time again that
the musical tastes of the record customer cannot
always be judged by personal appearance, and
Neil P. Brennan, of O'Neil, Neb., relates an inci-
dent that again proves that fact. According to
Mr. Brennan, he was recently visited by a real
son of the Plains with a cowboy Stetson, chaps,
spurs and all the rest of the characteristic cos-
tume, who asked regarding some good records.
A number of the most popular dance records were
demonstrated, after which the cowboy remarked-
"Now, if you have some good records, I'll buy
them." "Just what do you call good records?"
he was asked. "Well, I'd like to hear one or
two by Louise Homer and Heifetz and some-
thing of that order." The cowboy proved he
wasn't bluffing by buying a substantial number
of records when the proper sort were demon-
strated for him.
Popular Motion Picture Star Keen Admirer of
Sonora Portable — Uses It on the "Lot"
The advertising department of the Sonora Pho-
nograph Co. received recently several interesting
photographs from Ruth Roland, famous moving
Ruth Roland and Her Sonora Portable
picture star, who has achieved phenomenal suc-
cess in a number of serials that have been shown
the country over. Miss Roland purchased a So-
nora Portable some time ago, and she uses it to
splendid advantage in her daily work.
Recently Miss Roland, accompanied by a So-
nora Portable, took a trip up in the Sierra Moun-
Sonora Entertains After Day's Activity
tains near Huntington Lake, where she made a
number of thrilling picture scenes for her new
picture serial. "The Timber Queen." At the close
of the day Miss Roland used the portable to en-
tertain her company, and the illustration shown
herewith indicates the keen enjoyment which the
instrument furnished.
The manager who gets the most out of his sales
staff knows their characteristics thoroughly.
THE NEW PHILLIPS OCTAGON THROW BACK ARM No. 5
Pleasing to the Eye
and
Pleasing to the Ear
Also equipped with our regular
No. 3 Reproducer if desired
Tone Arm measures 8^2 m-> an^
9 in, from centre to centre
Tone Arms and Sound Boxes
complete from $2.00
The William Phillips Phono Parts Corp.
Manufacturers of Tone Arms for Portable, Medium and High Grade Machines
145 West Forty-fifth Street New York City
28
THE TALKING MACHINE WORLD
Maech 15, 1922
3*
The Most Profitable Phonograph Line
in the Industry
We Mean Exactly What We Say and Can Prove It
Queen Anne Console
The Granby Phonograph is the one phonograph which gives your
customers the greatest satisfaction.
The phonograph that will give your customers least trouble.
The phonograph that produces the best vocal and instrumental music.
The phonograph that sells easiest to the largest number of customers
with the largest percentage of profit to the dealer.
The present Granby Phonograph is 100% value in finish, appear-
ance, design, construction and tone. Made in the most popular
Period styles — in Upright and Console Models.
Compare this instrument, point for point, with any other make of
phonograph on the market — this will conclusively prove "who's
who" and "what's what" in the industry.
A good selling franchise is available for good merchants, in a limited
number of good territories.
Write or wire at once
GRANBY PHONOGRAPH CORPORATION
21 West Street
BOSTON, MASS.
L
March 15, 1922
THE TALKING MACHINE WORLD
29
CONVENTION OF THE CENTRAL OHIO VICTOR RETAILERS
Members of Ohio Association Sound Note of Optimism for 1922 — Proper Direction of Sales Efforts
Stressed by J. W. Pierce — Other Interesting Addresses and News
Columbus, 0., March 3. — Optimistic forecasts for
business in general for the year 1922 were given
by every one of the four speakers on the program
of the Central Ohio Retail Victor Dealers' Asso-
ciation convention held at the Hotel Chittenden,
tin's city, last month.
Utilizing the Yictrola as the mouthpiece of
America for the purpose of spreading the real
ideals of a nation by offering the musk and songs
or that nation was advocated by J. W. Pierce, of
the intelligence department of the Hoover Suc-
tion Sweeper Co., Canton, O., in his address be-
fore the members of this Association. Mr. Pierce
maintained that the Victrola could be used as an
Americanization agent.
Some Good Hints on Selling
The development of the customers' good will
by dealers, the importance of giving service to
the public, the proper training of salesmen and
the necessity for business men to have their busi-
ness properly analyzed were among the other
points emphasized by Mr. Pierce. In the course
of his address Mr. Pierce suggested the estab-
lishment of a service department constituted of
men who would visit Victrola owners and exam-
ine the machines at frequent intervals, thus
enabling the owners to have their talking ma-
chines in good order at all times. A house-to-
house canvass, preferably by women, for the pur-
pose of demonstrating records in the homes of
talking machine owners was another suggestion
offered the delegates who attended this conven-
tion by Mr. Pierce. "I believe there is a big field
for this type of service and in time you would
get a large business from this sort of approach,"
said Mr. Pierce.
Speaking on profits, Mr. Pierce said: "I can
buy a watch for $35 and sell it for $50 in a short
time and make money on it, and I can buy this
watch for less money and sell it for more money
and lose on it if I keep it in stock for a long
period. The solution to making a reasonable
profit on your merchandise is to make your
stock turn. It is in your turnover that your
profits lie. Do not let your rent, heat and light
eat up your profits."
In selling Victrolas as well as any other prod-
uct it is necessary to find a logical appeal, Mr.
Pierce told his audience. In this connection he
said: "Sell the thing that the thing does. Look
upon your work as the physician and surgeon
looks upon his work. Look upon your work
from a social and religious standpoint and stick
to your logical appeal. When you are selling a
Victrola educate the public to what the Victrola
is. Point out the trade-mark in order that they
may know that this talking machine is a Victrola
and no other talking machine."
Concluding his speech,~Mr. Pierce advocated
the importance of developing good personality in
salespeople and the necessity of real service to
the public. "Service has always paid good divi-
dends."
Methods employed in advertising that has
brought the best results to dealers of varied prod-
ucts, including the talking machine, were given
in an address to the delegates by James J. Davin,
of the Reincke-Ellis Co., Chicago. According to
Mr. Davin, advertising and publicity are the best
means of securing business. He urged every
dealer present to accept the slogan, "The more
you tell the more you sell," and in applying it
assured them a greater success in their business.
"Advertising is a force in industry just like
steam and electricity. The newspaper and maga-
zine are some of the best media for advertising,
for through them the greatest number of people
are reached. In advertising it is desirable to
Leslie I. King
have a lot of white space." He illustrated this
statement by showing a number of advertise-
ments of nationally known products. "Plan your
advertising in advance and extend your adver-
tising campaign for a period of time," Mr. Davin
advised the delegates. The building up of mailing
lists, the proper way of employing billboard ad-
vertising and the value of having Victrola shows
and concerts were also mentioned in his speech.
How to Get More Business
Statistics compiled by Leslie I. King, president
of the Association and manager of the Victrola
department of the Morehouse-Martens Co., were
the outstanding points mentioned by Mr. King
in his address on "How to Get More Business."
He stated that he found by actual experience that
there are six sales in every hundred solicitation
calls.
That better business is in store for every
merchant provided he goes after it was the
contention of H. C. Bard, vice-president of
the Morehouse-Martens Co. "The fact that con-
ditions were not so favorable the beginning of
this year is really a good thing for the business
man," said Mr. Bard. "It is like sand thrown
upon the ice to keep us from skidding."
The Educational Question
Speaking on better music in the home, com-
munity and the school, Miss Marie Finney, of the
educational department of the Victor Talking
Machine Co., .Camden, N. J., said: "What is
our big social and economic problem to-day?
Isn't it the problem of the foreigner? Isn't our
failure in the past to provide for the American-
ization of the foreigner the cause of most of our
labor, our industrial and our social problems of
to-day? Has not our failure in the past to pro-
vide this means been because we have not known
enough about the foreigner and what he has
brought to us in exchange lor what we have to
offer him?
"In these problems we must meet the foreigner
on some common ground of understanding.
Music is the one common ground, and no greater
truism has ever been formulated than Long-
fellow s 'Music is the Universal Language of
Mankind.' It is the language of the heart; it
needs no interpreter. It speaks in words in-
telligible to every man, no matter what his native
tongue may be.
"Since the World War we are finding in every
modern progressive schoolroom not only pic-
tures of foreign countries and books containing
their folk tales and modern literature, but a Vic-
trola and the native folk songs and folk dances
of every country, from which the children study
the customs, the occupations, the modes of living
and the ideas of all foreign people, because it has
been found that in the natural music "of a people
we find the people reflected just as they are and
we find that their music is the spontaneous ex-
pression in song of joy or horror, of freedom
or oppression about their work or their play."
Perry B. Whitsit Is Toastmaster
The culminating feature of the convention was
a banquet at which Perry B. Whitsit, president
of the Perry B. Whitsit Co., was the toastmaster.
Don Johns, of the Johns Music Store, Lima, O.,
offered a number of delightful songs. On the
program with Mr. Johns was John Saum, Rike-
Kumler Co., Dayton, O., and Earl Murdock, of
Ironton.
At the business session Mrs. Esther Reynolds
Beaver, educational director of the Perry B.
Whitsit Co., was appointed assistant secretary of
the Association by the chairman, Mr. King.
DENISON SHOP ENLARGES STOCK
Santa Monica, Cal., March 3. — The Denison
Music Shop, of this city, has greatly enlarged
its stock and, in addition to Victor talking ma-
chines and records, a complete line of pianos,
player-pianos, sheet music and small musical in-
struments has been installed.
A slap on the back will accomplish greater
results than a whole week of nagging.
DEALERS-The MADISON is a Real PHONOGRAPH
The BEST SELLING Table Phonograph Ever Offered to the Trade
For Quick Sales the Madison Leads Them All
A remarkable phonograph, selling at a popular price — it has the qualities of the
expensive talking machine.
Size 13" wide — 12" deep — 7J/i" high
A wonderful compact motor — improved mica sound box — large amplifying
chamber - speed regulator — start and stop device.
Plays 10 or 12 inch records clear and loud.
Sample Price to the Trade $7.50
—Quantity Prices on Request —
An Attractive Jobbers Proposition— Write for Territories
Black Leatherette Carrying Case, $1.75
Madison Music Co., 1 1 4 E. 28th St., New York, N. Y,
30
THE TALKING MACHINE WORLD
March 15, 1922
4 New Models to Help Increase Your Sales
Our 1922 Catalogue with greatly
reduced prices is NOW ready!
Ask Your Jobber
There is only one sure
way of increasing
Sales of Records —
Display Them!
NO. 580. UNIVERSAL SELF-SERVICE REVOLVING REC-
ORD DIS FLAVOR. Equipped with 25 steel pockets, ten
holding 12" records and fifteen pockets holding- 10" records.
Each pocket holds five records, thus giving the fixture a
capacity of 125 records. Equipped with heavy cast-iron
base, upright steel tube and five sections of steel pockets.
Fixture revolves on ball bearings. All titles clearly visible
and fixture is guaranteed to hold full weight of records.
Height of fixture 6 ft. 2 in. Width 24 in. Weight 95 lbs.
Complete $45.00
NO. 578. UNIVERSAL SELF-SERVICE
RECORD DISPLAYOR made to hold 5
swinging leaves, each leaf accommodat-
ing three 10" pockets and one 12" pocket.
Each pocket holds four records. Total
number of records shown is 40 records
and holding a reserve stock of 160 rec-
ords. Height 6 ft. Width 30 in. Weight
125 lbs. Constructed of steel through-
out, with heavy cast-iron base and fin-
ished in two coats of ebony enamel.
Complete $:$5.00
NO. 579. UNIVERSAL SELF-SERVICE
RECORD DISPLAYOR made to hold 10
swinging leaves, each leaf accommodat-
ing three 10" pockets and one 12" pocket.
80 records are displayed and Displayor
enables you to keep a reserve stock of
320 records. Height 6 ft. Width 30 in
Weight 145 lbs.
Complete $45.00
NO. 588. VERTICAL
RECORD DISPLAYOR.
Holds five 10" records.
Constructed of flat steel
uprights, with adjust-
able easel back. The
pins that hold the rec-
ords are made so rec-
ords cannot fall off. All
steel parts are electri-
cally welded and fin-
ished in double baked
ebony enamel. Height
38 in. Weight, crated,
6 lbs.
Complete $2.50
Write for prices to your Jobber or direct to
UNIVERSAL FIXTURE CORPORATION
133 West 23rd Street
New York
A New Idea for Window Display
NO. 587. THREE PANEL SCREENS for showing three monthly bulletins. Will
make a very attractive window background and can be formed in different shapes,
as each screen is hinged together, allowing them to bo placed at any angle.
Size of each screen, 13x36 ins. Made of channel steel, with 3/16-in. round steel
on the outside, electrically welded and finished in double baked ebony enamel.
Each screen is furnished with cardboard fillers.
Complete $6.00
March 15, 1922
THE TALKING MACHINE WORLD
31
HONOLULU BOASTS MOST ATTRACTIVE MUSIC WAREROOMS
Headquarters of the Thayer Piano Co. as Artistic and Complete as Any Retail Music Establishment
to Be Found in the U. S. — Business Now Controlled by Arthur F. Thayer
The bulletin of the Rotary Club of Honolulu,
T. H., of which organization Arthur F. Thayer
is a member, recently had the following to say
regarding the development of the business of the
Mr. Thayer brought with him a line of pianos
which, from his wide experience in the trade,
had convinced him would make friends for his
organization wherever they were sold. After
1915 the Thayer Piano Co., Ltd., moved into
its present location at the corner of Hotel and
Union streets. In the Fall of 1920 the company
changed its previous policy as an exclusive piano
house by taking on the wholesale agency of the
Columbia Graphophone Co. In the warerooms
of the company there is now the largest stock
of Grafonolas and Columbia records ever car-
ried by any firm in this territory. The stock
of records alone numbers over 40,000, comprising
almost every number in the Columbia library.
The store of the Thayer Piano Co. was re-
modeled recently and a set of sound-proof demon-
stration rooms added. These are by far the best-
arranged and best-ventilated in the city, the air
of each room constantly changing by the use of
a large electric blower, which is located in the
basement, and keeps the air always pure and cool
in the booths and does away with the noisy elec-
tric fans.
Leonard E. Thayer, founder of the piano com-
pany, died early in the year 1917 and since that
time the business has been conducted by his son,
Arthur F. Thayer, who is the treasurer and man-
ager of the company.
A view of the modern and attractive quarters
of the Thayer Piano Co., now located at 148-150
Hotel street, Honolulu, is presented herewith
and indicates that the Hawaiian store compares,
most favorably with the average musical instru
ment emporium in the States.
View of the Warerooms of the Thayer Piano Co., Honolulu, T- H.
Thayer Piano Co., of that city, which indicates
that there is much interest in music in the
Hawaiian capital:
Back in the Summer of 1905 Leonard E.
Thayer, a man who had been identified with the
piano business for about forty years — in fact,
ever since he retired from the army at the close
of the Civil War — came to Honolulu and founded
the Thayer Piano Co.
nearly seventeen years of successful retailing the
Thayer Piano Co. is still selling the same line of
pianos, including Steinway, Starr, Richmond,
Remington, Apollo, A. B. Chase, Francis Bacon
and Gulbransen. Hundreds of these instruments
have been sold all over the islands and wherever
there is a customer of the Thayer Piano Co. he
proves to be a booster for its goods and its service.
In 1912 the business was incorporated, and in
THE MAN WHO LEARNS SUCCEEDS
There is an old adage which says that "You
can't teach an old dog new tricks." Like so
many of these old sayings, this is a falsehood.
Of course, old habits of thought and methods of
doing things stick with a man, but if he allows
himself to remain in a rut he certainly can't ex-
pect to succeed in the talking machine or any
other business. There are new ideas galore, and
no man is so smart that he can't learn by the
experiences of others. The trade papers are a
valuable help in bringing the experiences of other
merchants to the attention of dealers.
Sherman,^ play & Go.
Pacific Coast Distributors
Victor Victrolas
Victor Records
Victor Accessories
Main Wholesale Depot:
741 Mission Street, San Francisco
Branch Wholesale Depots:
444 So. Broadway, Los Angeles, California
45 Fourth St., Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.,
Seattle, Washington
427 West First Ave., Spokane, Washington
32
THE TALKING MACHINE WORLD
March 15, 1922
The examples shown are
1— ENGLANDER SPRING CO.
2 — OLD HICKORY FURN. CO.
3— CHARLOTTE FURN. CO.
4 — SHELBY VILLE DESK CO.
5— HENRY C. STEUL &. SONS, INC.
A few of the many who consider "Domes of Silence"
Standard Equipment for Furniture
DOMES of SILENCE
The PERFECT Furniture, Footwear
Make furniture of the highest or lowest grade easier to sell. They will not
the finest floors, rugs or carpets. Hundreds of manutacturers consider
standard equipment.
HENRY W. PEABODY & CO.
17 STATE STREET NEW YORK CITY
Specify DOMES OF SILENCE
A mark of better furniture regardless of its cost
What we say above about Furniture applies also
to Phonographs
March 15, 1922
THE TALKING MACHINE WORLD
33
EPSTEIN WITH KNICKERBOCKER CO.
Will Cover Metropolitan District for Victor Dis-
tributors— Sales Staff Numbers Five — Em-
ployes With Company Covered by Insurance
Louis Epstein, who has had many years' ex-
perience in Victor merchandising, has now
joined the sales organization of the Knicker-
bocker Talking Machine Co., Victor wholesaler,
New York City. Mr. Epstein will cover the
metropolitan district. The Knickerbocker sales
staff now numbers five and is energetically de-
voting its time to co-operation with the dealer
in his many problems.
The record cleaners produced by the Knicker-
bocker Talking Machine Co., with the dealer's
imprint, are gaining steadily in popularity, not
only in this country, but abroad. Two thousand
were recently shipped to Porto Rico and another
substantial order to Japan.
Abram Davega, vice-president, has announced
a new policy of the company, whereby the vari-
ous employes will be covered with life insurance
at the expense of the company. These policies
will be issued on the lives of all employes who
have been with the company one year or more
and most of the policies will be governed by the
length of service. This new move is in direct
keeping with an admirable policy of the Knick-
erbocker Talking Machine Co., which for many
years has shown solicitude for its employes.
Music alone ushers man into the portal of an
intellectual world, ready to encompass him, but
which he may never encompass. That mind
alone whose every thought is rhythm can em-
body music, can comprehend its mysteries, its
divine inspirations, and can alone speak to the
senses of its intellectual revelations. — Beethoven.
THIS is the
MISSING LINK
in a
Fibre Needle
Sharpener
You don't have to remove the
NEEDLE from the TONE ARM
to SHARPEN
It's 5 years ahead of the times
CONVENIENT
MECHANICALLY RIGHT
Very Simple
LIDSEEN
FIBRE NEEDLE
CUTTER
Let us send you a sample
and further details
LIDSEEN PRODUCTS
832-840 So. Central Ave. CHICAGO
THE VICSONIA IN GREAT BRITAIN
James Smith, of Liverpool, Appointed Distribu-
tor for the Vicsonia Reproducer for All of
Great Britain With Exception of Ireland
William J. Sess, manager of the Vicsonia Mfg.
Co., New York, makers of the Vicsonia repro-
ducers for playing Edison records on Victor and
Columbia machines, reports the appointment of
James Smith, of Liverpool, England, as distribu-
tor for the Vicsonia for all of Great Britain with
the exception of Ireland.
Mr. Smith has already received a substantial
stock of Vicsonias in order to enable him to fill
British orders promptly, and expressed himself
as being most enthusiastic over that reproducer
and its possibilities. A number of Vicsonias
have already been sold direct in England and
have met with much success there, so that the
future for that reproducer in Great Britain seems
very bright.
Negotiations are now under way for the estab-
lishment of a distributor in Ireland, and it is
probable that in the near future arrangements
will be made for local distribution of the Vic-
sonia in other countries, including South Africa,
where the Vicsonia has won such a distinct posi-
tion for itself.
WHAT IS "MORALE" IN BUSINESS
An Elucidation by F. L. Henderson of the More
or Less Hazy Conception of the Value and
Purpose of Morale in Conduct of Business
A great many people, members of the business
world, seem to have a more or less hazy concep-
tion of what constitutes business morale; and in
this connection it may prove interesting to read
what F. L. Henderson, business counselor of the
La Salle Extension University, recently said on
this subject in "The Dodge Idea":
"Morale is made up of three parts — interest,
confidence and satisfaction. Work without inter-
est is drudgery, and one cannot do efficient work
when there is no interest manifested. Possibly
the biggest job that executives have before them
is to inject a larger amount of interest than there
exists at the present time. The second element,
confidence, makes a man's task become relatively
simple when he has confidence in the people for
whom he is working, in the institution for which
he is working and in the position he holds; but
in the absence of confidence there is the possi-
bility of a great measure of criticism on the part
of the employe, a destructive criticism which pro-
vokes a feeling of distrust, not only on the part
of the man who is especially interested, but on
the part of everybody with whom he is identi-
fied. And then comes the third element — the
question of satisfaction. How much joy there
comes into the life of a man who is absolutely
satisfied with the thing that he is doing, satis-
fied with himself. Many people think that they
are going to make the unusual, the phenomenal
success, by easy methods. Success cannot be
obtained that way. This life does not work on
any hit-or-miss plan or schedule. Success doe?
not come because of unusual opportunity, but
success does come when the unusual opportunity
is recognized by doing the uncommon things in
life in the uncommon way."
FINE HANGER FOR CARUSO RECORD
Most Effective Piece of Display Material Issued
for Use of Dealers in Connection With First
Caruso Record Since His Death
In connection with the announcement of the
first Caruso record to be issued since the great
tenor's death, namely, his recording of "Cruci-
fixus" from the "Messe Solennelle," by Rossini,
the Victor Co. recently issued for the use of
dealers in show window and booth display a
most attractive hanger, showing a late portrait
of Caruso, almost life size, appropriately framed,
with the announcement of the record in a panel
underneath. The hanger is most artistic.
THE MOST POPULAR ITALIAN
PHONOGRAPH DISC SELEC-
TIONS RECORDED BY THE
BEST-KNOWN ARTISTS
IN ITALY
SONGS - DANCES - COMICALS
Some of the Latest Successes
10-inch Records —Double Faces — 75c Each
00979X Felicita'-Mazurka Banda Municlpale di Napoli
Tango Hero Banda Municipale di Napoli
00963X Tic-Ti-Tic-Ta. Orch. Acc R. Ciaramella
La Signorina Del Magazzino. Orch. Ace.
R. Ciaramella
00965X La Chiamavano Cosetta. Orch. Acc R. Ciaramella
Povere Donne. Orch. Acc R. Ciaramella
00967X Mattinata D'Aprile. Orch. Acc.Cav. Uff. G. Godono
Mamma Mia Che Vuo' Sape'. Orch. Acc,
Cav. Uff. G. Godono
00969x Veneziana A Napule. Orch. Acc R. Ciaramella
Uno Per Cento. Orch. Acc R. Ciaramella
00971 Tutto E' Pronto. Orch. Acc E. Donnarumma
'A Figlia D' '0 Pescecane. Orch. Acc.,
E. Donnarumma
00973x Prigiuniero. Orch. Acc Cav. Uff. G. Godono
'A Canzone 'E Napule. Orch. Acc,
Cav. Uff. G. Godono
00975X Filava Filava. Orch. Acc R. Ciaramella
Capinera. Orch. Acc J. Baroni
0096IX 'E Doie Serenate. Orch. Acc Cav. Uff. G. Godono
E' Primmavera. Orch. Acc Cav. Uff. G. Godono
12-inch— Double Face— Records
10001 Santa Lucia Luntana. 3 parts. Orch. Acc,
Cav. Uff. G. Godono
Carmen Zita. Waltz Military Band
10003 Muglierema Luntana, 3 parts. Orch. Acc,
Cav. Diego Giannini
I Soldatinl Di Piombo. March Military Band
WITH EVERY RECORD WE GIVE
THE WORD SHEET SONGS FREE
We are also manufacturers and distributors of
ITALIAN POPULAR MUSIC ROLLS
NEW Hll S Released the 15th of each month
JUST OUT
xl75 — La Farfalla (Mazurka) by L. A. Daniele $0.90
x 1 7e — 'A "Santanotte." E. Scala-P. Buongiovanni.
Neapolitan Song. (Word Roll) 1.25
F-45 — Canto e Chiagno. A. Melina-F. Pugliese. Neapoli-
; tan Song. (Word Roll) 1.25
P54 — Cafona Mia. S. Quici-G. Leone. Neapolitan Song.
(Word Roll) 1.25
P40 — 'Nnucentella. P. Pennino. Neapolitan Song.
(Word Roll) 1.25
xl77 — Canzona Marinaresca. E. Scala-R. Bossi. Nea-
politan Song. (Word Roll) 1.25
xl73 — II Grido Di Piave Marcia-Sinfonica. G. Tarditi.. 1.00
Plifi— Povera Mamma. G. Bruno-G. Giuda. Neapolitan
Song. (Word Roll) 1.25
P65— Tutti in Festa. (Schottish.) B. J. Gioe 90
Hxl68 — Chitarre Napulitane. L. Bovio-G. Lama. Neapoli-
M tan Song. (Word Roll) 1.25
Write for catalogue and discount
to trade
34
THE TALKING MACHINE WORLD
March 15, 1922
Hot doggie! Let your customers hear the
"Bow Wow Blues" and " Smilin ' " t wo
fox-trots on one record for April. Played by
the California Ramblers - a new addition to
the Columbia staff of artists. A-3554.
Columbia Graphophone Co.
NEW YORK
MOVING PICTURES OF VOICE MADE
'Color Music" Recorded on Screen by Los An-
geles Invention — Produced by Sound Vibra-
tions on a Series of Tuning Forks
Los Angeles, Cal., March 2. — Motion pictures
of the voice in color is the latest development
in this home of the movie. It is the newest
thing in "color music" and records tone in colors
on the screen just as the regular camera re-
cords motion. The voice of the singer or the
tones of any musical instrument or of an orches-
tra are thereby shown in color as the music is
heard. The new color music is produced by the
sound vibrations on a series of tuning forks.
Each fork is attuned to a particular note and
its vibrations produce an electrical connection
that releases certain geometric color forms when
a light behind these forms projects them to the
screen on the stage. The sound is carried to
the machine containing the music forks over a
telephone wire that is connected with a tele-
phone receiver in front of the singer or the
musical instrument that is furnishing the music
to be translated into color.
Any number of the forks may operate at one
time to represent the number of tones similarly
received, and the result on the screen is a com-
bination of colors something like those produced
by a kaleidoscope, except that they are much
more brilliant and regular in their form. Each
note of the voice or instrument has its own
geometric form and, therefore, this combination
brings out some remarkably beautiful effects on
the screen.
There is one feature that will cause some well-
known singers to shy the new color music in-
strument. Its record is perfect and it will record
a sharp or flat just as readily as the perfect
sound. For instance, if the singer sounds a note
flat the figure representing the note will rotate
to the left and if sharp to the right. When the
note is perfect the colored figure representing it
stands perfectly still and clear until the sound
ends and another note is taken up, when the
figure disappears and another comes in its place.
This feature, however, is believed to have its
advantages, as the singer, by watching the colors
on the screen, may see clearly when an imper-
fect note is sounded and would, therefore, be
able to correct it by hard practice. Also, this
may make the color music screen valuable in
training young singers.
The new color music scheme is the idea of W.
M. Thomas, of Los Angeles, and it has been tried
out with considerable success. It is said to be
an improvement over all other color music in-
struments, as it can be carried about as easily
as a moving picture projector. Its total size is
about that of two suit cases. It is easy to oper-
ate, say those who have tried it, and ought to
prove popular with singers, as it gives them a
chance to "see the color of their voices." Also,
it has the added virtue of making concerts inter-
esting to the deaf, who may not be able to hear
the singing, but will be able to "watch the color
of the voice" as it is projected to the screen.
VELVET COVERED TURNTABLES
ADD TO THE QUALITY OF MACHINES
A.W.B.
VELVETS
THE BEST TALKING MACHINES ARE EQUIPPED WITH
A. W. B. BOULEVARD VELVETS
GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION
WRITE FOR SAMPLES AND PRICES
A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York
ESTABLISHED 1845
AN AID TO GIFT RECORD SALES
Pastel Display Card for Dealers' Use Issued by
Columbia Co.
In order that Columbia dealers may co-operate
with the Columbia Co. in making its new gift
record plan a success and- so that they may se-
cure tangible profits from this idea the com-
pany is furnishing free a beautiful pastel display
card, which is shown in the accompanying illus-
tration. Columbia dealers who subscribe to
Display Card for Use of Columbia Dealers
the monthly display service will receive their
poster automatically with the March display and
other dealers may secure copies free of charge
upon application to their distributing branch.
This gift record plan is meeting with a hearty
reception from Columbia dealers everywhere,
as, for example, it was featured by many dealers
in connection with Lincoln's and Washington's
Birthdays and will be used on St. Patrick's Day.
NEW VICTOR NUMERICAL CATALOG
Latest Volume Lists All Records Issued Prior
to January 1, 1922
The Victor Talking Machine Co. has just is-
sued a new numerical list of Victor records for
1922, including all records announced prior to
the January, 1922, supplement, and including,
in addition, some thirty records listed without
previous announcement, among them nine piano
records by Novaes, three records by Sothern,
three by Sothern and Marlowe, fourteen by
Caruso, and one by Caruso and Amato.
The new numerical list also offers a new
grouping of foreign and domestic selections, ac-
cording to nationality, all of which are listed
numerically.
By careful use of the numerical list the Vic-
tor dealer is in a position to keep an accurate
account of records in stock, the relative demand
for the various records and the volume of sales
made during a given period.
The Radio Devices International was recently
chartered under the laws of the State of Dela-
ware, with a capital of $250,000.
The Talking Machine World, New York, March 15, 1922
MARIO CHAMLEE
Tenor
Metropolitan Opera Company
TINO PATT1ERA
Tenor, Chicago Opera Company
BRON1SLAW HUBERMAN
Sensational Violinist
of the day
RICHARD STRAUSS
World Noted Composer
and Conductor
Another Advantage for
the Brunswick Dealer
Greater Profits in the Record Department
Quicker Turnover ! Increased Volume !
Announcing
S&nm&wick
Gold Label Records
Beginning with the April release, Strauss, Ney,
Chamlee, Pattiera, Huberman, Rosen. Dux, Danise,
Godowsky, Kaston and other internationally famous
Brunswick artists — on double-faced records.
Twice the value for the buyer for just a little more.
Two selections at only a slight increase over the
present price of one.
This is only the opening gun in Brunswick's
nation-wide drive for "Better Music Within the
Reach of All."
It doubles the Brunswick dealer's catalog with
the same number of records. Reduces his space
requirements and those of the buyer.
A letter brings detailed information and entails
no obligation.
THE BRUNSWICK-BALKE-COLLENDER CO.
Man u facta rers — Established 1845
CHICAGO NEW YORK CINCINNATI
MAX ROSEN
Violinist
Any Phonograph
Can Play Brunswick Records
FLORENCE EASTON
Soprano, Metropolitan Opera Company
LEOPOLD GODOWSKY
Master Pianist
GIUSEPPE DANISE
Premier Baritone
Metropolitan Opera Company
CLAIRE DUX
Soprano
Chicago Opera Company
BRUNSWICK
PHONOGRAPHS
AND
RECORDS
© B. B. C. Co.. 192
March IS, 1922
THE TALKING MACHINE WORLD
35
pillIiUIIIIIIH
| Proper Handling of the Customer in the Store |
I Results in Increased Business - by Frank v. Father I
niiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
"Make the most of your opportunities when
people are in your store," advised a successful
talking machine dealer. "Too often possibili-
ties are neglected when, by a little added energy,
more sales would easily result. Let the people
know you have the goods."
This is indeed sound logic, and it behooves
the talking machine dealer who wishes to de-
velop more sales to interest all people who
enter his establishment in the merchandise he
handles.
Now, just how do sales sometimes material-
ize, when the dealer goes out after them, in a
way that some merchants would hardly think
possible? There is always the possible sale, the
sale of the future, to keep sight of. There are a
few dealers who will not take any steps what-
ever in interesting people to the extent of pur-
chasing other goods aside from the articles for
which they entered. Some dealers will say it is
only so much useless effort and the results do
not justify it.
Yet how many talking machine dealers neg-
lect to interest people in their goods, such as
accompany friends to help select a machine-?
Indeed, most of them overlook this important
point. Let us, by all means, show how it some-
times works out when the dealer really strives
to augment sales which ordinarily should never
develop.
There is one retailer of talking machines who
never hesitates to win the interest of the people
who accompany friends who buy. When he has
succeeded in selling the machine for which the
friend enters he thereupon turns his attention to
the other people. On one occasion, despite all
IIIIIIIIIIIIIH
refusals to look over his stock, the talking ma-
chine dealer nevertheless, through his insistence,
induced the second person to examine the ma-
chines. The man who had accompanied the
friend who bought knew something about talk-
ing machines, while the other did not. "It's not
necessary for you to buy— I simply want to
show you some more of our machines. Per-
haps you will want to buy one later, or another
friend may be interested." In this wise had the
dealer overcome the second man's objections.
When that man went out of his establishment
he was thoroughly enlightened as to the kind
of machines this dealer had in stock. A few
months later a young woman visited the store to
buy a machine. Upon conclusion of the transac-
tion she informed the dealer his store had been
recommended — and by the man whom the dealer
had taken the time to interest in the machines a
short time before.
IIHIIIIlllllllHIIUW^
Had this progressive talking machine dealer's
efforts been all for naught? Do you think he
would have turned this particular sale had he
been less aggressive, less determined to show
the man the machines he had in stock? Do you
see how sales sometimes are not made in your
store, sales that readily should result, provided
only a little added effort is exerted to win them?
Make the most of your opportunities! There
will always be time available on occasions when
the talking machine dealer can urge his visitors
to examine the merchandise. Even though an
immediate sale does not develop! You are look-
ing to the future, striving for those sales that
normally would never be made. Next time
when you and your salesmen are at liberty inter-
est all prospects. You will then be putting that
time to good use and be on the way for many
an indirect sale that otherwise likely would go
to a competitor.
FAVOR C. 0. D. MAIL PLAN
Business Interests Strongly Indorsing Sugges-
tion as Calculated to Help Sales
Washington, D. C, March 4. — Congressional
mails are full of petitions urging the adoption of
the C. O. D. mail plan proposed by Congressman
MacGregor, of New York. If this plan is adopted
it will be possible, for instance, for the traveling
salesman of a concern to leave with customers
and prospective customers a supply of order
blanks in card form on the reverse side of which
would be printed the name and address of his
firm and in the right-hand corner a permit an-
nouncement under which the card would be car-
ried in the mails without a stamp affixed thereto,
collection being made at destination.
Proponents of the legislation point out that the
greatest returns from mail-order solicitation are
where return cards bearing stamps for mailing
are used. It has, however, been found that this
is a very expensive method of advertising, be-
cause so many people remove the stamps from
the cards and put them to other uses. The Gov-
ernment is not benefited by this.
The scheme would have its advantages also
from the standpoint of the retailer, for he would
not have to bother to affix a stamp to a card, but
could fill it out and drop it in the mail "as is."
Showing Reproducer of Jewel Needle Equipment Turned
Up to Change Needle; Also Position When Not in Use
Showing Reproducer of Jewel Needle Equipment in
Position for Playing Vertical Cut Records on Edison
Phonograph
Plays all types of records. Operates the same as
the "EDISON" with the LEVER.
No adjustments necessary when changing from
lateral to vertical cut records. Stop prevents
swinging to the right.
Needle scratch almost entirely removed.
Turning back of Reproducer permits of easy
access to needle socket and saves records from
unnecessary scratching.
Is the ONLY equipment that plays vertical cut
records in the proper "EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.
eEDLE EQUIPMENT
For The New Edison
NOT
Just Another Equipment
BUT
a distinct improvement in
Tone Reproduction as well as
in Mechanical Construction
and Finish.
Send for descriptive circular
which contains "HINTS RE-
GARDING THE CARE OF A
PHONOGRAPH."
If your jobber does not handle,
write us.
Price the same. Liberal dis-
count to dealers.
GUARANTEED IN EVERY
WAY.
MONEY BACK IF NOT
SATISFIED.
We handle highest grade
Jewel Point Needles.
Showing , Reproducer of Jewel Needle Equipment in
Position for Playing Lateral Cut Records on Edison
Phonograph
Showing Back View of Jewel Needle Equipment in Posi-
tion for Playing Lateral Cut Records on Edison Phonograph
Needle CENTERS on all records.
Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.
Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.
Weight is the lightest that can produce perfect
results, thus saving the record, and permitting a
freedom and sweetness of tone considered impos-
sible.
Indestructible NOM-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
development in phonographic sound reproduction
in years.
JEWEL PHONOPARTS COMPANY 154 W. Whiting St., Chicago
36
THE TALKING MACHINE WORLD
March 15, 1922
PHONOGRAPH
Qflie Aristocrat of Phonographs
IViddicomb Console Phonographs in Period Styles are
faithful interpretations of the best designs of the old
masters of the art of n>ood-fashioning. The artistic
cabinet designs and finish are the handicraft of an organi-
zation which for three generations has enjoyed a reputa-
tion for leadership as designers of fine furniture.
V/iddicomb console models have many distinctive features
of design. Chief among these are divided top, partitions
for albums, automatic stop and patented tone control. The
IViddicomb plays all records. New prices on the various
models range from $90.00 to $260.00.
All Widdicomb Models
are now selling at
pre-war prices
^PHE Widdicomb phonograph is not alone a musical
JL instrument of surpassing beauty of tone, it is an
exquisite article of fine period furniture worthy of a
place in the most tastefully appointed home. And so
it is that the Widdicomb appeals with two-fold strength
to the lover of the beautiful in music and in furniture
as well.
By such discriminating phonograph purchasers, the
merchant handling the Widdicomb is recognized as a
leader in his line.
To a few merchants who are really interested in attract-
ing the highest class of trade, the Widdicomb franchise
offers a real opportunity to stimulate sales and to
increase prestige.
Write for complete catalog of Widdicomb phonographs
and information regarding the Widdicomb franchise.
Learn for yourself the sales possibilities of the Widdi-
comb.
THE WIDDICOMB FURNITURE COMPANY
Grand Rapids, Michigan
Fine Furniture Designers Since 1865
March 15. 1922
THE TALKING MACHINE WORLD
37
CENTRAL ILLINOIS DEALERS ORGANIZE
F. M. Leslie, of Urbana, Heads New Association,
With L. S. Putnam, of Peoria, as Secretary
Peoria, III., March 8. — With the object of pro-
moting whatever may benefit the Victrola and
Victor record business, as well as of encouraging
good fellowship among its members, about fifty
or more Victor dealers who attended the Putnam-
Page convention banquet at the Jefferson Hotel,
this city, got together immediately after the ban-
F. M. Leslie, President
quet and launched the Central Illinois Victor
Dealers' Association. The membership is con-
fined exclusively to Victor dealers located in the
central Illinois territory.
The launching of this new association was a
surprise to the majority of those present. It came
about in the following manner:
The speaker of the evening during the conven-
tion banquet had been John Gregg Paine, of the
Victor Talking Machine Co. Immediately after
his speech a number of the dealers were asked
to give little talks. Someone started talking about
co-operation and organization, and when it got
around to the time for F. M. Leslie, Victor dealer
of Urbana, 111., to talk, he popped the question,
"How about forming a Central Illinois Victor
Dealers' Association?" He put up a very fine
argument, which was applauded roundly, and im-
mediately after his talk a nomination committee
consisting of Ray Miller, Dixon, 111.; A. R. Meyer,
Havana, 111., and R. N. Smith, of Carthage, 111.,
were selected to fill these positions. These gen-
tlemen retired for about fifteen minutes and came
back with the names of the following men, who
were unanimously elected: F. M. Leslie, Urbana,
president; L. S. Putnam, Peoria, secretary, and
Lyle Straight, Peoria, treasurer.
The organization committee named are: Lyle
Straight, Peoria; F. L. Fell, Peoria, and O. D.
Ehrlicher, of Pekin. Membership lieutenants,
whose duty it is to bring the attention of all Vic-
tor dealers in that section to the new organization,
are: Ray Miller, Dixon; R. N. Smith, Carthage;
A. B. Meyer, Havana; E. Froyd, Paxton; F. E.
Wollett, Peoria; G. E. Lester, Hoopeston; W. L.
Barnett, Watseka; F. L. Fell, Peoria; R. L.
Berry, Springfield, and Miss W. C. Requarth.
Ottawa.
RUSSELL & LAWRIE OPEN STORE
Tarrytown, N. Y., March 3. — Russell & Lawrie,
Inc., of this city, have purchased the stock of
Victor machines, records and equipment of the
music business conducted by Louis Guff. The
new concern has just completed extensive al-
terations to its quarters. The Victor line is
handled.
The Grand Rapids Talking Machine Co., of
Grand Rapids, Mich., has dissolved.
VOCALION DISTRIBUTORS ON COAST
Magnavox Co., of San Francisco, and Commer-
cial Associates, of Los Angeles, to Handle the
Vocalion Red Records in Pacific Coast Ter-
ritory— Company Branch to Be Closed
W. H. Alfring, wholesale manager of the
Aeolian Co., New York, who returned last week
from a transcontinental business trip, reported
that while on the Pacific Coast he completed ar-
rangements with the Magnavox Co., of San Fran-
cisco, to handle the Aeolian-Vocalion records in
that territory, and that in Los Angeles these
records will be handled in the future by the
Commercial Associates, who will cover the entire
southern section of California. The Aeolian-
Vocalion distributive branch, which has hereto-
fore been maintained in San Francisco, will
shortly be discontinued, as the company feels
that the new representatives are entirely com-
petent to cover this territory without direct rep-
resentation. Horace M. Hull, who has been in
charge of the San Francisco branch, will return
to New York as soon as these arrangements are
completed.
Both of these new Aeolian-Vocalion record
representatives are thoroughly familiar with the
policies of the Aeolian Co. and are enthusiastic
over the prospects which this representation gives
them. They are making arrangements to push the
Aeolian-Vocalion records intensively throughout
their respective territories, on the same high
plane in which the Aeolian Co. is accustomed to
do business. The Aeolian-Vocalion has already
been highly successful among dealers and buy-
ers in the Pacific Coast territory and the ground-
work which has already been laid will, no doubt,
be widely extended under these new arrange-
ments.
ANNOUNCE FISCHER PHONOGRAPH
J. & C. Fischer, Inc., Well-known New York
Piano Manufacturers, Enter the Manufacture
of Talking Machines — One of the Oldest
Manufacturers of Pianos in the Country
Announcement was made this month by J. & C.
Fischer, Inc., 417 West Twenty-eighth street,
New York, of the production of the Fischer pho-
nograph, which will be made in two cabinet
models and two table models. These instruments
will be furnished in mahogany or walnut. The
upright models will be known as Styles 100 and
110, while the table models are designated Styles
140 and 150.
J. & C. Fischer are one of the oldest piano
manufacturing concerns in the country, having
been established in 1840. They have always been
well known for the high standard of quality of
their products. They maintain a thoroughly
equipped and modern factory at the address
above, and during their career have produced over
150,000 pianos and player-pianos.
Buyers of talking machines and records are
actuated by the law of self-interest. This means
that it is necessary to convince them that a ma-
chine is worth the price before there is the slight-
est hope of closing the sale.
The best value
on the market.
Look at the
price; then write
for particulars
A few valuable
sales agencies
and jobbers'
territories
still available
Seaburg Mfg.Co.
Jamestown, N. Y.
r—
'■' ' /
m
•
, — __.
No. 250T,List Price $195.00
Usual discounts to dealers
48"x28"x31" high. Finished all
around
Genuine Mahogany, Walnut or Oak
The Biggest Value on the Market. A Trial Order Will Convince
38
THE TALKING MACHINE WORLD
March 15, 1922
Why You Should Sell
Sonora Phonographs
Reason Three-
Intermezzo
$175
Since its introduction the
Intermezzo has met with
a widespread demand
among those wishing a
medium- priced Sonora
upright with all the tone,
beauty and features for
which Sonora is cele-
brated. Plays all disc
records. Finished in
Golden and Fumed Oak,
American Walnut,
Brown Mahogany or Ma-
hogany.
Sonora Advertising
Just as Sonora itself was a marked achievement in
phonograph making from the first, Sonora advertising
has been of a distinct, impressive character. Never
swerving from its message of Sonora quality, it has
carried conviction and the pride of ownership to
prospective phonograph buyers.
The result is, Sonora dealers sell under the most
favorable conditions possible. Even before customers
enter a store and ask for a demonstration, they antici-
pate satisfaction.
The fact that Sonora has always been associated with
prestige, gives the dealer a strong, initial advantage.
From year to year, Sonora advertising continues to
build upon solid foundations, and the dealer who
features this line efficiently will never regret the choice.
SONORA PHONOGRAPH COMPANY, Inc.
GEORGE E. BRIGHTSON, Pres.
NEW YORK : 279 BROADWAY
Canadian Distributors, I. Montagues & Co., Toronto
March 15, 1922
THE TALKING MACHINE WORLD
39
" The Highest Class Talking Machine in the World "
THE INSTRUMENT OF QUALITY
onor
CLEAR AS A BELL
List of Distributors
Gibson-Snow Co,,
Syracuse, N. Y.
State of New York with the excep-
tion of towns on Hudson River below
Poughkeepsie and excepting Greater
New York.
l:. -:
605 Broad St., Newark, N. J.
State of New Jersey.
Hessig-Ellis Drag Co.,
Memphis, Term.
Arkansas, Louisiana, Tennessee, Mis-
sissippi.
Indianapolis, Ind.
Entire State of Indiana.
Co.,
Omaha, Nebr.
State of Nebraska.
ft"! i k :--
221 Columbus Ave., Boston,
Mass.
Connecticut, Rhode Island and
Massachusetts.
■■L, 1 ' ' ■■ Ci . !?:•;.
514 Griswold St., Detroit, Mich.
Michigan and Ohio.
: ' * • • ■■ : :,z 1--,
616 Mission 'St., San Francisco,
Cal.
Washington, California, Oregon, Ari-
zona, Nevada, Hawaiian Islands,
northern Idaho.
BESIDES possessing im-
portant patents of
its own, Sonora is licensed
and operates under BASIC
PATENTS of the phono-
graph industry. Sonora's
future and the future of
Sonora's dealers' business
are secure.
Houston, Texas.
Southeastern part of Texas.
310-314 Marietta St., Atlanta, Ga.
Alabama, Georgia, Florida and North
and South Carolina.
Soul
Wichita, Kans.
Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
Panhandle.
Minneapolis, Minn.
States of Montana, North Dakota,
'South Dakota, Minnesota.
613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.
Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.
'Sc . I Si: o i- C :
1751 California St., Denver, Colo.
States of Colorado, New Mexico and
Wyoming east of Rock Springs.
Salt Lake City, Utah
Utah, western Wyoming and south-
ern Idaho.
"C I : :-r [- '
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Sonora Co. of PhOa., Inc.,
1214 Arch St., Philadelphia, Pa.
Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.
Sonora Dist. Co. of Pittsburgh,
4130 Jenkins Arcade Bldg.,
Pittsburgh, Pa.
Western Pennsylvania and West
Virginia.
150 Montague St., Brooklyn, N. Y.
All of Long Island and Brooklyn.
Cfreater City Phonograph Co., lae.
311 Sixth Avenue, New York
Counties of Westchester, Putnam
and Dutchess; all Hudson River
towns and cities on the west bank
of the river, south of Highland; all
territory south of Poughkeepsie,
including Greater New York, with
the exception of Brooklyn and
Long Island.
40
THE TALKING MACHINE WORLD
March 15, 1922
llllllllllll!IIIIIIIIII>lll>l>lllllllllllllllllllllllllll>IIIIU»linilll!llllll>!!l!!IIIH IlllllllllllllllllllllllllllllUIIIIIIIIIIIIIIIlllllllllill !!ni!IIIllII!ill|[|(iri]ll!nL!IMilII]!ll!!l1IIIl!!l!EIH[|[l[m[!![IIIII] ljlIlll[il!IHIIl|[lllliliniMlilllllIlllll[]lllII[||JIJIUMIIIll(IIin[ll]IMIII|[llIIMIIIiniII[H]Lli|^
Persistent and Energetic Canvassing a Most I
Vital Aid in Making Talking Machine Sales I
iiiiiiiiiiiiiiiiiiM
There are some parts of this country where
canvassing is made an intensive occupation —
where men are turned out to make their living
by canvassing and have to get results to cover
their expenses. Canvassing of this sort does not
follow the lines of the easiest way of selecting
likely looking names or those people in specially
favorable circumstances and soliciting them di-
rect. As a matter of fact, it means calling on
everybody in the town and finding out just how
they stand as prospects for musical instruments
or supplies. Perhaps the individual may not be
in the market for a player grand or even a talk-
ing machine, but he may need some records, and
if the canvasser can induce him to buy them from
the house he represents, then the sale helps to
pay the canvasser's expenses.
A veteran piano traveler who returned from a
trip through the West recently and had occasion
to stop at a small Kansas town witnessed a
worth-while demonstration of just what real can-
vassing means. While in the town, which has a
population of less than 3,500, the traveler ran
across the real honest-to-goodness canvasser rep-
resenting one of the big music houses in another
city. This man had been in the town for two
days. The first day he called on 135 people and
booked 17 prospects for pianos and talking ma-
chines, and on the second day called on over 140
people and reported 19 prospects for instrument
sales in addition to prospects for smaller sales
which he had picked up casually on his rounds.
To call on 135 people in one day is not in any
sense a six or eight hour job. It means working
from the finish of an early breakfast to the time
when the good people of the town are ready for
"lights out." It means a call every four minutes
of a ten-hour day, and a man has to move some to
keep up the pace, but, as the canvasser explained
it, he had eight children, one of whom was going
through college, and he simply had to hustle to
get the money.
His visiting card was simply a cheap tape
measure a yard long bearing the imprint of the
house he represented. When the lady of the
house came to the door he presented the tape
measure with the compliments of his employers.
By the time she had looked it over he had made
his introduction and worked up from that point.
In one instance a man did not want a piano or
talking machine, but in the course of conversa-
lllllllllllllllllll!l!l!llllllllli:ill!Illllllllllllilll!llllllllll]|!lll!i
tion hinted he might be able to use a new violin
bow. He was immediately directed to the store
represented by the canvasser and made his pur-
chase there. The individual who could be per-
suaded to buy a harmonica for his boy or some
new strings for his daughter's ukulele was also
directed to headquarters. All was grist that came
to the canvasser's mill and he displayed to the
traveling man figures that indicated that even
small sums gathered regularly grow into a sub-
stantial amount in the end.
The average canvasser who makes fifty or sixty
calls a day is to be regarded very favorably in
most sections of the country, so that the man
who can interview 135 or more householders is
unquestionably getting action. The point to be
I Visiting One Home _
| After Another With
| Proper Approach Is a B
( Prospect and a Sales m
■ Producing Method
' a paying proposition and keep the stock
moving.
Not long ago a big retail concern in the East
handling pianos and talking machines rounded
up thirty-five young men and told them to go out
into the field and look for piano and talking
machine prospects, with the promise that the five
or six who showed the best results and the
greatest ability during the month would be at-
tached permanently to the payroll. The number
of prospects for piano and talking machine sales
that were turned in by these three dozen can-
vassers and the actual sales that resulted proved
a revelation even to the manager who first con-
ceived the idea. The experiment accomplished
two things — it built up an excellent prospect list
and provided the company with a half dozen
young salesmen who had proven their ability in
actual practice.
Canvassing may be the tough road to sales,
and particularly hard on the salesmen who have
had some years of comfortable wareroom selling
with the prospects dropping in of their own voli-
tion. But it is the sort of hard-fisted selling that
has made piano and talking machine business in
the past and is making it right now for those
who have seen the light and persisted.
GENEVA, 0., HONORS CARUSO
Impressive Ceremonies Mark Forty-ninth Anni-
versary of the Birth of Caruso
emphasizfd is not the unusual number of calls
made, but rather the fact that an effort was put
forth to make each call produce some results,
and in the final analysis the work of the can-
vasser referred to and the success that was his
portion provides a strong argument for the gen-
eral music store idea, the moral being that if a
prospect cannot be landed as the buyer of one
article he may prove an excellent prospect for
something else.
It may be that every man will not make a
successful canvasser. He may not have the am-
bition, the personality or the faculty of absorb-
ing rebuffs and still keep going, but results prove
that intensive canvassing, even in the larger cities,
if persisted in and carried on by men of the
right caliber, will get sufficient results to make
Geneva, O., March 1. — This village, which claims
the distinction of being one of the smallest com-
munity centers in the United States, celebrated
with impressive ceremonies the forty-ninth anni-
versary of the birth of Caruso on February 26.
Talking machine records of the famed tenor
blended with the voices of seventy-five singers in
the community chorus, which was directed by
Harry Harrison, of New York.
FEATURES TONEPEN NEEDLES
The A. I. Ross Music Stores, 309 Steinway
avenue and 206 Main street, Astoria, N. Y., are
featuring Tonepen talking machine needles in
their advertising. The Tonepen is manufactured
by the Tonepen Co., of New York City, and it
is good for about one hundred records.
Queen Anne Period Model
Here It Is —
A High-Grade Console Cabinet
At a Popular Price
Made of Genuine Mahogany 5 ply Panels.
Height, 33"; Width, 36"; Depth, 23". It is a
desirable addition to the famous Celina line.
Attention, Mr. Victor and Columbia Dealer.
The Console shown here (and 2 other
Models) will also accommodate Victor and
Columbia Table Machines. They are made by
THE CELINA SPECIALTY CO-
at CELINA, OHIO
"Where Better Furniture Is Built."
March 15. 1922
THE TALKING MACHINE WORLD
41
HERE IT IS!
V T:.
■Mi*
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for All Records. No Adjustment Screws or Springs.
SAMPLES $8.00 Specify 8H" or 9lAn arm
FLETCHER -WICKES CO., 6 East Lake Street, Chicago, Illinois
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED, STRATFORD, ONTARIO. EXCLUSIVE CANADIAN AGENTS
^ONE ARNjg
^EPRODUCE^
Dealers, Send for
Prices and Terms
Reproducer
and Connection
NEW EDISON
Plays all Records
FLETCHER- WICKES CO.
6 East Lake St., Chicago, 111.
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
SOMETHING ENTIRELY NEW IN TONE ARMS
THE FLETCHER "STRAIGHT"
STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT
NEW DESIGN NEW CONSTRUCTION
Yes, it is universal and equipped with the Regular Fletcher
Reproducer, giving the same natural tone quality as heretofore
Made in two lengths, S'/2* and 9^' SEND FOR PRICES AND TERMS
FLETCHER- WICKES COMPANY
6 EAST LAKE ST. CHICAGO
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED, STRATFORD, ONTARIO, EXCLUSIVE CANADIAN AGENTS
42
THE TALKING MACHINE WORLD
March IS, 1922
PREPARING FOR NEW YORK'S THIRD ANNUAL MUSIC WEEK
C. M. Tremaine, Assisted by a Large and Influential Committee, Is Rapidly Formulating Plans
for the Third Annual Observance of Music Week, to Be Held From April 30 to May 6
The work of preparation for New York's
third annual Music Week has been actively
under way for the past few months and plans
are now clearly mapped out for the observance
of the week from April 30 to May 6, inclusive.
The committee in charge of the work is a most
representative one, with Otto H. Kahn acting
again as honorary chairman. C. M. Tremaine,
director of the National Bureau for the Advance-
ment of Music, who formerly served as secretary
for the committee, is now the active chairman,
with Miss Isabel Lowden as director.
Members of the committee include Philip
Berolzheimer, city chamberlain; Dr. Nicholas
Murray Butler;" Edward F. Albee, president of
the Keith Circuit of Theatres; Melza Chaffee,
president, Association of Music School Settle-
ments; Kenneth S. Clark, of the Community
Service; Mrs. Walter S. Comly, president, New
York State Federation of Women's Clubs;
George H. Gartlan, Director of Music, Public
Schools; Charles D. Isaacson; Mrs. J. F. D.
Lanier, president, Society Friends of Music;
Richard W. Lawrence; Berthold Neuer, of the
American Piano Co.; Rev. Dr. Charles H. Park-
hurst, Charles H. Ditson, Rev. Father Francis
P. Duffy, Thomas A. Edison, Mrs. Julian Ed-
wards; Dr. William L. Ettinger, city superin-
tendent of schools; Lynnwood Farnam, American
Guild of Organists; Harry Harkness Flagler;
Mrs. Arthur M. Reis, chairman People's Music
League; Hugo Reisenfeld; Franklin W. Robinson,
American Orchestral Society; S. L. Rothafel;
Rev. Dr. Joseph Silverman, J. Fletcher Shera,
Theodore E. Steinway, Rodman Wanamaker and
Edward Zeigler, of the Metropolitan Opera Co.
Several meetings of the general committee
have been held at which fundamental policies
have been decided upon and various portions of
the work assigned. There are also special com-
mittees on churches, church organists, public
schools, private schools, colleges and universi-
ties, music clubs and organizations, music school
settlements, state federation of women's clubs,
foreign groups, mercantile and industrial or-
ganizations, music industries, concert managers,
city government, Y. M. C. A.'s and Boy Scouts
organizations.
Publicity material in the shape of posters,
stickers and envelope slips will soon be ready
for distribution to the trade in and around New
York. Ways will also be suggested for dealers'
co-operation in this great demonstration to con-
centrate public attention upon music and to
impress all the people with the benefits it can
give.
HOW MUSIC AIDS BLIND TO READ
Letters in Text of Book or Paper Placed in
Device Known as the "Optophone" Trans-
ferred to Music Enable Blind to Read
An interesting device known as the "Opto-
phone," invented by Prof. E. E. Fournier d'Albe,
by which the blind, through the medium of rays
of light converted into sounds of harmony, are
enabled to read newspapers and books, was suc-
cessfully demonstrated recently in Jersey City,
N. J.
In the Optophone light projected by a tiny
photograph lens streams through five rows of
oblong perforations in a revolving disc and is
reflected back and transformed into sound by
means of selenium cells.
To the observer these rays of light appear to
correspond to the five parallel bars of a musical
staff, producing, as they pass over each letter,
five notes of the musical scale, as follows: Sol,
do, re, mi and sol again on a high key.
By way of illustration the electric carriage
bears the tiny shaft of light, with its five paral-
lel bars, slowly along under the row of printed
letters on the down-turned page. In a curved
letter, "C" for example, the outer curve first
comes in contact with the light at the line or
space which corresponds to the vocal syllable
"re." Then, as the light proceeds over the let-
ter, the vibrant tone first produced slurs to "do"
and "mi" simultaneously. In the letter "T" the
high syllable sounds first, as the upper part of
the letter comes in contact with the light; then
the full five-note chord as the light rays cross
the upright part of the letter, only to revert
again to the high tone. The combined effect is
charming to the ear of the reader. It is unheard
by everyone else.
Selenium, it was explained by those who have
been testing the Optophone, has the peculiar
property of offering a high resistance to the pas-
The General Phonograph Mfg. Co.
Model "E" Table Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
Plays All Makes of Records Superior Tone Quality
Write for our Proposition
The General Phonograph Mfg. Co., Elyria, Ohio
Record Dealers and Shippers
Send For Your Sample Today
— RECO-RAPS—
A Transportation Package for Graphophone Recordf
SAVES Far more than their Cost
■ in Postage and Insurance
Prevents B-eakage
asoss-S£cr/M yjzw
WW,
DESCRIPTION
~I& 7 — To^&£c/te/7i3oaj-<*
"2,48: 6-Corruga.ied fj//erS
* 8 Center-Post ' m Use,
*9 Jtecc-J?sp Co/7ip/tte-
*/0 Center-Pest AefcreUsed.
Packages For Any Size Records
Metal Posts For Any Size Shipments
Write Us for Particulars and Samples
THE RECO-RAP CO., Inc.
104 North 12th St. St. Louis, Mo.
sage of electricity, which is broken down to a
marked degree when light shines upon it. It is
sometimes called "the electrical eye" because it
is affected by light. The musical notes of the
Optophone are produced, therefore, as the
printed letter passes between the selenium and
the light. In capital letters the notes are of
greater intensity than when the type is small.
NEW COLUMBIA SLIDES
Series of Movie Slides in Color Now Ready for
Distribution to Retail Dealers
The advertising department of the Columbia
Graphophone Co. has issued a new series of
hand-colored movie slides which are being used
by Columbia dealers throughout the country.
The slides are designed in full color and the
New Series of Columbia Movie Slides
imprint portion is tied into the slide so that it
appears as though the slides were made ex-
pressly for the particular dealer using them.
An organization in which every unit pulls in
a different direction is liable to collapse. There
must be team work between the members of
the sales staff, the salesmen and the manager,
and both of these with the employer.
March 15, 1922
THE TALKING MACHINE WORLD
43
Good news! Another Marion Harris record.
"Blues"— ol course. "Cuddle-Up Blues" on
one side and "I've Got the Wonder Where
He Went and When He's Coming Back
Blues" on the other side. A-3555.
Columbia Graphophone Co
NEW YORK
gflllll Ull!IIIIIIIIUI]llllll!lllllllllllllimilllll!lllllllll[lllh]lllllllllllllllllll!inill!llllllll[llll!lU INI!llllllltll!llll!llllllllllll!IIIIIIU!IIINIllllIIII!ll!in]|[IIIIIIillllllllinilllllll!l!llllllllll!l!lljlll!llll Illllllll II II MI! I II ■ J iu
I When Knowledge Means Sales— Tis Folly to be Ignorant I
HOLIDAY CONTAINERS FOR RECORDS
| By ROBERT N. STANNARD |
fiiiiiiiiiiiiiiiiimiiiimiiiniiiiiiiiiiiiniiiiiiiiuiiiiiiiiu
A man entered a store which dealt in talking
machines and records and asked if there were
any records by Chaliapin.
"Sharlpin?" asked the salesgirl. "You don't
mean Charley Chaplin, do you?"
"No," answered the prospect, "I mean Chalia-
pin, the Russian basso."
"Never heard of him," answered the girl in
tones that indicated that therefore Chaliapin
didn't exist for her.
"No?" answered the man, no longer a pros-
pect. "He's been in the newspapers very much
of late."
Then he turned and went out. Thereby the
saleslady lost not only a sale, but probably lost a
customer.
For several days before this incident happened
the Russian had been "turning 'em away" at the
Metropolitan Opera House, yet this girl had no
notion who he was. Could you blame the pro-
spective customer if he reached the conclusion
that such a saleslady would be equally helpless
in aiding him in a selection of anything other
than the latest jazz hits?
Buyers of classical and operatic records like
to talk over their purchases with the salesman
or saleslady. A talking knowledge of the events
of the day in music goes a long way toward
establishing pleasant relations that lead to regu-
lar sales.
Somewhere that man found a ' salesman who
could tell him whether there were any Chaliapin
records and who could talk intelligently of
current events on the concert and operatic stage.
What if the store had no Chaliapin" .-records?
The customer knew that here was a sto^e that
would be likely to have them as soon as they
were out. He would also know that here was
a salesman who could probably help him if he
were to whistle some operatic air the name of
which had escaped him. There is no question
as to which store he would go for future pur-
chases.
The other day a woman went into a well-known
music store in Brooklyn and asked for "The
Funeral March of a Marionette." Over the face
of the saleslady came a blank expression. She
had never heard of such a thing. The customer
turned and went out, disgusted, before the sales-
lady had time to ask anyone who knew.
These are bona fide incidents seen and over-
heard by the writer. No doubt they have been
repeated, with variations, hundreds of times.
A small local store may profit by the moral
of these tales. A big one can, of course, but
the small store may be able to take away busi-
ness from the larger ones through employing
someone who knows.
Spare minutes can be employed profitably in
the reading of various catalogs, especially the
little resumes of operas and nutshell histories of
performers. Above all, a daily reading of cur-
rent musical events in the newspapers would
keep the ambitious salesman or saleswoman up-
to-date on talking points.
Where knowledge means a boost in sales and
commissions, for the love of money, why remain
ignorant?
1 Frederick Loeser & Co. Stimulate Record Sales
by Placing Selected Records in Specially Dec-
orated Envelopes for Holiday Use
THE "FLEA" AND "BOW=WOW BLUES"
A Victor dealer, who is inclined to be a bit of
a wag. noticed in the March list, among the dance
records, "Bow-Wow Blues," while among the
Red Seal records was the "Song of the Flea,"
and immediately wanted to know why two selec-
tions generally accepted as being closely related
had not been made available on the same record.
Man}- a merchant has failed because he assumed
a "public be d — :d" attitude toward customers.
A plan to take full advantage of the possibili-
ties of holidays for increasing record sales has
been inaugurated in the talking machine de-
partment of Frederick Loeser & Co., of Brook-
lyn, N. Y., by W. H. Bishop, manager. The
plan was first put into effect on St. Valentine's
day. It consists simply of placing four or five
selected records in an envelope on which have
been placed decorations and verse suitable to
the day. Circular letters and advertising in the
local newspapers urge the giving of records in
these containers as holiday gifts. On St. Valen-
tine's day the envelope was decorated with a
large red heart in spirit of the day and a few
lines of verse. The plan was also used on Lin-
coln's and Washington's birthdays. Sales of Victor
records were greatly stimulated in this manner.
The record
ment holds
tor albums,
tionary top
side provides
for a lamp
ment.
compart-
five Vic-
The sta-
on this
a place
7r orna-
Victor
Dea lers
EVERYONE has noticed the growing
popularity of the moderately priced console
type of talking machine. Wouldn't it be
worth your while to be equipped to satisfy
this demand with a really fine cabinet,
immensely superior to many of the cabinets
that are being offered, which you could sell
complete, with Victrola VI installed, for
less than $100? You can 'do this with
either of the UDELL console cabinets
described above and still make your regu-
lar profit both on the cabinet and on the
Victrola.
QUEEN ANNE — No. 401
Height, 34 inches; width, 36
inches; depth, * 22x/\ inches.
Brown mahogany. A v e r a g e
weight, crated, 115 pounds. Our
Sheraton model. No. 400, is the
same as the Queen Anne in con-
struction, finish, and dimensions.
These cabinets are cleverly designed
specially and solely to accommodate the
Victrola VI. The instrument fits snugly
and becomes part of the cabinet. It is
concealed behind a grille door, paneled
with golden-brown silk. Fine finish
and dependable UDELL construction
characterize these cabinets in every par-
ticular. They are mahogany-veneered,
top, front and ends. A post card will
bring you prices and full particulars.
7&>UdellWorks
28th Street and Barnes Avenue, Indianapolis
44
THE TALKING MACHINE WORLD
March 15, .1922
Brunswick Chicago Motor Plant a Marvel of Efficiency
\ — Punch Press Department. 2 — Assembling Room. 3 — Inspection Department of All Small Parts. 4 — Plating Department. 5 — Section of Tool Room. 6 — 'Section of Grinding Department — Centerlcs^-
Grinders — Automitic Grinders— Special Grinders. 7 — Special Automatic Drilling Machine. 8 — Gear Hobbers — Thread Millers. 9 — Autom«tie Screw Machines — Single Spindle — 'Multiple Spindlr
March 15, 1922
THE TALKING MACHINE WORLD
45
90
Of All Phonograph Spring Trouble
Absolutely Eliminated by
Anaconda Lubricant
It prevents jumping, jerk-
ing and binding of springs.
It is a scientifically densified
Pennsylvania oil and is 100%
lubricant.
Positively contains no graph-
ite, grease, vegetable oils,
acid, asphalt or fibre. One
filling lasts for years. Qual-
ity and uniformity guaran-
teed. One-half as much only
is needed.
We are making special offer on iirst order ONLY:
S-pound can $2.00, delivered anywhere in U, S. A.
PRICES: 5-pound can $ 2.00
Box of 6 5-pound cans 10.50
Box of 12 5-pound cans 19.80
50-pound can 15.00
F. O. B. St. Louis, Mo.
Anaconda Lubricating & Supply Co.
3008 Louisiana Ave, ST. LOUIS, MO.
WALTER MAGILL WESTERN MANAGER
Well-known Talking Machine Man Takes Im-
portant Post With Silent Motor Corp.
■ Walter Magill, well known in Middle West
talking machine circles, was recently appointed
Western manager of the Silent Motor Corp., of
Brooklyn, N. Y. Charles A. O'Malley, president
of the concern, on his recent Western trip, closed
the final negotiations for Mr. Magill's services
and completed plans for a branch office.
The Chicago offices of the Silent Motor Corp.
are located in the Consumers Building, 220 South
State street, where a complete line of Silent
motors is on display. It is the plan of the Silent
Motor Corp. to maintain close contact with the
Western purchasers of Silent motors, and Mr.
Magill. while giving his special attention to sales
work, will maintain efficiency service for Silent
motor users.
Mr. Magill has a wide acquaintance among
talking machine manufacturers, having formerly
been sales manager of the Krasberg Engineering
& Manufacturing Corp., and has more recently
been identified with the H. G. Saal Co.
OGDEN'S SUCCESSFUL RETAIL DRIVE
Sell Many Victrolas IV and VI in Combination
With Ogden You-Nit Stands
Lynchburg, Va., February 20. — J. B. Ogden, Inc.,
Victor retailer, of this city, has conducted an
extensive campaign on Victrolas IV and VI in
combination with the Ogden You-Nit stands.
This concern reports that in the past three years
prior to this campaign it sold not more than
two or three dozen small Victrolas. The cam-
paign was announced in local newspaper adver-
tisements which brought immediate returns and
created from one to three new customers a day.
In commenting on this campaign, the company
stated: "It brought to us total strangers who
had never been in our place before, and, further-
more, it brought to us people who we know from
personal knowledge would not have come in and
voluntarily solicited or offered to purchase the
low-priced instruments because of their social
position. In fact, a number of them apologized
for buying a small outfit and stated that they
had decided instead of deferring their purchase
to buy this outfit for the children. As a result
of this campaign we were completely sold out
on every small Victrola we had and were com-
pelled to telegraph for a lot by express. Inci-
dentally, two large machines were sold as a re-
sult of this sale and record sales have increased
remarkably." The You-Nit stands which were
featured with the table model Vic'trolas are pro-
duced by the Ogden Sectional Cabinet Co., also
of this city.
HAS RANGE OF FIVE OCTAVES
A dispatch from Vienna says that the remark-
able vocal range of a forty-four-year-old singer,
Michael Prita, has caused a sensation. He made
his debut before the Austrian Society of Experi-
mental Phonetics recently and demonstrated a
range of five octaves, a feat never before per-
formed. His deepest note is the F, an octave
below the bass staff — more than two octaves be-
low the lowest note of a violin, and one note
lower than the record held since the eighteenth
century by the German bass singer, Fischer.
Prita's highest note is the upper A, one note
above Mme. Patti's highest.
His bass notes are described as full and per-
fect, while his soprano notes are equal to those
of the famous soprano singer, Moreschi, the solo-
ist at St. Peter's, Rome.
V. ROACH OPENS^VICTOR SHOP
Redondo Beach, Cal., March 4. — An exclusive
Victor establishment has been opened at 134
South Pacific avenue here by V. Roach, who
comes from Plainfield, N. J. Mr. Roach has in-
stalled modern equipment in his store, which is
most completely stocked.
FEATURES VICTROLAS FOR EXPORT
Van Winkle Piano Co., of Washington, D. C,
Caters to Diplomats and Visitors Who Gather
at the Capital From All Parts of the World
Washington, D. C, March 3. — The Van Winkle
Piano Co., of 1217 F street, this city, Victor
dealer, is taking advantage of the fact that this
is the diplomatic center of the country and is
recognizing the possibilities for the sale of Vic-
trolas and records to visitors from all parts of
the world. Some of the company's recent adver-
tising featured the export branch of the business.
The value of the Style 50 portable Victrola as a
means of enjoyment for people who travel was
stressed. One of the advertisements stated in
part that: "North, South, East and West — to
every country in the world we ship Victrolas and
Victor records. In China and Japan, in England.
Belgium, France and Spain, in Norway and South
Africa you'll find this peer of musical instru-
ments."
PASTOR PAINTS ^MUSICAL HEAVEN
Baptist Clergyman Describes a Heaven Where
Music Lovers Will Find Happiness
Atlantic City, N. J., February 27. — Music lovers
will find pianos in heaven, just as everyone else
will find just what he wants there, declared the
Rev. Dr. James E. Norcross, of New York City,
field secretary of the General Board of Promo-
tion of the Northern Baptist Convention, in an
address here last week.
"Music is the war department of the Church,"
he declared, "but there are times when a prayer
meeting is dead before it starts because the music
kills it. Our singing is often terrible."
He told of a church that had been spending
$150 annually for an organist and $150 annually
for a choir. It bought a good talking machine
and now spends $250 a year for fine records.
"There isn't a man on God's earth who wouldn't
rather listen to Evan Williams or the Lotus
Quartet on a high-grade phonograph than to a
mediocre choir," said the clergyman.
PETITION IN BANKRUPTCY
A petition in bankruptcy has been filed against
the Great Northern Phono Supply Works, Inc.,
of 57 Fulton street, New York City. Liabilities
are estimated at $15,000 and assets are given as
$5,00*1
GELLER & SELDIN BUY BUILDING
Rockville Centre, N. Y., Concern Buys Fine
Building for Headquarters — Plans Large Stock
of Machines and Several New Departments
Rockville Centre, N. Y., March 5. — The firm of
Geller & Seldin, talking machine dealers of this
village, has purchased one of the finest business
buildings here for its headquarters, following
extensive alterations. The new quarters of the
firm are located on the Merrick road and Village
avenue. In addition to a large stock of talking
machines and records, the concern is planning to
install a player-piano, music roll and a sheet mu-
sic department. The quarters now occupied will
be operated as a branch.
PLYMOUTH PHONO. CO. ELECTS
Plymouth, Wis., March 4. — The annual meeting
of the stockholders of the Plymouth Phonograph
Co., of this village, was held recently, at which
all officers were re-elected. The officers of the
concern are: President, William Thommenrvice-
president, Harry Bolens, and secretary and treas-
urer, Frank Mclntyre.
phonograph
THE popular CATHEDRAL
Phonograph is now being
manufactured by a responsible
and experienced organization.
If you are looking for a line of
phonographs combining quality,
value and great sales possibilities
the CATHEDRAL agency will
prove a "gold mine."
Write Today for Our Dealer Plan
OHIO CATHEDRAL CO.
W. H. HOUGHTON, Pres.
MARION, OHIO
46 THE TALKING MACHINE WORLD
March IS, 1922
Imagine the wonderful tenor volee of
Charles Haekett putting over that old
favorite, "Mother Machree"! A sure seller
among the April records. 80097.
VICTOR ACTIVITIES IN IOWA
Opera Book Month a Signal Success — Campaign
Planned and Executed by Mickel Bros. — News
of the Victor Retailers in This Territory
Des Moines, Ia., March 4. — One of the most
effective pieces of Victor publicity introduced
recently in this territory was announced by
the Mickel Bros. Co. in January, selecting Feb-
ruary as the month to be known as "Opera Book
Month" and asking every dealer in the State to
lend his efforts in getting as many of these
valuable books into the hands of their customers
as possible. Each dealer was supplied with large
posters for the windows and store and quantities
of small circulars, which were mailed out with
each supplement. The work was backed -up
with stirring sales letters, which were mailed to
the dealer every few days, and the phrase "Opera
Book Month" was brought before the dealer in
as many different ways as possible.
To further stimulate the campaign three cash
prizes, $25, $15 and $10, were offered to the
dealers who installed the most effective windows
and forwarded the photographs to the Mickel
Bros. Co.
H. B. Sixsmith, sales manager of the Mickel
Bros. Co., was responsible for the working of
the campaign. "Our fondest hopes were more
than realized," said Mr. Sixsmith. "While the
margin of profit on the books was the same as
any other item of Victor merchandise, still the
greatest point gained is that we have gotten
them into the hands of people who buy records.
We are confident that the book will develop Red
Seal business and many wonderful experiences in
this respect are told by the dealers. During the
month almost two thousand books were sold,
which we consider so successful that we are
going to make every February 'Opera Book
Month' in Iowa."
Donahoe & Donahoe, Victor dealers, Ft.
Dodge, suffered several thousand dollars' loss
by water when fire destroyed a business block
near them. A quantity of instruments were
stored in the basement, which was completely
flooded..
H. A. Beach, vice-president of the Unit Con-
struction Co., Philadelphia, Pa., and H. Howi-
son, traveler, recently visited the Mickel Bros.
Co. Mr. Beach is very optimistic in regard to
the outlook for equipment and closed several
large deals in the State.
The Crary Co., of Boone, la., Victor retailer,
is taking a musical census of the town and,
judging from the sales which are coming in,
the affair is a success. Six girls, with a kit of
supplies and records, are canvassing the town
and their work is backed up with a large amount
of advertising, both outdoor and newspaper,
moving picture films and evening recitals in the
store. The Crary Co. owns one of the prettiest
stores in the State and sells nothing but Vic-
trolas. Jos. C. Britt is manager.
Thos. Saam has purchased the Victor stock of
a retiring dealer and, in the future, will con-
duct an exclusive agency at Lansing, Ia. A
Again We Wish to
Impress Upon Yon
That the Mickel trade-mark has a
practical significance as applied to
our service to the Victor retailer.
There is no phase of the Victor
dealers' problems that has not been -
thoroughly studied by our organiza-
tion, and as a result of this ..study
and investigation we are ready to
help you along constructive, prac-
tical lines.
MICKEL BROS., INC,
411 COURT STREET
DES MOINES, IOWA
Columbia Graphophone Co.
NEW YORK
complete department is already installed, with a
competent force of salespeople.
The Mickel B ros. Co. held a series of district
meetings throughout Iowa during the month of
January which met with wonderful success. Geo.
E. Mickel, president of the company, presided
at the meetings. "Our meetings were a source
of inspiration to me," said Mr. Mickel, in talk-
ing to The World representative. "Iowa, you
know, is essentially an agricultural State and
the recent rise in price of corn and wheat has
done a lot toward putting the farmer in a better
buying mood. We are already feeling the bene-
fits. It was more than pleasing to note the grow-
ing optimistic feeling among the dealers and
their confident opinion that 1922 would do a
great deal toward bringing conditions back to
normalcy."
President L.. A. Murray, of the Iowa Victor
Dealers' Association, has already begun arrange-
ments for the fifth annual convention to be held
in Des Moines this Summer. "Our last one,"
said Mr. Murray, "set such a high mark for
us to follow that it will be rather difficult to
arrange such a helpful as well as entertaining
program as we had. However, every member
can rest assured that it will be worth the time
and money spent in attending. Our motto is
'Bigger and better every year'." Mr. Murray
owns an exclusive Victor store at Davenport, Ia.
W. G. Kennedy has purchased the controlling
interest in the firm formerly known as the Ken-
nedy-Gardner Co., Victor dealer, Iowa Falls,
and in the future the business will be conducted
under the name of W.. G. Kennedy.
Axel Nelson, general manager of the Had-
dorff Piano Cp. retail stores, was a recent vis-
itor to Des Moines. Mr. Johnson, manager of
the headquarters at Rockford, 111., was with him.
SCHEDULES OF THE REGINA CO.
Liabilities of Bankrupt Concern Given as
$1,063,801 and Assets as $698,479
Trenton, N. J., March 3.— The liabilities of
the Regina Co., musical instrument manufacturer,
of Rahway, N. J., are $1,063,801 and the assets
$698,479, according to the schedule filed. The
schedule comprises 200 pages and has been re-
ferred to Referee Atwood L. DeCoster. The
liabilities include: Unsecured claims, $988,170;
secured claims, $40,323; notes, $12,868; wages,
$4,074, and taxes, $14,354. The assets are: Real
estate, $103,000; cash, $193,000; bills, $59,943;
stock, 242,903; machinery, $146,886; patents,
$4,624; open accounts, $129,632, and bank de-
posits, $1,426. Bankruptcy proceedings were
started against the Regina Co. some time ago in
the United States District Court.
MULTUM IN PARVO
The average talking machine buyer is a self-
respecting person and the salesman who adopts
an air of superiority and condescension had bet-
ter change his methods or quit. If he doesn't he
will not hold his position very long.
March 15, 1922
THE TALKING MACHINE WORLD
47
A Needle
For Every Tune
For Any Tone
The Brilliantone line includes
Extra Loud Tone, Opera Tone,
Full Tone, Half Tone, Light
Tone, and Dance Tone Steel
Phonograph Needles
Every Package of Genuine Brilliantone
Phonograph Needles Bears this Trademark
VERY tune and tone, from the
A-' resounding brass of Sousa's
marches to the softest and sweet-
est violin solo of Jasha Heifetz,
can be played best by a Brillian-
tone Phonograph Needle adapted
to that particular music.
Your customers want to get the
most out of their phonograph
records by using the proper needle
according to the type of record
they wish to play. When you
supply this desire of your cus-
tomers, you naturally boost your
total sales.
Made in America by Americans
SUPERIOR STEEL
RRILLiantoNF
■ RECISTERED TRADE MARK ■ 1
m NEEDLES ^
(The Oldest and Largest Manufacturers of Talking Machine Needles in the World)
BRILLIANTONE
STEEL NEEDLE COMPANY OF AMERICA, Incorporated
Setting Agents for W. H. Bagshaw & Co., Factory, Lowell, Mass,
347 FIFTH AVENUE, Suite 610, at 34th Street, NEW YORK
Pacific Coast Distributor:
Walter S. Gray Co.,
942 Market St.,
S.ni Francisco, Cal.
Western Distributor:
The Cole & Dumas Music Co.,
50-56 West Lake St.,
Chicago
Canadian Distributors :
The Musical Mdse. Sales Co.,
79 Wellington St., Wi,
Toronto
Foreign Export:
Chipman Ltd.,
8-10 Bridge St.,
New York City
18
THE TALKING MACHINE WORLD
March 15, 1922
BRAIN WORK IN SALESMANSHIP A DECIDED ESSENTIAL
Chas. H. Kennedy, of the Kennedy-Schultz Co., Cleveland, Contributes Some Pregnant and Illu-
minating Remarks Which Will Be Read With Exceeding Interest by Our Aspiring Salesmen
"Take care of the big birds and the little ones
will take care of themselves." That is the motto
ot Charles H. Kennedy, of the Kennedy-Schultz
Co., of Cleveland, who represents the Granby
Phonograph Corp. in Ohio, and in going on this
motto Mr. Kennedy has been unusually success-
ful with everything he has undertaken.
"When I was a young chap in the selling
game," said Mr. Kennedy, talking to a repre-
sentative of The World, "I had a boss who-
knew his business. As a sales manager Frank
Randolph knew what was what and when Frank
went out after a prospect he generally came back .
with the goods. Like the squirrel at the sight of
Davy Crockett's gun. the prospect dropped
down out of the tree when he saw Frank coming.
"I was with him for three years and when
I went Frank said to me: 'Kennedy,' he said, T
want to tell you a secret of success in selling
anything. It is very simple, but it brings home
the bacon. It has for me and I know it may
for you. It consists of just three rules: First,
go after the big fellow; second, see the big man,
and, third, never fail to work like the devil with
your head.'
"This is true. I find that the trouble with
most salesmen is that however active they may
be on their legs they lack imagination. They
don't work with their brains. They go off half-
cocked and thus waste a lot of powder and shot
on birds that are no good when bagged.
"It is just as easy — even easier — to land the
big bird as the little one. The big bird has the
brains to understand your proposition and to
grasp its possibilities, and he has the money to
buy if it appeals to him.
"The little fellow lacks both. You talk your
head off and when you get done he shakes his
head. He can't see your proposition at all.
Or, if he is sold, it may be that his credit is
weak-kneed. Then you have had all your work
for nothing.
"There is much more satisfaction in gunning
for the real big bird. He listens keenly to your
story. He gets your story point by point.
When you get done he asks a few questions
straight from the shoulder and then he gives'
you an order which he can pay for.
"You smile when I say, 'Gives you the order'.
You think I am too cocksure. Well, maybe
I am, but I never call on a man with the idea
of selling him until I have satisfied myself by
making sure of several points. The first of these
is 'Can he use the merchandise? Is it economi-
cally right for me to sell him?' The second
is, 'Can he pay for them?'
"Of course, his money may be all tied up. I
can't very well know whether it is or not. But
I can — and do — find out whether he is good for
any bill he is willing to contract.
"That question as to whether it is right to
sell him is one that is too often overlooked or
ignored. I am selling Granby phonographs, not
for to-day, but for to-morrow. I do not want
to sell a man once and then be done with him.
I want to be able to go back and get his order
every time his stock needs replenishing and if
I am not there I want him to mail me the order.
"Therefore, I don't want to load a man up
with a lot of phonographs just because he has
got the money to buy. He must be able to
sell them. If he can't sell them, if he can't
see an immediate market for my goods, what's
the good of my selling him? I probably will
have to take them back off his hands, and if I
can't do that he will be stuck. He may not
lose any actual cash, but he will be forced to
liquidate at cut prices, doing him a lot of harm.
He will be disgruntled and everyone that he
meets will hear the story of the' way he was
treated.
"If a man can't make money selling your line
you had better not sell him.
"The result of this philosophy is that I don't
try to sell Granbys. What I sell is an oppor-
tunity for a dealer to make money. The goods
themselves are the least consideration. Of
course, they are right, so that when a dealer is
sold on the proposition the order is waiting.
"By concentrating, then, on the big fellow
. I find the little fellow takes care of himself.
There are a lot of people in the world who have
got to follow a leader and most of the little
fellows are followers. If you don't want' their
risk when they come to you with an order in
their hand you can turn the order down with a
clear conscience.
"If you begin at that end and sell the little
fellow first it is just as hard to sell the big one
later as it is the other way around, and you will
find it hard sledding getting the little fellows'
orders past your credit department."
Mr. Kennedy is the kind of a man usually
called a live-wire. He has a head full of ideas
and he can usually think of more than one at a
time. He has acted on the advice that he gives
and it has put him well up the ladder. He is not
at the top by any means, but he is getting there
fast and when he stands on the top round it is
going to take a lot of pushing to make him lose
his balance.
TRENTON STOREMS ENLARGED
Trenton, N. J., March 4. — Joseph P. Fee, pro-
prietor of the Record Shop, 236 North Warren
street, has enlarged his store and made a num-
ber of other improvements to take care of in-
creasing business. Mr. Fee was the first dealer
to open a phonograph shop in Trenton, having
started eight years ago with a practical experi-
ence in talking machines and their construction.
The repair end of the business has been greatly
enlarged.
"BLACK DIAMOND"
GRAPHITE
Spring Lubricant
The Lubricant
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Guaranteed not
to dry up or
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tubes; y2, 1, 5, 10, 25, 50 lb. cans.
Manufactured only by
HARTZELL CRUCIBLE CO.
North Side, Pittsburgh, Fa.
Factory Representative
LODIS A. SCHWAKZ, INC.
1265 Broadway, New York City
S. F. LABRIMORE
5836 Easton Ave., St. Louis, Mo.
FOR SALE BY ALL. LEADING JOBBERS
VISITS V0CALI0N DISTRIBUTORS
Oscar W. Ray Makes a Swing Around the Circuit
and Brings Back Most Encouraging Report
Regarding Vocalion Record Business
Oscar W. Ray, manager of the wholesale Vo-
calion record department of the Aeolian Co., re-
turned recently from a lengthy trip in the course
of which he visited Philadelphia, Baltimore,
Washington, Memphis, St. Louis, Cincinnati, De-
troit and other cities, for the purpose of calling
on Vocalion record distributors. Mr. Ray stated
that he found the. distributors in a thoroughly
optimistic mood, all of them reporting very satis-
factory business, with a distinct tendency toward
. increase.
The distributors are doing particularly well in
the matter of establishing new dealers, and state
that not only are many dealers making voluntary
inquiries regarding the Vocalion agency but are
arranging to handle that line exclusively. Marked
progress was reported in several of the cities, due
probably to more encouraging local conditions.
All along the line, declared Mr. Ray, both dis- .
tributors and dealers expressed enthusiasm re-
garding the dance records being made by the
Yerkes S. S. Flotilla Orchestra and the other or-
ganizations recording for Vocalion records.
JOHN CHURCH CO. OPENS BRANCH
Elgin, III., March 3. — A talking machine and
piano store has been opened here by the John
Church Piano Co., of Chicago, 111. In addition
to the pianos and player-pianos manufactured
by the company John Church phonographs will
be featured. The establishment is one of the
finest in this, and surrounding communities and
the company is planning an aggressive sales
campaign.
NATIONAL METALS DEPOSITING CORPORATION
FACTORY
Telephone Oakwood 8845
MASTERS
34 EAST SIDNEY AVENUE
MOUNT VERNON, N. Y.
MANUFACTURERS OF
MOTHERS
FOR PHONOGRAPH RECORDS
LABORATORY
415 Fourth Ave., New York, N.Y.
Tel. Madison Square 6635
STAMPERS
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For Your Convenience
Deliver Recorded Wax
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March 15, 1922
THE TALKING MACHINE WORLD
49
PLAN FOREIGN TRADE CONVENTION
Vital Expert Problems Affecting American Busi-
ness Will Be Considered at Convention in
Philadelphia During the Month of May
Philadelphia, Pa., March 9. — The financing
and expansion of foreign trade will be studied
from various points of view by leaders of finance,
industry and commerce at the ninth National
Foreign Trade Convention to be held in this
city May 10, 11 and 12.
The Trade Adviser Service will be an outstand-
ing feature of the convention. There will be a
hundred men, thoroughly experienced in export
trade, representing different lines of endeavor
in various parts of the country. They can be
consulted by any of the delegates to the conven-
tion and no request for information will be left
unanswered.
The Bureau of Foreign and Domestic Com-
merce will send to the convention as many of
its representatives as possible. A number of
United States Trade Commissioners will also
be present and will give first-hand information
regarding the countries from which they have
recently returned.
Among the topics scheduled for consideration
will be "A foreign loan policy that will enable
our idle factories to get to work," "The Merchant
Marine an International Problem."
"Export advertising" will be handled in co-
operation with the Association of National Ad-
vertisers and will include' the topics of "Sales
Promotion Through Advertising" and "The Use
of Dealers' Helps." The National Association of
Credit Men will assist in a thorough discussion
of the important subject of "Credit and Credit In-
formation."
Other topics to be discussed at the convention
are:
A practical method of putting our surplus gold
to work in financing foreign trade.
The exporters' view of the present attitude of
banks toward foreign trade and the bank's view.
The effect of high taxation on the exchanges.
The factor of depreciated currency in com-
petition.
Why we must have foreign trade.
Education for foreign trade.
Banking facilities for foreign trade.
Ocean carriage.
Sales promotion.
Factors that will help the exchange situation.
Meeting preferential tariffs.
A foreign trade policy for Americans.
SONORA SCREEN PLEASES DEALERS
Sonora dealers have evinced keen interest in a
small screen recently prepared by the Sonora ad-
vertising department, featuring the Adam Period
An Artistic Arrangement for Display
model. This screen, which is 30 inches high and
41 inches long, faithfully reproduces the mahog-
any finish and the beautiful figuring of the wood,
and it is being used to advantage by Sonora
dealers in connection with their window displays.
The merchant who ignores or disregards human
nature is doomed to failure.
Improve Your Service
AND
Increase Your Sales
By Equipping With
The OGDEN "UNIT"
or Sectional System
which has been used by thousands of dealers
for the past six years and "Sold" to all on our
UNCONDITIONAL GUARANTEE OF
SATISFACTION, QUALITY AND
PRICE.
41t inches
Tbp Section
300 - 10 incb
Record Section I
300 -10 inch
Record Section /
1 300-10 inch
Record Section J
[300-10 or 12 inch 1
[ Record Section I
300-10 or 12 incM £
Record Section 1 Q..
Sanitary Drawer Base
Model No. 1 and No. 31 Sectional Cabinet
This Cabinet, consisting of five Record Sec-
tions, Top and Base, files 1,500 10- and 12-
inch Records, all in easy reach, and with our
"Visible Indexes" any Record is obtainable
in four seconds. This Service equipment will
increase your Sales.
Each Section holds 300 Records, which are
protected by Glass Doors. Base has locking
Accessory Drawer. Complete tier of six
sections, as illustrated, Man., Quar. Oak and
Enamel finishes $59.25
Quar. Oak, Mahogany and Enamel Finishes
Ship us via: FREIGHT— EXPRESS—
— Top or Crown Section No. 1 $4.00
— Record Section No. 1 (holds 300
10-inch and 12-inch records) . . . 9.75
—Record Section No. 31 (holds 300
10-inch records) 9.75
— Base No. 1 with Locking Acces-
sory Drawer 6.50
— Base No. 1 without Accessory
Drawer 5.50
— Finish Wanted
5 Record Sections, a Top and Base No. 2
(without Doors) $43.00
Ship Us via:
FREIGHT EXPRESS
— Top or Crown Section No. 2
only $3.00
—Record Section No. 2 (holds 300
10-inch and 12-inch records) . 7.00
— Record Section No. 62 (holds
300 10-inch records) 7.00
— Sanitary Base No. 2 with Ac-
cessory Drawer 6.50
— Sanitary Base No. 2 without
Accessory Drawer 5.50
Finish wanted
Reduced Prices on Unit Model No. 2150 D. D.
(.Not Illustrated)
Each Holds 2,150 10 and 12-Inch Records
OAK, MAHOGANY and ENAMEL FINISHES
No. 2150D.D. With Locking Wood
Roll Curtain $85.00
No. 2150D.D. With Spanish Leather
Curtain 75.00
No. 1800 Without any curtain 65.00
Ogden's Original Stands
For Portable Victrolas No. 50— IV & VI
SELL
with Profit
and Satisfaction
They are absolutely Rigid and Strong — easily assembled with
four concealed wing nuts and screws — ' Set Up" or "Knock
Down" in five minutes and fulfills every cabinet requirement
at a price that has introduced the Victrola into thousands
of Homes.
Mr. Dealer: Don't overlook the small buyer — History repeats
itself — the Small Victrola user of today is the good prospect
of tomorrow for a large one and constantly a Record Buyer.
Start a campaign now for 100 new customers for the Small
Victrola and watch the Big Machine and Record Sales
"Jump."
A "UNIT"
with
Original
Graceful
Different
Exclusive
Novel
'STANDS
Ogden's No. 50
"Stand" for No. SO
Victrola madr of select
material correctly de-
signed to fit and fur-
nished to match the
Mahogany and Oak
finishes.
Costs You Only $6.50 Delivered
Don't pay more for an imitation. If your jobber does not
carry them in stock order direct.
Ogden's Stands Nos.
IV and VI for Vlo-
trolas IV and VI are
open frames made to
fit exactly these sepa-
rate models.
Oak Nos. IV and VI.
each $3.60— Mahogany
Finish No. VI. $3.85.
Solid Mahogany No.
VI. $4.25. Packed 2
in a carton. Utility
Top — Converts a stand
into a Service Table
for all models: each,
90c.
Utility or
Service Tables
(Convenient for Many
Purposes)
Are needed In every
Record Room, Store
and Home. A quick
sale and profit article.
Tables No. IV and VI
in Oak, Mahogany
and Enamel $4.75
Table No. VIII In
Oak and Enamel. $5.25
Table No. IXa Oak,
Mahogany and Enam-
el $6.50
(Tables Nos. VIII and
IXa Display and sell
with these Victrolas
profitably.)
Ogden You-Nit Stands and Tables are unconditionally guar-
anteed. If you have not already received an imitation stand
on approval get one from your jobber and compare it with
Ogden's original stands.
Write for our Catalog of
Filing Cabinets and Stands
Ogden Sectional Cabinet Co., Inc.
LYNCHBURG, VA.
50 THE TALKING MACHINE WORLD
March 15, 192.-.'
THE
Playing position
Kent Special
Plays all lateral records
AT THEIR BEST
on the
EDISON DISC PHONOGRAPH
Reg. U. S. Pat. Off.
Write for catalog of complete line
F. C. KENT COMPANY
IRVINGTON, N. J., U. S. A.
KENT PRODUCTS "Win their way by their play"
Insertion of needle position
PEARSON PIANO CO. IN NEW HOME
Prominent Music House of Worcester, Mass., in
Commodious New Quarters — A. J. Pearson,
Head of Concern, Well Known in Trade
Worcester, Mass., March 6. — The Pearson
Piano Co., Alfred J. Pearson, treasurer, whicn
has been doing business at 235 Main street for
Alfred J. Pearson
more than ten years, moved recently into a larger
and especially attractive new home at 238 Ma n
street. The change was marked by an open
house, with concerts afternoon and evening by
WHITSIT co-
operation and service to the
Victor dealer has been en-
hanced by the exceptional fa-
cilities afforded us in our new
home. Visit us on your next
trip to Columbus.
prominent local talent, and many friends of the
long-established music house attended the open-
ing and inspected the spacious new rooms.
The large floor space of the new store per-
mits pleasing displays of the various makes of
pianos and the Brunswick phonographs carried
by the Pearson Piano Co. The excellently sit-
uated windows are full-length plate, allowing an
attractive display arrangement.
Features are the spacious, sound-proof talking
machine rooms. They are large and attractively
furnished, permitting prospective purchasers to
listen to records in absolute quiet and in artistic
surroundings.
A private room, richly finished with black and
gold as the color scheme, is called the Art Echo
Room. Its main decoration is the A. B. Chase
reproducing grand piano.
An innovation is the addition of a repair de-
partment, especially equipped for player instru-
ments. This department has been placed in
WHY HE CONTINUES A CLASSICIST
Neighbors Supply All the Popular Records and
Thus High-class Records Are Accumulated
Judging from Smith's cabinet of phonograph
records, he is what might be called a classicist.
Outside of about a dozen dance records which he
kept on hand for purely social reasons to enter-
tain company, the collection was classical. His
friends found this strange in view of his fond-
ness for popular music, especially jazzy and
Oriental strains.
However, the mystery was cleared up the other
evening by a friend whose long standing made it
not impolite to put blunt questions.
"Well," Smith admitted, "whatever taste foi
the classics I have developed, I owe it entirely
to our next-door neighbors. Besides, they have
saved me money. As soon as a new record comes
out they buy it immediately and for the next
couple of days I hear nothing else.
"Of course, by that time the song which ha;
become the rage has been murdered and buried
as far as I am concerned. Therefore, the money
which I would spend on popular music which
rarely lives beyond a few months I use on classi-
cal music which helps to cultivate a genuine tastt
for music." — The New York Sun.
TRAFFIC COP MAKES RECORDS
Patrolman Qu'nn, o: New York Police, Records
Two Live Accordion Solos
New Headquarters of Pearson Co.
charge of Carl S. Eckberg, who for fifteen years
was an inspector for the Simplex Player Action
Co., of this city. The new quarters are very ar-
tistically arranged throughout and do credit to
Mr. Pearson's good taste.
It is seemingly a far cry from regulating traffic
at one of New York's busiest corners on Fifth
avenue to playing an accordion for phonograph
records, but Patrolman Frank Quinn, of the Traf-
fic Squad of the New York Police Department,
has done that little thing for the Vocalion rec-
ords, the first appearing in the March list.
Patrolman Quinn proves that the hand that stems
traffic on Fifth avenue can draw some mighty
fine music out of the accordion. His first record
has on one side "The Cherry Blossom" and on
the other "The Swallow's Tale."
The Yetter Investment Co. has been granted
a charter of incorporation in Delaware to handle
musical instruments, with a capital of $1,000,000.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS ARE BETTER
COST LESS
RENE MFG. CO. Montvale, N. J.
The Talking Machine World, Nczv York, March 15,
PHONOGRAPH
BEST
NEEDLES
NONE
BETTER
MADE
Territory
Open for
Live Distributors
DEAN
UNIFORM
POINTS
UNIFORM
LENGTHS
PERFECT
REPRODUCTION
Write for
Our 1922
Prices
Manufactured by
GENERAL PHONOGRAPH CORPORATION
OTTO HEINEMAN. President
25 West 45th Street, New York
March 15, 1922
THE TALKING MACHINE WORLD
51
LA VELLE CO. MAKES BOBOLINK LINE
Takes Over Bobolink Phonograph and Bobo'ink
Books From A. C. Gilbert Co.— New Mac ne
Won Favor at Toy Fair — Officers of Company
New Haven. Conn., March 1. — The La Velle
Mfg. Co., of this city, which recently took over
the Bobolink phonograph and Bobolink books
from the A. C. Gilbert Mfg. Co., which formerly
produced this line, is featuring the Bobolink line
strongly. This nursery phonograph, which is a
toy in everything but the tone reproduction, con-
sists of several models which retailed at $25.
Immediately after the La Velle Mfg. Co. took
over this new line it announced the production
of a new model at $10 in stained oak with white
panels upon which appears numerous attractive
nursery designs. This new model attracted much
attention when displayed at the Toy Fair held
recently at the Hotel Breslin, New York City.
William Huston, of toy fame, was in charge of
the exhibit and reported that this new model also
was very popular in Chicago. Mr. Huston will
represent the Bobolink in the Middle West and
on the Pacific Coast.
The La Velle Mfg. Co. specializes in girls'
toys and has an excellent reputation in the toy
trade. It is also building up a large clientele
among talking machine dealers who are handling
this non-competitive toy talking machine line.
The Bobolink books are proving very popular
and it is expected that the La Velle Co. will place
a national advertising campaign behind these
books in the near future. The officers of the
La Velle Mfg. Co. are F. W. Gilbert, president
and treasurer; R. R. Roberston, vice-president,
and. Frank Degnan, secretary.
BRUNSWICK SHOP CHARTERED
The Brunswick Phonograph Shop, Inc., of In-
dianapolis, Ind., has been granted a charter of
incorporation under the laws of that. State, with
a capital of $30,000. The concern will deal in
Brunswick machines and records exclusively.
SELLS PHONOGRAPH TO DEAF MAN
Steger & Sons Salesman Shows That Deafness Is
No Handicap to the Fellow With Pep
Selling the talking machine to a deaf man
would be considered in most quarters as repre-
senting the accomplishment of practically an im-
possible feat, but the Steger Magazine, published
by Steger & Sons Piano Mfg. Co., tells in a re-
cent issue how a salesman in the company's retail
department in Chicago managed to do just that
little thing. The story was as follows:
"One of the customers upon whom he waited
was an elderly gentleman who had the misfortune
of being very hard of hearing. It was very diffi-
cult to converse with him, not to speak of demon-
strating a phonograph. But our salesman was
resourceful. After the first call, which naturally
was unsatisfactory, he persuaded the prospect to
come in again. In the meantime our enterprising
phonograph expert got busy and rigged up a de-
vice which would have done credit to a Goldberg
cartoon.
"The material consisted of a pair of dictaphone
hearing tubes and a 10-cent tin funnel. The fun-
nel inserted in the end of the flexible rubber tube
was held in the sound chamber of the Steger,
while the customer put the prongs of the hearing
tubes to his ears. Great results! The customer
was happy as the deal was closed."
B. H. ROTH OPENS VICTOR SHOP
West New York, N. J., March 2. — An attractive
new Victrola establishment was opened on Ber-
ganline avenue here this week by B. H. Roth.
The opening was marked by a concert and the
large number of people who attended the event
and exhibited their interest in the store augurs
well for the success of the enterprise.
The International Music Co., of Los Angeles,
has secured a lease on quarters at 229 West
Third street. Talking machines, records, pianos,
etc., are handled.
A. H. MAYERS OPENS NEW STORE
Well-known Talking Machine Dealer Now Has
Elaborately Equipped Location on Broadway,
New York, Known as "Symphony Hall"
A. H. Mayers, who has long been an active
factor in the retail talking machine trade in New
York, marked a new forward step on the evening
of February 21 when he held the formal opening
of his elaborate new store at 1989 Broadway,
near Sixty-seventh street, only a few doors from
his former location on the same block.
The opening of the new quarters, known as
"Symphony Hall," was made the occasion for an
elaborate concert and entertainment followed by
dancing. The program served to attract a repre-
sentative crowd which packed the commodious
store from early in the evening till after midnight.
The new store is fitted up in a most elaborate
manner, with a commodious foyer in the front
leading into a broad aisle flanked on both sides by
numerous booths. The woodwork is finished in
mahogany throughout, and the walls in cream
tints, with the exception of the foyer, where the
walls are elaborately decorated with mural paint-
ings. The lighting system is of the indirect type
and serves to add materially to the general artis-
tic effect.
The equipment throughout the store is most
modern in every particular, and is thoroughly in
keeping with the fine Broadway location.
REMODELING IN NEW PHILADELPHIA
New Philadelphia, O., February 27. — Alterations
to the interior of the Gintz Co.'s store on West
High street, now Hearing completion, will give
the concern 1,125 additional square feet of floor
space. The new Victrola parlors are among the
best in this section of the State. The balcony in
the rear of the store has been enlarged for the
convenience of the store's patrons.
Two additional booths have been provided for
Victor record demonstrations, there now being
six booths in all.
Flexlume Signs
Display Most of the
Best Known Trademarks
M
OST of the best
known trade-
marks standing for
quality in pianos and
talking machines have
been reproduced in the
form of Flexlume Electric Signs,
for manufacturers able to build up
great names have the foresight to
appreciate the wonderful adver-
tising possibilities Flexlumes offer, and to do all they can
to encourage their use.
Flexlumes have raised, snow-white glass letters standing
out from a dark background. They are perfect day signs
as well as night signs. They have greatest reading distance, lowest upkeep cost, most
artistic designs.
We shall be glad to send you a sketch showing a Flexlume for YOUR business
FLEXLUME CORPORATION
36 Kail St., Buffalo, N. Y.
Flexlumes— Electric Signs Made Only by the Flexlume Corporation
52
THE TALKING MACHINE WORLD
March 15, 1922
Mode
506
$250
Mode
502
$125
Mode
503
$165
IP
the finest reproducing
Phonograph in the World
MUSIC in all its wondrous
power and beauty finds in
the Steger that rare charm of
perfect tone reproduction which has
made this delightful phonograph a
great favorite in thousands of homes.
The Steger's remarkable fidelity to
original tone values is due entirely to
the excellence of its exclusive patented
features, which have never been sur-
passed. The wonderful Steger tone-
reproducer, the tone-chamber of even-
grained spruce and the easily adjust-
able tone-arm make perfect rendition
of every disc record certain.
True artistry of design and perfec-
tion of cabinet work are distinctive of
the Steger. Music-lovers are quick to
discern real merit. The more critical
they are, the quicker they are to decide
in favor of the incomparable Steger.
You can make the Steger a big
asset of your business because of the
quick turnover and because every sale
produces a second sale.
SELL THE STEGER!
From a sales standpoint, the Steger
offers wide possibilities to the active
dealer. It is backed by a great and
profitable merchandising plan that
adds immeasurably to the value of
Steger representation.
Write for the Steger proposition
to-day ! Desirable territory open.
Phonograph Division
STEGER & SONS
Piano Manufacturing Company
Established 1879
Steger Building, - - CHICAGO, ILL.
Factories: Steger, Illinois, where the "Lincoln"
and "Dixie" Highways meet.
"Jf it's a Steger— it's the most valuable Piano in the world."
Mode
505
$200
Model
504
$150
I
Model
501
March 15, 1922
THE TALKING MACHINE WORLD
53
BUFFALO
Trade Improves — Campaign
to Unite Music Interests —
Moody's Plans — Trade News
Buffalo, N. Y., March 4. — Talking machine
dealers report business gradually improving and
if this improvement continues it will not be long
until the volume of sales is up to the seasonal
average. Dealers who made really intensive sales
campaigns during February had little cause for
complaint as to the volume of business trans-
acted. Jobbers and distributing agencies say the
effect of mid-Winter sales is apparent in stock
orders, which are now being placed in increasing
volume. Record sales are showing improvement
and have been stimulated by the appearance at
local theatres of many well-known record
makers.
Talking machine men are taking a most promi-
nent part in a campaign to unite all the music
interests of the city into one organization. This
campaign was discussed at the February meet-
ing of the music group of the Buffalo Chamber
of Commerce. At this meeting C. N. Andrews,
Victor jobber, was re-elected chairman of the
group and T. A. Goold, of Goold Bros., was
named vice-chairman.
Many valuable suggestions which will be fol-
lowed in planning the campaign were made at
this meeting by V. W. Moody, of the Buffalo
Talking Machine Co.
The principal address of the meeting was made
by George W. Pound, general counsel of the
Music Industries Chamber of Commerce. Mr.
Pound said the talking machine industry is but
in its infancy. He predicted that the time will
come when talking machine records will be used
as a1 means of communication much as personal
letters and telegrams are now employed. The
machine industry is now in the midst of a new
era, Mr. Pound said, where perfection of
mechanism as well as beauty of cabinet are basic
requirements.
V. W. Moody, for the past few years general
manager of the Buffalo Talking Machine Co.,
Victor wholesaler here, and formerly sales man-
ager of the New York Talking Machine Co., of
New York City, will leave the talking machine
business in the near future to join his brother
in the manufacture of metal foil in Louisville, Ky.
In addition to his other duties, Mr. Moody has
been intimately associated with the work of the
National Association of Talking Machine Job-
bers as a member of the arrangements committee.
Columbia dealers in this territory report the
national advertising . campaign as having a tre-
mendous effect upon business. Record trade has
been especially stimulated.
Robert Porter, field sales manager of the Co-
lumbia Co., held an enthusiastic meeting of
dealers at the Buffalo branch recently.
R. J. Milholland has resigned as Syracuse rep-
resentative of the Columbia Co. and Manager
Faring, of the Buffalo branch, has named
Charles E. Hewitt as his successor. Mr. Faring,
assisted by E. L. Wallace, Rochester representa-
tive, conducted a profitable meeting of dealers at
the Hotel Seneca in Rochester on February 28.
Another Columbia dealer has been added to the
Elmira list, Claude Buckpitt having opened a new
store in that city.
Charles Hoffman, Sonora distributor at Buffalo,
is enjoying a vacation at West Palm Beach. The
Hoffman store is being remodeled and will be one
of the most attractive in Buffalo when alterations
are completed.
Neal, Clark & Neal recently conducted a most
successful sale, in which Victor Model 80 was
featured. Two hundred of these instruments were
offered and they went fast.
Samuel C. McRoberts, phonograph dealer, of
32 Main street, Batavia, will move from his pres-
ent quarters late in March. He is now seeking a
larger store room.
John Bieda, of Bieda Bros., proprietors of one
of the busiest community talking machine stores
in western New York, was recently elected
chairman of the board of directors of the new
Black Rock Progressive Association.
Elbridge Glantz has been appointed manager
of the talking machine department of the Stran-
burg Music Store at Bradford, Pa.
Harry Barsuk, Batavia talking machine dealer,
is recovering from a severe attack of pneumonia.
His daughter, Miss Rose Barsuk, has also been
ill with this disease.
Fire caused by the exploding of an alcohol
lamp did $500 damage in the showrooms of the
Columbia branch. City firemen confined the
blaze to a small area.
Pathe retailers in western New York report
good business during February. Victor & Co.
made a special offering for one day only and re-
port a record volume of sales during the day.
Herman Kuglin, North Tonawanda druggist, re-
cently donated a beautiful talking machine as first
prize in a contest between schools of that city,
voting coupons being given with each purchase.
The instrument was won by the Pine Woods
School, delivery being made on Valentine's Day.
Curt C. Andrus, Edison dealer at Niagara Falls,
has moved from 223 Falls street to the Brett
Music Store, at 320 Niagara street, where he has
commodious and attractive quarters. Like other
Edison dealers, Mr. Andrus reports business im-
proving.
Brunswick dealers are among the most opti-
mistic of the local trade and Brunswick sales rec-
ords for February show the foundation for this
optimism.
TO MOVE TO LARGER QUARTERS
The Cable Piano Co. store in Chattanooga,
Tenn., will be moved on April 1 from its present
location, at 117 East Eighth street, to handsome
new quarters at 115 East Seventeenth street,
where double the present space will be avail-
able for the requirements of the business. The
store, of which J. H. Shaw is manager, reports
a large and growing business in both pianos
and Victrolas.
OAKLAND FIRM ADDS VICTOR LINE
Oakland, Cal., March 4. — The Phonograph
Shop, one of the most progressive talking ma-
chine establishments in this section of the State,
has added the Victor line of machines and rec-
ords, according to a recent announcement by
Olin S. Grove, proprietor. The concern also
handles Brunswick, Edison and some other ma-
COLUMBIA NEWSPAPER CAMPAIGN
Gigantic Publicity Campaign Introduced Re-
cently by Columbia Co. Meeting With Great
Success — Dealers Appreciate Co-operation
The gigantic newspaper Grafonola advertising
campaign recently announced by the Columbia
Graphophone Co. is meeting with signal success.
This campaign consists of six separate interlock-
ing advertisements, and the individual arrange-
ment of each advertisement includes a definite,
positive appeal to every class of purchaser. Each
of the Columbia wholesale branches is contrib-
uting its quota to the success of this campaign,
and, judging from all indications, Columbia deal-
ers are keenly appreciative of the co-operation
and assistance that the Columbia Co. is giving
them through the medium of this campaign.
Some time ago the Columbia Co. announced
a Grafonola carload sales campaign which proved
successful beyond all anticipations and the re-
sults of this campaign convinced the company
that its dealers are more than willing to take
advantage of any practical, logical form of co-
operation.
IMPORTANCE OF SELF-CONTROL
Ability to Meet Rebuffs of Unkind Customers Is
of Paramount Importance in Selling
Self-control is one of the most important at-
tributes of the successful salesman. The sales-
man on the road faces an entirely different prop-
osition than the , man in the store. He must be
equally as cheery, have the same belief and
enthusiasm for the line which he represents and
use the same tact and courtesy, but there the
similarity ends. The floorman does not get the
rebuffs which fall to the lot of the man on the
outside. The fighting instincts of any red-
blooded man almost compel a sharp retort in
answer to a rude prospect. If he lets his natural
inclinations overcome his better nature and com-
mon sense he will answer in kind. The re-
sult is antagonism of a customer and the loss
of a possible sale. On the other hand, if he
meets a lebuff with a cheery word and disre-
gards it, his chances for an immediate sale are
materially increased and even if the gruff cus-
tomer does not buy at the moment, at least no
feeling of enmity has been aroused within him
against the house, and the chances are that
when he is ready to do business the house rep-
resented by the polite and cheery salesman will
chines.
be given first consideration.
Leadership
m
HE Victor trade enjoyed the
greatest prosperity in pre-war
days. The Victor trade
weathered the war and post-war ad-
justment periods the most effectively.
The Victor trade will ride at the peak
throughout 1922 and the years to follow.
There's a reason why Victor leads and
there's a reason why so many Victor
dealers prefer our service.
CURTIS N. ANDREWS
BUFFALO, NEW YORK
54
THE TALKING MACHINE WORLD
March 15. 1922
m
The most significant recent innovation in the phonograph
record industry is the introductio?t of the nationally popular
REGAL RECORDS
(List Price 50c)
The country's most progressive de-
partment stores have popularized
them until their sales turnover stands
today at a figure never before equaled
in the trade.
Their phenomenally increasing sales
are daily adding to the conviction that
they are records of sensational quality.
With all trade pioneering difficulties
overcome by a most auspicious intro-
duction Regal Records are finally to
be offered for dealer merchandising,
and the opportunity for supplying
communities not yet fully covered
will be afforded a limited number of
dealers in excellent standing.
If you are interested, we urge that
you write immediately.
Regal Record Company
206 FIFTH AVENUE NEW YORK CITY
March 15, 1922
THE TALKING MACHINE WORLD
55
piiiiiiiiiiM
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
liiiiiiiiiiiiiiiiiiii
Suggestions That Will Stimulate Trade
NEXT time you take your family or your friends to the theatre
save the seat checks carefully. And when you take supper after-
ward in a restaurant make the waiter give you the check or a dupli-
cate copy. Now take a large piece of plain white cardboard, 4x3 feet.
Draw a heavy black line down the middle, dividing the card in half,
and you are ready to make your "deadly parallel." Head the left
side "Entertainment Away From Home — One Night." Then list
your expenses. Paste your theatre tickets on the cardboard with the .
wording, "Theatre tickets, $00.00" (inserting price). Do the same
with your dinner-check, then add carfare, and total at the bottom in
large figures. Now head the right side "Entertainment at Home —
Every Night." Below this write "One Month's Payment on Model
XX " (inserting name of your machine- and amount of the
payment). Your next item is "00 New Records, $00.00.'" Put in
enough records to make tbe totals on both sides balance For a
touch of realism attach at the bottom of the card genuine bills and
coins corresponding to the amount of your totals. This card, dis-
played with a good light close to the front of your window, furnishes
an object lesson that should bring you business.
BURIED in your record files is unlimited material for good win-
dow displays, if you but know how to use it and are willing to
take pains. Here is an idea that will unquestionably attract atten-
tion. From your files select a dozen records containing "bird calls,"
warbling, whistling, etc. A few minutes' conversation on the 'phone
with your local taxidermist or the director of your museum and your
public schools and you can arrange to borrow a number of
stuffed birds. Tell the lenders you will put a "credit card" in the
corner of your window acknowledging the source of your birds.
Arrange the, birds in your window with the records, in pairs, against
a light background and the street crowds will begin to gather. If
you wish to carry the idea further arrange twigs, grasses and ferns
to give an appropriate setting; label each record with a card, bearing
its title, and also label the birds. Your sign in the center may read :
"The (name of machine) brings you the music of Nature as well as
man. These beautiful 'bird-call' records reproduce the notes of
" (then add your list of bird-calls). Across the bottom write :
"Come in now and hear them !"
TO make a drive on your small machines secure from a local wall-
paper concern some nursery paper — the kind with a plain ground
and a strip of comic animals or Mother Goose characters at the top
and bottom. With some light "beaver-board" you can make a backing
for your window and when you have attached the wall-paper to this
with small thumb-tacks you will have the effect of a nursery. On the
wall of your nursery hang one or two framed photographs of chil-
dren from five to ten years old. A local photographer will loan you
these. On the floor place your small talking machine with a record
on the turntable, also a doll, a toy elephant, choo-choo cars and a
number of records, some in an album, others loose. Do not pose
these articles all facing the street, but scatter them just as a child
would have left them — the elephant turned over on its side and the
dolly flat on her back, with one foot stiffly raised. A little nursery
chair or two, borrowed for the occasion, will complete the picture.
Your sign in the center may read :
Give your kiddies a small (name of
machine) .
Costs only $00, and to them it's
worth "a hundred millvun dollars !"
WHEN your printed bulletin of the new records arrives paste a
copy at the top of a strip of heavy white cardboard 12 inches
wide and 30 inches deep. Below letter the words : "Here's the new
record bulletin. Come in and get your copy — free." Many people,
hurrying by, will step inside to get the new bulletin, and when they
eet inside and the salesman hands them a copy whh the remark.
"Have you heard (name of selection) from the bulletin? It's a
wonderful hit !" — they will probably wait, hear it and buy it.
THE man who uses every opportunity, no matter how small, to
get business, is the one who succeeds. If you are sending out each
month a quantity of statements on instalment accounts, either of
talking machines or pianos, use that two-cent stamp to bring back
business. On the bottom of each statement have the typist write
some such line as :
"Come in and hear record No. . You'll like it." This is a
little reminder, takes away some of the coldness of the bill, and at
the same time gives evidence of your desire to serve. If you keep
at it you are bound to increase your record business. If you wish to
enlarge this idea have printed each month a little stuffer or printed
card advertising special record hits, repairing and oiling, or any other
items you wish to feature, and insert this stuffer with your state-
ments.
* * *
QOME talking machine dealers have developed quite a business in
O accessories and repairing merely by going after it systematically.
The way to do -it is to follow up each sale you make six months after
you make it. You can do this by taking your mailing list direct from
your books or else get a 3x5 card-index with certain months on the
guides. Whenever a talking machine sale is made write the cus-
tomer's name, address and style of machine on one of the cards and
file it six months ahead of the current date. As this index is built
up you will have a constant supply of names. On a definite day each
month go through your names for that month and send each one a
form letter on oiling and repairing. This not only develops business
in oiling and repairing but also in polish, electric winding devices,
new records, and also prospects for talking machines, if your repair-
man is coached by you to look out for such business.
* * *
IF you carry a large number of instalment accounts you, of course,
know that at certain times of the month, just after you have mailed
your bills, large numbers of people come to your cashier's window to
make payments. On the cashier's shelf arrange a display of needles
of various kinds with prices plainly marked. You'll find that your
customers will buy them because the needles are brought to their
attention at the very moment when they have the change handy.
Your cashier will act as the salesman. Your customers may have
come in to make a payment, without the least idea of buying any-
thing, yet you can get business out of them because of the "psychol-
ogy of convenience."
* * *
DEALERS who have tried the plan are strong for the use of
sheet music to help sales of new records. In your record depart-
ment keep a copy, or several copies, of the sheet music of each hit in
your new bulletin. While you are demonstrating the record the
customer holds the sheet music in his hands. He is sure to "get the
words," which he might otherwise miss. You appeal through his
eyes as well as his ears, giving you a double chance to sell the record.
The expense is small. In fact you can, in almost all cases, sell the
sheet music after it has served its purpose, reducing your expense
to zero.
* * *
IF you are in close competition with a department store whose talk-
ing machine department is upstairs, use this wording in your ads,
on your letterheads, circulars and window cards :
"Our record booths are on the main floor,
convenient to street entrance. Easy to get
to. and hard to leave! Try our service."
On the other hand, if your department is upstairs and you are
competing with ground-floor shops, have a large photo made of your
record department and display it in your window, with this wording,
which you can use also in ads and circulars :
i
"Get awav from the noise, hustle and bustle of the street!
Our comfortable record booths are on the fourth floor —
quiet and restful as your own home. Take the elevator and
choose your records under ideal conditions !"
EDITOR'S NOTE— Mr. G ordon will publish on this page any good ideas submitted by you for tbe benefit of tbe trade,
and will also answer any questions you ask him concerning merchandising problems. Use this department as much as you like.
It is intended to serve you — to be a forum for tbe discussion and exchange of ideas of interest.
56
THE TALKING MACHINE WORLD
March 15, 1922
INDIANAPOLIS
Jobbers and Dealers Report Continued Improvement — Stewart
Co. Increases Capital to $400,000 — Capitalizing the Mailing List
Indianapolis, Ind., March 6. — Business for the
talking machine dealers in Indianapolis during
February was better, generally speaking, than
during the corresponding month of last year.
Nothing other than an encouraging tone of opti-
mism throughout the trade is to be recorded as a
feature of the month. The good business was
due, apparently, to exceptionally favorable
weather conditions, the daily temperature of the
month having averaged two degrees above nor-
mal, according to Weather Bureau records.
Outside Men Securing Business
"The outside men have been getting the busi-
ness for us," says C. P. Herdman, manager of
the talking machine department of the Baldwin
Piano Co. "They have been hustling and there-
fore were bound to get business. If a man makes
twenty or twenty-five calls a day he is certain to
land something."
W. G. Wilson, of Widener's Grafonola Shop,
says his sales have consisted either of the very
cheap instruments or the more expensive models,
with practically no movement of the medium-
priced machines. The Granby, he says, con-
tinues to gain steadily in favor throughout the
territory.
Value of Merchandising Efforts
Speaking of the merchandising efforts of the
Victor distributors, the house organ of the Ste-
wart Talking Machine Co., Victor distributor
for Indiana, has this to say: "James J. Davin,
secretary of the Reincke-Ellis Co., of Chicago,
was in this office for a few hours the early part
of this month and very enthusiastically explained
the many new service items which are being
offered to Victor dealers. According to Mr.
Davin, the trade as a whole has greeted the an-
nouncement of the 'Favorite Records Review'
with great enthusiasm. After hearing Mr. Davin
talk of the many sales-compelling ideas which
are offered by the Reincke-Ellis Co. exclusively
to Victor dealers we became more firmly con-
vinced that the Chicago Tribune has sounded
one of the keynotes of success, when it adopted
'The More You Tell the More You Sell' as its
slogan for 1922."
Louis A. Schwarz, exclusive factory represent-
ative for the Jones-Motrola in the United States
and Canada, was in the office of the Stewart
Talking Machine Co. this month in the course
of his visit to Motrola jobbers throughout the
United States. Referring to the success with
which the new Motrola is meeting, Mr. Schwarz
said: "I find that most aggressive dealers are
having greater success by selling the Motrola
as a part of the Victrola outfit. I have talked
with several jobbers and in almost every instance
I find that the dealer who is putting the Motrola
out on free demonstration for five or ten days
is enjoying greater sales."
Victor Dealer Also Orchestra Leader
Fred McDonald, Victor dealer in Sheridan,
Ind., is the leader of a "wild jazz orchestra,"
which furnishes music for Sheridan's most fash-
ionable dances. The orchestra plays under the
name of "Mac's Orchestra," and is creating much
favorable comment in the community. Inciden-
tally, it is creating considerable publicity for Vic-
tor records and machines.
Checks Mailing Lists
A. C. Hawkins, manager of the Indianapolis
Talking Machine Co., took active steps during
February to check up his mailing list. An ordi-
nary postal card, on one side of which was
printed the dealer's name and address and on
the other side a brief statement of the purpose
in sending the card. The cards were sent to
the company's entire mailing list of more than
3,000 names. The copy on the cards was as
follows:
"Information obtained through investigation
shows that there are many people on our mailing
lists who receive our monthly record announce-
ment and other literature who are not interested
in it at all. We are wasting their time and our
money, and it is needless to do either. We want
to send our literature to everyone who really
wants it, but we do not wish to bother those
people who are not interested.
"Please help us by signing your name and
address at the bottom of this card and return
to us. The return cards will be our new list.
Do not misunderstand. We want you to re-
ceive the monthly record announcement (copy
of which is enclosed) if you want to get it, but
we don't want to send it to you if you do not
want to receive it. This card returned will
signify your desire to continue receiving our
literature. Thank you."
Within a short time about half of the cards
had been returned, thus showing the customers'
interest in receiving the Victor literature. Those
who did not have enough interest to return the
cards were classed as "dead wood."
Increase Capital Stock to $400,000
The Stewart Talking Machine Co. has in-
creased its capital stock from $50,000 to $400,000,
of which $200,000 is preferred stock. This capi-
talizes the company for the amount of its assets,
according to George Stewart, who says the com-
pany is not making any effort to sell the stock.
He says, however, that some of the stock may
be purchased by persons who may be interested
in having it.
"Our company is now capitalized for what it
is worth," Mr. Stewart said. "We are not con-
templating any change in the business, but are
going along just as we have been doing, with an
eye to developing the trade in every part of the
territory. We feel very optimistic over the
future. The outlook among the farmers is bet-
ter and there is a great deal of building to be
DUPLEX RECORD FILE
Six Striking Features Place This Newest Innovation in Record Files in a Class by Itself
J
Write for Samples
If for Edison Records, please mention
1. Not <*n Album — But a distinctively new,
accident-proof, systematically arranged Phono-
graph Record File.
2. Designed to fit all standard Phonograph
Cabinets, Bookcases, etc. Made to hold any
Record.
3. Maximum filing capacity — minimum
storage space; with easy accessibility to each
Record.
4. Sturdily constructed — h andsomely
finished. Built of heavy reenforced board,
covered with black linen.
5. Positive insurance against injury.
Unlike the common Album the "Duplex" will
not allow the Records to fall out. They are
securely locked in under the cover. Neither
can the Records warp or become scratched.
6. "Duplex" provides a new and safe way
of carrying Records with the portable Ma-
chines.
Manufactured by
THE DUPLEX RECORD FILE CO., 1 12 W. 42nd St., New York City
March IS, 1922
THE TALKING MACHINE WORLD
57
THREE tiCLOCKi
HORNING
Tempo di Valse Lente
Its three o' cjock in the morn . ing
lh'Mes waltz that ft
"feist soi
done in Indianapolis and other Indiana cities
this Summer. This means that an increasing
amount of business is to be had by dealers who
go after it. One Indianapolis dealer proved
that the other day when he sold fourteen ma-
chines. Not everyone is doing so well, but the
opportunity is before each dealer.
Record Demand Increases
T. H. Bracken, of the Starr Piano Co., re-
ports that his February business in talking ma-
chines was about the same as during the same
month last year, but that the demand for Gennett
records has increased steadily above the high
mark set in January and December. He credits
this not only to the exceptional sales campaign
inaugurated before the holidays, but also to the
fact that the new records being produced by the
company have met with marked favor.
C. S. Dearborn Takes Charge
C. S. Dearborn, vice-president of the Mooney-
Mueller-Ward Co., wholesale druggists and
Pathe distributors, has taken charge of the com-
pany's talking machine department in place of
C. O. Mueller. The latter has been made drug
and chemical buyer for the firm, a position he
held before the war. Mr. Dearborn says that
activity among the Pathe dealers of the State in-
dicates a gradual revival in both machine and rec-
ord business.
O. C. Maurer Orders Stock
O. C. Maurer, manager of the Sonora depart-
ment of the Kiefer-Stewart Drug Co., spent the
last two weeks of February in New York, where
he purchased talking machines and other stock.
Reports received from dealers throughout In-
diana showed that business was better than dur-
ing the previous month, but not so brisk as in
February, 1921.
Brunswick Phonograph Shop Incorporated
Articles of incorporation have been filed with
the Secretary of State by the Brunswick Phono-
graph Shop, Inc. The authorized capital stock
is $30,000. The directors are: Walter J. Baker,
president and manager; H. J. Dirks and E. L.
Gramlich. Mr. Baker has severed his connection
with the Brunswick-Balke-Collender Co., having
been manager of the company's Indianapolis
branch, and after April 1 will devote his entire
time to the retail phonograph business.
"Our February business was better than the
January business," Mr. Baker said, in speak-
ing of the prospects for the coming months. "The
new console models are in greater demand than
the cabinet models. Business is to be had by
the dealer who goes out after it. The old-style
phonograph dealer who runs his business on the
booking-agency plan might as well lock up his
store and throw away the key. The dealers that
will be successful in 1922 will be the ones who
get busy on the outside and go after business."
Prepare for Salesmanship School
Preparations are being made by the Kipp
Phonograph Co. to entertain a large number of
Edison dealers expected to attend the salesman-
ship school this month. The school will be the
biggest of the sort ever held here, Mr. Kipp
predicts.
Looks for Large Spring Business
H. E. Whitman, of the Circle Talking Machine
Shop, is of the opinion that the Spring will
develop an encouraging increase in business. He
says that he increased his advertising expendi-
tures during February with fair results.
CELEBRATE 50TH ANNIVERSARY
Jacob Weinheimer's Sons Hold Public Recep-
tion in Handsome Store in Syracuse
Syracuse, N. Y., March 7. — Jacob Weinheimer's
Sons, who conduct a large talking machine de-
partment in an attractive store at 200-208 North
Celina street, this city, yesterday celebrated
the fiftieth anniversary of the establishment of
the business. The day was entitled "Cour-
tesy Day," and the entire store was thrown
open for the inspection of visitors, no goods
whatever being sold. There was plenty of
music both afternoon and evening, and the dis-
tribution of souvenirs marked the occasion.
PACIFIC MUSIC J^BUYS BUILDING
Modesto, Cal., March 4. — The Pacific Music
Co., here, has obtained a lease on the Star
Theatre building and extensive alterations are
under way to enlarge the stores which occupy
part of the structure. The Pacific Music Co.
will occupy one of these stores as soon as
the alterations are completed, according! to
R. S. Smith, head of the concern.
T. E. SESSINGER PASSES AWAY
Memphis, Tenn., March 5. — T. E. Sessinger, for
a number of years engaged in the talking machine
and house-furnishing business here, passed away
at his home recently. Mr. Sessinger was well
known in local business circles and his death is
deeply regretted by his many friends.
BRUNSWICK SHOP FAVORS EMPLOYES
Louisville. Ky., February 4. — A co-operative
policy, in which the employes will figure in the
profits of the concern, has been announced by
President H. S. Manning, of the Brunswick
Shop, Inc., here. L. E. Yates, who has been
financially interested in the company, has dis-
posed of his interests to Mr. Manning.
The McCulbee Phonograph Co., of Dallas, Tex.,
has- decreased its capital stock from $50,000 to
$36,000.
Alterations at the Oakland Phonograph Store,
Oakland, Cal., are nearing completion. The
basement of the store has been converted into
a large concert hall. Victor and Edison ma-
chines are featured here.
Our Records Are QKsIL
Our Needles Are OK^
Our Service Is QK^
It would pay you to become an QKtL dealer.
An QK^ agency for you means larger profits.
Investigate it.
INDEPENDENT JOBBING COMPANY
Goldsboro, N. C.
58
THE TALKING MACHINE WORLD
March 15, 1922
O
*» t
March 15, 1922
THE TALKING MACHINE WORLD
59
VICTOR DEALERS DISCUSS TRADE PROBLEMS AT PEORIA
Assemble Under Auspices of Putnam-Page Co., Victor Distributor, and Listen to Many Important
Merchandise Suggestions Made by Noted Speakers — Close With Banquet at Jefferson Hotel
Peoria, III., March 8. — Under the auspices of the
Putnam-Page Co., Victor wholesaler, a great
gathering of Victor dealers assembled in this
city on Thursday and Friday, February 16 anj
17. when stimulating trade-building talks inspired
everybody with enthusiasm and a desire to make
new trade records during 1922. On the evening
of the 17th the convention closed with a banquet
in the Palm Room of the Jefferson Hotel.
The convention started at 9:30 a. m, on the
16th with the registration of visitors at the
Putnam-Page Co. offices, fo. lowed by an open
session on "Theory of Record Making," with
Fred H. Putnam, of the Putnam-Page Co., chair-
man. Following this was a well-thought-out talk
entitled "Supremacy — 'Yes'," delivered by Miss
Margaret Streeter, of the educational department
of the Victor Talking Machine Co. Next on the
program was "The Construction of the Victrola,"
by Benjamin Oltmanns, of the Putnam-Page Co ,
who went into the construction of the machine
in detail. This was followed by a talk on "Com-
petition" by Miss Ruth A. Dillavoux, of the Put-
nam-Page Co. The afternoon session was taken
up by a talk on "Outside Salesmen" by Roy Page,
of the Putnam-Page Co., followed by a discus-
sion of "To-day's Problem" by John Gregg Paine,
of the Victor Talking Machine Co.
The program on Friday, the 17th, was very in-
teresting, particularly the subjects "Propaganda
for Future Business," by Miss Streeter, of the
Victor Co.; "Creating Funds for Organizations,"
by H. VV. Seitz, of the Putnam-Page Co., and
another talk by Miss Dillavoux entitled "Promo-
tion and Store Management." Miss Dillavoux
went into minute detail on this particular subject
and related numerous interesting experiences en-
countered by her during her services as Victor
saleswoman. Prior to her entrance into the sales
field Miss Dillavoux was a school teacher, and
her study of psychology while carrying on this
work is being applied by her constantly in the
sales of talking machines. The little sales ideas
which she imparted to the listening dealers were
happily received by them and were jotted down
in their notebooks to be put into practice imme-
diately upon their arrival home.
"What Victor Dealers Ask Reincke-Ellis" was
a very interesting and practical discourse on the
history of advertising and the vital part it plays
in modern business as an accelerator of sales,
given by J. J. Davin, of the Reincke-Ellis Co. It
was well received.
What may be considered one of the most inter-
esting demonstrations ever given at a convention
was made by H. W. Seitz, of the Putnam-Page
Co., who utilized the aid of a violinist and illus-
trated the various technical points taken advan-
tage of by an artist when playing for Victor
recording. He played many records of Heifetz,
Kreisler and others, calling attention to certain
measures in these records and demonstrating
with the aid of a violinist the various fingerings
needed to obtain these results. After this he put
on a listening contest, with the aid of five boys
and five girls, ranging in ages from three to eight
years. Many of the dealers present admitted
they had what they thought was a good idea of
how this sort of educational work was done, but
that after the demonstration by Mr. Seitz they
were frank to admit that their ideas had been
rather vague.
Speakers at the Banquet
The convention closed with an elaborate ban-
quet on the evening of the 17th in the Palm
Room of the Hotel Jefferson. Roy Page, of the
Putnam-Page Co., was toastmaster, and after
several toasts introduced the speaker of the eve-
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BROOKLYN. N. Y.
ning, John Gregg Paine, of the legal department
of the Victor Talking Machine Co. His subject
was the principal feature of the evening and he
dwelt mainly on how the Victor Co. regards its
distribution. During the course of his address,
which proved most interesting and illuminating,
he explained fully the responsibility which the
Victor Co. feels toward every retail dealer and
what the company realizes it must do toward
making its distribution flow evenly and in a man-
ner to benefit every retail Victor dealer. By way
of illustration he told of how an engineer goes
about the building of a dam, and that it was not,
as a great many people thought, the mere dig-
ging of a hole and placing a wall about it to hold
back the water. In reality the engineer starts
from the very source of his water supply and
of advertising and exhibited examples of the
sales promotion plans which Reincke-Ellis offers
to the Victor trade.
His talk was followed by a little informal dis-
cussion by E. F. Carey, Chicago sales manager
for The Talking Machine World, who spoke on
what the future holds in a business way for retail
merchants who apply vigorous and intelligent
sales efforts.
Next on the program was a call by Toastmaster
Roy Page for talks from the various dealers, dur-
ing which discussion the idea of a new organiza-
tion known as the Central Illinois Victor Dealers'
Association was launched. This idea was imme-
diately seized upon by the dealers present, who
quickly formed a nominating committee which
turned in the names of F. M. Leslie, L. S. Put-
nam and Lyle Straight, who were unanimously
elected. All of those present pledged themselves
to do everything they possibly could to further
the good cause.
Those present at the convention included:
Those Who Attended the Banquet in the
goes back into the records of that particular
stream, looks up the weather reports covering a
period of years, takes note of the records of
floods and other incidents pertaining to that par-
ticular stream, and in this way is able to design
a dam secure- against any force which may as-
sault it. The Victor Co. realizes that its distribu-
tion is a stream which it must know in its every
channel. If any part of it is choked or clogged
the company is as quick to realize the conse-
quences as is the engineer. If the mouth of the
stream is clogged the stream becomes stagnant.
The Victor Co. realizes that its distribution is
just like the mouth of this stream, and that if
the dealer becomes clogged distribution will be-
come stagnant. He then pointed out that every-
thing humanly possible is being done by the
Victor Co. to keep distribution flowing smoothly
by creating a desire to own a Victrola on the
part of the people and by admonishing them to
come to the authorized Victor merchants to get
the authentic goods. He concluded his talk by
some well-thought-out stories pertaining to "tie-
ups," saying that the Victor Co. can only create
the desire on the part of the public for good
music, and that then it is up to the dealer to
reach out and say, "We've got it." The dealer
should tie up and show that he is a recognized
Victor dealer. He should become thoroughly ac-
quainted with Victor merchandise, and especially
with the general catalog. In speaking of this
catalog he warned dealers not to hand out this
tremendous volume to a new customer, and let
it go at that, saying that this was just like turn-
ing a Bible over to a heathen and saying, "Here
is the way to salvation." The heathen could do
nothing with the Bible unless he was taught, nor
can the untutored customer with the Victor bible
— its great catalog. This part of Mr. Paine's ad-
dress made a very deep impression on all of his
hearers and left everyone inspired with a deeper
understanding of the business in which he is en-
gaged.
Mr. Paine's talk was followed by one given by
J. J. Davin, of the Reincke-Ellis Co., who gave
another very interesting discourse on the history
Palm Room of the Jefferson Hotel, Peoria
John G. Paine and Miss Margaret Streeter,
Victor Talking Machine Co., Camden, N. J.;
Mr. Seldomridge, J. J. Davin, Eugene F. Carey,
Ellis Hansen, Benjamin Retchins, Chicago, 111.;
C. S. Brubaker, Charleston, III; Peter Lund,
Clinton, 111.; R. E. Gardner, Washington, 111.; W.
P. Mosher, F. H. Putnam, Roy Page, Miss R. A.
Dillavoux, Leonard Putnam, Carl Carey, Miss
Rose Herndon, Miss Marie Kaiser, Harry Seitz
and Benjamin Oltmanns, Putnam-Page Co.,
Peoria, 111.; F. E. Wallett, Dewey Doyle, J. E.
Dalton, C. W. Porter, J. B. Tiece, F. L. Fell,
Miss Sophie Mills, Miss Harriet Dunlap, Miss
Edna Price, Mrs. Russel Stutzman, G. W.
La Brier, S. B. Moore, Miss Gertrude Wissel
and Lyle Straight, all of Peoria, 111.; A. Sund-
quist, Toulon, III; S. B. Bolton, Mrs. S. B.
Bolton, Aledo, 111.; W. L. Barnett, Watseka,
111.; Russell N. Smith, Carthage. 111.; O. D.
Ehrlicher, Peking. 111.; G. E. Lester, Hoopeston,
111.; F. M. Leslie, Urbana, III: Rufus L. Berry,
Springfield, 111.; Mrs. K. M. Williams, Colfax,
111.; Roy Miller, Dixon, 111.; T. A. Conboy,
Sterling, 111.; A. R. Meyer. Havana. 111.; T. I.
Griggs, Mr. Munsen, Kewanee. 111.; D. V. Clyde,
McKinley & Son, Mason City, 111.; F. A. Doyle,
Galesburg, 111.; E. T. Froyd, Paxton, 111.; Miss
W. C. Requarth, Ottawa. 111.; Leo Johnson and
Mrs. Leo Johnson, Jacksonville, 111.
Salesmen and merchants who desire to keep
abreast of the times should read the trade journals.
Warbletone Record Renewer
Cleans and polishes old records and makes them
sound and look like new.
Cleans the groove? and the general surface,
removing dust, grit and foreign matter without the
least injury to the sound grooves themselves.
This new invention srives new voice and renewed
tone to records and will positively clarify articula-
tion.
One bottle will last indefinitely. Very simply
applied.
Immensely valuable to dealers as well as to
machine owners. **2 drops to a record."
If your jobber cannot supply you order direct.
Price 50 cents per bottle retail. Liberal discounts.
WARBLETONE MUSIC CO.
225 Massachusetts Ave.
INDIANAPOLIS, IND.
60
THE TALKING MACHINE WORLD
March 15, 1922
VOCALION
Phonographs
rU it
Yerkes ' S. S. Flotilla Orcheilra
Exclusively on
Vocalion Records
Playable on All Phonographs
Dance enthusiasts from all
parts of the world, fox-trot to
Yerkes* S. S. Flotilla Orchestra
at the unique Flotilla Restau-
rant. Customers from every
state in the U. S. A. have
created an enormous demand
for the Vocalion Records of
this popular orchestra. Yerkes*
S. S. Flotilla Orchestra is but
one of the many famous dance
organizations now exclusively
Vocalion.
The (jraduola
Exclusive Vocalion Tone-Control
makes the Vocalion more
than a phonograph — a
true musical instrument
that buyers of all types
will enjoy playing.
March IS, 1922
THE TALKING MACHINE WORLD
61
VOCAL I ON
%ed Records
THE VOCALION LINE represents oAeolian
Quality. Its unequaled business value is recognized
by the following leaders in the music-industry*
Let it mean added sales-profits to you
THE DISTRIBUTORS OF THE VOCALION
The Vocation Co., 190 Boylston St.,
Boston, Mass.
Woodside Vocalion Co., 156 High St.,
Portland, Me.
Musical Products Distr. Co., 37 E. 18th St.,
New York City
Gibson Snow Co., 306 West Willow St.,
Vocalion %ecord Distributor Syracuse, N. Y.
Lincoln Business Bureau, 1011 Race St.,
Philadelphia, Pa.
Penn Vocalion Co. . . Lancaster, Pa.
Clark Musical Sales Co., 505 Liberty Ave.,
Pittsburgh, Pa.
Clark Musical Sales Co., 324 N. Howard St.,
Baltimore, Md.
O. J. De Moll &. Co., 12th and G Sts., N.W.
Washington, D. C.
Vocalion Company of Ohio, 328 W. Superior
St., Cleveland, Ohio
Vocalion Company of Ohio, 420 W. Fourth
St., Cincinnati, Ohio
Lind & Marks Co., 530 Bates St.,
Detroit, Mich.
Louisville Music Co., 529 S. 4th St.,
Louisville, Ky.
The Aeolian Co., 529 S. Wabash Ave.,
Chicago, III.
The Aeolian Co., 1004 Olive St., St. Louis, Mo.
D. H. Holmes Co. . . New Orleans, La.
Guest Piano Co. . . . Burlington, Iowa
Hessig Ellis Drug Co. . Memphis, Tenn.
Vocalion Record Distributor
Stone Piano Co. . . . Fargo, N. D.
Stone Piano Co., 826 Nicollet Ave.,
Minneapolis, Minn.
The Consolidated Music Co.
Salt Lake City, Utah
Commercial Associates, 754 N. Spring St.,
Los Angeles, Cal.
Magna vox Co., 616 Mission St.,
Vocalion Record Distributor San Francisco, Cal.
Complete Information on the UOCALION Line Furnished Upon Request
The AEOLIAN COMPANY
AEOLIAN HALL, NEW YORK
62
THE TALKING MACHINE WORLD
March 15, 1922
INTRODUCE THE PURITAN RECORD
Bridgeport Die & Machine Co. Now Pressing a
Record of Its Own — First Release a Large
and Varied One — Limits Its Territory
NEW STORE ATTRACTS CROWDS
Columbia Dealer's New Establishment Visited
by 8,000 People — Grafonola Department Hand-
somely Decorated — Plan Sales Drive
Bridgeport, Conn., March 1. — The Bridgeport Die
& Machine Co., of this city, which has built up
an enviable reputation throughout the talking
machine trade for its record pressing,- is now
pressing a record of its own in addition to its
pressing work for the manufacturers. This new
record is named the Puritan record, and all re-
leases are in ten-inch size, double disc, and will
retail for 50 cents. The first release consisted of
fifty-six dance numbers, twenty popular vocal
numbers, four instrumental records, sixteen
standard and sacred songs, eight Hawaiian num-
bers, twelve recordings of concert and military
bands and twenty-eight violin, saxophone and trio
recordings. It is planned to supplement this list
regularly throughout the future, and in addition
to the usual monthly releases two new records
will be released each week, thus making popular
hits available immediately. The Bridgeport Die
& Machine Co. is confining its activities to a
territory east of the Ohio River and north of the
Potomac.
Lancaster, Pa., March 6*. — It was necessary to
call out the police to handle the crowds at the
formal opening of the Keystone Furniture Co.'s
store in this city. Two hours before the official
time for the opening, West King street was
lined for two blocks and more than 8,000 people
passed through the store on the various days
devoted to the opening festivities.
One of the features of the company's estab-
lishment is the Grafonola department, which is
composed of six hearing rooms, finished in ivory
and tinted with green. At the entrance of the
department there are two open display rooms,
arranged in pedestal style, displaying two hand-
some Columbia period Grafonolas. To the left
of these display rooms are the record racks and
counter cases. The Grafonola department is
directly in charge of Mr. Hoffman and Mrs.
Butz, and they are making plans for an energetic
sales drive in behalf of Columbia Grafonolas
and records.
SOON READY TO DELIVER MOTORS
William Brand Announces That Lindstrom Prod-
ucts Will Soon Be Available for Trade
William Brand, 27 East Twenty-second street,
New York, the well-known importer of mica dia-
phragms and other talking machine accessories,
and who some time ago took over the American
agency for single-spring motors manufactured by
the Carl Lindstrom Co., now announces that de-
liveries of these new single-spring motors will be
made in quantity lots within the next few weeks.
Samples are now being forwarded to the trade.
Mr. Brand has just completed a trade trip
through Middle West territory calling on the
trade in the larger cities, including Cleveland,
Detroit. Chicago and St. Louis.
OPENS THIRD BRONX STORE
L. Liebowitz. one of the most progressive
dealers in metropolitan territory, opened his
third store recently and as an opening attrac-
tion a local jazz band was secured which fur-
nished considerable entertainment to a large
crowd of interested visitors. Mr. Liebowitz,
who is an enthusiastic Columbia dealer, has
three stores in the Bronx, all of which are
closing a substantial business and which are
vnder his personal management.
The American Phonograph Co., of 187 Pearl
street, Burlington, Yt. is featuring Victor ma-
chines in both the wholesale and retail branches
of its business.
ARTIST IN WINDOW DRAWS CROWDS
Washington, D. C, February 27. — The Van
Wickle Piano Co., of 1217 F street, this city, at-
tracted considerable attention to its establishment
recently when Alberto Barreto, celebrated young
Peruvian artist, appeared in the company's win-
dow and made crayon sketches of men well
known in the nation's capital. A Victrola which
was played continually during the exhibit added
force to the display.
PHONOGRAPH CASES
Reinforced 3 -ply Veneer
The Standard Case for Talk-
ing Machines and Records
Let us figure on your requirements
MADE BY
PLYWOOD CORPORATION, Goldsboro, N. C.
Mills in Va., N. C. and S. C.
INTERNATIONALLY POPULAR
Columbia Trade-mark the Only Superscription
on Letter From Japan
The famous trade-mark used by the Columbia
Graphophone Co. has become internationally pop-
ular, as evidenced by a letter received recently
from a Columbia dealer in Japan. This dealer,
Mr. Tanaka, wished to secure a complete Colum-
& if
The Letter From Japan
bia- record catalog, and the only address that he
used was the "notes" trade-mark of the Columbia
Co., which evidently is known the world over,
and which is evidently sufficient for the United
States post office authorities, as the letter was
promptly delivered to the main office of the Co-
lumbia Co. in New York City.
ANNOUNCES LOWER RANGE OF PRICES
The Fred. Gretsch Mfg. Co., manufacturer,
importer and wholesaler of musical merchandise,
Brooklyn, N. Y., has recently announced re-
duced prices on Gretsch-American xylophones.
The Gretsch line of xylophones covers a wide
range of selection, from the No. 1050, which
retails at $3, to the No. 46, at $110. An attrac-
tive circular has been prepared describing and
illustrating this line.
One of the chief elements of salesmanship is
knowing how to influence people. This entails
a never-ending study of human nature.
March 15, 1922
THE TALKING MACHINE WORLD
63
THE gratifying response to our initial an-
nouncement last month has convinced us
there is ample room in the market for a
phonograph of merit.
Through the decorative trade, these cabinets
are being placed in some of the very best
homes.
This same opportunity is open to every dealer
and we are confident you will not be disap-
pointed with either the cabinet or the price.
You may purchase these cabinets equipped or
unequipped, as desired.
If you are interested, you will be cordially
welcomed at our factory.
THE ORSENIGO COMPANY, inc.
ton1- 'fe^f^
W"1
ill
FACTORY
Skillman Avenue and Rawson Street
Long Island City, N. Y.
SHOWROOM
110-112 West 42nd Street
III
64
THE TALKING MACHINE WORLD
March 15, 1922
Illlllllllilllllllllllllllllllllllllll
" PROMPTNESS
By EDWARD FRASER CARSON
FIRE DAMAGESDODGE MFG. CO.
Fire in Plant of Manufacturer of Seebrook
Phonographs Destroys Some Cabinets, Rec-
ords, etc. — Damage Estimated at $30,000
^m. ii ii iummi: !. i. :. :; ■; i i. i. i. i i i r i. i; ii ;i ji 'i.L lki. i: n u ;i .i i j. 1. 1 i,iih.!.:i 1 1. n ji ;i j: j.i.i. h ii m m ,, ;i -lli i i. i, m ,i
In the world of business there are many vir-
tues, but of these one of the greatest is prompt-
ness.
If your boss pays you to get to work at 9
o'clock for Heaven's
sake get to work at 9
o'clock. Be in your
place at 9 o'clock, not
five or ten or fifteen
minutes after — no, not
one minute after 9.
For tardiness there is
never any real excuse.
If you start from home
early enough you will
forestall delays on the
car line.
An innocent man
Edward Fraser Carson convicted of murder is
sentenced to die at 9 o'clock. The pardon arrives
at 9.01. What excuse shall the bearer of the
pardon who lagged on the way make at the
Eternal Bar of Justice? He cannot plead that
the car was blocked.
If your customer wants his purchase delivered
by a certain hour don't promise to do it unless
it can be done. But if you do promise, see that
it is delivered on time, even if you have to do it
yourself.
Time, they say, was made for slaves, but who
among us is a free man? For we must eat and
drink and sleep, and just to that extent are we
slaves of our own needs, for these things can only
be obtained by work. Even the savage in the
jungle must answer the call of hunger, thirst and
exhaustion.
IllllllllilUlllllllllllllilllilillllllllllllllllllllil!^
Be at the appointed place at the time appointed,
for in being tardy you entail a double responsi-
bility. You squander not only your own time but
that of the man you are to meet as well. And
however you may be a spendthrift of your own
time, in making another waste time you are rob-
bing him of something which you can never
restore.
Let it be said of you that you do what you
have promised when you have promised it should
be done.
Of all those things which come as a birthright,
time alone is the one thing of which the measure
is limited. Therefore, be careful of time and see
that it is not wasted, for when it is gone it can-
not be recovered.
Life might be likened to a. purse filled with
coins, each coin an hour. As each hour passes
a coin is spent and when the purse is empty
happy is he who can account for each coin and
show that it was spent wisely.
Therefore, you should ever be more careful of
your time than you are of your money, for the
dollar that is lost may be replaced by a little
work, but an hour that is passed is gone beyond
recall.
The successful man is prompt in all of his
undertakings, for he has learned that all things
come to him who is on the job when opportunity
knocks at his door. He has learned the lesson
of life, which is that promptness in keeping one's
engagements pays dividends far more surely than
money that is deposited in the bank.
Poor Richard said that a penny saved is a
penny earned. If this is so, then how much more
may it be said of the minute that you save!
Mishawaka, Ind., March 6. — Talking machine
cabinets and other parts and supplies were dam-
aged to the amount of $30,000 in a fire that
threatened total destruction of Plant No. 5 of
the Dodge Mfg. Co. here recently. The fire
was extinguished after an hour and a half's effort
by the fire department. Before the flames were
subdued they had spread over the entire second
floor and were attacking the talking machine
records stored there. Water flooded the floor
and, leaking into the main floor, damaged a
number of partially constructed cabinets.
The Dodge Co. has been manufacturing the
Seebrook phonograph, which is especially de-
signed for theatre work. One thousand machines
which were stored in the building adjacent to the
one that was burned were not damaged. The
plant and contents were fully insured, it is said.
FILE PETITIONJN BANKRUPTCY
A petition in bankruptcy was filed on Feb-
ruary 27 against the Electric Phonograph Corp.,
of 236 West 116th street, New York, by Frank
Hildebrand, Charles G. Fischer and Jeanette
Frimarck. Liabilities are about $15,000 and
assets about $10,000.
LOANS COLUMBIA TO VILLAGE
The Lockwood Shop, exclusive Columbia dealer,
of Lake Placid, has loaned a Columbia machine
and a Magnavox to the village and the Lake
Placid Skating Association. The loan has been
productive of some worth-while publicity for the
Lockwood Shop.
The Smith-Woodward Piano Co., of Houston,
Texas, is planning to move into more spacious
quarters at 908 Capital avenue in the near future.
PAT. APPL'D FOR.
ORO-TONE
FEATURES
Extension A telescopes into large
elbow B, giving a length adjust-
ment from 7% to 9 Yz inches.
Adjustment screw C engages an
indexed channel in extension A,
assuring perfect alignment. Slight-
ly releasing locking thumbscrew E
permits height adjustment of large
elbow in base ring D. Releasing
locking screw E entirely permits
tone arm to be removed from base
ring D for packing separately be-
fore shipping, if desired.
ASK FOR ILLUSTRATED AND DESCRIPTIVE
CATALOGUE
1000 to 1010 GEORGE ST.
CHICAGO, ILLINOIS
MODEL L S
COMPOUND
ROCKER
ACTION
The highest
grade and most
scientific repro-
ducer ever offered
the trade.
PAT. APPL'D FOR.
Illustrating Angle Throw Back Improvement. Permits
reproducer to clear tone arm when thrown back regard-
less of whether It Is In position for playing Hill and
Dale or Lateral-out records.
March 15, 1922
THE TALKING MACHINE WORLD
Your Line of
Phonograph
Needles Is Not
Complete Unless
You Display
These Popular
Brands
REFLEXO
BLUE STEEL
NEEDLES
HARDING SEES TIDE OF TRADE TURNING TO PROSPERITY
Chief Executive Points to Banking Statement as Proof That Peak of Liquidation Has Passed —
Economic Depression Rapidly Being Lifted and Business Shows Steady Upward Trend
Washington, D. C, March 4. — The White House
has co-operated with the other departments of
the Government, which have taken an optimistic
view of business conditions, making an announce-
ment that the statement of the Comptroller of the
Currency, based on the last bank call, showed the
most satisfactory turn in financial affairs of the
nation since 1919.
The Comptroller's statement indicates that the
peak of liquidation has been passed and that there
is reason to believe the most serious period of
depression has been experienced. While the na-
tional banks represent somewhat less than half
of the banking capacity it is assumed that other
institutions have experienced similar develop-
ments.
The White House announcement contends that
the situation in the agricultural districts is im-
proving and that better times may be expected.
"Most Satisfactory Turn" Shown
"The Comptroller of the Currency," said the
President, "is issuing the consolidated state-
ment of the national banks, representing the bank
call of December 31 last. It shows the most
satisfactory turn in the financial affairs of the
country that has been registered by a bank state-
ment since the conclusion of 1919. The peak of
banking capacity in this country was reached in
the statement of December 31, 1919, when the
national banks reported aggregate resources of
$22,711,000,000. From that time on there was, as
shown by the successive consolidated statements,
a substantially steady decrease in the aggregate
resources.
"The statement that is now being made public
registers for the first time a very substantial
upturn in resources. It shows that the banks
occupy a greatly improved and strengthened po-
sition as regards their rediscounts, their re-
sources, their cash in hand and their deposits,
which show an astonishing gain. It demon-
strates that the process of liquidation has been
proceeding at such an excellent rate that it may
fairly be said that we are well on the road to
getting the 'frozen credits' thawed out. In this
regard, indeed, it is by far the most satisfactory
showing that has been made since the phrase
'frozen credits' was invented.
"The extent of the broad general improvement
in the financial situation between the bank call
of September 6 and that of December 31 last is so
striking as to justify especial attention. The law-
ful reserve with Federal reserve banks is far
beyond legal requirements and has been strikingly
increased within the period covered by this call.
This is, on the whole, perhaps the most impres-
sive single item that a consolidated bank state-
ment shows as to the general soundness of the
fiscal situation.
"One of the most striking showings is that
cash in the vaults of banks was reduced, between
September 6 and December 31, by only $15,987,-
000. But for the fact that great amounts of cash
were required to be withdrawn on account of
interest and dividend payments as of January 1
a very great increase in the amount of cash would
have been shown.
No. 35217
B A S K E T
Filled with Flowers ;
each, 75c; per dozen,
$7.50.
Write to-day for my
SPRING CATA-
LOGUE No. 35 of
Artificial Flowers,
Plants, Vines, etc.
MAILED FREE
FOR THE ASKING.
FRANK NETSCHERT
"Next to the item of aggregate resources, per-
haps, in a period of liquidation such as is now
taking place, the most impressive testimony of
the soundness of a banking situation is to be
found in the individual deposits. We find that,
excluding United States Government deposits,
there was an increase of $322,811,000 in these
deposits between September 6 and December 31,
1921. The significance of this will be the more
apparent when it is explained that between De-
cember 29, 1920, and September 6, 1921, there had
been a continuing reduction in deposits aggre-
gating $1,103,552,000.
"It is therefore an unquestionable evidence of a
rapidly improving position that between the
statement of September 6 last and the statement
of December 31 last there took place a reversal
ol this movement, which resulted in an increase
of $322,811,000 in individual deposits. This is at
the rate of about $100,000,000 monthly increase.
The aggregate of all deposits on December 31
last was $15,075,000,000, a gain of $514,000,000
since September 6. To put it in another way,
aggregate deposits fell, between December 29,
1920, and September 6, 1921, $1,717,000,000, and
since September 6, 1921, they have risen $514,-
250,000. Not only has the tide turned, but it has
been flowing strong and steady.
"It must be borne in mind that the national
banks represent considerably less than half of
the total banking capacity of the nation. It is,
therefore, safe to assume that the State, sav-
ings and private banks and trust companies have
experienced the same turn in the tide that is noted
in the case of the national banks. We may, there-
'fore, conclude that the figures for national banks
may safely be doubled in order to get an approxi-
mate representation of the situation as to the en-
tire banking establishment of the nation.
Peak of Liquidation Passed
"On December 31 last the national banks had
lawful reserve with Federal reserve banks of
$1,143,000,000,. which was almost $87,000,000 in
excess of legal requirements.
"Under any analysis the figures indubitably
demonstrate that the peak of liquidation and of
consequent depression was passed somewhere be-
tween September 6 last and December 31 last and
that the tendency has been steadily toward im-
provement in business and less reliance of busi-
ness upon the support of the banks.
"Of precisely like tenor are recent advices from
the War Finance Corporation, which reports a
progressive liquidation of its loans and a general
improvement of conditions in the agricultural in-
dustry. Recent stabilizations of prices for agri-
cultural staples have brought the farmers to the
point where they are able to realize something
at least approximating costs of production and
can look forward hopefully to still further im-
provements in no very distant future."
REC0=RAPS PROVING POPULAR
St. Louis, Mo., March 7. — The Reco-Rap Co., of
this city, which recently introduced a new trans-
portation package for talking machine records, is
meeting with pleasing success in the introduc-
tion of this package to the dealers throughout
the country. February business was excellent
and the company is now shipping Reco-Raps to
every State in the Union. One of the gratifying
features of the company's business is the fact that
it is receiving numerous repeat orders, indicating
that the dealers are using Reco-Raps to splendid
advantage.
61 Barclay Street
New York, N. Y.
CLARK BUYS BROOKS MUSIC STORE
Cooperstown, N. Y., March 6. — The music store
conducted in the Cooperstown National Bank
Building here for the past two years by Squire
D. Brooks has been purchased by Owen G. Clark,
who has already taken possession. This store
has been doing a good business in talking ma-
chines, records and sheet music.
IMP
Reflexo Blue Sleel phono-
graph needles "hol«l the rec-
ord" ■ for popularity with
jobbers and dealers the coun-
try over.
Write for samples and prices.
GILT EDGE
NEEDLES
Gilt Edge phonograph nccdles-
are made from start to finish
in the U. S. A. The point of
a Gilt Edge needle is treated
by an exclusive Reflexo proc-
ess. This minimizes friction
and eliminates the scratching,
scraping sound. The chemical
layer on the needle not only
produces a more beautiful
tone but actually prolongs the
life of the record.
Write, today for
samples and prices.
REFLEXO
PRODUCTS CO., Inc.
347 Fifth Avenue
At i*tlt St. " Suite 6OT
New York City
66
THE TALKING MACHINE WORLD
March 15, 1922
EFFECTIVE STEGER ADVERTISING
Steger Phonographs and Pianos Being Featured
in the Leading National Magazines
line calling attention to the other product, piano
advertising referring to the Steger phonograph
and vice versa.
Steger phonograph and piano advertising is
now appearing, and will appear, in a number of
the leading publications of national circulation,
and the effects of the publicity that has ahead}'
been issued through that channel have been ex-
cellent.
The Steger phonographs have been featured
particularly, special announcements regarding
those instruments appearing in the February issue
of the Atlantic Monthly, Century Magazine and
Munsey's, in the March number of Scribner's and
Harper's Magazines, and the April issue of
World's 'Work. Special phonograph ads also ap-
pear in the February, March and April numbers
of Etude, Photoplay Magazine, Red Book, Every-
body's and several other of the most promi-
nent magazines.
All the advertising, regardless of whether it
features pianos or phonographs, has a "tie-up"'
WINS HONORS IN BEAUTY CONTEST
Saleswoman in Buffalo Columbia Store Wins
First Prize in Beauty Contest — Accomplished
Pianist, and Singer, Writer and Athlete
Buffalo, N. Y., March 6. — Miss Irene M.
Frechette, of this city, has just been awarded
first honors and a thousand-dollar prize in the
national beauty contest held by the Interna-
tional Feature Service. The talking machine
trade is keenly interested in this award, as Miss
Frechette is a member of the sales staff of the
music store owned by John G. Schuler, who
handles Columbia Grafonolas and records.
Miss Frechette is a pianist, singer, writer and
athlete, and above all is an expert saleswoman.
She has a host of friends in the trade who were
delighted to know of the honors accorded her
in the beauty contest.
^injimmiMiMmHumiMmimiinimmiM^^
All of our advertising contains this excellent advice —
"Be Sure Your Walnut is ALL Walnut."
AMERICAN WALNUT
PHONOGRAPH CABINET,
CONSOLE DESIGN.
% m J American
Immjt
"The Cabinet-wood Superlative."
A Well -Made Piece
in American Walnut Sells Itself.
The manufacturer who calls upon American Walnut to help
him meet competition has enlisted a powerful ally.
Where the "selling points" are plainly revealed it isn't much of
a trick to book orders.
We are steadily strengthening the public's taste for Ameri-
can Walnut by our persistent and constantly increasing national
campaign of advertising.
It is, naturally, your job to give them what they want.
Write for data for MAKERS or data for DEALERS— and that in-
valuable "Brochure de Luxe" for your SALESMEN. Address the
responsible producers of American Walnut lumber and veneers, the
American Walnut Manufacturers' Association
Room 1022, 616 South Michigan Boulevard Chicago, U. S. A.
DISCUSS CO-OPERATIVE ADVERTISING
Talking Machine Men at Meeting Last Month
Take Up Subject for Consideration — Annual
Banquet to Be Held on April 20 at Pennsyl-
vania Hotel — Plans for March Meeting
The February meeting of the Talking Machine
Men, Inc., the organization of talking machine
retailers of New York, New Jersey and Connecti-
cut, was held at the Cafe Boulevard, New York.
The meeting was, as usual, preceded by a lunch-
eon at which a number of members of the New
Jersey Victor Retailers' Association were guests.
Max Landay, chairman of the music trade
committee of the American Jewish War Relief,
accompanied by a committee composed of Ches-
ter Abelowitz, M. Max, A. Davega and B.
Abrams, was on hand, and after an address by
Mr. Landay the committee moved about the
tables making final arrangements for gathering
the funds. The music trades committee's quota
has been placed at $50,000.
Charles D. Isaacson, editor of "Our Family
Music" page of the New York Evening Mail,
which paper has been giving free concerts in
sixty-nine neighborhood centers, then presented
a plan to the members for the purpose of having
the Association carry out an advertising cam-
paign in connection with the Mail's publicity
work along music lines. Mr. Isaacson's address
was well received and was followed by supple-
mentary remarks from President Irwin Kurtz.
It is proposed to have an exclusive design
which is to be used by dealers, showing that they
are members of the Talking Machine Men, Inc.
This design will be used conspicuously in the
Mail's advertising page with appropriate editorial
comment. The members of the Association will
also receive a decalcomanie sign for window use
as well as small imprints for advertisements, cir-
culars and other publicity material. It is hoped
to get over a hundred retailers to take advertis-
ing space in twenty-six issues of the Mail during
the year.
It was announced that the annual banquet and
ball of the Association will be held on the eve-
ning of April 20 at the Hotel Pennsylvania.
At the March 15 meeting of the Association
Isabelle Lowden is scheduled to address the mem-
bers of the Association.
At the March meeting of the Association the
well-known music publishing firm, Richmond-
Robbins, Inc., will be represented. D. M. Wink-
ler, general manager of that organization, will
address the gathering and several songs from his
firm's catalog will be demonstrated.
EXHIBIT AT MERCHANDISE FAIR
Banner Records Displayed and Demonstrated at
Recent Exhibition in New York
An exhibit of Banner records was made by the
Plaza Music Co., New York, at the New York
Merchandise Fair, held at the Seventy-first Regi-
ment Armory during the week of February 20.
It attracted a good deal of attention and buyers
seemed to be impressed with the merits of this
new record.
According to H. Germain, of the company, the
idea of placing the popular-priced record on the
market has found favor with many dealers and
Banner records are being distributed with profit-
able results. The company has announced that
extensive plans for a greatly increased produc-
tion on Banner records will shortly be brought
to completion.
^auujuiiiiiiiiLiiiiiiiiiuiiiiMiiiijijnijijuuitiiiMinHiiniiiiiiiiJtJuiiiiiiitiiiiiicjtirjiijiiMiii iiiiiiuuiiiiiiitiMiiiiiiiiif ii iiii iiiii miiiiiii inn ii iijii u iti i >i< u ii iij uiiii ii iiiuii nut i n lint iiui m n n iijii 11 n ntn n n n tu u 11 ei i u n n n n iiiimiiiiiiiiiiiiiiiinii im
FEATURING CARRYING CASES
Washington, D. C, March 1. — Topham's, of this
city, well known throughout the leather goods
trade, is conducting a special drive on carrying
cases for records which it produces. These
cases are finished in two sizes for both ten and
twelve-inch records and many exceptional claims
are made for the construction and finish. An
index card for fifty records is contained in the
lid.
The Talking Machine World, New York, March 15, 1922
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH^
LAST CALL!
TAfLKINO
MACHINE?
WOIVLD
DIRECTOR
B WORLJD*»
EDWARD mm BILL-i
575 FOURTH AVENUE
The TALKING
MACHINE
WORLD
TRADE
DIRECTORY
will definitely go to press
this month. If you have
not yet returned your
O.K.'d data sheet for clas-
sified listing, please do so
by return mail.
If you have not yet re-
served your advertising
space in this standard
book of reference and
wish to be represented
Wire
Your Reservation
Now
THE TALKING MACHINE WORLD TRADE DIRECTORY
Compiled by
373 Fourth Avenue
New York City
March 15, 1922
THE TALKING MACHINE WORLD
67
You'll have a run on this one! "Cutie," a
medley fox-trot from The Blue Kitten, by
the Knickerbocker Orchestra. Also "Vene-
tian Love Boat/9 another fox-trot, by Ray
Miller and His Melody Boys. A-3557.
Columbia Graphophone Co
NEW YORK
The Value of an Intelligently Prepared Mailing List
1 CATHEDRAL MAKING RAPID PROGRESS
I By H. S. THORPE, The Huse Publishing Co., Norfolk, Neb.
illllllllllllllllllllUIIIIIIMIIIlllllllllllllllllllllllllllMIlM^
Well-known Phonograph Now Being Made by
Ohio Cathedral Co.— Dealers Being Ap-
pointed in Many Parts of the Country
There are mailing lists and mailing lists. A
mailing list may be a liability or an asset, ac-
cording to the intelligence — or lack of it — used
in compiling it, in classifying it and in using it.
As far as the Victor business is concerned a
mailing list will be a liability if it is an indis-
criminate list of names taken at random from
city and town directories, telephone directories
or other similar sources, because such a list used
as a target for Victrola literature will: First,
include the names of people who already have
Victrolas; second, the names of people who
already have some other make of talking ma-
chine; third, the names of people who under no
circumstances could possibly afford to buy any
kind of an instrument and will be a dead loss,
and fourth, because such a list, if it took in other
towns and cities than your own, is very apt to
include the names of some of your competitors
who can adopt your advertising ideas and plans
to their own benefit and to your detriment. Some
of the best ideas and some of the best plans in
developing the sale of Victrolas and records that
the writer has used during the past twelve years
have been sent to him by mail by firms selling
competitive machines in other cities who had
evidently taken his name from a list of property
owners or automobile owners or something of
the sort without making any effort to find out
what business he was in.
A mailing list will be an asset if one division
of it contains the names of those in your town
and legitimate trade territory who have no talking
machines at all and who are financially able to
buy one, another division the names of those who
have fours and sixes and might be interested in
the purchase of a cabinet machine. Another divi-
sion the names of those who can afford to buy
the more expensive machines (as distinct from
the first division), another the names of the
teachers in the rural schools in your section, and
another the names of all makes of talking ma-
chines in your town and trade territory. Still
further subdivisions will suggest themselves.
Obviously, no list has any value if it is not
used. The people in the first four divisions
should be bombarded with machine literature,
selected, of course, to fit the particular element
you are trying to reach, while the people of the
last division — the machine owners — should be
frequently reminded that you are waiting to fur-
nish them with Victor records, needles, albums
and supplies of all kinds. Keep hammering
away at them and in time you will find yourself
on their mailing list.
The plans suggested may not appeal to every
dealer and the writer is not urging anyone to
adopt them. In common with many other Vic-
tor dealers we have followed these plans or simi-
lar ones with a rather gratifying degree of suc-
cess; as a consequence we consider our mailing
list a valuable part of our selling equipment.
Marion, O., March 6.— The Ohio Cathedral Co.,
of this city, which is now manufacturing the
well-known Cathedral phonograph, is meeting
with gratifying success in the introduction of
this machine in the leading trade centers. During
the course of the past few weeks the company
has established important agencies in different
parts of the country, and judging from the
enthusiastic reception accorded its line the com-
pany will have no difficulty in securing a wide
distribution for its product.
The Cathedral phonograph is being manufac-
tured in an up-to-date plant, and W. H. Hough-
ton, who is well known in the local manufac-
turing field, is president of the company. He is
giving careful consideration to the requirements
of the dealers, and the various designs in the
Cathedral line are well calculated to meet the
demands of the most critical and discriminating
buyers.
G. J. PALMER ENLARGES STORE
George J. Palmer, talking machine dealer, of
West Chester, Pa., has greatly enlarged his busi-
ness. Trade has increased here to such an ex-
tent that Mr. Palmer was compelled to add
several record demonstration booths to ade-
quately take care of customers. The basement
of the establishment has also been remodeled
and drafted into use.
McNAMARA VISITS THE TRADE
W. J. McNamara, president of the Empire Phono
Parts Co., of Cleveland, O., was a visitor during
the latter part of February to New York and other
points in the East. In a chat with The World he
expressed himself as well pleased with the condi-
tion of business during 1921 and was most opti-
mistic regarding the outlook for trade as a whole
during 1922. He remarked that while business
slowed up somewhat after the holidays there
now was a decided undercurrent of betterment
in evidence, which will undoubtedly expand. The
so-called reconstruction period is now at an
end, and business everywhere is starting anew
along healthy lines, all of which must have its
favorable reflex on the talking machine indus-
try.
JOHN CHURCH CO. OPENS BRANCH
Elgin, III., February 27.— A piano and talking
machine establishment has been opened here at
162 Milwaukee street by the John Church Co., of
Chicago. This concern manufactures the John
Church and Everett player-pianos and the John
Church phonographs. These instruments and
others made by the company will be sold here
and in the surrounding territory.
CHANDLER & NEWMAN OPEN BRANCH
Visalia, Cal., March 4.— Chandler & Newman,
talking machine and sewing machine merchants,
with headquarters in Fresno, Cal., have opened
a branch store here, with L. E. White in charge.
In addition to sewing machines a complete stock
of Columbia and Bluebird machines is handled.
The concern operates stores in Fresno, Modesto,
Bakersfield, Taft and Dinuba.
DESCRIBES RECORDING PROBLEMS
An interesting article on the problems of
making talking machine records appeared in
the current issue of the American Magazine.
The article described various methods of
recording and contained facts about some of
the most prominent artists engaged in making
records.
The Stradivaria Phonograph Co., of Portland,
Ore., has changed its name to Beaver State
Furniture Mfg. Co.
Do NOT Delay Ordering the Lea
Phonograph and Talking Machine TRUCK,
if you expect to reduce your overhead, as we may
not be able to ship promptly later in the season.
With this truck one man is able to demonstrate the
largest machines in the home, the best place ever
to clinch a sale.
We have a circular for you. Ask for it.
Also
Piano Trucks, Hoists, Covers and Straps
Made only by
Self Lifting Piano Truck Co.
FINDLAY, OHIO
68
THE TALKING MACHINE WORLD
March 15, 1922
Your customers will be fascinated with the
lovely soprano voice of Maria Barrientos
as she sings "Ah! non giunge," from La
Sonnambula, another Columbia hit for April.
"Wrap it up" will be the verdict. 49763
Columbia Graphophone Co
NEW YORK
IMPORTANT CHANGES IN EDISON PERSONNEL ANNOUNCED
A. H. Curry Takes Full Charge of Musical Phonograph Division of Thomas A. Edison, Inc. —
A. L. Walsh Appointed Head of Advertising Department — Charles Edison Comments on Changes
In accordance with a well-defined plan, cer-
tain important changes have occurred in the
personnel end of the musical phonograph divi-
sion of Thos. A. Edison, Inc. A. H. Curry,
who came on from Texas last August to assume
the office of vice-president in charge of the
phonograph division, has now whipped an
organization of his own into concrete shape,
thereby allowing William Maxwell, for some
fifteen years head of the phonograph division,
to retire and devote his entire energies to the
enterprise he started last Fall, known as the
William Maxwell Institute of Salesmanship.
The following appointments have been made
on the "general staff," under Mr. Curry: first
assistant to Mr. Curry, F. C. Beattie, who was
associated with Mr. Curry in Texas for a long
time and who came on to Orange with him
early last Fall; A. L. Walsh, manager of adver-
tising department, which is to include hence-
forth, in addition to advertising, the work
formerly done under the recital and editorial
departments; W. F. Taylor continues as man-
ager of the sales promotion department; and
J. A. Sherman, manager of the order and service
department.
Mr. Walsh has long been associated with the
Edison Co., both as a Re-creation artist and as
head of the recital and tone test department.
Mr. Sherman has also been with the Edison
organization for a number of years, formerly
Victor
Wholesalers
The House
of
Mellor
in
Pittsburgh
since
1S31
serving in the role of assistant sales manager.
The resignations accepted on March 1 in con-
nection with the above appointments include,
in addition to Mr. Maxwell, Thomas J. Leonard,
for a long time sales manager of the phono-
graph division; C. G. Wood, advertising man-
ager, and Daniel E. Wheeler, editor of the
various Edison house organs.
In discussing the changes with The Review,
Mr. Curry made it clear that revamping of the
departmental functions has been effected be-
cause henceforth it is to be the policy of the
company to co-operate with each Edison
jobber in an individual way according to the
problems presented by the territory of each
particular jobber, whereas the policy in the past
has been one of nationalizing the sales promo-
tion, jobber co-operation, and dealer service
work.
Many new plans which are to form a part
of the new program were consummated at the
recent conferences between Edison jobbers and
Edison officials, which took place in New York
last month.
In discussing the above resignations Charles
Edison, chairman of the board, said to a repre-
sentative of The World:
"This is not a reorganization and we do not
expect to give up the sales department. How-
ever, at their last convention in New York the
jobbers reached the decision that they could take
care of the circularization better than it could
be done from the plant, and the board of direc-
tors of Thos. A. Edison, Inc., have concurred in
this decision.
"It is with a great deal of regret that we an-
nounce the resignation of Mr. Maxwell as an
officer of Thos. A. Edison, Inc., effective March 1.
The successful and rapid expansion' of the Max-
well Institute of Salesmanship leads Mr. Max-
well to believe he has no option but to concen-
trate his entire time and effort on its further
development.
"As the active management of the phonograph
industry has been in the hands of A. H. Curry
for some months, Mr. Maxwell's decision will not
cause any change in policy."
NEW EMERSON SHOP IN DALLAS
Modern Establishment in Texas City Handles
Emerson Line of Phonographs and Records
Exclusively — C. L. Mahoney, Manager
W. C. FUHRI RETURNS FROM TRIP
Okeh General Sales Manager Finds Conditions
Steadily Improving — Jobbers and Dealers
Pleased With New Window Display Service
Dallas, Tex., March 7. — The Emerson Shop, a
very distinctive and particularly modern music
store, has been added to Dallas' already large
number of splendid music stores. This shop
will handle Emerson phonographs and records
exclusively. It is located at 1303 Elm street,
in the building formerly occupied by the Adam
Schaff Piano Co.
C. L. Mahoney, manager, is most enthusiastic
over the many innovations that have been in-
corporated in its ultra modern equipment.
Among these is a unique self-service plan, which
offers all customers the privilege of hearing
records in sound-proof demonstration booths, on
motor-driven machines.
COLUMBIA ARTISTS ON BROADWAY
One of the newest entertainment places along
Broadway is the Folies Bergere, which opened
recently with the Southern Plantation Revue.
This revue, which is an all-colored company,
was conceived and staged by Lew Leslie, and
is called "Night Time in Dixie-Land." Included
in the cast are a number of prominent artists,
among whom is Edith Wilson, exclusive Colum-
bia artist. She is accompanied by Johnny Dunn
and his original jazz hound orchestra, which is
also making records for the Columbia library.
W. C. Fuhri, general sales manager of the
record division of the General Phonograph
Corp., New York, returned to New York re-
cently after an extensive Southern and Western
trip, during which he visited Cleveland, Chicago,
Cincinnati, St. Louis, New Orleans, Dallas,
Atlanta and other points. He states that condi-
tions in the South are splendid, and that gen-
erally speaking there is a steady improvement
noticeable in practically all sections. Okeh dis-
tributors are doing a healthy business, and
judging from their reports there is every reason
to believe that 1922 will be their banner year.
The distributors advised Mr. Fuhri that Okeh
dealers are delighted with the new Okeh window
displays and poster service. They are using
them to splendid advantage and practically all
of the distributors in this territory have stated
that this service is acting as a direct stimulant to
their business.
The Grand Rapids Talking Machine Co.,
Grand Rapids, Mich., has incorporated in that
State, with a capital of $1,000: The new concern
has been \yell equipped with a complete stock of
talking machines and records.
THE TRIPLEX PHONOGRAPH
is most desirable and up-to-date. The
cabinet is of an entirely new type which
combines the portable with artistic repro-
duction and changeable picture panels.
Cabinet manufacturers who are in position
to manufacture either on a straight or
royalty basis at reasonable prices may
write immediately to
TRIPLEX ARTISTIC PHONOGRAPH CO.
Pershing Road and Ridgeland Ave.
BERWYN. ILLINOIS
March 15, 1922
THE TALKING MACHINE WORLD
69
JOHN H.WILSON, Manager
324- WASHINGTON ST.,BO5T0N,MASS.
BOSTON
ENGLAND
Boston, Mass., March 6. — February was not a
very good month locally and there are many
reasons for the peculiar slump business took.
One thing that played its part in lessening the
volume of business was the fact that so many
people were busy fixing up their tax returns and
then there is the strike situation which is af-
fecting some of the mill centers, Pawtucket in
particular. The dealers in those places, who
really buy their goods from Boston for the most
part, are doing next to nothing, which is just
what one might expect, so in those cities and
towns one need not expect a return to normalcy
until the strikes are a thing of the past, and,
speaking for Pawtucket, a settlement does not
look promising, as neither side is willing at this
writing to submit to arbitration. Everyone is
looking forward to better conditions in March
and already most convincing evidences of better-
ment are materializing.
Need of Association Co-operation
The question of the next dinner or luncheon
of the New England Music Trade Association is
interesting the trade just now. O, for some men
of advanced ideas, men with a vision who can
see the value of a trade organization and who
will co-operate with Frank Horning, the presi
dent of the Association. Before Mr. Homing's
election the talking machine business did not
have, and .quite naturally, much interest in this
body, but now that a man closely allied with the
trade is head of it a certain local pride should
possess some of the leaders to the end that Mr.
Horning might feel that he had the earnest sup-
port of his co-workers in anything that might
reasonably be proposed by way of getting the
talking machine and piano men (in many cases
they are one and the same) to meet periodically.
Just now it is proposed to get the men together
at luncheon once a month, and that should not be
impossible. The Engineers' Club has been
spoken of as a convenient place at which to meet
and it is to be hoped that when the trade next
peruses this department it may read something
definite.
Celebrate Caruso Memorial Week
Caruso Memorial Week was widely recognized
among the Victor dealers in the city. The show
windows of both stores of M. Steinert & Sons Co.
contained elaborate displays calculated to pro-
mote a new interest in the Caruso records. In
Boylston street there was a miniature stage and
against a white satin background there was a
picture of the great singer and a broad band of
the Italian colors serving as a frame. Suspend-
ed from the top were baskets of flowers and there
were discs suspended against the white satin. In
the Arch street store there was a similar display
on a smaller scale. Over the- top of both dis-
plays was this legend: "The Victor has trans-
formed his art into a living reality that will en-
dure forever."
In one of the windows of the department store
of the Gilchrist Co. the' display was against a
black background. There was a picture of
Caruso and in the foreground two lighted tapers
with a quantity of the singer's records scattered
about.
The Oliver Ditson Co. devoted a window to a
Caruso display and a picture within a beauti-
fully lighted cabinet or booth, surmounted by the
Victor dog, attracted much attention. The Jor-
dan Marsh Co. had a big display of musical mer-
chandise, with many instruments included and at
one side was a Victor machine with many rec-
ords and a picture of Caruso.
To Distribute Record Lines
The Lansing Sales Co., Inc., now has the dis-
tribution of the Okeh records and it will also
distribute the Fonotipia records in this territory.
A. J. Cullen has been having considerable suc-
cess with both lines and when the gold sign
on the window announcing the Okeh has been
finished passers-by will know for a certainty that
right at 170 Harrison avenue the trade can find
this line of goods.
Visits the Local Victor Jobbers
R. A. Drake, western Massachusetts represent-
ative for the Victor, and who also has the New
Hampshire and Vermont territory, was in town
to-day and was in conference with the Eastern
Co., the Ditson Co. and the Steinert Co., local
jobbers of the Victor. This is the first time that
Mr. Drake has been here, for he has been in that
territory only a few weeks.
Brunswick Line With Symphony Co.
The Symphony Talking Machine Shop, Inc.,
lately located at 54 Bromfield street, has moved
to 24 Tremont street, the change having been
made on March 1. The new store is con-
veniently located on the second floor. In its
announcement sent to its customers it makes
especial mention of the Brunswick line which it
now carries. The president of this concern is
— i — i — i — r
Our constant aim — the growth
and development of Victor
Dealers in New England.
Eastern Talking Machine Co.
85 Essex Street
BOSTON MASS.
Mill .A— k.
Charles Soddeck and the treasurer, Robert J.
Howell. The company also operates the Pil-
grim Talking Machine Co., at 1350 Cambridge
street, Cambridge.
Addresses Columbia Dealers
Fred E. Mann, manager in this territory for
the Columbia Co., addressed his dealers toward
the end of February relative to the denial of the
application for a receivership for the company
and the plans that are now under way for the
readjustment of the company's affairs. Mr.
Mann, in part, said in this communication:
"The wide circulation two weeks ago which
was given to the application for receivership
made by three stockholders has caused some of
(Continued on page 70)
ii J iiiiininiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii iiimiiimiimiiimiimmiiinimiii miiiimimmiiiimiimimiiiimmimiimiiiimi muni i limn iiimm mi nun miiiiiuiiiimiiin imiiiiiimum iiiimii iiiiiniiiiiii i minimi i in mn.:ir ii.nir h nun imiiiimii i i imiiiimimmim ini|
1835
OLIVER
DITSON
COMPANY
BOSTON
Eighty-seven Years ot Experience
in the merchandising of music and
musical products is back of
DITSON SERVICE.
This experience enables us to antici-
pate and meet the problems of the
retailer to the fullest degree and offer
much beyond the simple delivery of
goods.
VICTOR EXCLUSIVELY
1922
CHARLES H.
DITSON
& CO.
NEW YORK
fuiniiiuniuuninn
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75
THE TALKING MACHINE WORLD
March 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 69)
AT YOUR COMMAND
ANYWHERE IN NEW ENGLAND
TEINERT
ERVICE
E R V E S
Our Unswerving Policy
for
1922
To Protect — to Develop — to Serve
To the Limit of Our Ability
The Victor Retailers of New England
Already Established
Our Entire Stocks and Personnel At Your Disposal
The most complete record stock in New England
M. STEINERT & SONS
New England Victor Wholesalers
35 Arch Street BOSTON
our loyal dealers no little concern. The finan-
cial reorganization of the Columbia Co., how-
ever, which has been concurred in by both the
banks and merchandise creditors of the Colum-
bia Co., has progressed so far that an applica-
tion for a receivership on the grounds of in-
solvency could not possibly be concurred in by
the court. I trust that this court decision may
serve to allay any fears or doubts in the mind
of any dealer as to the solvency of the Colum-
bia Co. and the justification for the continued
loyal support which Columbia dealers generally
have accorded the company in spite of the most
pernicious character of competitive propaganda."
Making Western Business Trip
R. O. Ainslie, of the Hallet & Davis Co., which
will shortly have an interesting announcement
to make to the talking machine trade, is now on
an extended business trip through the West,
which will keep him out for several weeks; in
fact, he is scarcely likely to get home much
before April 1. Mr. Ainslie was accompanied by
his wife and child, whom he left at Lexington,
Ky., Mrs. Ainslie's old home. Mr. Ainslie also
remained there for a short time and from that
point his itinerary took him to Cincinnati, Louis-
ville, Indianapolis, St. Louis, Springfield, Mo.;
Kansas City, Topeka, Wichita, Oklahoma City,
Okmulgee, Tulsa, Fort Worth and other Texas
cities, finally bringing him to New Orleans.
Remick Opens New Song Shop
J. H. Remick & Co. have opened a new song
shop in the New Loew's Theatre Building on
Massachusetts avenue, on the West Side of the
city (Back Bay section), and it is in charge of
Charles Scribner, who heretofore has been the
manager at Remick's Tremont street shop. The
new store is featuring the Columbia and Bruns-
wick lines.
New Columbia Dealers
Manager Mann, of the Columbia Co., has lately
opened several new accounts, these including
the Eaton Snell Co., in Central square, Waltham,
which has an exclusive Columbia department,
managed by F. E. Warren; Clement & Son's de-
partment store, in Melrose; Henry Barone, a
Rexall druggist, in Walpole, and Clapp & Jones,
in Brattleboro, Vt, manufacturing and retail
stationers. Manager Mann says he is going to
devote considerable time to his New England
territory for the next few months, which means
that he will do considerable traveling here and
there.
Developing Educational Campaign
Miss Grace Drysdale, educational department
representative for the Columbia Co. and attached
to the Boston headquarters, has lately finished a
KRAFT BATES^SPENGER
NEW ENGLAND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
Why Brunswick Records Are Superior
Brunswick owners and Brunswick dealers often ask why Brunswick Records
are so much better than other records and what is done in Brunswick Studios to
make them so.
The answer is, that while recording itself requires both the skill of the artist
and the knowledge of the scientist, there is no magic formula for fine record
making.
In the last analysis it is simply the combination of the best men, methods,
materials and machines that money can buy — and then the taking of infinite pains
in every detail.
Brunswick Records are often made and remade many times before Bruns-
wick standards are entirely satisfied.
KRAFT - BATES and SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.
Sfpi
■ski
Steel Needles
NEW ENGLAND DISTRIBUTORS
Albums Record Brushes
Khaki Covers
March 15, 1922
THE TALKING MACHINE WORLD
71
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 70)
tour of the cities and towns of Connecticut,
where she visited a great many of the schools
where the utility of the talking machine as a
factor in musical education had not been suffi-
ciently called to the attention of teachers and
pupils.
Bay State Music Corp. Extends Lines
The Bay State Music Corp., which is now
occupying the former E. B. Shiddell Co.'s quar-
ters at the corner of Berkeley street and Co-x
lumbus avenue, and handling the Okeh records,
as announced in last month's issue of The World,
has now taken on the Wall-Kane needle, tor
which the concern is the New England factory
representative. Salesmen which the company
now has in the New England field for all its
products include Ray Burke, E. B. Fox and
Joseph Donahue, who formerly was with the
Lansing Sales Co. Manager Royer says his
company had a very good February and the
prospects for March were exceedingly promising.
Extends Field of Operations
The Musical Supply & Equipment Co. has ar-
ranged to have all the New England territory
come under the management of Joe Burke. This
will mean that he will keep a very close over-
sight over a wider field than formerly and he
will shortly start on trips that will take him to
the principal centers in Maine, New Hampshire
and Vermont. The Jordan Marsh Co., which is
one of the best Sonora accounts the Musical Sup-
ply Co. has, lately ordered a large number of
expensive period models, for which there is quite
a demand.
Rearranging Steinert Stores
Kenneth Reed returned to-day from a week's
trip among the M. Steinert Co.'s stores in Spring-
field, Waterbury, New Haven and Bridgeport, in
all of which places some important changes are
being made so as to meet the needs of increasing
business. One of the important improvements is
the removal of the booths from the rear of the
stores to the front nearer the entrances, which
will prove more convenient for customers and
will also give more room. When Mr. Reed fin-
ished his supervision of the contemplated changes
he went over to. New York, where he has a host
of friends. He is looking forward to attending
the Victor jobbers' executive meeting to be held
in the metropolis March 15 and 16. Question:
Will it "put it over" that held in Boston a
year ago?
Miss Dorothy Crane Weds
Miss Dorothy Crane, for eight years connected
with the C. C. Harvey Co. as secretary to Win-
throp A. Harvey and Ernest A. Cressey, was
married on Washington's Birthday to Donald
Francis, of South Weymouth. Her associates
in the warerooms were most generous in pre-
senting this popular young woman with wedding
gifts and silver, cut-glass, pictures and other
things. A fortnight before her marriage she
was the recipient of a "shower" from her young
women friends. She has the congratulations of a
host of acquaintances.
Winthrop A. Harvey Goes South
Winthrop A. Harvey, head of the C. C. Harvey
Co., is away with Mrs. Harvey on a Southern
trip. He shipped his Franklin car to Savannah,
Ga., by water and went to that city by train,
using the car thence southward. He is due home
within a week. Earlier in February Mr. Cressey
also enjoyed a trip South, being accompanied by
Mrs. Cressey.
Local Interest in Columbia Co.
There was considerable interest manifested
locally in the advertisement which appeared on
the last day of the month, put out by the Co-
lumbia Co. and addressed to the holders of the
five-year 8 per cent gold notes of the company
who had not deposited them. It is of interest
to know if there are a great many such holders in
and around Boston.
Good Vocalion Business
Manager Wheatley, of the Vocalion Co., says
that the February business was not as good as
that of January, despite the fact that considerable
newspaper advertising had been put out. Just
now he is mapping out plans for a window dis-
play of an electrical nature which promises to be
something quite out of the ordinary, something
that is sure to attract crowds.
Alex. Steinert Enjoying Southland
Alexander Steinert, of the M. Steinert Co., is
enjoying the balmy climate of the South, and he
is on the golf links every chance he gets. Rob-
ert Steinert, of the same firm, is due home in a
few days from Bermuda, whither he went after a
very strenuous Winter.
Miss Grace Barr Makes Over Steinert Dept.
Miss Grace Barr, who keeps her eye on the
educational work of the Steinert's Victor de-
partment, has been in Providence making over
the Victor department in the establishment of
the Flint Adaskin Co., especially installing a new
system. Subsequently Miss Barr went to La-
conia, N. H., where she supervised some of
the arrangements of the new store of W. H.
Avery, who already operates three stores in New
Hampshire.
New Victrolas in Demand
The new Victrolas of the horizontal type in
four models are now in the possession of many
of the Victor dealers throughout this territory
and they are being received very well. As the
Spring progresses it is believed that there will
be quite a heavy call for these models.
Congratulations !
Emmet Ryan, one of the city salesmen for
the Steinert house, is the proud father of a nine-
Boston, Mass., March 4. — The Edison School of
Salesmanship was eminently successful and every
session held at the Copley-Plaza in Boston from
February 20 to February 25 was replete with
valuable data which the Edison salesmen from
all over New England must have profited by.
Included in the company, which numbered about
pound boy, who was born on February 12, and
the lusty youngster has been named Emmet Lin-
coln Ryan. Best wishes.
Calling on the Victor Jobbers
F. B. Bibighaus, assistant manager of the
traveling department of the Victor, was in town
for two days making calls on Victor jobbers.
Course on Appreciation of Music
Under the auspices of the department of edu-
cation of this State there is now being given a
university extension course in "The Apprecia-
tion of Music," which bids fair to do a lot toward
inculcating a better understanding of the noble
art. The lectures are given in the lecture hall of
the Boston Public Library and the lecturer is
Henry Gideon, a musician and organist of this
city. Already two lectures have been given on
"How to Listen to Music" and "The Folk Song,"
which is called the foundation of all music. The
next lecture is this coming Saturday, on "The
Climax of Church Music," and some of the suc-
ceeding topics that will be considered are the
"Symphony Orchestra," "Typical Song Recital,"
"The Symphonic Poem," "Opera, Old and New,"
"Opera and the Workaday World," taking
"Louise" as an example; "The Music of Russia"
and "Tendencies in American Music." In the
circular that is sent out the purpose of the course
set down "is to give increased power to enjoy
good music through intelligent listening and non-
technical study."
125, were the ten prize-winners, whose names
were announced in the February issue of The
World. Mr. Stanchfield, of the Carnegie Insti-
tute, presided at the opening conference and he
gave an interesting talk on the various elements
that go to make up adequate salesmanship and
(Continued on page 72)
The "Perfection" Bali-Bearing Tone Arms
and
The "Perfection" Reproducers
For the New Edison
Excel in Clarity and Sweetness of Tone. Best quality of
material and workmanship. Descriptive catalog, terms
and discounts sent on request.
Manufactured by
NEW ENGLAND TALKING MACHINE CO.
16-18 Beach Street Boston, Mass.
Factory Representative
L. A. SCHWARZ, Inc., 1265 Broadway, New York City
EDISON SCHOOL OF SALESMANSHIP MEETS IN BOSTON
Edison Salesmen From All Parts of New England Attend Sessions at the Copley-Plaza From Feb-
ruary 20 to 25 and Gain Valuable Hints on the Art of Selling
72
THE TALKING MACHINE WORLD
March 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 71)
of the steps that warrant promotion. Mr. Stanch-
field also appeared at one or two other confer-
ences besides the opening one and he was
always listened to with the deepest interest.
William Maxwell, first vice-president of
Thomas A. Edison, Inc., also was a speaker at
the opening conference, and he, too, had much
to say that was valuable on the principles of
salesmanship. He paid his respects to the bonus
question which is now interesting the entire coun-
try and expressed the belief that the problem
would be solved satisfactorily very soon. He
also was of a highly optimistic turn as regards
the business of the country in the near future,
and he predicted better prices for cotton, corn
and wheat by Jul}' 1, such as would tend to im-
prove conditions in all commercial avenues.
One thing that Mr. Maxwell said was that the
profession of salesman was one of the oldest in
the world, yet it wasn't treated as a profession.
Salesmen, he went on. are not born any more
than a doctor or lawyer, though, of course, some
have more adaptability for the work than have
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others. Highly technical training is necessary to
make a man a good salesman.
Thursda}' was the big day in the convention,
if one might call it that, and Mr. Maxwell was
again on the scene to enlist the attention of the
salesmen. Present on this occasion also was
Eugene Lockhart, actor, who, in discussing sales-
manship, dwelt upon the necessity of a good ap-
proach and of the value of personality. He gave
some interesting examples — really he acted them
out — of how to approach a man and by facial
expression showed what the play of feature can
do by way of attracting or repelling a man.
Frederick A. Silliman, head of the Pardee-
Ellenberger Co., Inc., and William Adams, credit
manager of the house, were on the scene as
often as business would permit, and it was the
general consensus of opinion that the school was
an unqualified success.
Among those present were the following: Gor-
don P. Haley, Bernice M. Haley, Astle Music
Co., Houlton, Me.; R. W. Longfellow, YVm. Mc-
Dermott, Miss Frances Adams, Atherton Furni-
ture Co., Brockton, Mass.; Miss M. Edna
Mitchell, Atherton Furniture Co., Waterville,
Me.; Clarence Marvel, Atherton Fowler Fur Co.,
Worcester, Mass.; W. W. Averill, Putnam,
Conn.; W. W. Ballard, Miss M. H. Ballard, Mrs.
F. C. Bixby, W. W. Ballard, Salem, Mass.;
Miss Barite, Barite Talking Machine Co., Bos-
ton; S. J. Horgan, Barnard, Sumner & Putnam,
Worcester, Mass.; Philip Bassett, E. G. Bassett.
Bristol, Conn.; L. E. Harmon, Bon Marche Dry
Goods Co., Lowell, Mass.; A. M. Fontain, J. J.
Bradley, Marlboro, Mass.; G. C. Brodrib, H. E.
Blair, Brodrib & Blair, Waterbury, Conn.; R. A.
Burr, Eastport, Me. ; K. M. Cahoon, Waltham,
Mass.; Edwin Reinhold, F. H. Coggswell, New
Britain, Conn.; Clark W. Ryder, Cushman Fur-
niture Co., Attleboro, Mass.; W. C. Barden, Cush-
man-Gardner Furniture Co., Middleboro, Mass.;
F. S. Dyke, E. S. Jebb, F. S. Dyke, Northfield,
Vt; R. V. Manson, P. A. Harrity, Edison Shop,
New Haven, Conn.; Chas. Bamber, Ira Askins,
J. A. Foster Co., Providence, R. I.; Daniel Finn,
Jr., Finn Bros., Jewett City, Conn.; Mrs. Beulah
Forbes, Frank Hardy, Frank A. French, Studio
Shop, Manchester, Mass.; Myrton P. Jackson,
Gallup & Alfred. Hartford, Conn.; Miss Agnes
Prince, W. H. Aver}-, Laconia, N. H.; Philip
Lewis, Lillian E. Edwards, James Daley. Mrs.
Kenney, Henry W. Berry Co., Cambridge, Mass.;
Griswold Stanley, Bellows Falls, Vt.; Miss F. A.
COMBINATION
For 1922 that cannot be beaten.
Same'LONG QUALITY"CABINETS,
Same "PEERLESS" ALBUMS,
Same "GOOD SERVICE",
Same New England Representative,
' with "the smile that won't come off."
L. W. HOUGH
20 SUDBURY STREET BOSTON, MASS
Jensen, Orin Jensen, Chas. Hall, Inc., Spring-
field. Mass.; B. J. Harriott, Howland Dadley,
Harriott Music Co., Concord, N. H.; Miss Jessa-
mine Warren, J. G. Heidner Co., Holyoke, Mass.;
S. B. Lewis, Iver Johnson Sporting Goods Co.,
Fitchburg, Mass.; Ray Johnson, Johnson Bros.,
Fort Fairfield, Me.; Wilbur Longfellow, Mc-
Arthur Furniture Co., Boston; James Meikle-
john, A. E. Crossley, S. Shirley, Raoul Larue,
Socrate Gaulin, Eugene Viau, Henry Courchesne,
Meiklejohn Co., Providence and Woonsocket,
R, I.; Mr. and Mrs. C. J. Murphy, Biddeford,
Me.; Paul B. LeClair. W. L. Nutting, Nashua,
X. H.; B. W. Roberts, L. J. Bulman, Lyman
Payne Music House, Middletown, Conn.; Miss
Catherine L. Le Vasseur, Geo. C. Peck & Co.,
Pawtucket, R. I.; Mrs. Elsa M. Peterson, Dan-
bury, Conn.; W. E. Birdsall, Edgar Birdsall,
Phonograph Shop, Boston, Mass.; Miss R. Pre-
court, Fred Smith, L. B. Levitt, Phonograph
Shop, Portland, Me.; Mr. and Mrs. Chas. A.
Bauker, T. B. Roberts, Augusta, Me.; Emil
Roemer, Roemer's Music Shop, Webster, Mass.;
H. E. Rundlett, Danvers, Mass.; Geo. E. Searey,
Haverhill, Mass.; Miss F. Southwick, Shawmut
Furniture Co., Boston, Mass.; Otis Skinner, C. B.
Marsden, Albert Skillen, Ida Ramsdell, Skinner
Optical Co., Bangor, Me.; J. N. Smith, J. N.
& I. J. Smith, Skowhegan, Me.; Russell Snow,
W. N. Snow, Plymouth, Mass.; D. K. Pierce,
Stillmans, Westerley, R. I.; Mr. and Mrs. I. C.
Trask, Trask Bros., Melford, Mass.; H. T.
Twombly, Gardner, Me.; Mr. and Mrs. Chas.
Fieldman, Chas. Popkin, United Talking Ma-
chine Co., Brockton, Mass.; W. J. Wheeler, W. J.
Wheeler Co., South Paris, Me.; Glen F. Wilson.
Richford, Vit. ; Robert Salmond, C. F. Wing Co.,
New Bedford, Mass.
HEIDNER'S MAGNIFICENT QUARTERS
Interior of Store Most Artistically Arranged
for Display of Musical Instruments
Springfield, Mass., March 1. — J. G. Heidner &
Son, Inc., of 482 Main street, this city, which
lately bought out the Victor business of Taylor's
Music Store, long established in Springfield, has
just had the interior made over from designs
by the Unit Construction Co., the work having
been done under the supervision of George A.
Lyons, who, as the representative of this Phila-
delphia concern, is widely known in the trade.
In the front of the store is a beautiful lobby,
with a series of cases for musical instruments,
and there are six comfortable booths. The Vic-
tor business is in charge of Secretary Clark, of
Heidner & Son, and this store, which really is
a branch of the larger Holyoke establishment
conducted by this company, in its beautiful ivory
finish promises to be a very successful establish-
ment. The Holyoke store, by-the-bye, which
carries Victor, Edison and Columbia lines, has
been having a very lucrative business of late.
pensive Columbia outfit, together with $5 worth
of records. He was especially particular to have
included "O, Dry Those Tears." He tendered a
check for $100 and received in change $10. As he
went out the door he called back, "Be sure and
don't forget 'O, Dry Those Tears'." Subse-
quently, Jack found that other talking machine
dealers had been visited and the same game
played on them. Jack hasn't yet finished trying
to "dry those tears," for he's $10 out. O, boy!
SUFFER DAMAGE FROM FIRE
Lewiston, Me., March 8. — The Atherton Furni-
ture Co., located on Main street, this city, suf-
fered a bad fire the latter part of February, and
the Columbia department in particular was badly
damaged. However, the firm lost no time in
clearing up the debris and getting rebuilt, and it
is expected that the store, including the talking
machine department, will be ready for reopen-
ing about March 15. A large consignment
of Columbia goods has been ordered from the
Boston headquarters and they are to be shipped
there in a few days.
SENTIMENTAL SHARPER OPERATES
Portland, Me., March 6. — The many friends of
Jack Shaughnessy, who conducts a very success-
ful Columbia store in this city, are having a
laugh at his expense and the story is too good to
keep to one's self, so here goes: A short time ago
a well-groomed and good-looking young man
entered Shaughnessy's store and ordered an ex-
Always do your best and you can face the
worst that may befall.
COTTON FLOCKS
. . FOR ..
Record Manufacturing
THE PECKHAM MFG. CO., %l£0£lsTV.
THE TALKING MACHINE WORLD
73
LOTll)^IEffiII^§§T]B]LIEPEI©TO COMPOIMOTOM
KXECUTIVE OFFICES
SEVEN HUNDRED AND NINE SIXTH AVENUE
AT 4-1 ST STREET
NEW "YORK
SPECIALIZING EXCLUSIVELY IN "FIRCO" PRODUCTS
The Finest Wireless Telephone Instruments in the World
A nnouncemen t —
Mr. Herbert A. Brennan
recently Victor Sales Manager of "Wurlitzer" and formerly
associated with the Victor Talking Machine Co., has been
appointed our
Sales Manager
He will be glad to consult with the Talking Machine Trade
on the development and merchandising of the Wireless Tele-
phone.
LOYD WIRELESS TELEPHONE CORP.
President
74
THE TALKING MACHINE WORLD
Makch 15, 1922
SAINT L 0 U I S
Notable Gatherings of Dealers During the Month — Busi-
ness Rather Uneven — Victrola Ex-position Arouses Interest
St. Louis, Mo., March 8. — The talking machine
business was rather listless throughout the past
month, in both a wholesale and a retail way.
Everybody did some business, but there was
no briskness about it. The sales were pretty
well distributed, as far as grades of machines
were concerned. The tendency to defer buying
until general conditions improve seemed well
distributed also. The sales of records were more
satisfactory, the booths being crowded on re-
lease days, and there being a fairly good run
of custom in between.
Some Recent Trade Changes
The Brunswick has deserted music row on
Olive street and is now at 915 to 919 North
Sixth street. The move was made in order to
get better and larger accommodations for the
company's growing business.
The Taylor Music Co., Columbia, Mo., has
been reorganized, following the retirement of
the founder, John N. Taylor, who disposed of
his interest to L. T. Ralston. Mr. Ralston has
been elected president and D. L. Gribble, vice-
president. The business will be continued under
the same name.
Admirers of Caruso Are Busy
Some enthusiastic admirer of Caruso is making
a collection of his photographs by robbing the
music stores. Recently photographs disappeared
from booths in the Kieselhorst and Smith-Reis
stores. The one taken from the Kieselhorst
store was autographed and was obtained with
difficulty and, of course, cannot be replaced.
G. P. Ellis, secretary of the New York-Chicago
Talking Machine Co., recently spent several
days here.
Reorganize Morning Study-hour Class
A. W. Hosier, who was recently appointed
manager of the Scruggs, Vandervoort & Barney
talking machine department, has reorganized the
morning study-hour class and it meets under
his supervision three mornings a week.
Getting Out Slow-moving Records
A four months' contest in the sale of over-
stocked and slow-moving records by the Kies-
elhorst Piano Co. closed in February with Miss
Marie Auberman leading. During this time,
697 of them Red Seal and 564 of other kinds.
Mr. Maetten, the manager, started another con-
test at once, supplying each salesperson with a
list of fifty records. Some of these, which have
been longest on the shelves, he is giving double
credit for. The lists will be exchanged weekly.
The results are checked up daily on the Red
Seal Derby.
Fred Lehman, of the Lehman Music House,
East St. Louis, has been spending a few weeks
in California with his brother.
To Introduce the Victrola Exposition
A clever arrangement of material and ideas,
to be called a "Victrola Exposition," has been
made by the Koerber-Brenner Co., of this city,
to be used by its dealers. It consists of eight
white columns a foot and a half square by seven
feet high, which will be used to form an aisle
from the front door to the back of the store,
where a Queen Anne Victrola will be displayed
against draperies. The columns will carry on
each side the picture of a Victor artist, a record
by the artist, and a neatly lettered card bearing
an annotation of the same. The columns are
topped with a Victor dog. Outside the store,
two fourteen-foot poles bear a banner an-
nouncing the Victrola Exposition. On display
in the store also will be the Victor factory's
glass-encased Victrola, and one of the very old
Victor trade-mark Victrolas.
The Exposition will open in Harrisburg, 111.,
St. Louis, Mo., March 7.— The Tri-State Victrola
Dealers' Association met at the Hotel Claridge
in this city on Monday evening, February 27.
Over a hundred members were present and pro-
nounced it a most profitable gathering. The
meeting began with a dinner at 6 P. M. The
date being the birthday of Caruso, the members
remained standing during the playing of the last
recorded record of Caruso, the "Crucifixus,"
from the "Messe Solennelle."
in the store of L. L. Parker, who plans to do
some seven thousand lines of advertising and to
distribute souvenirs during the week of March
13. Daily programs for different groups of
people will be held throughout the week.
Celebrate Caruso Memorial Week
Caruso Memorial Week was observed in
St. Louis by placing in the various retail houses
along Olive street posters bearing the picture
of Caruso and the words, "Enrico Caruso — Born
forty-nine years ago on the 27th of February —
The Caruso American Memorial Foundation has
designated this week as Caruso week — a week
to awaken musical interest." These cards were
furnished by the Victrola dealers, whose window
displays reflect this occasion.
Successful Series of Concerts
A most successful series of concerts by Prin-
cess Watahwaso, Victor artist, was given in
the Scruggs- Vandervoort-Barney recital hall, on
February 16, 17 and 18. Two concerts a day
were given by the Princess in her native Indian
costumes and every concert filled to overflowing
the spacious hall. On Friday the music clubs
of the city were invited for a special program.
School children from the city schools and from
suburban districts attended in great numbers,
accompanied by their teachers. Miss B. Rosen-
brugh, of the Scruggs educational department,
under whose auspices it was given, acted as
accompanist.
During the County Teachers' Convention on
February 24 and 25, at Anna, 111., Miss Golda
Airy, of the Koerber-Brenner Co., spoke twice
each day on music in the schools.
Joins Rice Co. Forces
G. S. Crawford, formerly with the Jones Dry
Goods Co., of Paris, 111., has accepted a position
v/ith the J. E. Rice Music Co., of Mt. Olive, 111.
the new Victrola 280, which most of those
present had not seen. Other machines on dis-
play were the Victrola 260, the Victrola XVI,
with the glass lids and sides, which is a part of
the Koerber-Brenner Victrola Exposition, as
well as the little trade-mark Victrola. The din-
ner was furnished from the funds presented to
the Tri-State Association by the St. Louis deal-
ers, the surplus from the last concert of the
Eight Famous Victor Artists.
Following the dinner, J. J. Davin, of the
Reincke-Ellis Co., spoke on dealer advertising,
which he preferred to call business insurance.
He pleaded that at least four per cent of the
gross business of the Victor dealer be set
aside for advertising, and that it be spread
out over the year in a constant telling
of the story. He suggested profitable news-
paper advertising and commented upon the fact
that almost all of the newspaper advertising is
given over to machines, the records being sadly
neglected. Other advertising mediums talked
of were: direct by mail, billboards and concerts.
Mr. Davin was followed by E. C. Rauth and
C. B. Gilbert, of the Koerber-Brenner Co., who
told of selling a Victrola from the mechanical
standpoint. Mr. Rauth's topic was cabinet con-
struction and he covered the material from the
time it left the forest to the finished article as
it reaches the dealer. His talk was illustrated
by portions of the unfinished Victrola, showing
its construction in detail.
Mr. Gilbert told the dealers of the mechanical
construction of the reproducing elements, cover-
ing exhaustively the styles, soundbox, goose-
neck, tone arm, amplifying compartment and
doors. Copious notes were taken by the dealers
and all expressed their pleasure at the knowl-
edge gained.
The evening's talks closed with the subject
of selling a Victrola from a musical standpoint,
by Miss Golda Airy, of the Koerber-Brenner
service department. Miss Airy spoke on han-
dling competition without technical discussion,
and upon making the proper manipulation of
$1,611.95 worth of overstock records were sold, Music during the dinner was furnished by
Ward's Khaki Moving Covers
Grade "D" Cover with
No. 3 Straps
THE C. E. WARD CO.
(Weil-Known Lodge Regalia House)
101 William Street New London, Ohio
Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroom
Distributors
BRISTOL & BARBER, INC.
3 E. 14th St., New York City
YAH R & LANGE DRUG CO.
207-215 E. Water St.. Milwaukee. Wis.
COHEN & HUGHES. INC.
Washington. D. C.
BE CKWITH - O'NEILL CO.
Minneapolis. Minn.
STREVELL-PATERSON HARDWARE CO.
Salt Lake City, Utah
C. L. MARSHALL CO.. INC.
Beckman Bldg., Cleveland, 0.
Butler Bldg.. Detroit, Mich.
THE REED CO.
237 Fifth Avenue, Pittsburgh, Pa.
C. J. VAN HOUTON & ZOON
140 S. Dearborn St., Chicago, III.
SON0RA DISTRIBUTING CO. OF TEXAS
Dallas. Texas
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St., Denver. Colo.
CHAS. H. YATES
311 Laughlin Bldg.. Los Angeles, Cal.
ANDREWS
Y.
W. D. & C. N.
Buffalo. N.
SACHS & CO.
425 So. Wabash Ave., Chicago
SHERMAN, CLAY & CO.
741 Mission St., San Francisco, Cal.
iOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
1500 South Boulevard, Charlotte. N. C.
630 Washington St.. Jacksonville, Fla.
ORTON BROTHERS MUSIC HOUSE
Butte, Mont.
GRAY & DUDLEY CO.. Nashville. Tenn.
ASSOCIATED FURNITURE MFR8.
8t. Louis. Mo.
W. J. DYER & BRO.. St. Paul. Minn.
AMERICAN PHONOGRAPH CO.
Burlington, Vt.
JOSEPH BARNETT & CD.. Cedar Rapids, la.
TRI-STATE VICTROLA DEALERS' ASSOCIATION MEETS
Value of Continuous Advertising Stressed by J. J. Davin — E. C. Rauth and C. B. Gilbert Also Speak
— Memory of Caruso Honored — Over 100 Attend Most Successful Gathering
March 15, 1922
THE TALKING MACHINE WORLD
75
the Victrola a matter of habit through practice.
Those present were: R. C. Ashurst, of Baker
& Ashurst, Fulton, Mo.; J. W. Barnett, of Bar-
nett Music House, Poplar Bluff, Mo.; W. J.
Bauer and W. Schmitt, of W. J. Bauer Music
House, St. Louis, Mo.; W. G. Bicket, Marissa,
111.; L. V. Cline, of Cline's Drug Store, Herrin,
111.; Mrs. L. M. Norris, of College Book Store,
Kirksville, Mo.; W. C. Daumueller, Lebanon,
111.; Mr. and Mrs. Wm. H. Deeken, of Deeken
Music Co., St. Louis; Mr. and Mrs. A. DeMer-
ville, of DeMerville Piano & Music Co.,
St. Louis; Miss Ethel McReynolds and Mr. L.
Perigo, of Feraud Bros., Granite City, 111.; Julius
Glaser, of Glaser's Music Shop, St. Louis, Mo.;
Miss Marguerite Hibbeler, of Hellrung & Grim
H. F. Co., St. Louis; Miss May Bowsher, of
Jones Dry Goods Co., Paris, 111.; Theo. W.
Maetten, C. O. Thompson, Richard Rosebrough,
Miss M. Cartwright, Miss W. Griesedieck, Miss
M. Moore and Miss M. Auberman, of Kiesel-
horst Piano Co., St. Louis; Miss Lillian Knapp
and Frank T. Niess, of Knapp Piano Co., Belle-
ville, 111.; Fred Lehman, W. H. Jackson, W.
Paridy, John Costello, Ova Lovell and W. E.
Sullivan, of Lehman Music House, E. St. Louis,
111.; Mrs. Lloyd L. Parker, of Lloyd L. Parker
Music Co., Harrisburg, 111.; L. F. Parrish, of
Parrish Furniture Co., Metropolis, III; Miss
Clifford Porth, of Porth's Jewelry Store, Jef-
ferson City, Mo.; Walter L. Rhein, of W. L.
Rhein Piano Co., Belleville, 111.; Miss Marie
Breidenbach and Carl C. Bowine, of W. L.
Rhein Piano Co., Belleville, 111.; J. H. Rhodes,
of Rhodes Music House, Hillsboro, 111.; J. E.
Rice, of J. E. Rice Music Co., Mt. Olive, 111.;
Roy A. Sauer, of the Roy Sauer Music Co.,
Collinsville, 111.; Mr. and Mrs. R. J. Spengel,
of Spengel's Furniture Co., Highland, 111.; Rob-
ert Gahner and Wilbur Schoonover, of Spengel's
Furniture Co., Highland, 111.; J. W. Strain,
of Strain Jewelry Co., Carrollton, 111.;
W. O. Baker, of Taylor Music Co., Moberly,
Mo.; W. O. Todd, Jr., and Miss Margaret V.
Todd, of Todd Jewelry & Music Co., St. Louis;
S. S. Vick, of Vick's Drug Store, Johnston City,
111.; Miss Annabell Weible, of E. A. Weinel
Hardware Co., Columbia, 111.; Fred Coleman, of
Wellston Talking Machine Co., St. Louis; A. W.
Hosier, Mrs. E. Tippin, Miss Julia Beckman,
Mrs. J. A. Coburn, Miss Blanche Rosebrugh,
Miss Aurelia Lipscomb, Miss Ella Marklin, Mrs.
Steinmeyer, Miss Wasserman, Miss Helen
Heller, Miss Davis, Mrs. Gladding, of Scruggs-
Vandervoort-Barney, St. Louis, Mo.; Val A.
Reis, Philip Bardenheier, Vincent Harris, Geo.
Hayes, Miss Laura Mertens, and Miss Iva
Clayman, of Smith Reis Piano Co., St. Louis,
Mo.; Miss Helen Hatfield, Miss May Kennedy,
Miss Tillie Gerlach, Miss Elizabeth Liebinger,
Miss Lacey McGhee, Miss Gertrude Jahns, J.
B. Hutchinson, S. B. Curren, J. A. Lucker
and Joseph Plesz, of Stix, Baer & Fuller Dry
Goods Co., St. Louis, Mo.; H. G. Koerber, E. C.
Rauth, Thos. Cummins, H. S. Grover, R. K.
Brandenberger, Miss Golda Airy and C. B. Gil-
bert, of the Koerber-Brenner Co., of St. Louis,
Mo.
BRUNSWICK DEALERS' CLUB IS ORGANIZED IN ST. LOUIS
P. L. Deutsch Addresses Largely Attended and Enthusiastic Meeting of Brunswick Dealers of St.
Louis and Vicinity at the Hotel Statler — Board of Directors Appointed
St. Louis, Mo., March 8. — Brunswick dealers of
this city and vicinity had a largely attended and
enthusiastic meeting Monday evening, February
20, at the Hotel Statler, which was arranged by
Manager Jackson and his assistants in the local
Brunswick store. P. L. Deutsch, secretary and
general sales director of the Brunswick organi-
zation, came down from Chicago and was the
guest of honor and made the address of the
evening. There was a general discussion of
experiences during the past year and policies for
the year to come. Some suggestions were made
by dealers which Mr. Deutsch considered of such
merit that he accepted them on the spot and
promised that they should be put into effect
without delay. A Brunswick Dealers' Club was
formed, the first of the kind in the country. It
will be of a social character and will have no
officers. In place of these a board of directors
was named, as follows: E. C. Storer, Baldwin
Piano Co.; J. F. Ditzell, Famous & Barr Co.;
Frank J. Peterman, Stocke-Peterman Furniture
Co.; J. H. Kirkland, Kirkland Piano Co., and
Harry Meyer, Meyer Piano Co.
In the course of his address Mr. Deutsch
emphasized the importance of the formation of
the first Brunswick Dealers' Association and
the example it offered for Brunswick retailers
in other sections of the country to get together
for mutual benefit. He paid a tribute to mem-
bers of the Brunswick sales force who had
worked to form the Association, but declared
their work would have been in vain but for the
splendid work of the dealers.
In the course of his talk Mr. Deutsch stated
that retailers generally were tired of the preach-
ing of economists, and of those who had much
to say about putting pep into sales campaigns
and being more aggressive, for the fact that the
Brunswick dealers were successful indicated that
they needed no such advice.
He also took occasion to outline the care used
in making Brunswick machines and in the selec-
tion of the materials entering into their manu-
facture, and announced that the Brunswick
quality standard would be rigidly maintained.
In closing, Mr. Deutsch said: "There are some
who doubt the permanency of the phonograph,
but let me predict here that it has come to stay,
perhaps not in its present form, but in an ad-
vanced stage. We see a future that will some
day make us look back and smile at our mis-
givings."
WILL TRIPLE jTS_FL00R SPACE
Manufacturers' Phonograph Co. Leases More
Space to Accommodate Growing Business
— Remains in Present Building
THE BROOKS INBUILT AUTO-
MATIC REPEATING
PHONOGRAPH
The most wonderful Talking
Machine on the market. All but
human, will play any part or all
of any record from one to eight
times. Set the dial an 1 have
music throughout the meal or
during the dance. It is justly
termed the "wonder" instrument,
exquisite in cabinet design and
marvelous in tone Send for deal-
ers' discount. Distributors wanted.
BROOKS MFG. CO.
Saginaw Mich.
Arrangements were recently completed by
Geo. W. Lyle, president of the Manufacturers'
Phonograph Co., New York, manufacturer of
the Strand phonograph, whereby this company
will triple the floor space that it has been occu-
pying as executive and sales offices. The com-
pany was heretofore located in a moderate-sized
suite on the twelfth floor of the building at 95
Madison avenue, New York, but with the steady
expansion of the business this space was soon
found inadequate. Mr. Lyle thereupon leased
a suite on the same floor, which has at least
three times the floor space of the old quarters,
and in these warerooms there will be ample
room for the display of the Strand line. The
new offices are now ready for occupancy and a
general invitation has been extended to the trade
to visit the new home of the Strand.
Important Notice
To Dealers
and Jobbers!
THE H0M0PH0N COMPANY
G. m. b. H.
Berlin, Germany
announce the appoint-
ment, beginning Janu-
ary 1, 1922, of the
HEGEMAN-STEWART
CORP.
as the
SOLE IMPORTERS
and
DISTRIBUTORS
for the
United States of America
of their well-known
HOMOKORD
Phonograph
RECORDS
Made in native lands
Lateral cut — double face
plays on all machines. The
most popular foreign record
made — recordings by best
European artists — in
German and 34 other lan-
guages.
Continued importations of
newest selections from Eu-
rope assure large stock al-
ways on hand for immediate
delivery.
Dealers!
Jobbers !
Grasp this opportunity
AT ONCE to represent
HOMOKORD in your
district
Phone, Wire, Write
RIGHT NOW!
HEGEMAN-STEWART CORP.
338 Washington Street
New York City
Phone: Walker 6166-6167
The Ideal Music Co., of 29 John street, New
York City, Victor dealer, is planning extensive
alterations to its establishment in the near future.
76
THE TALKING MACHINE WORLD
March 15, 1922
IN PI TTSBURG H
Resumption of Iron and Steel Industries Creates Business for Dealers
— Plan to Reorganize Pittsburgh Association — Trade Optimistic
Pittsburgh, Pa., March 7. — An unmistakable
upward trend in the talking machine trade in
the Pittsburgh district has been very noticeable
the past few weeks. Coupled with this there is
a marked feeling of optimism among the various
talking machine dealers, who feel that there is
bound to be a better tone to business. This
feeling is based on the gradual resumption of
business in the iron and steel centers. Just a
few days ago the first pay day in seven months
was observed in the Allegheny Valley. There
was distributed over $450,000 in cash and the
little town of Tarentum had a gala Saturday
trading day. The Windsor Music Co. and the
Lechner & Schoenberger Co., dealers in talking
machines, records and other musical instru-
ments, both reported a good day and evening
in business.
Resumption of Industries Creates Optimism
From what can be gleaned from the officials
of the large steel and iron companies, coal com-
panies, etc., this Spring will see a better condi-
tion as far as operation of mills and mines is
concerned. No concern of any moment is felt
at the approach of April 1, when the miners'
scale expires and a strike is expected, the usual
result at that time. It is felt that while some
miners may be idle a day or two as a protest
against the action of some of the employing
operators, the large majority, who have been
idle for months, will be eager to get the scale
signed and be ready to dig coal. The feeling
here is that the "million dollars a day" wage
scale will make its return before the end of the
Summer. All signs point to a busy industrial
season in the Pittsburgh district and with pay
days every week and millions of dollars sent
into circulation there is bound to be a reflex
action that will bring vast good to the talking
machine merchants here and in adjoining ter-
ritory.
G. H. Rewbridge Looks for Good Business
George H. Rewbridge, manager of the whole-
sale Victrola department of the W. F. Frederick
Co., one of the best posted men in the trade,
in a chat with The Talking Machine World
representative, said: "My view of the talking
machine situation is that there will be a good
season developed later this year than usual. I
feel that there will be a great many Victor
machines sold and also a huge demand for the
Victor records. While it is true that there has
been a sort of slump in the business, I am
more than convinced that there will be many
orders placed. The industrial situation which,
at the present, is rather perplexing, is slowly
finding the light, and I believe that with busy
mills and mines there will be placed in circu-
lation such a vast amount of money that good
must accrue to the talking machine dealers. I
am far from being a pessimist and wish to be
lined up with the optimists. That is the only
sane and reasonable position to take these days.
The talking machine dealer who uses up-to-date
methods to attract trade will attract it and will
get the business."
Plan to Reorganize Pittsburgh Association
Tentative plans were formulated at a dinner-
meeting of a committee of the Talking Machine
Dealers' Association of Pittsburgh looking to-
ward the reorganization of the association with
a view to enlarging its sphere of activity. At present
the membership is confined to talking machine deal-
ers in Allegheny County. It is proposed to change
this by-law to permit talking machine dealers from
Western Pennsylvania points, such as Altoona,
Washington, Greensburg, New Castle, Beaver
Falls, Mercer and other cities and towns, to
affiliate with the Association. The present mem-
bership is confined to Victor, Columbia and
Edison, dealers. There are a number of well-
known talking machine dealers whQ handle the
Sonora, Aeolian-Vocalion, Cheney, Brunswick,
Paramount, Pathe and other well-known makes
of talking machines who will be approached
within the next few weeks by a committee to
ascertain their views relative to affiliating with
the Association. Members who attended the
special committee meeting and participated in
the discussion were John Henk, A. R. Meyer,
Mark Fishel, Leo Half, H. C. Hornberger, J. B.
Bennett, Henry Wood, William D. Sahner and
H. E. Young. Mr. Henk emphasized the plan
of inviting the dealers to an open meeting to
place before them the advantages of member-
ship and it is quite likely that this plan will
be carried out.
T. B. Niles at Kelley Music Co. Opening
T. B. Niles, assistant manager of the Pitts-
burgh offices of the Columbia Graphophone Co.,
attended the formal opening of the new Colum-
bia Grafonola department of the Kelley Music
Co., at Fairmont, West Va., last month. Mr.
Niles stated that the new department is a
model of its kind and one of the best equipped
in the State. The Kelley Music Co., exclusive
Columbia dealer, has devoted the upper floor
of the music house to the Columbia Grafonola
department. There are eight demonstration
booths, each of which is sound-proof and hand-
somely furnished. The decorations throughout
the store are most attractive. W. G. Kelley,
the proprietor, has been engaged in the music
business in Fairmont the past twelve years.
News Brieflets
Miss Ruth Rhodes, a popular saleswoman in
the Victrola department of the Rothert Co.,
Altoona, Pa., attended the Victor School of
Salesmanship at Camden, N. J.
W. C. Dierks, of the C. C. Mellor Co., Victor
dealer, spent a week at Lexington, Ky., at the
horse show.
Every Phonograph Owner a Prospect for
THE RECORDOLA
THE PERFECT RECORDER AND REPRODUCER
Let your customers record their own voices on
"HOMOGRAM" Record Blanks
in their own homes
Can be attached to any make phonograph
PRACTICAL
Positive in Operation
FOOL PROOF
Any Child Can Operate
Simplicity tsi tfje Eepnote of tfje " Eecoroola"
Complete "Recordola" outfit handsomely
nickeled, including a double-faced "Homo-
gram" recording blank that may be used for
making 50 to 100 different records.
Retail Price, Complete
$26.00
Extra Homogram Records, $1.00 each
Liberal Discounts to the Trade Write for Particulars
We are now located in our new and modern Laboratories and Showrooms, and we
invite the trade to call to inspect them and get a demonstration of the "Recordola."
RECORDOPHONE CO., Inc., is west 34th street, NEW YORK, N. Y.
March IS, 1922
THE TALKING MACHINE WORLD 77
Greatest Musical hit OpAges
Song <* Love
^BLOSSOM TIME"
you cant go Wrong
With anyjeist sonq "
Theodore Hoffmann, treasurer of the J. M.
Hoffmann Co., Brunswick dealers, spent two
weeks at Pinehurst, N. C, and did some effective
work on the celebrated golf links of that famed
Southern resort.
Plan DeForeest Reception
Plans are being formulated by the Piano
Merchants' Association of Pittsburgh for a re-
ception and dinner on Thursday evening, March
16, to be tendered to M. V. DeForeest, the well-
known music merchant and Music Week pro-
moter, of Sharon, Pa. Mr. DeForeest, in his
stores at Sharon, Greenville and Warren, O.,
handles the Victor, Edison and Brunswick ma-
chines. As most of the piano merchants affil-
iated with the Association handle talking ma-
chines, the reception will be one for talking
machine dealers as well as piano merchants.
The coming here of Mr. DeForeest on March 16
will mark the termination of his transcontinental
tour in the interest of the music trade and he
will tell his hearers at the dinner of the work
accomplished during his tour.
Prize Winners in Edison Sales Contest
Ranking among the leaders in a contest con-
ducted by the Girard Phonograph Co., Miss
Carrie Fries and Samuel G. Dunkelberger, at-
tached to the sales force of the Metropolitan
Phonograph " Co., qualified to receive a free
course in salesmanship that was held in Phila-
delphia under the auspices of the Girard Co
By having sold more than $23,000 worth of
Edison phonographs and accessories, Mi%s Fries
led four divisions in the district.
Preparing for Music Week
Pennsylvania will have a State-wide music
week, starting April 30 and ending May 6, under
the direction of the music division of the Penn-
sylvania Department of Public Instruction.
Hollis Dann, State director of music, will have
charge of the plans. Prof. Dann has issued a
program for use during the week. A number
of the talking machine dealers here will co-
operate, in the work of the schools during Music
Week.
European Tour of Business Men
Talking machine dealers of western Penn-
sylvania and vicinity have been notified of the
tour of American business men, which will cover
Central Europe, Belgium, France. England and
Ireland. The party will sail from New York
on June 10 and the plan is to return some time
in August. The United States Line's steamship
George Washington, one of the largest and
most palatial ships afloat, will be used by the
tourists. C. C. Latus, executive secretary of the
Piano Merchants' Association of Pittsburgh,
with offices at 623 Pittsburgh Life Building,
will furnish rates and complete data about the
tour to all who write him. Thus far 160 persons
have booked for the tour.'
Edison Dealers to Meet
The Buehn Phonograph Co., Edison distribu-
tor, is planning to hold an informal meeting and
dinner at the Fort Pitt Hotel the latter part of
this month. Due notice will be sent to all of
the Edison dealers in the Pittsburgh zone in a
few days. The affair will be sort of a get-together
meeting, and after the business and dinner are
over there will be some time left for a dance or
other social diversions.
A. A. Buehn, treasurer of the Buehn Co., is
quite optimistic over the outlook for the Edison
business in his territory and believes that there
will be an increased demand for the Edison line,
due to the recent reduction in prices of the Edi-
son records and some of the Edison phonographs.
Good Call for Starr Products
Manager Niles, of the Starr Phonograph Co.,
reports a very satisfactory demand for the Starr
phonographs and Gennett records.
Health Builders Records Popular
T. E. Shortell, manager of the Victor depart-
ment of the S. Hamilton Co., reports a very
brisk demand for the Walter Camp Health
Builders records, for which the S. Hamilton Co.
has been appointed authorized representative and
distributor for western Pennsylvania, northern
West Virginia and eastern Ohio. Daily demon-
strations of the Walter Camp records are made
in the S. Hamilton Co.'s stores. No specialty in
the talking machine trade in years has made such
a decidedly favorable impression as the Health
Builders records.
Win the Prize
Miss Hildegarde Wehrle and Miss Margaret
Stuart, two of the efficient and amiable mem-
bers of the sales force of -the main store of the
S. Hamilton Co., were winners recently of a
cash prize offered for the best sales of Red Seal
records.
IVOGEN ON J)KEH RECORDS
Four Records by Opera Star Now Ready-
Artist Famous Here and Abroad
The General Phonograph Corp., New York,
placed on sale recently four Okeh records made
by Maria Ivogen, one of the sensations of the
present season in the grand opera world. These
records were made in Europe by the Interna-
tional Talking Machine Co. and pressed in the
United States by the General Phonograph Corp.
Maria Ivogen made her first notable success
during the world war, and when she made her
debut in New York in January as a member of
the Chicago Opera Co. she received an ovation.
Musical critics were unanimous in proclaiming
her one of the "finds" of the operatic season,
and her fame as a coloratura soprano through-
out Europe is now being duplicated in this
country.
C. Q. WOOD'S NEW POST
C. G. Wood, who recently resigned as ad-
vertising manager of Thomas A. Edison, Inc.,
has joined the Thresher Advertising Service
of New York City. His many friends in the
trade have taken occasion to wish him all possible
success in his new undertaking.
20th CENTURY DRUMS
Appeal to Professional Players
Q0
Here's the 20TH CENTURY "Orchestra"— a beau-
tiful drum with a "wonderfully bright, responsive tone.
It usually retails as follows:
FimO—Sise, 14x3 inch shell, 10 rods, Each $20.00
Fl304—Si=e, 14x4 inch shell, 10 rods, Each $21.00
F1310— 5 i:e, 15x4 inch shell, 12 rods, Each $22.00
Write for our Confidential Trade Price List, quoting the
complete line of 20TH CENTURY Drums and Traps as veil
as EVERYTHING in Brass, Wood-Wind and Stringed In-
struments and their Accessories.
ERE are drums that won't— CAN'T
— warp or shrink out of shape. The
secret is in the new 20TH CENTURY
flesh and counter hoops — made of lami-
nated, 3-ply rock maple. But their
rugged strength isn't the only feature
that sells 20TH CENTURY Drums.
Critical drummers select them for their
brilliant, responsive Tone, as well — for
their good looks and thsir good value.
The 20th CENTURY "Orchestra," pic-
tured above, is only one of a score of
big values. They are priced to pay you
a generous profit and still meet the
strictest competition — they are built to
meet the most exacting demands of
professional use. Your trade is wanting
such drums and such values. Won't you
supply them?
THE FRED. GRETSCH MFG. COMPANY
Musical Instrument Makers Since 1883
60 BROADWAY BROOKLYN, N. Y.
78
THE TALKING MACHINE WORLD
March 15, 1922
Two home-runs by Frank Crumit! "Sally
and Irene and Mary" and "Boo-Hoo-Hoo
(You're gonna cry when I'm gone)." Every
admirer of a good tenor Is the market for
this record. A-3543.
Columbia Graphophone Co.
NEW YORK
CONVENTION OF EDISON DISC JOBBERS' ASSOCIATION
Jobbers Hold Their Annual Meeting at Waldorf-Astoria Hotel, New York, on February 13 to 15
and Participate in Live Business Program — Present Statuette to Thos. A. Edison on Birthday
The annual convention of the Edison Disc Job-
bers' Association was held at the Waldorf-Astoria
Hotel, New York, on Monday, Tuesday and
Wednesday of the week ending February 18, and
attracted practically 100 per cent representation,
only one Edison jobber not answering to the roll
call. An elaborate program, strictly business
for the most part, was laid out for the entire
three days and the details were all carried out
according to schedule.
A number of the jobbers, several of them mak-
ing up a committee representing the Association,
assembled in New York on Saturday, February
11, for the purpose of waiting upon Thos. A. Edi-
son, congratulating him upon his seventy-fifth
birthday anniversary which occurred on that day
and presenting him with a handsome bronze
statuette by Lorado Taft and entitled "Orpheus
Consoled."
The convention proper began on Monday
morning when the jobbers engaged in general dis-
cussions regarding various phases of the busi-
ness and considered particularly such matters as
were to be taken up with the factory officials.
Tuesday was "Laboratory Day," when the
various officials of Thos. A. Edison, Inc., met
with the jobbers for the discussion of matters of
mutual interest. Charles Edison presided at the
meeting assisted by the executive staff of the
company.
Between the morning and afternoon sessions
on Tuesday the Edison officials were the guests
oi the jobbers at an informal luncheon in the
Myrtle Room of the Waldorf, and on Tuesday
evening the jobbers in turn were entertained by
the Edison Co. executives at an elaborate din-
ner and dance in the ballroom of the Waldorf,
with a long entertainment program provided by
Edison artists and others.
The final business session of the Association
was held on Wednesday, on which occasion
Charles Edison presented to the jobbers the de-
cisions arrived at by the factory officials on mat-
ters regarding which conferences were held on
Tuesday. Wednesday afternoon was given over
to a number of special addresses, the speakers in-
cluding Dr. Esther L. Gatewood, of the Edison
music research department, and assistant to Pro-
PHONOSTOP
5th Successful Year
ACCURATE— SIMPLE— DURABLE
Reasonable
Price
Guaranteed Fully
Nickel or Gold
UNIVERSAL
STANDARD
NEED-A-CLIP
New Fibre Needle Clipper
Guaranteed
RETAIL
AT
75 cents
Trade Discount
A SUPERIOR TOOL
THE PH0N0M0T0R CO., 121 West Ave, Rochester, N.Y.
fessor Farnsworth; H. E. Gehle, of the Me-
chanics & Metals National Bank, and others.
New Officers Elected
The election of officers occurred on Wednes-
day morning, the new officers being: President,
Laurence H. Lucker, Minneapolis; vice-presi-
dent, Robert L. Proudfit, Proudfit Sporting
Bronze Statuette Presented to Mr. Edison
Goods Co., Ogden, Utah; secretary-treasurer, M.
M. Blackmail, the Phonograph Co., Kansas City,
Mo.; and executive committee, P. H. Oelman,
the Phonograph Co., Cincinnati; D. W. Schultz,
Schultz Bros., Omaha; A. A. Buehn, Buehn
Phonograph Co., Pittsburgh, and L. T. Donnelly,
the Diamond Disc Co:, Inc., New Orleans.
ANNOUNCES NEW CONSOLE MODEL
The Manufacturers' Phonograph Co., New
York, manufacturer of the Strand phonograph,
has followed its successful introduction of the
Queen Anne Model 8 console, listed at $125,
with samples of the new Louis XV Model 1
console, listed at $150, and announces immediate
deliveries. This new Strand model, which will
soon be supplemented by two others, listed at
$175 and $200, has the same structural features
as the Model 8: the half-lid top, the grille con-
cealed by a drop slide, the all-wood horn and
the door covered record shelves. In design it
is a splendid reproduction of the distinctive
lines of the Louis XV period.
A charter of incorporation has been filed by the
Automatic Phonograph Co. with the Secretary of
State of Delaware. The new concern is capital-
ized at $2,000,000.
Fickleness, indifference, affectation, laziness,
envy, greed, recklessness, all add to failure.
March 15, 1922
THE TALKING MACHINE WORLD
79
<*
t
i
1
s
hiraij
HITTING ON ALL FOUR!!
Originators of the universally known upright talking machine — the Victor Talking
Mach ine Company has again demonstrated its right to the "highest award" through
its ability to produce a series of distinctively exclusive horizontal type Victrolas,
and at popular prices.
^iVlth this new series of Victrolas. the Victor dealer is in that fortunate position to
meet and satisfy practically every possible requirement or demand of the most dis-
criminating buyer. These new Victrolas, Nos. 240, 260, 280 and 330, possess that
same degree of perfection as is emhodied in the older types, giving that perfect sound
reproduction recognized solely m the Victrola, and which has caused that instrument
to be the prized possession of the household.
Victrolas are made to furnish music to suit every taste. They are made in styles
to conform to the "atmosphere of every home.
Let your orders for these new models, Mr. Victor Dealer, be generous, so that you
will be in a position to meet the demands of the public which are sure to follow.
C. BRUNO & SON, Inc.
351-353 Fourth Avenue New York
Victor Wholesalers to the Dealer Only
80
THE TALKING MACHINE WORLD
March 15, 1922
SILZERS WILL REPRESENT STRAND
•
Well-known Talking Machine Men to Represent
Strand in Four Western States — To Open
Offices in Des Moines and Minneapolis
■i l l- ;ij :! : : l ll i'l- mjili 1 1 1 ■ i ■ ■ 1 1 1 1 1 [ l ; l ! I : i ! I r : l [ 1 1 1 L i : J l . I r i . i l 1 1 1 u i ! 1:11 :.i , : ! ; ; i _ i : i . 1 1 ; i
IGNORING SIGNAL NO. 39
Geo. W; Lyle, president of the Manufacturers'
Phonograph Co., New York, manufacturer of
the Strand phonograph, announced this week
that arrangements have been made whereby Geo.
C. Silzer and his brothers, Herman F. and Gus-
tave F., will become exclusive sales representa-
tives for the Strand talking machine in Iowa,
Nebraska, Minnesota and Dakota, They will
open representative sales rooms in Des Moines
and Minneapolis, and will shortly inaugurate in-
tensive sales campaigns in these important ter-
ritories.
G. C. Silzer and his brothers have been identi-
fied with the talking machine industry for
The Battle of Copenhagen, in 1801, was |
1 going against the English.
Admiral Parker, an aged and conserva- |
| tive officer, feeling that the situation was j
1 hopeless, ordered his aide to run up Signal |
| No. 39. |
Thirty-nine was an order to discontinue §
| the engagement.
Lord Nelson, who had direct charge of §
1 the battle, continued to walk his deck with- i
1 out appearing to notice it.
Finally, when one of his staff officers |
| called it to his attention, he lifted his glass §
| to his blind eye, and said, "You know, 1
| Foley, I have only one eye. I can't see j
| it. Nail my signal for close action to the j
1 mast." 1
In a few hours the enemy fleet was de- |
1 stroyed.
| * * * '§
Signal No. 39 has been hanging from |
| more than one flagship during the last few I
| months, but the battle seems to be turning. 1
American business, apparently, is favored 1
| with a blind eye. — Cosmopolitan's Better |
I Way.
§lllllllllllll<lllllllllll;!IIUIIIII|l|llllllll|l!ll!ll|i||!ll!!!m
TROUP BROS. TO REMODEL
G. C. Silzer
twenty-eight years, having been for many years
associated as executives with Harger & Blish,
Des Moines, Edison jobbers. When they severed
connections with this company recently they
made a thorough investigation of the sales pos-
sibilities of many talking machine lines and
finally selected the Strand as meeting every
requirement and as offering splendid sales pos-
sibilities.
Work Started on Rearrangement of Company's
Store in Harrisburg, Pa.
Harrisbueg , Pa., March 6. — Troup Brothers,
whose music house is located at 8 North Market
Square, are making a number of improvements
to the store. The remodeling will involve a
new entrance to the store, and the removal of
an off-set in the front part of the storeroom,
permitting of six or seven additional feet in
width at the front cf the store. Skylights will
be torn out and a metal ceiling installed over
the entire first floor.
A large stairway leading from the front of the
store will give convenient access to the base-
ment, which will be remodeled and extended to
a depth of approximately 125 feet, and finished
with hardwood floors. The basement will be
utilized for the display of pianos and talking
machines, relieving the congested condition of
the first floor and permitting the showing of
greater stocks.
Have you real talent for art? Then study
music, do something worthy of the art, and
dedicate your whole soul to the beloved saint. —
Longfellow.
Saul Bluestein, proprietor of the Melody Shop,
111 Madison avenue, Memphis, Term., Sonora
dealer, is planning to open a branch store in the
South Main street mercantile section of the city.
DITSON & CO. GIVE FINE RECITAL
Edward Johnson, Chicago Opera Tenor and Vic-
tor Artist, the Feature at Monday Morning
Musicale — First of a Series of Similar Concerts
A large number of Victor talking machine deal-
ers attended a concert and reception in the con-
cert hall of Chas. H. Ditson & Co. on Monday
morning, February 27, when Edward Johnson,
popular tenor of the Chicago Opera Co. and
well-known Victor artist, was the guest-artist and
sang a number of selections which have already
been recorded for the Victor Co., among them
"Someone Worth While," which appears in the
Red Seal list for April. Mr. Johnson was in ex-
cellent voice and was most generous in respond-
ing to repeated encores. Assisting artists were
Miss Anna Welsh, harpist, and Frank Umbriaco,
a young Italian accordion player.
The concert was the first of a series to be
given under the auspices of the wholesale Victor
talking machine department of Chas. H. Ditson
& Co., of which P. E. W. Carlson is manager.
A prominent record artist will be featured at
each of the concerts which are to be given for
the purpose of making the Victor dealers ac-
quainted with some of those artists who do the
recording.
Chas. H. Ditson & Co. now have an elabo-
rately equipped wholesale Victor department lo-
cated on the eighth floor of the company's build-
ing at 8 East Thirty-fourth street, the equipment
including a model show window in which, the
display is changed at regular intervals, together
with model booths, record filing and sales sys-
tems.
TAKES OVER MARKEL MOTORS
Magic Phonograph Supply Co. Buys Stock and
Materials of Acme Phonograph Corp.
The Magic Phonograph Supply Co., 67 De-
bevoise street, Brooklyn, N. Y., recently pur-
chased the stock and materials of the Acme
Phonograph Corp., Inc., including the right to
manufacture the Markel and Butterfly motors.
The company announces that it is now prepared
to ship sample or quantity motors to the trade,
or any parts thereof for motors already in
existence. In addition, it carries a substantial
stock of main springs, tone arms, sound boxes
and other talking machine accessories.
George Raux has been made manager of the
new music store of Garrett Owen, Oakland, Cal.
Mr. Raux was formerly with the talking machine
department of the John Bruener Co.
1
ECLIPSE:
M USICAL 09
VICTOR WHOLESALE- ONLY
CLEVELAND
OHIO
Look at the Successful
Dealers
in other lines of business.
Aren't they the dealers who give
their customers just a little more
attention than their competitors?
Victor dealers have an immense
advantage, but they must remember
that "Better Service means Bigger
Sales."
W e will help our dealers help
their customers.
March IS, 1922
THE TALKING MACHINE WORLD
81
Unico Equipment Promotes Successful Merchandising
The twenty-one Unico departments illustrated above and listed below are typical of hundreds of Unico
Equipped dealers who during 1921, a year of subnormal trade conditions, experienced business growth and in-
creased profits.
1. Maison Blanche Co., New Orleans. La. 8.
2. H t- 1 1 rung & Grimm Furn. Co.. St. Louis. Mo. 9.
3. Forbes & Wallace, Springfield, Mass. 10.
4. New York Band Instrument Co.. New York City. II.
5. Krause Furniture Co.. Chicago. III. 12.
6- Kaufman n-Baer Co.. Pittsburgh, Pa. (3.
7. Baldwin Piano Co., St. Louis. Mo. 14.
Weil Bros. Furn. Co., New York City.
Geo. J. Birkel Co., Los Angeles, Cal.
Burk-Hume Piano Co., Norfolk, Va.
Hubert Day & Son, Eiyria, O.
Zerweck Jewelry Co., East St. Louis, III.
Ideal Music Co., Newark. N. J.
Moorehouse, Martens Co., Columbus, 0.
15. Edgar Music Shoppe. Tulsa, Okia.
B. B. Todd, Philadelphia. Pa.
S. Kohn & Sons Co., Cleveland, 0.
Trorlicht Dunker Furn. &. Carpet Co.. St. Louis,
Mo.
Reich tin. Reidy, Scan Ian Co., Lorain, 0.
Peoria Music Shop, Peoria, III.
The Unico System Will Increase Your Sales and Profits
CONSIDER SOME FEATURES OF THE UNICO SYSTEM
WHICH MAKE IT YOUR WISEST EQUIPMENT INVESTMENT
Unico Equipment is the preeminent sales background. Individuality and practicability
are combined.
Unico Equipment is a permanent asset — not an expense. Patented sectional con-
struction accommodates every departmental change.
Unico Equipment is mechanically efficient, resulting from years of scientific research
and invention.
Unico Equipment is a moderately priced quality product. Manufactured on a scale
which minimizes cost.
Unico Equipment guarantees MORE satisfied customers. Planned, built and installed
by service experts.
Unico Equipment Costs No More— Why Consider Any Other ?
UNIT CONSTRUCTION COMPANY
Ray burn Clark Smith, President
58th Street and Grays Avenue, Philadelphia, Pa.
NEW YORK, N. Y.
299 Madison Ave., Cor. 41st St.
LOS ANGELES, CAL.
274 I. W. Hellman Bldg.
ATLANTA, GA.
49 Auburn Ave.
DALLAS, TEXAS
209 Dallas Bank Bldg.
CHICAGO, ILL.
30 North Michigan Ave.
DENVER, COL.
1741 Champa St.
SALT LAKE CITY, UTAH
150 Main St.
EIGHT UNICO SERVICE BRANCHES FOR YOUR CONVENIENCE
Address our nearest office TODAY
82
THE TALKING MACHINE WORLD
March IS, 1922
HEARING HELD IN THE VICTOR CO.— OPERA DISC CO. SUIT
Action Brought to Enjoin Sale of German Records Made From Matrices Claimed by Victor Co.
Comes Up Before Judge Chatfield, in U. S. District Court in Brooklyn — Briefs to Be Filed March 21
The action brought by the Victor Talking Ma-
chine Co. against the Opera Disc Record Co.,
the Opera Disc Distributing Co. and Max Hess-
lein, of New York, seeking an injunction pre-
venting the defendants from continuing to im-
port and sell records made in Germany from
masters recorded by artists under exclusive con-
tract with the Victor Co., came up for hearing
before Judge Chatfield in the U. S. District Court
in Brooklyn, N. Y., on Monday, February 27.
At the close of the hearing on Tuesday after-
noon both sides were given until March 21 to file
briefs, it being agreed between the attorneys that
each side should provide opposing counsel with
its briefs on March 14, thus providing a week
for the preparation of counter arguments. The
attorneys agreed that Judge Chatfield was par-
ticularly well qualified to pass on the points at
issue, having a wide knowledge of such litigation.
HUH
The case opened with the presentation of the
plaintiff's side by George W. Schurman, of
Rounds, Schurman & Dwight, who spent several
hours in presenting the Victor Co.'s claims. The
Victor Co. cited the fact that a number of promi-
nent artists, including such names as Alda, Bori,
Culp, Destinn, Farrar, Gadski, Gluck, Hempel,
Melba, Schumann-Heink, Sembrich, Tetrazzini,
Amato, Caruso, Goritz, Journet, Ruffo, Scotti,
Paderewski, Elman, Kreisler, etc., had been placed
under exclusive contract with that company prior
to August 14, 1914, the contracts providing for
the payment of heavy royalties for the exclusive
use of their records and photographs, and that
many of the records made by these exclusive
artists were being offered by the defendants.
Mr. Schurman went into detail regarding the
arrangements made between the Victor Co. and
the Gramophone Co. of England in 1901, pro-
S:0!G»inivc<itin:oiuiHitfieiarai(i«HS!Bia
gmgBBBHgB
Study the
SILENT Motor
Its Advantages for Your Line of Talking
Machines Are Self-Evident
The Silent Motor With Spring Barrels Demounted.
Sturdy and Simple Construction.
Note the
J
1 1
An Exclusive
SILENT MOTOR Feature.
Self-aligning governor shaft,
mounted on universal ball-and-
socket bearing. Eliminates gov-
ernor trouble forever.
Send for Sample and Prices
THE SILENT MOTOR CORPORATION
CHARLES A. O'MALLEY, President
321-323-325 Dean Street, BROOKLYN, N. Y.
THE RESURRECTONE
"Even pressure fulcrum"
4
Trade-Mark
Registered JUL'
m
Patented
June 15th,
1915
June 22nd.
1915
Patents Pending IaniqiQUt'
Our new Tuning-fork and aw£l*2 lst
Single Prong models are j92i
standards of simplicity
and perfection. Superb quality — increased volume.
Order sample, return if not satisfied. Reasonable prices.
HOFFAY PHONOGRAPH CO.. 160 Pearl St.. New York City
Makers of the "air-tight" Tone-arm and HofTay Phonograph
viding for the interchange of duplicates of rec-
ord matrices and for the control by the Gramo-
phone Co. in European countries of certain patent
rights owned by the Victor Co., and also told of
the organization of the Deutsche Gramophon
Aktiengesellschaft with 100 shares of stock all
controlled by the Gramophone Co. . The point
was emphasized that the agreement provided only
for an interchange of matrices, and did not pro-
vide for their purchase or sale.
Shortly after the beginning of the war, it was
stated, Alexander Lucas took charge of the D.
G. A., purporting to act under the authority of
the German Government, and, although the Vic-
tor Co. took prompt action through the State
Department to protect its rights in the matter
and to recover the matrices in possession of the
German company, no satisfaction was obtained,
and in March, 1917, Lucas sold the assets to the
Polyphonwerke Aktiengesellschaft, receiving one
million marks for the stock of the company and
three million marks for the matrices.
Particular emphasis was laid upon the provi-
sions of paragraph five of Annex Articles 297-
298 of the Treaty of Versailles, providing for the
delivery to England of trade-marks and unique
means of reproduction on demand, with the pro-
viso that the German companies may have copies
for use in Germany exclusively. It was stated
that the German Government delayed months in
forcing the Polyphon Co. to meet the terms of
the treaty and to deliver trade-marks and other
property demanded, and then delivery of matrices
was commenced on a basis that would require
several years for completion.
The plaintiff also made the point that the
Opera Disc Co. was organized in January, 1921,
at a time when war still existed technically be-
tween the United States and Germany.
The defense based its argument first upon de-
cisions of United States courts regarding the re-
sale in the United States of goods originally sold
out of the country, providing the origin of the
merchandise was not hidden. The jurisdiction
of the courts of this country in matters affecting
the official acts of foreign nations was also ques-
tioned, and findings of German courts favoring
the rights of the Polyphon Co. to the matrices in
dispute were cited.
John D. Meyers and Louis LeDuc, of the legal
department of the Victor Co., were in attendance
with Mr. Schurman, while C. A. L. Massie, an
attorney well known in the talking machine trade,
represented Max Hesslein; Johnson & Galston
appeared for the Opera Disc Record Co., and
Eisman, Lee, Corn & Levien appeared for the
Opera Disc Distributing Co. Attorneys repre-
senting many other interests in the industry were
also present as spectators.
ADDS NEW LINES IN PATERSON
The Sterling Music House, 133 Ellison street,
Paterson, N. J., of which Thomas J. Corkrey
is proprietor, has enlarged its talking machine
department and taken on the agency for the
Columbia and Aeolian-Vocalion machines and
records. Mr. Corkrey plans to advertise both
lines in a big way.
WILL WHOLESALE ONLY
The White Sewing Machine Co., manufacturer
of the White phonographs, which has been con-
ducting a retail store at 207 West Main street,
Clarksburg, W. Va., has discontinued the retail
business and will confine itself to wholesale only.
The Talking Machine World,' New York, March 15, 1922
Records
The Records of Quality
FONOTIPIA RECORDS
Artists Whom the Public Knows — and Wants
The General Phonograph Corporation offers you and your cus-
tomers complete record service. Not only can you obtain the best
dance numbers, popular vocal, standard selections, etc., but in addi-
tion some of the brightest names in the operatic and concert world
are available through the General Phonograph Corporation's dis-
tributors. Write your distributor today for complete information
on these celebrity records.
AMATO — Glorious baritone, whose liquid
tones have thrilled thousands.
BONCI — The most artistic lyric tenor the
world has ever known.
DESTINN— One of the big stars of the
Metropolitan, endowed with an exceptional
voice.
DIDUR — Incomparable basso of the Metro-
politan Opera Co.
DUX — Universally acclaimed by the critics
as one of the most gifted sopranos.
HEMPEL -The Jenny Lind of to-day,
whose bird-like voice is pure delight to hear.
IVOGUN — Young coloratura soprano, the
sensation of the hour in operatic circles.
—Famous lyric tenor and
interpreter of Wagnerian roles.
KUBELIK- — Famous violinist, long a favor-
ite with the American music-loving public.
McCORMACK— The best known and most
popular concert singer in America.
RUSS- — Internationally known soprano, who
has won great laurels both in Europe and
America.
SLEZAK — One of the greatest tenors of
the age.
STRACCIARI— Whose "Largo al Facto-
tum" has not been equalled by any other
leading baritone.
-Splendid Hungarian
violinist with an international reputation.
ZENATELLO — Most famous interpreter of
Verdi's "CtcHo" since Tamagno.
Records by these artists were recorded in Europe, where these celebrities attained the
success which made their American appearances possible. They are pressed in the
United States by the General Phonograph Corporation, manufacturers of the famous
Okeh Records, under special licenses from the Societa Italiana di Fonotipia and the
International Talking Machine Company.
General Phonograph Corporation
OTTO HEINEMAN, President
25 West 45th Street, New York City
March IS, 1922
THE TALKING MACHINE WORLD
83
2rn LADELPHIA
and
IPCALIiy
Philadelphia, Pa., March 6.— March has opened
much more favorably as far as trade is concerned
in this city, following a rather uneven February,
and distributors and dealers both believe that
•we are now "over the hill," so to speak, and that
a steady and continued improvement will de-
velop as the year grows older. The lessening
in the demand for records during February was
somewhat unusual, as in.years agone this month
always seemed to be an excellent sales month
for records. Increased interest in records is now
manifested, and this has been helped by the
"Caruso Week" campaign throughout the coun-
try. People have in this way concentrated on
records and their importance musically has been
impressed upon the purchaser anew. And not
records alone, but talking machines of the better
type are selling well. Another helpful factor, so
far as trade betterment is concerned, is the de-
creasing evidence of "cut-rate" merchandising.
It still exists, unfortunately, but is not as promi-
nent as it was a few months ago. The general
public when properly approached is always in-
clined to buy the standard, reliable, well-adver-
tised products rather than have recourse to the
cut-price, nondescript products which are sold
under so many various names. The most suc-
cessful way to fight this cut-rate, stencil, junk
campaign is for the dealers to work twice as
hard as they have in the past and advertise their
products and their reliability, and thus arouse
the attention and win the patronage of those
who should have talking machines and records
in their homes.
Entitled to the Thanks of the Trade
Preparations for the Victor Dealers' Conven-
tion, which is just about to open as your cor-
respondent is writing this letter, have been un-
der way for the past month under the auspices
of the Philadelphia Victor jobbers. A great
program has been prepared and everything done
to make this convention one of the most suc-
cessful of the many held by Victor organiza-
tions throughout the country. The final meet-
ing of the committee having this convention in
charge was held last week at the Poor Rich-
ard's Club and was followed by a dinner. In-
asmuch as this 'convention will be handled in a
news way in another part of The World, all
that may be said is that the Victor jobbers and
all who participated in the success of this con-
vention are certainly entitled to the heartiest
thanks of the trade.
New Brunswick Dealers Appointed
The local headquarters of the Brunswick-
Balke-Collender Co. reports a very satisfactory
condition of business which is steadily expand-
ing. New dealers are steadily falling into line,
and at the present time the Pennsylvania ter-
ritory is well covered in a retail way, but it will
be better covered before the year ends. Among
the new agencies recently opened were those
of the Eccles Music Shop at Carlisle, a new
concern which has very attractive quarters; the
Hopkins Piano Co., Chester, Pa., which held a
formal opening last week.
R. M. Nelson, the local distributor of the
Brunswick, is again at his desk following an
attack of influenza. He is getting in some very
substantial shipments of Brunswick machines,
including a number of the new models 217 and
212. It had been impossible to secure these
styles before to any great extent. Quite a num-
ber of the Queen Anne period Brunswicks are
also now on display at the local warerooms.
Among the recent visitors at the local head-
quarters were John I. Monroe, of the Bruns-
wick Phonograph Shop, Williamsport, Pa.; T.
A. W. Hoff, Salem, N. J.; Peter Casper, Wil-
mington, Del.; George E. Eldridge, Pitman,
N. J., and Harry Moser, of Morristown, N. J.
The New Blake & Burkhart Store
The new store of Blake & Burkhart, 20 South
Tenth street, is now in splendid running order
and their business in both Edisons and Voca-
lions is reported very much better than for
some time past. The business of this old-es-
tablished firm is expanding, thanks to the en-
terprising policy of its members.
J. R. Fox Candidate for Legislature
J. R. Fox, Columbia dealer, of White Haven,
Pa., has announced himself as the Republican
candidate for the legislature from the Second
District of Luzern County. His many friends
in the trade — and he has a host of them — are
backing him to win. He is a retailer who has
built up a large Columbia business, and has
the equipment to make an excellent legislator.
By the way, he recently purchased the White
Haven Journal, a weekly newspaper. It can be
seen that he recognizes the power of the press
a^ an essential to success.
Luncheon for Joseph Wood
Joseph Wood, supervisor of the repair de-
partment of the local Columbia force, was
entertained at a luncheon recently by T. M.
Kenny, local Columbia dealer, a friend and ad-
mirer. The local Columbia branch, by the way,
is well pleased with the business transacted in
February. The demand for records was es-
(Coiitinued on page 84)
GREATER VICTROLA SALES
Because buyers are now demanding dependable mer-
chandise. Dealers realize the prudence of concentration^
also the evil of dissipation— 'hence the investment in and
sale of Victor Product exclusively, whenever possible.
The many Victor Dealers of this Philadelphia territory,
who are concentrating their buying with this organiza-
tion, may know we are equipped for even a still greater
Victor business.
The Louis Buehn Company
of Philadelphia
HI
84
THE TALKING MACHINE WORLD
March 15, 1922
THE TRADE IN PHILADELPHIA AND LOCALITY— ( Continued from page 83)
pecially large, and March has opened with a
very satisfactory showing for this company. Re-
cent Columbia visitors were Mr. Fairchilds, of
the E. K. Owens Hardware Co., Susquehanna,
Pa., and Mr. Felix, of the Felix Department
Store, Schuylkill Haven, Pa.
Busy Times With the Louis Buehn Co.
The Louis Buehn Co. finds that its dealers
are experiencing increased activity, although it
has been rather spotty in character and better
in some localities than others. Louis Buehn,
president of the company, is one of the busiest
men in Philadelphia. Besides his duties as chief
executive of the large Victor distributing con-
cern which bears his name, Mr. Buehn is also
president of the National Association of Talk-
ing Machine Jobbers and has recently been very
busy in acting as representative of the Phila-
delphia Victor distributors in taking over the
business of the Geo. D. Ornstein Co. The re-
cent convention of Victor Dealers, held under
the auspices of the Philadelphia Victor Jobbers,
also has demanded much of Mr. Buehn's time.
Gennett Record Agency
The Witlin Musical Instrument Co., of which
Ben Witlin is president, reports a splendid de-
mand for Gennett records and Starr phono-
graphs. A Gennett record agency was re-
cently established in Finigan's Department
Store, at 870 Main street, Darby. It is putting
out a goodly number of these records. A very
fine demonstration of Gennett records is being
made by Joseph Morris, 6 North Thirteenth
street, this city, who, by the way, has devel-
oped a very large trade in these products.
Satisfactory Conditions With Cheney
G. Dunbar Shewell, president of the Cheney
Sales Corp., has just returned from a visit to the
Cheney headquarters in Chicago, and reports
a very busy condition of things prevailing there.
It is his opinion that the Cheney phonograph
business, not only in the territory which he
controls, but throughout the entire country, will
exceed all previous accomplishments. There is
an increased appreciation of the artistic merits
of the Cheney phonograph among discriminat-
ing purchasers, and this is the report being
received by distributors from dealers every-
where, all of which opens the way to prosperity.
Edison School of Salesmanship Meets
The Edison School of Salesmanship held a
series of meetings here in the Snellenburg store
the closing week of February, which were large-
ly attended by Edison dealers in this vicinity.
The meetings here, as in other cities where
On
Guard
OUR ORGANIZATION
is constantly alive to the individual requirements
of our Victor dealers, our Sales Promotion Depart-
ment being at your service to help you with your
merchandising problems.
We want to make it unnecessary for Victor
dealers in our territory to buy their Victor require-
ments outside of Philadelphia and shall continue
to confine our entire allotment exclusively to Victor
dealers in our territory.
Yours for bigger business,
HjLWeymann & SonMc.
1108 Chestnut Street -Philadelphia, Pa.
Victor Wholesalers
_
they have been held, were under the direction of
William Maxwell. Sales talks of an inspiring
and instructive nature were given by Mr. Max-
well, Mr. Stanchfield, of the Carnegie Institute,
and Eugene Lockhart, the actor. The Edison
dealers were enthusiastic over the meetings and
were unanimous in their expressions of the
value derived from the sales talks.
Penn Phonograph Co. Expansion
The business of the Penn Phonograph Co.,
Victor distributor, has expanded to a point
where it has been found necessary to make
use of the entire Penn Building at 913 Arch
street. The Penn Phonograph Co. bought this
building some years ago and occupied four out
of five floors, the second floor being rented to
an outside concern. The company has now
taken possession of this floor, thus occupying
the entire building. This floor is being attrac-
tively decorated, and the offices of T. W. Barn-
Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.
Sold by most Victor Distributors.
Write them or us for prices.
Penn Phonograph Company
913 Arch Street
Victor Wholesale Only
Philadelphia, Pa.
hill and H. F. Miller, executives of the firm,
will be moved from the third floor to the front
of the second floor, thus allowing the entire
third floor for record storage. It is reported
that the orders for March thus far received
would indicate that March will run decidedly
ahead of January and February in volume of
business.
Big Demand for Record Albums
The National Publishing Co., manufacturer of
record albums, states that the exceptional de-
mand reported last month, is continuing, with
every indication that 1922 will be a big year in
albums, judging from the. demand.
Doing Well With Connorized Records
The United Music Stores, distributors of Con-
norized records, report that business is stead-
ily expanding on these records and that a num-
ber of new dealers has been added. This com-
pany is also a distributor of talking machine
accessories and Connorized and Pianostyle mu-
sic rolls. It is also in possession of a large
collection of Italian and other foreign music
rolls which are proving very popular.
Good Business in All Departments
H. A. Weymann & Son, Inc., Victor whole-
salers, report good business in all departments.
In addition to the distribution of Victor mer-
chandise, H. A. Weymann & Son, Inc., are
wholesalers of Jones Motrolas, Q R S music
rolls, and are manufacturers of the Keystone
State line of musical instruments.
Quaker City Columbia Gleanings
Al Herman, popular vaudeville star and exclu-
sive Columbia artist, appeared at Keith's Thea-
tre recently, and his stay in this city was a
marked stimulant to the sale of the records which
he recently -made for the Columbia library.
March 15, 1922
THE TALKING MACHINE WORLD
85
CABLE ADDRESS REG'D
"FIL.ASSE— PHIEA."
Send for Samples and Special Quantity Quotations
LONG
DISTANCE 'PHONE
BARING 535
IMICO INDIA RUBY MICA DIAPHRAGMS
INTERNATIONAL MICA COMPANY
GENERAL OFFICES AND FACTORY: 37th and BRANDYWINE STS., WEST PHILADELPHIA, PA.
PHILADELPHIA, PA.
YOKOHAMA, JAPAN
CHICAGO, ILL.
MIDWEST OFFICES AND WAREHOUSE
106-110 W. LAKE ST.,
CHICAGO, ILL.
V. T. SCHULTZ
CLEVELAND, OHIO
RATSOLO SALES CO.
LANCASTER, PA.
JORDAN & COMPANY
305 BROADWAY,
NEW YORK, N. Y.
ARTHUR BRAND & COMPANY
CINCINNATI, OHIO
WALTER S. GRAY
SAN FRANCISCO, CAL.
DAVENPORT PHONOGRAPH &
ACCESSORY CO.
DAVENPORT, IOWA
SAMUEL TOOLE,
336 BURGESS AVE.,
INDIANAPOLIS, IND.
ARTOPHONE COMPANY
ST. LOUIS, MO.
STEINOLA COMPANY
KANSAS CITY, MO.
PROVIDENCE PHONOGRAPH
SUPPLY CO.
PROVIDENCE, R. I.
S. RAKUSEN & CO.,
SHANGHAI, CHINA
J. M. Knepper, Columbia dealer at Tamaqua,
Pa., is conducting a popularity contest open to
all children in Tamaqua and vicinity. Each child
is given a list of records and starts out as a sales
representative, the idea being that every rec-
ord sold means a vote. The one having the
largest number of votes will win the first prize
of $10; the second prize will be $5 and the third
and fourth prizes $2.50, respectively. Mr. Knepper
is also giving twenty-six additional $1 prizes, and
the campaign to date has proven a signal success.
Talking machine dealers in the smaller towns
in Pennsylvania are apparently more enterpris-
ing and more resourceful in carrying on cam-
paigns for the moving of stock than their
brothers in the bigger cities.
To Decorate Remick & Co.'s Quarters
Jerome H. Remick & Co., of this city, are
planning to make extensive alterations in their
retail warerooms in this city. The entire store
will be refitted and a complete equipment for
modern musical merchandising will be installed.
This will include five hearing rooms and a forty-
foot sheet music counter and racks, besides
other features of note. The contract for this
work was given to Van Veen & Co., Inc., of
New York City, and negotiations were con-
cluded between Edward Adams and Joseph Keit,
of the Remick Co., and Leon Tobias, secretary
of Van Veen & Co. The contract also calls for
treatment of the walls and the entire installation
will be finished in ivory and blue.
NEW WEYMANN DEALERS' SERVICE
H. A. Weymann & Son, Inc., Victor Wholesalers
of Philadelphia, Announce New Sales Promo-
tion Department Under Direction of C. M.
Paulson — Valuable Aid to Dealers
Philadelphia, Pa., March 3. — H. A. Weymann
& Son, Inc., well-known Victor wholesalers of
this city, have just announced the establishment
of a new department of sales promotion under the
direction of Charles M. Paulson, formerly of the
traveling department of the company. In mak-
ing the announcement W'eymann & Son say:
"This department has been established to co-
operate with our Victor retailers along general
selling lines and for their help and guidance in
special problems and educational work. We urge
you to avail yourself of the services of this de-
partment at any time."
One of the first moves of the new department
was to issue an attractive hanger listing twelve
Victor records and bearing the caption "Mid-
Month Suggestions." The hanger measures 14
by 22 inches, and is designed to stimulate the
interest of record patrons during the period be-
tween the issuance of the regular monthly supple-
ment by the Victor Co. It is the suggestion of
the company that the dealer circularize his mail-
ing list on the mid-month suggestions and carry
special advertising featuring the selected records
to stimulate business when the interest in the
regular monthly supplement has waned a bit.
Italian Music Rolls
Largest collection of Italian and other foreign
music rolls in the United States. Catalogs and
discounts on application.
UNITED MUSIC STORES
619 Cherry Street Philadelphia, Pa.
225 W. Mnlherry St., Baltimore. Md.
Mr. Paulson has a number of excellent ideas
for the development of dealer service which will
be carried out in the near future and may be ex-
pected to prove of great value to the retailer.
Weymann & J5on emphasize the fact that fifty-
eight years of experience in the merchandising
of music and musical instruments have placed
them in a position to offer valuable advice and
service to their dealers.
Plans of world-wide communication networked
for the next generation, in which combinations
of radiotelephony, carrier current, long-distance
wire lines and submarine cables will be utilized,
were outlined to members of the American In-
stitute of Electrical Engineers, who were the
guests of the Bell system at its laboratories in
the Western Electric Co. building, 463 West
street, New York City, recently. Demonstrations
of new devices, many shown publicly for the
first time, were included in the program.
An instrument termed a stereopticonoscillio-
graph enabled the visitors to "see themselves
talk." Speaking into an ordinary telephone trans-
mitter, the experimenter saw the effects of his
voice projected on a screen in electric waves,
which took on various forms according to the
words spoken. Vacuum tubes, with an output of
10,000 watts, which, it was said, ultimately would
displace heavy machinery in transportation, were
shown. The possibilities of using these vacuum
tubes in wireless and power fields were unlimited,
it was said.
The engineers were interested especially in
weird demonstrations of singing, talking and
"shimmying" crystals of Rochelle salts, which
were produced during the war for submarine de-
tection work. Connected with wire to a talking
machine, the saline crystals seemed to speak in a
tone much louder than that ordinarily heard from
a phonograph horn.
Another novelty was a device whereby one
could hear molecules turn over when polarization
was changed. Next?
OPTIMISTIC OVER TRADE OUTLOOK
Isador Paschal, general manager of the Pleas-
ing Sound Phonograph Co., New York, has
just returned from an extended trip through
the South, and expresses himself very optimis-
tically regarding the general situation in the
cities visited. He states there is business avail-
able for everyone who makes a strong effort to
get it. Mr. Paschal expects to leave New York
very shortly for a trip through the Middle West
in the interest of a campaign recently inaugu-
rated by his company for the purpose of dis-
posing of a great number of motors, which are
adopted to any style phonograph, and which
are being offered with complete equipment. The
Pleasing Sound Phonograph Co. reports that
business in the phonograph repair business has
shown a decided increase since the first of
January, and that business is rapidly returning
to normalcy.
WILL SELL BANKRUPT FIRM'S STOCK
The stock of the Great Northern Phono Sup-
ply Works, Inc., of New York City, will be
sold at a bankrupt sale, March 16, at the head-
quarters of the concern, at 57 Fulton street,
and at 552 Broadway. The stock consists of
machinery, talking machines, motors and other
accessories.
SALT CRYSTALS DO UNCANNY STUNTS r
Electrical Experts Show Engineers Marvels That
Enter Into Sound Producers
of
^3
A Victor shop has been opened in Salisbury,
Md., by Milford Nathan, of Cambridge, Md.
Beautiful in Appearance
Substantially Built
Marvelously Faithful Tone
That describes the newest model
of the highest type of Phonograph —
The Modernola. It is an instrument
that readily sells itself.
Furnished in Solid Mahogany
and Solid Walnut
No Veneer
The New Management Announces:
That there is some very valuable
territory open and offers a very
attractive proposition. Remember,
we operate a thoroughly equipped
plant with excellent production and
are an established concern. The
Modernola is the only new and im-
proved phonograph on the market.
Why not write to-day for full par-
ticulars ?
Address
THE
MODERNOLA
COMPANY
JOHNSTOWN
PA.
Eastern Representatives
THE MODERNOLA SAEES CO., INC.
Geo. Seiffert, Pres.
Offices: 929 Broadway,
New York City
1
86
THE TALKING MACHINE WORLD
March 15, 1922
Now Is the Time Jfffifc
To Establish an
Agency for
QU
Records
The Records of Quality
The demand for Okeh Records is
increasing every day. The most
critical buying public m the world
has recognized these wonderfully
clear recordings. This is the
season to promote your record sales.
Let Us Serve You
If you are considering an agency, communicate with us. We will
be glad to advise and help you. We can show you how to make
an agency a producer of big profits. We are doing it every day
and can do it for you.
CONSOLIDATED SERVICE is famous for its efficiency
and promptness, We guarantee satisfaction.
Wholesale Distributors for Ofyeh Records
Consolidated Talking Machine Co.
227 W. Washington St. Chicago, 111.
Branch: 2957 Gratiot Ave., Detroit, Mich.
^ :;: : 'II :^ V; ,,: III Hi 'i 'I,', , ZIK '"n, ' h I I -, .: :. ., ■ .: Illlllllllllllllllllllllllllllllillllllllllllllilllllllllllllllllllllllll illl Hill Illllllllllllll»t
March IS, 1922
THE TALKING MACHINE WORLD
87
THE TWIN CITIES
Merchants Prepare for Spring Business — Launch Big Columbia Ad-
vertising Campaign in Northwest — Blizzards Retard Trade — News
Minneapolis and St. Paul, Minn., March 8. —
It would be possible to expatiate at some length
on the conditions in the music trade in the
Northwest, but at best it would be a space-killing
proposition and would add nothing to the stock
of human knowledge. When the weather has not
shown a temperature mark below zero blizzards
have been raging, and between the cold and the
v/ind the conditions have not been conducive to
trade activity. But the music merchants of
the Northwest, little and big, are getting by
very nicely and are all prepared to inaugurate a
brisk Spring business.
Launches Columbia Campaign
Something has been said in the daily papers
about the difficulties of the Columbia Grapho-
phone Co., which are now, happily, past. What-
ever is detrimental does not, however, apply to the
Northwest, as W. L. Sprague, in charge of Co-
lumbia activities here, is now launching one of
the greatest advertising and publicity campaigns
ever known in the phonograph field in this ter-
ritory and the dealers are enthusiastically back-
ing up the campaign with their individual efforts.
The carload-lot sales conducted by the New Eng-
land Furniture Co. and the St. Paul Furniture
Co. went big and both houses figure on cashing
in on the new publicity venture. Assistant Man-
ager Tanner reports that many new desirable
accounts are being opened.
A Tribute to the Ladies
For some time your correspondent has had in
mind to say something nice about the two women
managers of talking machine departments in
Minneapolis, but for one reason or another has
neglected to do so, although the ladies have
merited some recognition. We are in position
to state that Rose Artz, manager of the Vic-
trola department of L. S. Donaldson Co., and
Ethel Conley, manager of the talking machine
Main-Springs
For any Phonograph Motor
Best Tempered Steel
Each
% inch x 10 feet for all small motors $ .35
% " x 10 " " Pathe, Columbia, Heineman 40
1 " x 10 " " Columbia 45
1 " i 11 " " Columbia with hooka 55
1 " i 13 " " Victor, old style 50
1 x 15 " " Victor, new style 55
l\i " x 18 " " Victor, new or old style 75
1 x 12 " " Heineman and Pathe 50
1 x 10 " " Saal. Silvertone, Krasberg 50
1 x 13 *' " Saal, Silvertone. Brunswick 60
1 " x 16 " " Sonora. Brunswick, Saal 70
1 3/16 " x 18 " " Heineman and Pathe 80
1% *' x 25 " " Edison Disc. 1.80
SAPPHIRES— GENUINE
Pathe, very loud tone, each I5c, 100 lots $11.00.
Edison Loud-tone, each 15c; in 100 lota. $11.50.
TONE-ARMS
The very best, loud and clear, throw-back $5.00
With large reproducer, very loud. Universal .... 4.50
With smaller reproducer, but loud and clear 3.00
PHONOGRAPH NEEDLES
We can give you best price on Brilllantone, Magnedo, Wall-
Kane, Tonofone, Nupoint, Gilt Edge, Incas and Velvetone
Needles.
ORDER RIGHT FROM THIS AD
Send for price list of other repair parts and motors.
Terms — F. O. B. St. Louis, Mo. Send enough to cover
postage or goods will be shipped by express.
The Vat's Accessory House
1000-1002 Pine St. St. Louis, Mo.
department of Whitney-McGregor Co., have
"made good" in every way during the past year
— a record, in truth, of which to feel proud.
Getting a Good Share of Business
Pathe phonographs and records are going
nicely in this territory, according to G. Sommers
& Co., distributors. Business is not big by any
means, but, in view of the fact that conditions
generally are bad, the company considers that
it is obtaining its share of business.
G. H. Compton With Stone Co.
George H. Compton, an experienced phono-
graph man, has joined the staff of the Stone
Piano Co. and henceforth will specialize in the
Aeolian-Vocalion. The Vocalion is winning its
way in the Northwest and the records are par-
ticularly popular.
Noted Artists Heard in Concerts
Selrex service counters have been installed for
the Whitney-McGregor Co. in Minneapolis. The
counters are just about indispensable for large
houses, remarked Eugene O'Neill, of the Beck-
with-O'Neill Co.
The Victor Co. is getting some nice advertis-
ing in the Northwest through its artists, and
dealers have profited by the appearance here in
recent weeks of Lauder, McCormack, Heifetz,
Braslau and others.
Will Handle Brunswick Records
Anderson, Gauper & Peyer, Inc., a new music
house at Lake street and Second avenue, Minne-
apolis, will handle Brunswick phonographs and
records. Word from the Brunswick headquar-
ters in this territory, managed by E. L. Kern, is
to the effect that the Brunswick fame continues
to grow and the sales continue to increase.
Some Distinguished Visitors
Harry A. Beach, vice-president of the Unit
Construction Co., was a visitor here recently
and reported that the outlook was gratifying.
James J. Davin, of Reincke-Ellis Co., Chicago,
called on his business friends in St. Paul and
Minneapolis last week.
Robert Porter, field sales manager for the Co-
lumbia Co., is in the Twin Cities for a general
sales meeting.
Many Sales of Pathes
The Wallblom Furniture Co. has conducted
an extensive sale of Pathe phonographs, which
resulted in many sales actually closed and the
addition of many names to the prospect list.
R. L. DOUGLASS VISITING ENGLAND
Ross L. Douglass, president of the National
Co., of Boston, Mass., manufacturer of Rag-
time Rastus, Boxing Darkies, Shimandy and
other well-known talking machine toys, is now
making a visit to London, England. Mr. Doug-
lass expects to be back within a month or so
and will, doubtlessly, bring with him excellent
first-hand impressions of talking machine con-
ditions in Europe.
"TALKERS" HIT IN SOVIET TAXES
An item of interest concerning luxury taxes
on musical instruments, including talking ma-
chines, is a dispatch from Moscow, Russia, ap-
pearing in the New York daily papers, which
stated that a luxury tax of 200,000 rubles per
annum has been levied on talking machines by
the Moscow Soviet. Each owner of a grand
piano must pay an annual tax of 750,000 rubles,
which exceeds the annual wages of Government
employes. Ordinary pianos are taxed 600,000
rubles. Are you glad that you are not living
in Russia these days?
C. L. Wainwright, who resigned from the talk-
ing machine department of the Armstrong Furni-
ture Co., Memphis, Tenn., to join a Texas con-
cern, has returned to his former position.
Now It's a
Necessity
With the popular "record
repeaters" for dancing,
Sonora Semi-Permanent
Needles are more than ever
a necessary equipment for
phonograph owners. Rec-
ommend them and watch
your needle sales jump.
STHC INSTRUMENT OF QUALITY
onqrj
CLEAR AS A BELL
Semi-Permanent
NEEDLES
not only save needle costs,
but they save records from
injury. Their long uniform
points remain always the
same width and do not
wear the sides of the record
grooves. They play all
makes of steel needle
records.
Sonora Semi-Permanent
Needles make satisfied
customers and bigger needle
profits for dealers. Keep
them in stock and display
them prominently.
Sonora ipfjonograpf)
Company, 3mc.
GEORGE E. BRIGHTSON
President
279 Broadway New York
Canadian Distributors:
[, Montagnes & Co., Toronto
f\ A ¥ TTII^rVT! Beware of similarly
V/AU 1 1UIN ! constructed needles
of inferior quality-
88
THE TALKING MACHINE WORLD
March 15, 1922
SKE^TAIKING MACHINE
[Editor's Note — This is the seventeenth of a new series
of articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to
the consideration of all who are devoting attention to the
featuring and developing of the musical possibilities of the
talking machine.]
IMPORTANCE OF CORRECT PITCH
Music is the art which is distinguished from all
others by the fact that it moves. It is the art of
one dimension — time. Everything that has to do
with it is completely governed by the prime
requisite of motion in time. Every sound used
in music is the product of a definite series of
motions, originally taken up by some suitable
body and translated through the atmosphere to
the auditor}- apparatus of the listener. Now,
since the performance of music is immediately
grounded upon the vital necessity for producing
each sound cleanly and clearly distinct from
every other, it follows that no need is greater
than the need that each calculated motion-rate
shall be maintained at all times and in all circum-
stances.
When a Singer Goes Flat
We all know the distressing effect when a
singer sings flat. This, of course, is merely the
result of the singer's failure to maintain the
vibration-speed of the breath issuing from the
vocal chords. Again, if a violinist's finger slips
mini
KIMBALL
Phonographs
Are Business Builders
Kimball prestige — long estab-
lished— and a reliable guaranty
are the foundation on which
the dealer can safely build.
Variety of Design; Superior
Construction ; Attractive
Appearance; Truth of Tone —
these qualities command the
attention of Dealer or Cus-
tomer.
Write for Agency Terms
W. W. KIMBALL CO.
306 So. Wabash Ave.
CHICAGO
Kimball Bldg.
Manufacturers of Phonographs, Pianos, Player Pianos,
Pipe Organs, Distributors of OKeh Records
lllllllllllllllii?
!^2S
ever so slightly upon the strings he is stopping
his tone will go sharp or flat, according as the
slippage had shortened or lengthened the speak-
ing part of the string. For strings vibrate more
slowly as their length increases and more rapidly
as their length decreases. Conversely, if the
speed of vibrations taken up by the sounding body
is increased the resulting sound will go up in
pitch; and will go down in pitch if that speed is
decreased.
It is, therefore, evident that if music is to be
rendered as it ought to be rendered, as perfectly
as possible, every element relating to the control
of speed must be most carefully regulated.
Sound-groove and Pitch
In the case of the talking machine the sounds
are produced by causing a disk on which is en-
graved a continuous spiral groove to rotate under
a fixed stylus or needle, connected with a flexible
diaphragm. The groove itself consists of a con-
tinuous curve of sines, a curve, that is to say, of
the particular form which is always assumed by
vibrating bodies when they are drawn over an
impressible surface while performing their vibra-
tions. In other words, the sinuosities of the line
represent the vibratory activity of the recording
stylus, which was actuated while making the rec-
ord by the voice or instrument which is to be re-
produced.
If now the turntable which carries the original
wax disk were rotating, when the record was
taken, at, say, 76 revolutions per minute, then
obviously it would be necessary to have every
reproduction made at the same number of revo-
lutions per minute if the pitch of the reproduc-
tion were to be the same as the pitch of the re-
cording. If the turntable were rotating faster
than the speed mentioned it would at once follow
that the stylus would travel through a greater
l, umber of sinuosities in a given time, and that,
therefore, the vibrations imparted to it would be
more rapid, though the same in shape. There-
fore, in accordance with the principle that pitch
varies directly as speed, the entire reproduction
would be given at a higher pitch. In certain
circumstances, for instance, it might be quite
possible for an instrumental piece to be repro-
duced in the key of, say, C sharp minor, when
it was actually recorded and intended to be re-
produced in the key of C minor.
Spoiling Vocal Effects
In exactly the same way the tones of a con-
tralto singer might be lifted in pitch so that the
song should sound as if sung by a mezzo-
soprano. On the other hand, if the turntable
were rotating too slowly the opposite effect
would be had and the contralto's voice might
even sound far too low for any normal woman's
tone production.
Key and Instrumental Music
In any such case the musical result would be
somewhat disastrous. Taking the instrumental
point of view first it is only necessary to listen
closely to well-played instrumental music to see
that each composer know precisely how the
music should sound, and therefore determine, to
the appropriate end, the key in which it should
be rendered. When a composer writes a piece
for piano in the key of A, whether major or
minor, he does so because it appears to him that
it will sound best in that key. Probably when
the first idea came to him it was clothed to his
mental hearing in that key in which he writes it.
At any rate, if it is at an}' time rendered in another
key, the effect will not be what the composer
intended. Usually it will be inferior and some-
times the difference will be startling. Never,
one may safely say, will it be superior.
Pitch and Vocal Effect
From the vocal point of view the faults of in-
correct pitch will be even more impressive.
Every singer has a certain range within which
March 15, 1922
THE TALKING MACHINE WORLD
89
Steal
tng steal
youi eyes ap peal mg
Stealing
XFoxTrot Rhythm that will steal right into your Heart?
IIHIIIISrllilllllllllllHIItlfll]
his or her voice sounds best. The condition of
the vocal organs forbids a singer extending the
range more than a certain distance up or down.
At any rate, no matter what wide ranges some
singers may have it may be taken as a rule that
each knows where his or her voice sounds best,
and that, accordingly, each will sing best within
those determined limits.
Now, when a singer's voice is reproduced
higher or lower than intended, a double injustice
is forthwith done. The singer is cheated because
his or her voice is made to sound inferior. The
public is cheated because it gets an inferior ren-
dition for its money.
Inspection Needed
Merchants who do not clearly realize the impor-
tance of these details would do well to pay spe-
cial attention to the arguments here set forth.
In a large establishment, especially,- where there
are many machines in constant use for demon-
stration purposes, it is very necessary that each
should be inspected at frequent intervals, in order
that the turntable speed may be regulated if nec-
essary and the working of the motor examined.
All sorts of accidents will happen in the demon-
stration booths. Children may meddle with the
adjustments when no one is looking, and where
a thousand and one minor troubles of the sort
are always possible.
Constant inspection will alone serve to keep
machines in perfect running order, and it may
be taken for granted that unless they are actually
in good running order there will often be com-
plaints that records are inferior, and that certain
selections do not sound well; complaints which
can be explained only on the grounds alleged
above. Unfortunately there is a rather general
tendency to neglect the small precautions men-
tioned, mainly through ignorance of their ex-
treme importance. Perhaps the facts now set
down will have the effect of stirring many store
managers and salesmen to pay more careful at-
tention to a neglected essential.
It might be added in conclusion that careful
cleaning of all mechanical parts is equally im-
portant, and that brushing arrangements for
keeping the record grooves free from grit form
most valuable additions to the equipment of any
demonstration booth.
GENEROSITY RESULTS IN SALES
Charles City, Ia., March 7. — The Anderson
Music House here has gained some live publicity
and made several sales of Victor products as the
result of its generosity in loaning a complete set
of records for the opera "Rigoletto" to the Charles
City Music Club during Opera Book Month. The
direct result of the loan was the sale of two Vic-
trolas, eight Opera Books and a number of Red
Seal records.
The Blumenthal Phonograph Shop, of 37 Lee
avenue, Brooklyn, N. Y., has moved into a much
larger and more favorably located establishment
at 40 Lee avenue. Harry Blumenthal, proprie-
tor, is an enthusiastic booster of the Aeolian-
Vocalion and Vocalion Red Seal records.
NEW TONEPEN DISTRIBUTORS
The Tonepen Co., Manufacturer of Tonepen
Needles, Adds Several Distributors — London
Concern Gets South African Territory
The Tonepen Co., manufacturer of the Tone-
pen needle, New York, has just completed ar-
rangements with several distributors in different
sections of the country to sell the Tonepen needle
in their territories. The latest additions to this
list are: Joseph Schepartz, 42 Church street,
New Haven, Conn., for the States of Massachu-
setts and Connecticut; J. W. Firtz, Baltimore,
for the State of Maryland; L. D. Heater, for the
States of Oregon, Utah and Washington, and
Selig & Co., of London, Eng., for all of South
Africa. This latter concern maintains a branch
office in Cape Town, where it plans to carry a
full line and through its representatives will sell
this needle in every town in South Africa.
Another important announcement is that the
Tonepen needle will be sold in all stores of the
large chain operated by the S. H. Kress Co.,
which will certainly increase the total output of
the Tonepen Co. materially.
The Tonepen Co. reports that dealers every-
where are meeting with gratifying success in the
selling of Tonepen needles, and that talking ma-
chine owners are much pleased with the results
obtained, both as to tone and wearing quality.
RECORDS FOR FAMILY ALBUMS
A dispatch from London, England, says: "The
family portrait album of the future will talk,
according to the makers of phonograph records
here, who declare that the demand for private
discs is increasing daily and that prices have be-
come very reasonable. They say that persons are
having records of their own accomplishments
made and are sending them to friends. Also in-
stead of sending letters or gifts some people now
talk onto a disc and send that by way of greeting.
The talk of children at various ages is being filed
away with their baby clothes."
AUTOMATIC STOPS
The simplest and most efficient
Automatic Stop on the market.
They give excellent
service, are easily in-
stalled and are abso-
lutely guaranteed.
Send 50c. for
Sample Stop
SWEETEN THE TONE
with K-E
and Simplex
Circular Record
Cleaners
Reduced Prices
Big Profits
Write for
Particulars
NOW
KIRKMAN ENGINEERING CORPORATION
484-90 Broome Street New York
90
THE TALKING MACHINE WORLD
March 15, 1922
BALTIMORE
eled and will install an attractive room for lo-
cal dealers where the latest records will be
played and which will serve as headquarters for
dealers of the territory when visiting this city.
Tracic Steadily Bettering — Many D
Caruso Release in Demand — Recot
ealers Add Columbia Line — New
d Sales Increasing — Trade News
Baltimore, Md., March 7. — The talking machine
business has kept up remarkably well since the
first of 'the year, and while a slight drop has
been noted in the sale of records since the be-
ginning of Lent, business, generally speaking, is
good. In fact, as William C. Roberts, manager
of E. F. Droop & Sons, put it, "We have been
oversold on No. 100 Victor machines for several
months and there is a fair demand for. the new
types. Our January business was good, Feb-
ruary business better, and the outlook, as I
see it, for the current year is very, good."
Mr. Roberts said he based this prediction on the
fact that business has shown a steady improve-
ment right along since the slump that followed
the abnormal business done during war time,
and he saw no reason why this should not con-
tinue now that the business is again back to
normal.
Many Columbia Dealers in Line
The local branch of the Columbia Co. also
reports business as being very good, and that
the following dealers in this territory have been
signed up for the special advertising contract
proposition which the company is now featur-
ing: D. C. Cogdell, Goldsboro, N. C; Royal &
Borden Co., Durham, N. C; Bullock Furniture
Co., Rocky Mount, N. C; People's Furniture
Co., High Point, N. C; Queen-Miller Co.,
Greensville, N. C: Edgecomb Drug Co, Tar-
boro, N. C; McGee Furniture Co., Lynchburg,
Va.. and the Millenson Piano Co., of Cumber-
land, Md.
New Caruso Record a Heavy Seller
Sales of the new Caruso record, "Crucifixus,"
from "Messe Solennelle," released here on the
first, have so far exceeded all expectations, ac-
cording to H. T. Bosee, sales manager of Cohen
& Hughes, and this he attributes to a great ex-
tent to the window displays that were made by
the dealers, many of them proving irresistibly
attractive, as indicated by the crowds that stood
in front of the places which carried the dis-
plays. A big advance sale is also reported by
the same firm for the four releases on the 15th
of this month, which include: "Cutie" — "Lone-
some," medley fox-trots; "Virginia Blues" —
"Venetian Love Boat," fox-trots; "My Mammy
Knows" — "Angel Child," fox-trots, and "Ten
Little Fingers and Ten Little Toes" — "In Blue-
bird Land," fox-trots.
Cohen & Hughes have received the first ship-
ment of the new No. 280 Victrolas and say
the dealers are very much pleased with the
machines. The firm expects to have a sample -
shipment of No. 260 Victrolas in shortly, on
which they are already oversold.
I. Son Cohen, of Cohen & Hughes; Joseph
Fink, of the Smith-Kranz Piano Co., and Ray
T. Steward, of Hagerstown, made a short trip
to the Victor factory the first part of the month.
Columbia Stars at Local Theatres
The past two weeks have been featured by
the appearance of three Columbia stars at local
theatres. Al Herrman and Ted Lewis were
both in the city last week, and Dolly Kay was
one of the stellar attractions at the Maryland
Theatre this week. A number of dealers made
special displays of their records while the art-
ists were in the city, featuring the songs which
they sang on the stage, and the artists spent
several hours in autographing a number of rec-
ords as souvenirs, which, needless to say, were
highly prized by those fortunate enough to get
one of the prized records.
Mrs. Kirkwood's Fine Record
Mrs. Maude Kirkwood, who took charge of
the live Grafonola department at Frank J.
Murphy's, 320 West Lexington street, about six
months ago, has made a record in increasing
business that would be creditable to anyone
who had been in the business for years, let
alone a practical "greenhorn," as Mrs. Kirkwood
was six months ago. Business for December
and January was away ahead of the correspond-
ing months of the previous years, and her suc-
cess has been very gratifying to a large circle
of friends.
Hub Piano Co. to Open Branch
The Hub Piano Co. will shortly open a branch
house at 304 North Howard street, in which
the talking machine department will be a spe-
cial feature of the business.
The Kunkel Piano Co. is making some ex-
tensive improvements in the talking machine
department at its establishment on North
Liberty street.
Remodeling Columbia Branch
The local branch of the Columbia Grapho-
phone Co. is having its office rooms remod-
CARUSO WEEK IN LAPORTE, IND.
Laporte, Ind., March 4.— The Princess Theatre,
a large motion picture house of this city, is
aiding in Caruso Week and has installed a large
special type phonograph which is playing the
famous tenor's records. A peculiar development
was that at the conclusion of one of Caruso's
most famous reproductions the audience ap-
plauded as though the artist were actually there.
• *0— ID— PD — PI
CONDUCTS SPECIAL PATHE SALE
Salt Lake City, Utah, March 5. — The Salt Lake
Hardware Co., of this city, recently conducted
a special sale of Pathe phonographs in its retail
department that was attended with excellent
results. Manager Dorman, of this department,
is a hustler and deserves much credit for the
success that this department has attained.
Built by Engineers
with the highest
Engineering Skill.
ESIGNED to stand the shocks of
hard usage.
UILT to run smoothly and noiselessly
under varying conditions.
/f^PERATED with uniformity, and
constant in speed.
Write for prices
SPHINX GRAMOPHONE MOTORS Inc.
<Sphmx Gramophone Motors Inc
21 East 40th St.
NEW YORK CITY
March 15, 1922
THE TALKING MACHINE WORLD
91
CLIP OUT
your business letter-
pin to
head and mail to
CINCINNATI
I would like to know something more
about your cabinet to hold surplus rec-
ords. Please send me further information.
T.W.-3
9lofeeA&t»tt!ek« is presenting this opportunity
To phonograph dealers, the Globe-Wernicke Co. offers
something of immediate interest. A record cabinet that is a
wonder, keeping every record in its place and protecting it
from wear and tear!
The Brown Disc Record Cabinet is ideal for your cus-
tomers. Everybody knows that "Globe-Wernicke" stands for
sound construction. The patented filing system appeals to all
buyers. There is no sales resistance. You have on your books
the names of the logical prospects. It's an easy selling propo-
sition. Extra profits without additional selling expense !
Here are two models — ideal for crowded homes. Both
are flat topped. As a piece of furniture they serve the pur-
pose of perfect side tables.
The smaller two-drawer cabinet holds fifty records, and
the larger one a hundred. Think how nicely these will take
care of the overflow from an average Victrola! Other styles,
too, for large or growing libraries.
Mail in this coupon. It will bring you complete informa-
tion on these disc record cabinets.
3Tk Slobc^Wcrtticke (?o.
C I N CTN N A T I
THE TALKING MACHINE WORLD
92
DETR OIT
Business Betterment Grows
— Reports From All Trade
Points Cheering — - The News
Detroit, Mich., March 8. — There is hardly a
dealer that is not reporting better business for
the first two months of this year as compared
with last. And all are looking forward to a bet-
ter March. Everything is favorable for better
business in March so far as Detroit is concerned.
The industrial situation is showing great im-
provement, more than 70,000 men being given
employment since the first of January. By an-
other four or five weeks we expect to see every
motor factory working to at least 70 per cent
capacity — and this means more than 100 per cent
capacity compared to pre-war days.
Stability of the Talking Machine Business
One of the best indications of the stability of
the talking machine business is the report by
dealers that collections are holding up very well
and that they are not making repossessions. One
would ordinarily think that during times such as
we have gone through in the past six months
the number of repossessions would be surpris-
ingly large, but such is not the case from the
best reports obtainable through the larger dealers.
Grinnell Concerts Largely Attended
Grinnell Bros, have been giving a series of
concerts on Thursdays in their Yictrola Halls,
which have been largely attended. These con-
certs or recitals last about one hour, and usually
consist of one or two prominent soloists and
selections on the Victrola.
Discuss the Radio Craze
We have heard some talking machine dealers
discussing the probable effect of radio enthusiasm
on the talking machine business. Here and there
we find a dealer who looks upon this new craze
as very serious, but, on the other hand, we have
met dealers who believe just the opposite — that
it will have a good effect as well. One thing is
certain — people are apt to stay in more in order
March 15, 1922
to get the benefit of their radio outfits, and wher-
ever people stay at home the field for the talking
machine and records is greater. These home
crowds will want something to amuse them while
they are waiting — and that something will be
talking machine music because it is "ready made"
for them.
Jewett Phonograph Line With Strasburg
Max Strasburg & Co., on Library avenue, have
added the Jewett line of phonographs, which are
Michigan made. Mr. Strasburg has made a thor-
ough examination and investigation of the various
models and is convinced that they will prove
popular with the public. On the other hand, the
Jewett Phonograph Co. feels mighty proud of
this new connection, as it considers the Stras-
burg shop among the leading institutions of the
city. Already the Strasburg shop has sold Jew-
etts and repeated on some models.
Local Association Meets
The Detroit Talking Machine Dealers' Asso-
ciation met in February at the Board of Com-
merce with a good attendance. The Association
is still discussing the questions of uniform in-
terest charges, trade-ins and approvals, and, while
nothing of a definite nature has been decided
upon, no doubt benefits will result from these
discussions and there will be a better understand-
ing among dealers on these matters which are so
vital to the trade.
New Quarters for Walker
Walker's Music Shop, of which Thomas Walker
is proprietor, has moved to larger quarters on
Grand River avenue, which is considerably fur-
ther out on the same thoroughfare where he
formerly was in business. But the new location
is better all around — larger in every way. Mr.
Walker has been able to increase the size of his
display room and his booths. The Jewett and
Vocalion lines are handled by Mr. Walker.
Show Windows That Attract
The Detroit Music Co., which handles the Co-
lumbia line, is becoming one of the live factors
in the talking machine industry. Charles Smith,
general manager, is certainly doing things these
days. His windows are always attractive and he
is taking advantage of everything that will stimu-
late business. When the big musical show "Un-
der the Bamboo Tree" was at the Garrick the
week of February 26 Mr. Smith had a big sign
on his window, "Bert Williams Will Be Here in
Person," and he announced the date. Unfor-
tunately Mr. Williams took suddenly ill, the show
was canceled and he returned to New York.
But it shows how Mr. Smith is going after things.
Just before that he had a very attractive sign
on his window announcing the big Columbia
hit, "Dapper Dan," and he has sold piles of them
and is still doing so.
Hard Work Brings Results
Manager Gardiner, of the Columbia branch in
this city, has often contended that the dealer can
get out of his business only what he puts into
it. If he expects to reap a harvest, he must in-
vest— to begin with, he must back up his invest-
ment with sincere hard work. In other words,
the average dealer relies too much upon the na-
tional advertising of the lines he is handling and
the momentum which the industry already has —
instead, he should be taking advantage of every
opportunity to increase sales. And there are so
many ways that this can be done, and there are
so many new fields that can be developed. Deal-
ers handling Columbia Grafonolas have re-
duced their stocks to the point where they are
now reordering and the year 1922 looks like a
very happy one for Columbia dealers, who are
alive to their opportunities.
Vocalion Products Grow in Favor
S. E. Lind, of Lind & Marks, distributors for
the Vocalion, has made several trips to New York
during the past six weeks to get more records
as well as to hurry shipments on certain models
of Vocalion phonographs. Mr. Lind reports
happily that January and February were better
than 1921, which is all that he can expect. "We
are still adding on new dealers, and those we
already have are increasing their orders and re-
peating," he said to The World correspondent.
"Dealers handling the line all tell us that the
Business Improving
Each Month for
Aggressive Victor
Dealers
Each Month, Too, Finds an
Improvement in Our Ability
to Meet the Wants of Each
and Every Dealer in Vic-
trolas and Records.
Write {or list of rec-
ords selected by our
committee as the best
sellers for the coming
month. To allow us
to furnish this will not
obligate you in the
least — and it will aid
you in making up your
order.
Don't lose sales through lack of
stock. Don't do with less business
than might just as well be yours if
you had the merchandise.
You are selling more than you did,
but there's the opportunity right now,
even, of doing a still greater volume
of business. Two things are essential
to this — definite, consistent, persist-
ent selling-effort, and the Victrolas
and Records to back up and justify
the most energetic sales work. We
can supply the Victrolas and Rec-
ords; can get them to you promptly,
and please you in every other detail
of our service as well.
Provide for increasing your busi-
ness through sending in your order
TODAY.
Grinnell Bros.
Wholesale Distributors
of Victrolas and Records
First and State Streets, Detroit
March 15, 1922
THE TALKING MACHINE WORLD
93
Two tantalizing fox-trots by Eddie Elkins'
Orchestra on one record for April. "Just a
Little Love Song" and "Lonesome Hours."
Everyone who loves to dance is a prospect
for this record. A-3553.
Columbia Graphopnone Co.
NEW YORK
Red records are increasing in popularity and that
they now have a waiting list of people who want
immediate information each time there are new
releases. We feel very well pleased with the
representation we have in our territory and the
amount of goods we have sold since we started
in business practically one year ago, and if 1922
or our second year will show just a slight in-
crease— which we are positively assured of — we
will feel that we are over the top."
Generous Offer in Memory Contests
The Detroit News, in connection with memory
contests which are being held in the public
schools, has offered seventy-five talking machines
to the winning schools.
The Attractive Pier Music Shop
One of the prettiest talking machine stores in
Detroit is The Pier Music Shop, on Jefferson
avenue East. It is a part of the New Coliseum
Building, the major portion of which is devoted
to a public dance hall. The shop is under the
management of Mr. Hewey, formerly manager
of the talking machine department of LaSalle
& Koch, of Toledo, O. He is employing six
outside men who are canvassing thoroughly the
East Side section of Detroit, and they are pro-
ducing good results. The Pier Music Shop han-
dles the Jewett line of phonographs, as well as
the Vocalion line of records. It is a combination
certain to produce good business.
Victor Consoles Popular
Dealers handling the new Victor console re-
port that it is taking very well, and C. H. Grin-
nell, manager of Grinnell Bros., wholesale Victor
department, reports that he is shipping them out
to dealers just as fast as they are unloaded from
the cars. While many dealers believe that the
console is not only here to stay but that the
demand is on the increase, they still feel that the
upright model will be with us for all time to
come and probably remain as the biggest seller
of the two styles. There is no doubt that for
the better grade of homes the console is invaria-
bly selected, but, after all, it is the middle and
working class of people who are the largest buy-
ers of phonographs, and the upright will appeal
to them for several reasons — price and lack of
room.
Brunswick Shop a Busy Place
The Brunswick Shop on East Grand River is
doing an excellent business. The shop is open
evenings and is indeed a busy place. The shop
has been doing some very big advertising since
the first of the year and sales are being made in
ACME-DIE
-CASTINGS-
AEDM3NUM-ZINC-TIN &LEAD.AIIPYS
"Acme Die-Cejstini Corp
Boston Eochester Brooklyn. N.Y. DeEroit Chicago
goodly numbers. Records are also going very
big. Any dealer who is looking for new ideas in
the laying out of a phonograph store will find it
money well spent to come to Detroit and look
over the Brunswick Shop. It has a style and
individuality all its own.
Why R. B. Ailing Is Optimistic
R. B. Ailing, manager of the Phonograph Co.
of this city, was in New York attending the Edi-
son jobbers' convention. Mr. Ailing is of the
belief that the talking machine industry will show
increased activity and prosperity during 1922.
He still feels that a great deal of the success of
any talking machine store depends entirely on the
liveness of the dealer himself.
Manager Fyfe, of the Standard Drug Co., of
this city, conducted a campaign on Pathe phono-
graphs recently with excellent results. Mr. Fyfe
is an Actuelle enthusiast and has considerably
contributed to the prestige of this instrument
in this locality
ALFRED FOX CO. DAMAGED BY FIRE
Pianos and Talking Machines Damaged When
Fire Breaks Out in Building Occupied by
Alfred Fox Piano Co., Bridgeport, Conn.
Bridgeport, Conn., March 4. — Damage estimated
at $10,000 was incurred by the Alfred Fox Piano
Co. when a fire broke out in the Studio Building
on Fairfield avenue, where the concern is quar-
tered. A number of talking machines and pianos
were damaged by flames, smoke and water. Fire-
men saved many instruments by spreading tar-
paulins over them. For a time the complete de-
struction of the building was threatened, and the
smoke was so dense that sixteen fire fighters
were overcome.
The concern has opened a temporary store at
304 Fairfield avenue, and will carry on the busi-
ness there until the former quarters have been
repaired.
TOWN GIVES PHONOGRAPH TO SHIP NEW HONOR FOR THOMAS EDISON
Citizens of Vinita, Okla., Present Machine to
Ship of That Name
Plan Celebration of the Fortieth Anniversary of
the First Electric Light Station
Portland, Ore., March 4. — The steamship "Vi-
nita," loading at Portland for the Orient last
week, was the recipient of a beautiful cabinet
phonograph, the gift of the town of Vinita, Okla.,
which was set up and is making music in the
saloon of the Shipping Board steamer named
after the Oklahoma town in honor of the original
Vinita accomplishment of exceeding its quota in
the Victory Loan campaign. The phonograph
bears an engraved silver plate stating that it is
the gift of the citizens of Vinita, Okla.
The gift of the phonograph is the outgrowth
of a correspondence which started last October
when the officers of the steamer "Vinita" wrote
from Shanghai, China, to the mayor and citizens
of Vinita, asking for the phonograph as a symbol
of the sentimental attachment between the town
and the ship. A newspaper in Vinita started a
subscription and raised $50 of the phonograph
fund. Mrs. Agnes Ogletree, of Vinita, then took
charge of the campaign and raised the balance
with a Mother Goose carnival.
Though intended for a Christmas present, the
phonograph did not reach the ship until a few
days ago for the reason that the steamer was on
a three months' jaunt across the Pacific in the
service of the Columbia-Pacific Shipping Co.
Thomas A. Edison, who was recently honored
by celebration of his seventy-fifth birthday, will
be further honored before the end of the year by
the celebrat ion of the fortieth anniversary of his
installation of New York's electrical system.
September 4, 1882, New York's first central
station and underground system of distribution
were completed and placed in operation accord-
ing to plans conceived and executed by Mr. Edi-
son. By many this is considered his greatest con-
tribution to mankind, and the principles laid
down by him in the construction of that station
formed the basis of similar stations all over the
world. Indeed, there has been little deviation
from them in all the years that have followed.
CLOSE MANY PHONOGRAPH SALES
Jacksonville, Fla., March 2. — The Rhodes Futch
Furniture Co. closed a number of machine sales
as a result of an extensive sale in Pathe phono-
graphs, of which they are dealers in this city.
The attractive prices and terms proved to be a
great inducement.
T. SAAM OPENS NEW DEPARTMENT
Lansing, Ia., March 7. — One of the finest talk-
ing machine departments in the northeastern sec-
tion of the State has been installed by Thomas
Saam, music merchant here. Mr. Saam has pur-
chased the complete stock of Victor talking ma-
chines and records from a dealer who has dis-
continued his business.
Success consists in the invisible and intangible
sense of inner satisfaction and approval of one's
fellows, plus the tangible results of good judg-
ment and persistence.
The Most
Dependable and
Inexpensive
Lid Support
on the Market
The new channel
support is construct-
ed of one piece of
metal and it works
automatically per-
fect. The hinges are made in two sty les— flexible
and bent. Samples on request.
STAR MACHINE & NOVELTY CO,
81IMILL STREET BLOOMFIELD, N. J.
Patented
5ept.9.'9l9%
Two other patents'
Applied for.
94
THE TALKING MACHINE WORLD
March 15, 1922
a
that
cant be
TT'S the force of the buyers! It means
A that you must give more to get
more !
It explains why BANNER RECORDS
have made so great an advance in so
short a time !
BANNER gives to an insistent music
buying Public just what that Public
wants — full 75c. worth of record value
for 50c. — in every respect.
And in return, the Public gives to
BANNER, through BANNER Dealers,
a full measure of profits!
That is why BANNER is now an es-
tablished success — a sensible, paying
proposition !
Why don't you write for details? We
give reasonable territorial protection to
dependable dealers.
A few big-hit releases!
Cutie
Lo-La-Lo
Angel Child
Marie
Boo-Hoo-Hoo
Just a Little Love Song
Granny
Sheik of Araby
Song of India
Stealing
Everybody's Step
My Mammy Knows
Tell Her At Twilight
All That I Need Is You
While Miami Dreams
Goodbye, Shanghai
Smilin'
'Gin 'Gin 'Ginny Shore
Ka-Lu-A
Blue Danube Blues
Leave Me With A Smile
I Want My Mammy
Those Days Are Over
Wanna
Bow Wow Blues
By the Old Ohio Shore
Wonderland of Dreams
Dear Old Southland
Irish Medley Waltz
Stars
April Showers
When Shall We Meet Again ?
Molly O
O
18 West 20th Street
New^fork City
March 15, 1922
THE TALKING MACHINE WORLD
95
|iiniiiii!iiiii!iiiiiin
I Some Sales Stunts of Prominent Dealers)
I That Merit Special Consideration :: w. b. stoddard I
iiiiiiiiiiIIIIIIIIIIIIIUIIIIII!
Townsend, Wyatt & Wells, St. Joseph, Mo.,
have found the telephone very useful in col-
lecting overdue instalments on their talking
machines, according to Henry Raines, who said,
in explanation:
"When going through our bills the last of
the month we lay aside those that are to be tele-
phoned, put the number on the statement, and
the first of the month we put in most of the
day telephoning. When I call a customer I say
something like this, 'In looking over your ac-
count we find you owe a balance of $ — , which
is (so many months) past due, and I was
wondering if it had escaped your attention.' If
the customer promises to pay at a certain time
we make a note of it and always mention this
fact to the customer. If he does not keep his
promise we again call him, reminding him of
his promise and asking if he overlooked sending
check. If it is necessary to call up a third time
we remind him that we are a member of the
Retail Credit Men's Association, and should the
bureau request it we would be compelled to
give them the information, regardless of how
good his intentions might be. If I find custo-
mers who object to my calling them about their
account I say, 'Which would you prefer — having
a collector call at your home and dun you, or
have the credit department call you by 'phone
and remind you of your account?' The change
in the customer's attitude is at once apparent.
My experience has taught me that success in
collecting by telephone depends upon these
things — courtesy, tact, patience, persistence, ex-
pecting payments when promised and letting
the customer know you are watching the
account."
How the Remick Shop Keeps in the Public Eye
The Remick Shop, of Portland, Ore., is under
a live wire management and there is always
some novelty in a publicity way to attract the
people. Recently it has undertaken to give wire-
less concerts and has found this method very-
popular in increasing its sales of records and even
machines.
The advertising of this firm is always dis-
tinctive, and, though not large, attracts attention
because of being "different" from the usual run.
A recent ad with an outline cut of man and
maid was captioned: " 'Where are you going,
my pretty maid?' 'I'm going to Remick's, sir,'
she said.' Naturally, folks like to drop in where
things begin; and everybody knows that all the
latest hits of vocal and instrumental selections
will always be found at Remick's."
Another even more striking ad run by this
firm showed an owl with small body, large head
and big staring eyes. Above it were the words:
"This is not a Hartz canary." The ad itself
read:
WISE! WISE!
When you find folks having a. bird of a time you've
Thi
run into some REMICK hits.
Yes'm!
Yes'r!
fun store of Portland is REMICKS.
The ad then went on to describe and quote
special prices on talking machines and records,
announcing that they would be sold on time
payments, if desired.
The company is also a firm believer in -attract
live show windows, which are never allowed to
go stale. A recent display, in which dance
records were especially featured, was richly
Oriental in tone. Yellow matting covered the
floor and in the rear was a bamboo arch, behind
which hung curtains of Japanese crepe. From
the ends of the arch, as well as from the ceiling,
hung Japanese lanterns. Fastened to the arch
and scattered over the floor were a. number of
big yellow paper sunflowers with a record for •
the heart of each. In the center of the arch
was a disc with the words, "Dance Records,"
and on the floor was a card giving a number
llllllllllllllllilllllllllllllllllllllllllllllllllllllllilll
of the new records and the price of each.- Close
to the glass was a Gralonola in action, and a
card above it said, "Stop winding your machine
— buy one of our electric motors."
This concern is quick to take advantage of
timely events, and a display made last month
caused everybody who passed to pause, read
and laugh — and in telling of it afterwards the
fact that the Remick shop sold records was
brought strongly to mind. Taking advantage
of the much-discussed Volstead law, it placed
in its central window, "the Volstead phono-
graph." This was a big keg, serving as a cabi-
net, with a Grafonola attached to the top. The
doors were open and disclosed, instead of
phonograph records, a number of glasses and a
decanter. A card above it announced, "First
showing of the Volstead phonograph." One of
the cards scattered about suggested, "This ma-
chine plays 'How Dry I Am.' This is merely
a sample of what we have in the phonograph
department." Others said, "A barrel of fun in
our phonograph department," and "What will
you have? Some Late Records."
A clever mid-Winter stunt of the Remick
shop was its solving of the problem, "How to
Keep the Young Folks at Home." It addressed
an open letter to parents on the subject:
Dear Perplexed Folks: — How to keep 'the children at
home evenings? That's the question that faces many of
you, isn't it? Too old to be disciplined; too young to
select suitable friends and environment — just how to handle
children in their teens is a problem. Why not make
the home so attractive that they will wonxt to stay there?
Ever think about it that way? Let us suggest a Columbia
Grafonola for the home. It will make your house a
center for your children's friends — and you will feel safe
aDout their surroundings. The young people can sing
with it, dance to it, and then when their mood becomes
more quiet put on some concert selections and enjoy the
world's greatest artists right in their own homes. Don't
you think it would pay to investigate?
This was complemented with a striking win-
dow display. The floor was covered with pow-
dered cotton to represent snow and in the rear
were small trees, also thickly powdered. In
the foreground was a toy house, three feet high,
with double doors opened, to show the brightly
lighted interior, where a company of dolls were
dancing. On a stand was a full-sized phono-
graph, and a card attached to it observed:
"There's nothing like music to keep the young-
sters entertained. Put a talking machine in
your home if you want to keep the children
there."
Eliminating the Collector
Every merchant will agree that a collector
is not only an expense but a driver-away of trade.
People dislike to be dunned, and after the col-
lector has called a few. times they register a
vow never to trade at that store again. Of
course, their attitude is illogical — but it hurts
the store just the same. Young & Chaffee,
Grand Rapids, came to that conclusion several
years ago, and as a result their entire force of
eight outside and five inside men were dismissed,
and the "personal call" system instituted. Of
this the credit man said: "It is a peculiar psycho-
logical fact that a man who is approached for
a couple of dollars will give it grudgingly,
though he has not the slightest desire to side-
step his debt, but the man who seeks his credi-
tors does it jauntily and proudly, treating his
debt as a matter of honor which he is frankly
glad to meet. Our instalment customers pay
weekly, coming to the store for that purpose.
Figure out the publicity the store gains by such
a method. Fifty-two times a year he calls,
seeing something different each time, and be-
coming familiar with many things he would
like to possess. He is met by a man who calls
him by name. It flatters him to be recognized
as an individual and to have his tastes catered
to. In most cases the friendly atmosphere
II
causes him to purchase not only once but sev-
eral times." The firm's treatment of instalment
customers is essentially fair. A man out of
work, who has been good pay, can have his
account filed for thirty, sixty or even ninety
days. But the delinquent debtor receives no
such consideration. Several letters are sent, and
if these fail a telephone call is made — and from
the tone of that interview the credit man takes
his cue as to more stringent measures. This
firm carries the largest stock of records in the
city, but secures a good turnover by not keeping
too many of any number. It features these
records — and phonographs, of course — in the
windows at regular intervals and thus keeps the
public informed regarding the latest novelties.
The Quality Repeater
All Steel
It Never Fails
— a —
Write for our 1 00-page encyclo-
pedia containing illustrations and
prices of
Jones Motrola
Recordola
Outing & Cirola Portables
Attachments for Edison,
Victor and Columbia.
Albums and Album Sets
Bubble Books
Cabinets, Record and Roll
Record Carrying Cases
Corrugated Boards
Moving Covers
Dust Covers
Dancing Toys
Envelopes, Record
livery Stock and
plement
Needles, Steel & Tungsten
Fibre Needle Cutter
Display Fixtures
Record Lights
Lubricants
Motors
Nameplates
Piano and Duet Benches
Player-Piano Cleaner
Polishes
Record Cleaners
Tonearms & Sound Boxes
Springs
De-
Sup-
Stvings
The
Cabinet and Accessories Co.
Incorporated
OTTO GOLDSMITH, Pres.
145 East 34th St. New York
96
THE TALKING MACHINE WORLD
March 15, 1922
A new
(Scnnett!
REFLECTIONS
As the face in the crystal mirror is true to the gazer, so are (Snutrtt
IBttarbs faithful to the original voice or instrument.
To know the utmost in music's reproduction hear (Srnttftt No. 4830,
"Cutie" (fox-trot), from "The Blue Kitten," intro: "I've Found
a Bud Among the Roses," played by Hazay Natzy and His Bilt-
more Orchestra, which makes your toes fairly tingle, and on the re-
verse the same orchestra brings out with great vivacity the snappiness
of "ANGEL CHILD" (fox-trot).
Bennett 3&ecorti£
Manufactured by
THE STARR PIANO COMPANY
RICHMOND, INDIANA
New York — Chicago — Los Angeles — Birmingham
Detroit — Cincinnati — Cleveland — Indianapolis
Boston — Jacksonville — London, Canada
March 15, 1922
THE TALKING MACHINE WORLD
97
iss Gilda Grays Sensaticm^TSuccess
at the RENDEZVOUS "KewYoiks Newest <md Smartest B^nceM^efl "!Z^^ I
i/ou Can't go wrong
with any feist song "
H. L. WILLSON COLUMBIA PRESIDENT
Elected President of Columbia Graphophone Mfg.
Co. and Columbia Graphophone Co. at Direc-
tors' Meeting Last Month — F. J. Ames Elected
Secretary and H. C. Cox Is Treasurer
At a meeting of the Board of Directors of the
Cclumbia Graphophone Mfg. Co. and the Colum-
bia Graphophone Co. held at the company's
executive offices in New York, February 28, H.
H. L. Willson
L. Willson was elected president of both com-
panies. Mr. Willson, who has been vice-presi-
dent and general manager of the Columbia in-
terests for the past few years, will also retain
the post of general manager. Mr. Willson suc-
ceeds Van Horn Ely, who resigned in order to
devote his time to other interests.
C. W. Woddrop, vice-president, secretary and
treasurer of the Columbia Co., tendered his
resignation at the directors' meeting on Monday,
and F. J. Ames, who heretofore has been as-
sistant secretary and treasurer, was elected
secretary. H. C. Cox, comptroller of the Colum-
bia Co., was elected vice-president and treasurer.
Francis S. Whitten, chairman of the Board of
Directors, retains this position.
The election of H. L. Willson as president of
the Columbia enterprises will be welcome news
to the talking machine industry and to the
Columbia organization, as he is one of the ablest
men in the trade. He has been associated with
the Columbia interests for many years, occupy-
ing important executive and administrative
posts. Mr. Willson is thoroughly familiar with
every phase of the talking machine business,
including manufacturing, sales and finance, and
his intimate knowledge of the industry as a
whole well qualifies him to fill the important
position of president of the Columbia manufac-
turing and selling organizations.
PERFECTS NEW RECORD PRESS
H. N. McMenimen Makes Interesting Announce-
ment— New Press Soon Ready for Market
tion, but cut down pressing rejections and the
overhead while the presses are idle."
H. ■ N. McMenimen, well-known consulting
engineer, of New York, has just made known that
one of his clients has perfected a new semi-
automatic record press. His announcement is
as follows :
"From five to thirty per cent of records manu-
factured are rejected for various causes. The
so-called automatic presses have enabled the
individual pressmen to turn out a greater num-
ber of records per day, but they have in turn
added to the problems in the pressroom, and it
has made greater problems for the plating and
matrix departments. Nearly every automatic
press is idle from thirty minutes to three hours
every day for various causes, such as leaky
platens, due to superheating and chilling, time
tequired for changing matrices, pressing shells
spoiled in setting up the presses, loss of pressing
shells slightly blemished by stock that cannot
be removed and repaired, and accidents that
occur frequently to operators, etc.
"With the knowledge of the disadvantages and
defects of the present-day presses, one of my
clients has been working for the past seven
years developing a semi-automatic press, which
has just been perfected. This press will make
from two to three records per minute and elimi-
nates all the bad features of the modern auto-
matic presses. It will not only increase produc-
AMENDS CORPORATION ARTICLES
Portland, Ore., March 4. — The Pathe Exchange,
Inc., of New York has filed with the Secretary
of State of Oregon amended articles of incor-
poration, reporting a change of capital stock from
$5,000,000, consisting of 500,000 shares at the par
value of $10 each, to 200,000 shares of common
stock of no nominal or par value, and 30,000
shares of preferred stock of the par value of
$100 each.
IRON BANKS BOOM RECORD SALES
Davenport, Ia., March 7. — A clever stunt put into
effect recently by L. A. Murray, Victor dealer
here, has had the effect of greatly stimulating
the sale of talking machine records. Mr. Murray
had a number of small iron banks made in the
shape of the Victrola. These were given to cus-
tomers who agreed to deposit spare change in
the bank for use in purchasing records. And
they are saving and, better still, buying records.
SELLS LARGE NUMBER OF MACHINES
Oklahoma City, Okla., March 3. — The Har-
bour-Longmire Furniture Co. has conducted a
sale of Pathe phonographs in its headquarters in
this city and Dallas, Texas, that has resulted in
disposing of a large number of instruments.
98
THE TALKING MACHINE WORLD
March 15, 1922
M I LW A_U_ K E E
Optimism Predominates in Local Trade — Dealers Prepare for "Civic
Style Week" — Manufacturers Rushed to Supply Demand — The News
Milwaukee, Wis., March 10. — The talking ma-
chine trade is approaching the opening of Spring
with a great deal more optimism and hopefulness
than it did a year ago, when it was suffering from
the full effect of the blow struck by the depres-
sion. While the past month has been the "be-
tween-season" period business has been of mod-
erate proportions. Records, especially, have been
selling in large numbers and this end of the re-
tail business is continuing its remarkable growth.
Instruments are selling fairly well, with no par-
ticular feature to business, but enough moving
all the time to prevent any dissatisfaction.
Featuring "Civic Style Week"
The coming week, March 19 to 25, will be
observed as "Civic Style Week" by the retail
merchants of 'Milwaukee, particularly those en-
gaged in merchandising ladies' and men's wearing
apparel of all kinds. Music dealers have joined
in the campaign informally and expect to derive
much good from the effect of the awakening of
consumer interest which this event will undoubt-
edly bring about. Each Spring for the last four
or five years local retailers have selected a week
following the middle of March or early in April
to present their Spring styles in a concerted and
striking manner, but this year's observance is
based on much broader and more impressive lines
than heretofore.
Merchants Interested in Exhibit
The Auditorium has been engaged for the week
and about 100 merchants in various lines have
taken exhibit space. Booths will be arranged in
a way to form a miniature of Atlantic City's
famous boardwalk, and there will be a huge run-
way encircling the main area upon which living
models will promenade. The participation of
music dealers will be largely in contributing new
window displays to conform with the general
scheme of downtown as well as uptown mer-
chants in making special display trims for "Civic
Style Week."
Steady Improvement in Manufacturing Plants
The manufacturing industry in Milwaukee and
throughout Wisconsin is reported to be "look-
ing up" in a real, substantial way. Distribu-
tors and dealers all over the country are order-
ing new stocks for Spring and Summer demands
and the operation of factories is on a consider-
ably larger scale than a year ago at this time.
The Milwaukee Talking Machine Mfg. Co., the
General Mfg. Corp. and other talking machine
factories in this city are steadily increasing their
operations to meet enlarged demands from
dealers throughout the country.
Wholesale and Retail Dealers Optimistic
Local wholesale houses have enjoyed a good
business in the first two and a half months of
1922, and they feel that this has been only a be-
ginning toward more prosperous conditions. Re-
tailers are not so strongly disinclined as before
to buy only for urgent needs, and their requisi-
tions are indicating a greater freedom based on
the expectancy of the better volume of business
to be done in the coming three to six months.
Large Demand for Victor Records
"Victor dealers in our territory are manifest-
ing a great deal of confidence in the future and
are getting back into the old, accustomed swing
of buying goods," said Harry A. Goldsmith, sec-
retary of the Badger Talking Machine Co., Vic-
tor jobber. "I can't say that our dealer organi-
zation ever got down to a strictly hand-to-mouth
basis of buying, but, naturally, for a time, they,
like representatives of other standard instru-
ments, were forced to limit their purchases to
some extent because of the lessened demand from
consumers. It seems that this has now been
overcome in a large measure, for we are getting
some good orders and getting them often. Victor
record business so far this year has been the
largest in any similar period since this house was
established and we encounter difficulties right
along in meeting all demands."
Thomas I. Kidd Brunswick Enthusiast
Thomas I. Kidd, manager of the Milwaukee
branch of the Brunswick-Balke-Collender Co.,
has reason to assume the optimistic attitude
which he has been carrying for some time as
the result of the remarkable movement of Bruns-
wick instruments and records. The situation has
come to be one where a dealer seeking a Bruns-
wick franchise has got to be one of the real live
wires of the trade to obtain it. The Brunswick
agency is to-day regarded as one of the most
valuable assets a dealer can have, and only a few
of the many applications that are being made to
Mr. Kidd are being granted.
New Brunswick Dealer Appointed
The latest appointment of a Brunswick dealer
is that of the Frederick Carberry Co., a new
$100,000 corporation formed by Frederick W.
Carberry to take over the Milwaukee branch of
the Bissell & Weisert Piano Co., of Chicago.
Mr. Carberry opened the branch about three
years ago and has since been its manager. With
the establishment of the business under his own
name and ownership he has decided to establish
a talking machine department and the Brunswick
has been secured as a fit companion to the Chick-
ering piano, upon which Mr. Carberry will con-
tinue to concentrate in the line of pianos. The
Chickering Studios at 420 Jackson street will now
also be known as the Brunswick Studios. The
new department was opened March 1 and is in
charge of W. H. Heise, who was for six years
with Charles J. Orth, at 504 Grand avenue, where
he handled both wholesale and retail business in
the Puritan and also the Brunswick.
Combine Victor and Piano Departments
Carl West, manager of the Victor department
of the Boston Store in Milwaukee, has resigned
SUeARM&REPRODI*
I I I I I I I I I I I II I I II I II i I I lj
FEATURES
LARGE diaphragm
and long stylus bar
lengthens vibrations,
producing a deeper and
more natural quality of
tone.
Perfectly balanced in
accordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproduc-
er permits a freedom and
sweetness of tone hereto-
fore thought impossible.
Surface sounds almost en-
tirely removed.
Throw-back design permits
of easy access to need'.e
socket. Saves records from
unnecessary scratching.
hi ■■ i i i i i • ■ i i i i I l I i l I I
■ j i i i i I l l l I I l I I in ii i 1 1| | 1 1 | 1 1 1 | | | i 1 1 | | 1 1 1 1 1 1 1 I I I 1 1 i
KNOWN the country over for
its excellent quality of tone
and natural, life-like reproduction
of all musical tones, and its great
volume. This tone arm on your
machine spells success, because of
its high standing in the Phonograph
World.
Made only in S^-inch length. Can
be furnished with or
without Mute Tone Mod-
ifier, with Mica or
NOM-Y-KA
diaphragm.
THE JEWEL MUTE
c
ONTROLS volume just like the
human throat. Built in the repro-
ducer and functions in such a way
that the length of vibrations is minutely
regulated and the tone reproduced to a
softness and clearness that are remark-
able.
Operates by means of a thumbscrew
and is instantly adjustable. Tone has
free and unimpaired passage throughout
tone arm and chamber — Not "Muffled" or
"Choked" as with ordinary type of tone
modifier.
Perfect regulation without in any way
changing character of tone.
DUH2HKEEHIEIS32E
JEWEL PHONOPARTS COMPANY
154 Whiting Street Chicago, 111.
March 15, 1922
THE TALKING MACHINE WORLD
99
■HHMH1
HEADQUARTERS
For
Single Spring Motors
and
Mica Diaphragms
WILLIAM BRAND
27 East 22nd St., New York City
■^■■■■■■■■■1
to engage in other lines and the department has
been added to the jurisdiction of Robert E.
Lauer, manager of the piano department. The
piano and Victor departments have always occu-
pied adjoining space on the third floor of the
big store and, while both will hereafter be under
Mr. Lauer's management, they will remain sepa-
rate departments.
Harry M. Hahn Takes on Aeolian-Vocalion
Harry M. Hahn, formerly manager of the talk-
ing machine department of the E. R. Godfrey
& Sons Co., wholesale distributor, who recently
resigned to establish himself in business on his
own account as a wholesale dealer in general
musical merchandise and supplies, has been ap-
pointed distributor of the Aeolian-Vocalion in
this territory. This will represent his main effort,
although he will deal in a wide variety of goods.
The headquarters of the new Hahn concern are
at 355-357 East Water street, Milwaukee.
Receivership Proceedings Dismissed
It was good news to Columbia dealers when
press dispatches heralded the fact that the Dela-
ware courts had dismissed receivership proceed-
ings against the Columbia Graphophone Mfg.
Co. While the news of the action did not have
any noticeable adverse effect upon the Columbia
business in this territory, nevertheless the giv-
ing of a clean bill of health by the Federal court
has helped greatly. Robert H. Walley, whole-
sale representative of the Chicago branch of the
Columbia Co., with headquarters at 1575 Third
street, is continuing his aggressive work in this
field with ever-increasing results.
Starr Phonograph and Gennett Records Popular
The Starr phonograph and Gennett records are
earning a steadily enlarging prestige in this ter-
ritory, under the vigorous campaigning of the
Hoeffler Mfg. Co., 274 Fifth street, this city.
The Gennett record has gained a wide and abid-
ing popular appeal which is making it one of the
real big sellers.
Reports Excellent Month's Business
The Yahr & Lange Drug Co., distributor of
the Sonora phonograph and Okeh records in
Wisconsin and Upper Michigan, reports an ex-
cellent month's business and looks for a decided
stimulation with the arrival of Spring. R. H.
Lanz, chief assistant to President Fred E. Yahr
in the work of the musical merchandise division,
is going right to the trade and furnishing some
direct dealer service which is a big factor in
making possible steady increases in their indi-
vidual sales.
Notable Work by Edison Dealers
Edison dealers in Milwaukee and throughout
Wisconsin are doing some notable work in giv-
ing the public a new conception of the strikingly
faithful reproductions possible by this instru-
ment. The call for Edison records is also re-
ported to be growing steadily and their popu-
larity is becoming more and more firmly en-
trenched.
Expands Field for Homokord Records
A. G. Kunde, distributor of the Homokord rec-
ord, with headquarters in this city, has greatly
widened his field of operations in the past month
and established many new connections in vari-
ous sections of the United States. Locally, there
is an excellent sale of the German product, which
is true also of other localities that have a large
population of foreign-born or those of foreign
extraction.
Returns From Visit to Florida
Edmund Gram, head of the Edmund Gram
Music House, returned March 6 from a month's
visit in Florida. This is an annual event in Mr.
Gram's life. During his absence his store organ-
ization did better than keep "business as usual."
This was true especially of the talking machine
department, under the direction of Miss Julia
Wolff, who is ably assisted by Miss Helen
Gunnis. The Gram house is featuring the
Brunswick and Cheney lines and is giving both
instruments and records a strong prestige, espe-
cially in the better class of homes in Milwaukee.
Interested in Jubilee Week
The Milwaukee trade is deeply interested in
the plans for the Jubilee Convention of the Na-
tional Association of Music Merchants in June
at New York. Facts concerning this memorable
gathering were presented in person recently by
President M. V. DeForeest and his lieutenants,
Alex McDonald and Charles Jacob, who made
Milwaukee the second stop on their transconti-
nental booster tour. One of the main results of
the reception and luncheon tendered Mr. De-
Foreest and his fellow tourists by the Milwaukee
Association of Music Industries is that new life
has been injected into this organization and it is
going to be heard from oftener and more im-
pressively perhaps than in recent months.
The Boston Store conducted a special sale on
Pathe phonographs during the latter part of
February, which resulted in considerably in-
creased business in the phonograph department.
REPORTS MODERNOLA PROGRESS
Among recent visitors in New York City was
A. Ohlson, general manager of the Modernola
Co., of Johnstown, Pa., who made his head-
quarters while here at the offices of the
Modernola Sales Co., this city. Although Mr.
Ohlson's time was limited he accomplished much
in the several days he spent here and, together
with George Seiffert, president of the Modernola
Sales Co., visited a number of Modernola dealers
in the greater city. Mr. Ohlson reports that
orders are coming into the factory in a satisfac-
tory manner, and that many new dealers have
taken on the Modernola line in the past few
months. The new executives have rapidly taken
hold of the business affairs of the company and
substantial progress has already been accom-
plished towards making 1922 one of the biggest
years in the history of the organization.
The Black Swan Record Shop was recently
opened at 177 South Third street, Memphis,
Tenn., by Mrs. C. E. M.cKaim. Machines made
by the Pace Phonograph Corp., of New York,
are handled.
"WORK, FAITH AND COOPERATION"
Byron R. Forster Returns From Extended Trip
and Says Those Who Develop Business With
These Words as a Foundation Will Win Out
— Brilliantone Needles Sold in 121 Different
Countries — Interesting Chat on Conditions
Byron R. Forster, president of the Brilliantone
Steel Needle Co., returned to the headquarters of
the company in New York City during the early
part of the month after he had completed a
swing around the country which carried him as
far as the Pacific Coast. Mr. Forster called at
various important trade centers such as Chi-
cago, Milwaukee, Minneapolis, St. Paul, Kansas
City, Denver, Salt Lake City, Spokane, Seattle,
Portland and Los Angeles. Returning, Mr.
Forster visited the large cities throughout the
South.
In Los Angeles he found that business was
booming. Mr. Forster found good business being
done everywhere, although with the exception of
Los Angeles there was no decided rush. Busi-
ness was not only good but steadily improving
and everybody was entirely optimistic over fu-
ture conditions.
In commenting on the trip, Mr. Forster said:
"Business is good, but, of course, the dealer that
goes most energetically after business is the one
that is achieving the greatest results. One of
the brightest outlooks for the future is that
everybody is hard at work developing business.
It is universally realized that the war is over
and that it is necessary to work to get results.
The days of order-taking are past and many
dealers are finding that salesmen who were excel-
lent order-takers cannot sell goods at the pres-
ent time. There are three important words, the
adherence to which on the part of everyone will
put over business during the coming year, and
they are: work, faith and co-operation."
The Brilliantone Steel Needle Co. recently con-
summated an important deal whereby Brillian-
tone steel needles are now being soid in 121
different countries. This deal has been in the
mind of Mr. Forster for the past three years
and its recent consummation is a tribute to Mr.
Forster's executive ability. The contract will
run over three years and immediately 400 sales-
men in these various countries will sell Bril-
liantone steel needles.
The most successful salesmen are those who
refuse to give up a prospect as a "hopeless case"
and who have the persistence to keep hammer-
ing away.
Topham's Record Cases
are the Original and Standard
made from select lumber, covered
with a genuine book cloth, imita-
tion of seal grain leather. Metal
trimmings, corners, lock bolts, lock
and handle.
Index cards for fifty records and
printed list in lid.
Two sizes, 10 and 12 inches.
Cases for any purpose.
Write for New Prices
TOPHAM'S FACTORIES
80 L STREET, N. E. WASHINGTON, D. C.
100
THE TALKING MACHINE WORLD
March 15, 1922
YOU CANT GO WRONG
v/ith An/feist song " h
H. A. BRENNAN ENTERS NEW FIELD
Popular Talking Machine Man Appointed Sales
Manager of Loyd Wireless Telephone Corp. —
Company Represents "Firco" Products Made
by John Firth & Co. — Important Sales Plans
to Be Announced at a Very Early Date
Herbert A. Brennan, recently Victor sales man-
ager of the Rudolph Wurlitzer Co., New York,
and formerly connected with the Victor Talking
Machine Co., has been appointed sales manager
Herbert A. Brennan
of the Loyd Wireless Telephone Corp., 709 Sixth
avenue, New York. Mr. Brennan assumed his
new duties on March 6, and his general plans
for the development of his sales organization will
be announced shortly.
The Loyd Wireless Telephone Corp. is the
sales representative for John Firth & Co., New
York, manufacturer of "Firco" products, which
are internationally known. John Firth, president
of this company, has been associated with the
wireless telephone field for twenty years, and has
executed orders for practically all of the leading
countries of the world. John Firth & Co.,
through their extensive experience with Govern-
ment work, have always made apparatus comply-
ing with the most rigid government inspection,
and among the patents controlled by the com-
pany are the following: Seibt German patents;
Kolster Decremeter; telephone plugs; loud speak-
ing attachments; transformers; telephone con-
nectors, etc.
The Loyd Wireless Telephone Corp., as sales
representative for John Firth & Co., will carry a
complete line of wireless telephone outfits and
apparatus. Practically every type and descrip-
tion of wireless telephone product is included in
the Firth line, and the phenomenal progress made
in wireless telephony the past year practically
insures the success of the Lovd Wireless Tele-
phone Corp's sales and merchandising activities.
Herbert A. Brennan, who is popular through-
out the talking machine trade, has been identified
with this industry for many years, occupying im-
portant sales and executive posts. He is thor-
oughly familiar with every phase of the retail
field, and his intimate knowledge of the dealers'
requirements will enable him to co-operate with
the trade to splendid advantage in developing the
sales possibilities of the wireless telephone in
the talking machine industry. Mr. Brennan is
keenly enthusiastic regarding his new work, espe-
cially as wireless telephone outfits merchandised
by the Loyd Wireless Telephone Corp. embody
the most advanced principles of wireless tele-
phone construction. He is planning to offer
talking machine dealers maximum service and
co-operation in the introduction of the wireless
telephone to their patrons, and Mr. Brennan's
sales organization will make a specialty of ren-
dering practical and informative service to the
Victor merchants.
W. E. Simler and P. A. Wilkinson, who are
president and vice-president, respectively, of the
Loyd Wireless Telephone Corp., are well known
H. N. McMenimen
Consulting Engineer
Announces that a client has just
perfected an
IMPROVED
AUTOMATIC
PRESS
that will make from two to three
records per minute, and which
will eliminate all the bad fea-
tures of the modern automatic
press.
It will not only increase produc-
tion, but will cut down pressing
rejections and the overhead
while the presses are idle.
For Further Details
'Phone or W rite
Laboratory:
Scotch Plains, N. J.
Tel. Fanwood 1438
Offices:
2 Rector Street, New York
Tel. Rector 1484
in the advertising and sales fields. They will de-
vote a considerable part of their time to the de-
velopment of dealer promotion plans that may be
used to practical advantage by the dealers han-
dling "Firco" products.
ME(H;MA.N SI EWART ANNOUNCEMENT
New York Importer States that Effective Janu-
ary 1 It Is Sole and Exclusive Distributor for
Homokord Records
The Hegeman-Stewart Corp., the well-known
importer of New York City, is announcing to
the trade that it is now the sole and exclusive
distributor in the United States for the Homo-
kord record, manufactured in Germany, where it
is well known. The record has been handled
in this country during the past year by a number
of dealers.
"After extended negotiations with the Homo-
kord Co., of Berlin," officials of the Hegeman-
Stewart Co. stated, "we have secured the sole
rights to import and sell these records in this
country. This contract has been duly ratified
by both companies and is effective as of January
1, 1922, and in consequence, all Homokord rec-
ords imported in this country from now on will
be distributed by us solely.
"The catalog of these records comprises selec-
tions in all foreign languages, and offers a diver-
sified field of sales activities to the dealer who
carries them in stock. It is planned to offer the
dealer a new and varied list of numbers each
month, so that in a short time selections im-
ported will comprise the complete Homokord
catalog. Plans are now under way for an ex-
tensive publicity campaign, designed to intro-
duce the record in all parts of the country."
The company states it has appointed several
agents to handle the record in their respective
territories, and Homokord records will be placed
in talking machine stores all through the coun-
try in due course.
WANTED SOME SUITABLE MUSIC
Portland, Ore., March 4. — Emma Reynolds, of
the Hyatt Talking Machine Co., tells The Talk-
ing Machine World correspondent some good
ones, but this one I believe is hard to beat: A
little pompous and dignified man entered the
store the other day and asked to hear some rec-
ords. Miss Reynolds asked him if he would like
to hear any special record and he said: "Some
people like this jazz stuff, but I'm not that kind.
My mother-in-law is lying at the point of death
and I want a record suitable for the occasion."
He then asked to hear "Let the Lower Lights Be
Burning."
SALES CAMPAIGN NETS RESULTS
Bangor, Me., March 2. — Libby-Skinner Co., of
this city, has built up an excellent business in
Pathe products. A large number of phonographs
was disposed of during a recent sale conducted
by this concern.
March 15, 1922
THE TALKING MACHINE WORLD
101
Will this be a Red Ink or a Black
Ink Year for You ?
Style No. 11
Queen Anne Console
$225
Burl Walnut, $250
Style No. 10
Simplified Adam Console, $195
Style No. 8
Simplified Sheraton Console
$145
Right now you are laying the founda-
tion for a good or a bad year's business.
Is your present line moving satisfac-
torily?
Have you made the profit you should
have made and are you absolutely con-
vinced that, with the lines you now
handle, this will be a black ink year?
If you have any doubt, now is the time
to take on a line that will give you a
better chance to make more sales, quicker
sales and an attractive profit with a
smaller investment. This is exactly what
the Jewett line will mean to you.
Highest Quality — Amazing Value
Compare the Jewett for tone quality,
with any line you choose. Anyone who
knows phonographs will quickly agree
that for clearness, sweetness and faithful-
ness of reproduction the jewett is not
surpassed by any instrument on the mar-
ket. And every Jewett phonograph is a
matchless specimen of artistic cabinet
work.
You have never seen a line that combines these three
essentials — tone quality, beauty of design and exquisite
cabinet work — and still retails at such remarkably low
prices as the Jewett.
Financing and Advertising Cooperation
The Jewett policy is to give complete sales, advertising
and financing service. We take a firm stand against
"loading up" and will help you build a permanent, profit-
able business.
Besides the six styles shown^here the Jewett
line includes two new models which will shortly
be ready for the trade. One is a William and
Mary console to retail around $170, the other an
upright listed at less than $100.
JEWETT PHONOGRAPH CO.
General Sales Offices: 9th Floor Penobscot Bldg.
DETROIT
mini
Style No. 7
$175
fillltil
EWBTT
PH ONOGRAPHS
>1
THE TALKING MACHINE WORLD
March 15, 1922
Van Veen Equipment at Pre- War Prices
Why buy inferior and unserviceable equipment when you must have real hearing
rooms to properly demonstrate your talking machines and records?
Van Veen hearing rooms efficiently serve the purpose for
which they are built: — to isolate sound; and they cannot
be equaled at any price; that is what we call cheap.
Buying worthless imitations is throwing money away.
"Hearing Rooms, Record Racks" and general equipment built the "Van Veen" way
for musical merchandising.
Write for Catalogue or Traveling Representative
VAN VEEN & COMPANY
Principal Offices
Factory and Warerooms
47-49 West 34th Street 413-417 East 109th Street
New York City
AN UNUSUAL RECORDING FEAT
Newark Recording Laboratory Records and
Presses Message of President Shallcross to
14,000 Agents of Four Insurance Concerns
The Newark Recording Laboratory, of 15 West
Park street, Newark, N. J., the company organ-
ized by G. Howlett Davis for the purpose of mak-
ing records for all purposes, recently completed
a very unique order, that of recording the per-
sonal message of C. H. Shallcross, from which
C. F. Shallcross at the Newark Recording Laboratory
were pressed 14,000 records which were sent to
the agents of the four following companies, of
which Mr. Shallcross is president: North British
Mercantile Insurance Co., Pennsylvania Fire In-
surance Co., Mercantile Insurance Co. of Amer-
ica and The Commonwealth Insurance Co. of
New York.
Speaking of this unique way of sending a per-
sonal message to his agents, Mr. Shallcross said:
"The experimental packages we mailed first
evoked the most enthusiastic responses. The
novelty of the affair was one point, the perma-
nent advertising value was a second point, and
the 'repeats' through the recipients — business
acquaintances, neighbors and friends — also tre-
mendously increased the scope of this advertising
scheme.
"The newspaper men who have learned of this
enterprise declare that it sets the pace not only
for this line of business but for all lines. The
printed message is read, forgotten and thrown
away. The oral mes-
sage is new and is
imperishable, for no-
body will throw
away a good phono-
graph record. Some
day, if you care to
see some of the very
enthusiastic re-
sponses, I shall be
glad to show them
to you over the
luncheon or dinner
table here in New
York.
"Of course, you
know without my
saying so that the
splendid co-opera-
tion, the prompt de-
liveries and the great
personal interest you
have shown in this
matter are thoroughly appreciated. No one
could have been more courteous, helpful and
energetic than your good selves."
NEW "MADERITE" DISTRIBUTOR
Louis A. Schwarz to Introduce Brans & Sons'
Products in East — Introduce Novel Addition
A. Bruns & Sons, manufacturers of the Bruns
"Maderite" one-man cover for talking machines
in Brooklyn, report that business with them is
showing a normal demand, with the distribution
of their covers countrywide. Many new whole-
sale houses have recently taken on this popular
cover, and in consequence it is being widely dis-
tributed to dealers, who are finding its distinc-
tive features of construction a great help in the
delivery of machines. Particularly useful is the
one-man feature, as the delivery can be made
with ease by any one person.
One of the new distributors to take on this
line is Louis A. Schwarz, of New York, who is
planning to introduce it to the entire trade in
the East, which he has sold for many years as
a wholesaler of talking machine accessories.
This month Bruns & Sons will announce to
the trade a new and novel addition to their line,
which is expected to fill a long-felt want. This
cover is to be made so that the machine can be
played without removing the cover, a feature
that also will be found useful in the portable
type machines. It will not only allow the ma-
chine to be used at any time, but will provide
a permanent protection. The first of these new
covers is being delivered to a manufacturer of a
well-known portable machine, who states that
the trade is receiving it very enthusiastically, as
it offers an outfit that covers all requirements.
"TALKER" AIDS HARVARD CREW
MOTORS
Double spring, plays three 10-inch
records without rewinding. Nickel
plated, worm drive. Complete with all
accessories. Sample $3.25. Special
prices in quantity lots. Motor suitable
for portable machine.
Pleasing Sound Phonograph Co.
Manufacturers — Jobbers
204 East 113th St., New York City
Jobbing Territory Open
Cambridge, Mass., March 7. — Harvard crews are
learning to row to the tunes of records played
on a talking machine, which has been installed
in the rowing machine room of the Newall boat-
house. The results were fairly successful. Men
with a keen ear for music have the advantage of
those who have not. The experiment has proved
the value of the talking machine as an aid to
unity and rhythm in the stroke of the oarsmen,
and in this way helped the efforts of the "stroke."
BOYER HELPS IN CARUSO WEEK
Elkhart, Ind., March 6. — The James F. Boyer
Music House, of this city, took advantage of
the recent Caruso Week by featuring Caruso
and Victor records in its window and adver-
tising. A large picture of the deceased tenor
was the center -of attraction and Victor records
made by him formed part of the exhibit.
INSTALL SEABROOK CONCERT GRANDE
Kalamazoo, Mich., March 4. — The Majestic The-
atre, of this city, has installed a Seabrook con-
cert grande and is collaborating with local talk-
ing machine merchants in the sale of records.
RECORD MANUFACTURERS
Who give close attention to the quality of their raw materials are our best customers. Are you one of them?
QUALITY— COTTON FLOCKS-SERVICE
CLAREMONT WASTE MFG CO. CLAREMONT. N. H.
March 15, 1922
THE TALKING MACHINE WORLD
103
SA N FRA NCISCO
Fair Demand for Records — Machines. Move Slowly — Dealers Honor
Caruso — Charles Mauzy Joins the Emporium — News of the Month
San Francisco, Cal., March 6. — The shortest
month in the year, which just ended, bids fair
to be the shortest also in sales volume, as far
as the talking machine trade here is concerned,
but for all that the general trend of business is
far from discouraging. Inclement weather and
a great deal of sickness naturally curtailed re-
tail activity. Still the volume of record sales
has been fair. It requires expert salesmanship
to sell machines these days. The people do not
respond to reduced prices the way one would
expect, but that is hardly strange in view of
the contortions pricing has gone through in re-
cent years. "The customer does not under-
stand prices," remarked one of the leading
dealers of San Francisco. "Nor does he under-
stand values. If he understood values he would
be attracted by the prices we are making on
high-class merchandise. What we need to do is
to educate the public to the necessity of be-
lieving what we say, and the only chance of
accomplishing this is to tell the truth. When
the people learn to have more respect for ad-
vertising statements we may look for more re-
sponse to advertising. It is folly to create a
desire for an article by attractive publicity work
and then nullify this by inconsistent or mislead-
ing prices."
Dealers Honor Caruso
Caruso Memorial Week was a great success.
The talking machine dealers of the State co-
operated in doing honor to the great singer
whose records have so long been among the best
sellers of the trade. The new record, "Messe
Solennelle — Crucifixus," by Caruso, which has
just been released by the Victor Co., is truly
appropriate at this time, the forty-ninth anni-
versary of Caruso's birth.
Victor Herbert a Visitor
The celebrated composer, Victor Herbert, is
the guest conductor this week at the California
Theatre. At the grand concert on Sunday morn-
ing he led the orchestra in playing one of his
own compositions, and thus lovers of good
music had the opportunity of comparing the
Herbert records with the personal conducting
of the composer.
The music of the new Victor record,
"Smilin'," is by Krausgrill, the leader of the or-
chestra of the Strand Theatre, of San Fran-
cisco. This fox-trot number is making a strong
appeal here.
Charles Mauzy Joins the Emporium
Charles Mauzy, son of Byron Mauzy, has ac-
cepted the position of manager of the talking
machine department of The Emporium. Charles
Mauzy was long the manager of the talking
machine department of his father's store be-
fore it was sold to the Rudolph Wurlitzer Co.
Addison Clark in New Business
Addison Clark, manager of the sales promo-
tion department of the San Francisco office of
Thomas A. Edison. Inc., has severed his con-
nection with the company to accept a position
with the Southern Electrical Co.. of San Diego.
A. C. Ireton, Pacific Coast manager of Edi-
son Co., is back at his desk in San Fran-
cisco after a visit to the headquarters in the
East.
Wiley B. Allen Co. Optimistic
The Wiley B. Allen Co. looks for a revival
of interest in talking machine merchandise as
the Spring season advances. The interior
branches of the company report prospects good
in view of the favorable conditions in the ag-
ricultural districts.
Kohler & Chase Busy
Kohler & Chase have suffered no slump in
the demand for Okeh records and Burnham
machines. The wholesale end is enjoying grati-
fying success up and down the line.
Iverson Stock Damaged by Fire
The Iverson Phonograph Co., of Oakland,
suffered a severe loss two weeks ago as the re-
sult of a fire in the building. The damage by
water to records and other merchandise was
great, though fortunately the fire was con-
trolled before it reached the phonograph shop.
Business is continuing as usual.
Improvement at Oakland Phonograph Co.
The Oakland Phonograph Co., Oakland, is
having the entire establishment elaborately re-
modeled in order to better provide for handling
the growing business. Among the improve-
ments is a large concert and display room. The
Victor and Edison lines are featured.
Hanson Music Co. Making Good
The Hanson Music Co. has built up a flour-
ishing phonograph department in the few
months since the business was moved to its
■^resent location on Powell street. The man-
ager of the phonograph department is O. M.
Smith. Sonora phonographs and Vocalion rec-
ords are handled with gratifying success.
Men Entertain Ladies of Hauschildt Co
The ladies of the Oakland store of the Haus-
childt Music Co. were the guests of the men
employes at a roast pork dinner last month and
the affair was one of the MTiost pleasant of the
numerous parties held by the Hauschildt forces.
The dinner was given in the charming home of
Mrs. Cushman, who is one of the Oakland staff.
Clark Wise Comments on Business
Clark Wise, San Francisco, says the sale of
records shows some improvement since the re-
cent reductions, but that the general demand
for machines is hard to size up. He says the
slack business during February is largely due to
the psychological effect of the cry of hard times.
The people are not buying in proportion to their
ability to buy, at least in San Francisco, but
are deliberately exercising unusual economy for
fear of future poverty.
Student of Sales and Advertising
L. H. Bushnell, manager of the talking ma-
chine department of the John Breuner Co., Oak-
land, is a keen student of modern sales and
advertising methods, and his department shows
results in keeping with his progressive policies.
He assumes that the salesman still has a re-
sponsibility to the customer after the sale and the
writer believes he is right.
News Brieflets
Morley Somers, manager of the Sonora Phono-
graph Shop, has returned from his business
trip in the North. He is decidedly optimistic
in regard to the business outlook.
Billy Morton, manager of the retail talking
machine department of Sherman, Clay & Co.,
took a little trip down the San Joaquin Valley
this month and found the trade unshaken in
optimism in spite of temporary dullness.
Andrew McCarthy, of Sherman, Clay & Co.,
was in southern California a few days last week
and he says the wholesale demand for Victor
merchandise is lively.
WILL HANDLE STRAJND LINE
New Orleans, La., March 6. — It was announced
recently that a deal had been closed by the
Maison Blanche store in this city, whereby it
will handle the Strand line of phonographs, made
by the Manufacturers Phonograph Co., New
York. A good-sized shipment is now en route
to New Orleans, and the line will be featured
by the store aggressively.
The Arcaro Phonograph Co., 918 Wylie ave-
nue. Pittsburgh, Pa., was slightly damaged by
fire recently.
THE PORTABLE
CHARMAPHONE
A SENSATIONAL
VALUE
RETAILS $35.00
YOUR
BEST SELLER
FOR
1922
Height: 13^4 inches
Depth: 21 inches
Width: 18 inches
Weight: 15 lbs.
Double Spring Motor.
Cast iron frame. Smooth
and noiseless. Plays 3
records. Finest Tone-
arm. Nickel-plated
throughout.
GET IN ON THIS BIG
PROFIT-MAKER
Send for Sample and Catalog
CHARMAPHONE
COMPANY
39 West 32nd Street
New York City
104
THE TALKING MACHINE WORLD
March 15, 1922
AUTOMATIC PHONOGRAPH
"PLAYS TEN RECORDS CONTINUOUSLY"
"EXSSA °®0§>ST enables you to place ten records at one time in
the machine, press a button, sit down and enjoy a musical program
of your own selection without any interruption.
"0(S(5A°®flI>(^ will also play a series of ten records, or any less
number, continuously, which makes it a very desirable machine, when
continuous music is desired. Ideal
for Dancing, Entertaining and Dinner
Parties.
IS MORE
SIMPLE TO OPERATE
THAN THE ORDINARY
TYPE OF PHONOGRAPH
The "Deca-Disc" Phonograph is the
first practical machine of this kind
ever made for home use.
The simplicity of its mechanical con-
struction, together with the rich qual-
ity of tone, has made a tremendous
appeal to the public.
NOTE— We also build a Nickel-in-the-Slot
Machine. Send for Circular of Model E.
MANUFACTURED BY
DECA-DISC PHONOGRAPH CO.
HANOVER, PENNA.
March 15, 1922
THE TALKING MACHINE WORLD
105
NEW ORLEANS
Trade Has Been Somewhat Uneven — Maison Blanche Puts Over Big
Sale — Dealers and Jobbers Very Optimistic Over March Outlook
New Orleans, La., March 6. — With one excep-
tion, a summary of the interviews of the talking
machine dealers of the city brings out the fact
that trade for the past month has been somewhat
uneven. The bigger stores have fared better than
the smaller ones, but from their point of view the
month was, as expressed by one of the sales
managers, "spotted" — that is, certain days were
very good, while other days hardly justified keep-
ing open the store. They consoled themselves,
however, with the fact that it was not an indica-
tion of a decreased interest in music, but that
their experiences were common in other lines as
well. The five-and-ten-cent store and the milli-
nery and dry goods stores experienced the same
condition.
As analyzed by the far-seeing members of the
trade, the present situation represents but a tem-
porary reaction in business — a dip — from which
the Spring will see the music trade emerged and
thriving.
Buy Cheap Machines and Exchange for Better
The exception spoken of is Maison Blanche.
A phenomenal sale of nondescript cabinet talking
machines has been enjoyed here. In three days
a carload of these machines was disposed of,
"and these are orders which we had left over,"
said J. D. Moore, holding up a handful of orders
which represented sales made before they had
time to check up.
"It was the biggest thing of its kind we have
ever handled and we are still filling those orders.
People came in from the country just to get one
of these cabinet machines, which we were offer-
ing for $49.75, $69.75 and $79.75."-
The sale which took place in the early part of
February was originally planned to run ten days,
but with a full page of advertising the first day
and a half page the second day the trick was
turned in three days.
In addition to that, there were eighteen cabinet
Victrolas sold on the first day to those who had
come to buy cheaper machines.
Since the sale a number of the buyers have re-
turned and traded in their machines for Victrolas
and Brunswicks. Record sales have increased
with the growing number of talking machine
owners. However, no records were included in
the sale offer.
About the only thing in addition to the sale
that has happened at Maison Blanche was the
resignation of Miss Frances Johnson, one of the
old standbys of the department.
Werlein Manager Plans Big Month
Sales Manager Powell, over at the house of
Philip Werlein, Ltd., may not be a Christian
Scientist, but he has all the qualifications. He
believes that March is going to be an exceptional
month for him and on the first day of the month
he started out to make it true. For him the
month of February has had some very good days,
but as a whole he was not satisfied with his show-
ing and is determined to head the list for March.
Mr. Powell reports the sale of two period
model Victrolas to two of the city's most promi-
nent families. One of the machines was a Gothic
and the other was a William and Mary style.
Mr. Powell has lost the services of Miss M.
Pavone and has added to the force Mrs. Gladys
S. Britton, who has had a number of years of
experience in the Victrola line.
Big Record Sale at Grunewald's
R. A. Young, sales manager for Grunewald,
says he is getting his share of the business. "I
have heard more talk of hard times on the outside
than I have heard here in the department," said
Mr. Young. "While the machine sales have fallen
off a bit we have had a phenomenal record busi-
ness during the month and we look for improve-
ment in the Spring in all lines. Our Rampart
street store reports a nice business, but reports
from our branch in Jackson, Miss., show busi-
ness in that section to be rather tight."
Dugan Co. to Feature Caruso Records
Mrs. Trembley, at the Dugan Piano Co., says
that the month ended with an excellent business.
In the last days of the month a Starr Style 17
was among the many cabinet machines sold.
Records also were big sellers. Dugan's is pre-
paring to feature Caruso records in connection
with the Caruso American Memorial Foundation
drive which will begin March 22.
Celebrated Artists to Be Heard
Two famous Victor artists will be in New Or-
leans in the near future. They are Galli-Curci
and Erika Morini, the seventeen-year-old vio-
linist, who has scored so big in New York.
A True Dog Story
Mrs. Trembley tells an interesting trade story
about a lady who wanted to get a Victrola for
her little girl as a birthday present. The little
girl also wanted a bulldog. So the mother rang
up and said that the daughter wanted a bulldog
and it was not possible to get both, so she would
not buy the Victrola. Mrs. Trembley told her
that it would be possible for the daughter to have
both — that Dugan Co. would send her one of the
Penn souvenir dogs which listens to its master's
voice, but that there was no "bull" in him. Mrs.
Trembley is now featuring the "Bow-wow Blues,"
which has all the earmarks of a pedigree number.
VISITS THE CHICAGO FACTORY
Max Willinger, president of the New York
Album 8? Card Co., of New York and Chicago,
visited the Chicago factory during the early part
of the month. Mr. Willinger reports that the
demand for albums is continuing in a satisfac-
tory manner. The album and shelf outfits for
the Victrola No. 80 are also much in favor with
discriminating buyers.
m
EM
SUED
Insist on the
ORIGINAL
Trade Mark
S
HALL
FIBRE
NEEDLES
Insist on the
ORIGINAL
Trade Mark
Trade Mark Registered
A Necessity — Not an Accessory
The Hall Fibre Needle is today a part and parcel of the Talking Machine and
Phonograph.
Its place among needles is unique, in that its specific performance is different
and quite separate and apart from any other.
The Hall Fibre Needle has no competition. It is in a class of its own.
It has never failed to repay the dealer, in terms of increased profits and prestige,
for all efforts expended in familiarizing his customers with its many advantages.
IT PAYS TO PUSH HALL FIBRE NEEDLES
HALL MANUFACTURING CO.
Chicago, 111.
Successors to B & H Fibre Mfg. Co
33-35 West Kinzie St.
Tm
106
THE TALKING MACHINE WORLD
March 15, 1922
«t little Fillers
andfen IiideToes
•Jinf nn wrnnn
'oucan'fqo wrong
'wmawjeisCsotg" Jb± PedCfl OX d SOHgff
ASK TO HEAR IT!
GREAT PLANT WHERE STRAND PHONOGRAPHS ARE MADE
Immense Establishment Located at Salem, Ind., Has an Output of Three Hundred Instruments Per
Day — Maximum Service in Way of Shipping — Equipment Most Modern and of the Best
The accompanying illustration will give some
idea of the magnitude of the plant that is manu-
facturing Strand instruments. It is said that
this factory is the third largest plant in the
country devoted exclusively to the production
of talking machine cabinets. The Strand fac-
The equipment of the plant is noteworthy for
its efficiency, for from the first glance at the
system of putting all the lumber through all the
preliminary processes without any handling off
the trucks one cannot escape the evidences of
modern time-saving methods. It is a phono-
by all the other pieces of wood that combine
to make a unit, and the same smooth progress
holds true right along to the sound-proof test-
ing room, which every Strand instrument passes
through before it is placed in the shipping case.
Geo. W. Lyle, president of the Manufacturers'
Phonograph Co., maker of the Strand phono-
graph, describes the factory aptly when he states,
"the overhead due to imperfect packing and
shipping would show up days, weeks and even
months afterward in shipping expenses, re-
Plant Devoted Exclusively to Production of Strand Phonographs at Salem, Ind.
tory is located at Salem, Ind., and aside from
its manufacturing perfection, it is afforded max-
imum service in the way of transportation and
shipping, as it is located on a railroad siding.
The factory, devoted exclusively to the making of
Strand phonographs, has a capacity of 300 daily.
graph cabinet factory, was built for phonograph
manufacture and never used for any other pur-
pose. Every separate piece of wood goes
through its appointed process smoothly and in
perfect order. At the exactly calculated time
and at the correctly blueprinted spot it is joined
packing expense, repairing expense and in the
much more costly loss of dealers' good will.
That's a kind of 'hang over' overhead which we
have eliminated, and is one of the reasons for
our ability to offer Strand dealers an exceptional
sales proposition."
AN INGENIOUS FILING DEVICE
Duplex Record File Corp. Introducing a New
System of Filing That Has Won Much Praise
The Duplex Record File Corp., New York, is
introducing to the trade this month a compact
and ingenious filing device embodying several
features entirely new. It is designed not only
to be used in record albums, but can be adopted
and installed in any talking machine as a per-
manent equipment. The album, the company
states, is being manufactured in a ten-inch size
and is capable of holding twenty records. This
feature of compactness is a patented one with
this company and is the result of many years
of experience and experiment on the part of
H. Weidle, who has made a careful study of
this particular field for some years past. He
stated that "heretofore much attention has been
given to every other development of the talking
machine equipment and that for some reason
filing systems have been more or less neglected.
Consequently no great change in construction
has been introduced in the trade for a long time
past. The thought of this device was the result
of lack of space for filing records in my own
home, and I worked out the present scheme so
as to enable me to file twice as many records
in the space available in the present talking
machine." He stated further that this was a
typical case of the average talking machine
owner and for that reason he believes the Duplex
record file will meet with favor from talking
machine owners everywhere.
A very clever way has been devised for open-
ing the album to procure the records, in that
both sides of the album open up as a book,
leaving the record exposed where it can be
easily available. A place has been left on the
nside covers for indexing the records, which
s in plain view and easily read when the album
s open.
Arthur Kopp, general sales manager, is very
enthusiastic about the possibilities of this new
album, and it is his idea that it will not only
prove a desirable sales asset, but will increase
interest in the sale of new records.
TONE ARMS and REPRODUCERS
Various Styles and Designs to
Meet Every Requirement
Prices $2.50 to $6.00
Samples on Request
Triangle Phono Parts Co.
722 Atlantic Ave. Brooklyn, N. Y.
Telephone Sterling 1120
MOTORS
(Swiss)
DOUBLE SPRING
Suitable for Portable Phonographs
Stock On Hand, Ready For Delivery
Sample $3.75 — Write for One
MERM0D & CO., 874 rYadway
March is, 1922 THE TALKING MACHINE WORLD 107
108
THE TALKING MACHINE WORI.D
March 15, 1922
m
a
O
tf ¥1
The Tribe
of Truthful
James
Western Division of The World, Chicago, III., March 10, 1922
Us talking machine men, as we might say, are getting to be
truthful and conscientious critters. Truthful James is our name.
There was a time when no retail man would ever
acknowledge that it was his own fault if business
was bad. It was always the fault of General Con-
ditions, General Apathy or one of the other com-
manding officers of the army of Evil. But we have been noticing
lately a tendency among our friends in this part of the world to
observe that those who during recent months have been frightened
into making strenuous efforts to keep their vessels of business from
the rocks have usually been successful. From which it follows that
when a man's business is bad he may justly suppose the primary
fault to be with himself. It took our retailers a long time to sense
out this truth, but really it looks as if most of them by now had
come to the correct conclusion. That being so, we may fairly
anticipate improvement all along the line. Of course, it will not be
a matter of any sudden up-turn. Matters do not work out so
quickly as that. But the point is that just so soon as men in industry
generally, or in any specific industry, cease looking outward exclu-
sively and begin also to look inward for the springs and causes of
prosperity, there is organized forthwith a mental attitude which
enables those who adopt it to face facts squarely and see them in
their true light. When this happens, when the cloud of fear has
been brushed away, the least pleasant facts take on a less deadly
aspect. Then, indeed, we may say that we know the worst and can
begin to take care of it. Then, too, we may rightly say that we
are organizing our own future.
Welcome
to
Peorians
Some persons who live in the East are prone to believe that the terms
Chicago and Illinois are in reality identical. This would be a strange
and dangerous doctrine to preach in the hearing
of an Illinois downstater, for the preacher would
at once be informed that Chicago is merely the
wart, as it were, on the nose of the State of Illinois,
where said State looks out over the blue waters of Lake Michigan
towards the rising sun. Your downstater Illinoisian is some little
local patriot when it comes to putting Chicago in its place. Which
introductory remarks may serve as a curtain-raiser to the new Central
Illinois Victor Dealers' Association, which has just been formed
at Peoria and which is referred to elsewhere. The C. I. V. D. A.
arose as the direct result of the convention held by the Putnam-
Page Co., the eminent Victor wholesaler, in its home city during the
last days of February. The move is a good move. The talking
machine business has brought itself to a point where the merchan-
dising policy to be adopted by the retail trade becomes a matter of
essential importance. We are past the toy stage, past the novelty
stage. We are at the musical instrument stage. That means that
we need, and must have, sound thinking and a sound merchandising
policy. To the formation of such policies and to the success of
such thinking associations in the retail trade are, in these wide-scat-
tered days, quite essential. Without them the trade would stagnate.
Welcome, C. I. V. D. A.!
As these words are written the attention of Chicago is concentrated
upon the meeting of the National Educational Association, which
has brought some eight thousand men and women
to Chicago, men and women who represent the
'best practical thought in the country on every mat-
ter which relates to education in all its branches.
"Settin'
'Em
Up"
We have superintendents, teachers, supervisors of every kind. Many
of them are taking advantage of their opportunity to visit the special
educational exhibits which are, as we write, being made at the Leiter
Stores Building, once the home of the Siegel-Cooper store. All
sorts of school equipment are on display and not the least interesting
of the exhibits are made by the Victor Talking Machine Co. and
the Columbia Graphophone Co. This is no place to make any
description or even to give any hint of the vast^Variety of the prac-
tical applications of the talking machine aiijl rtfconls to educational
purposes which are set forth in these interesting and fascinating
exhibits. But one novelty calls for special attention here. We say
"novelty" because we think this is the first time it has been seen
at an N. E. A. exhibit. This is the display of Walter Camp's Health
Builder records, which, as. readers know, give verbal commands and
instructions, with music for setting-up exercises to be gone through
at home. The demonstration was one of the nicest things we have
seen yet, and it surely interested the school folks, who were around
in crowds all the time. Here is another entry for the talking machine
in the schools. May there be many more of them!
Speaking of records, we feel it a good time to express our sympathy
with the unfortunate gentlemen who have to choose the titles which
are to be recorded each month. The immense
amount of music, chiefly ephemeral, which is pub-
lished every week, and which competes with a pre-
viously existing much larger mass of all kinds and
Science
vs.
"Plugging'
sorts, from the best to the worst, presents to the persons charged
with selecting a task of appalling magnitude and uncertainty. It is
wonderful that so few mistakes are made. But at the same time the
task is rendered far more uncertain than it otherwise might be, by
the entire absence of reliable statistics. Now we should like to make
a suggestion at this point. We think there is no real reason why
statistics should not be collected concerning the styles, quantities, sales
figures, etc., of published music, old and new. Sheet music pub-
lishers, those who control standard editions, retail merchants and
others are alike interested in any information which might lead them
better to gauge public taste in its periodic trends towards one ex-
treme or the other. As things stand there is no way of foretelling
either the magnitude or the duration of any boom which appears to
be starting. Popular music publishing in consequence is largely a
matter of forcing certain numbers by various costly and uncertain
methods of "plugging" and "boosting." It would be in every way
far more scientific, and consequently far better, to spend the same
amount of money in actually gathering accurate data as to public
demand. And the result of such effort, in relief to those who have
to select record lists, would be immeasurable. Of course, this is a
matter for trade co-operation. But then why have we a Music In-
dustries Giamber of Commerce if not for dealing with just such
questions as this, where the need is for inter-trade co-operation ?
One thing, at any rate, is sure : the present hit-or-miss method of
selecting numbers for recording (and the same applies, of course, to
the kindred music roll) is uncertain, expensive, unscientific and
wasteful. Much money is lost through wrong guessing and conse-
quent production of numbers which do not sell. Why not begin to
investigate the entire question scientifically ? No one will be harmed,
everyone will be benefited.
If O. M. Caward, ex-preacher and present manufacturer, is to be
believed, one old hardware merchant in a small down-state Illinois
*4own at least knows what has been the matter with
his business. The story is too good to keep, and
we pass it on from Brother Caward to our mid-
West readers with much joy. It seems that our
friend was going through his territory calling on the merchants to
whom he sells and inquiring of them why they were buying slackly.
One old chap paused before he answered, and then, shifting his
quid, spat across the floor and drawled : "Well, it may be this way
and it may be not, but I've noticed of late that of every ten folks who
come into my store to buy seven gets ouija boards to three that gets
washboards." Talking machine dealers might take a lesson from the
old hardware man and remember that, thc-axact trouble with most
of the people of the U. S. A. just at present is that they are wasting
too much time listening for sounds from the spirit world to tell them
when times will be better and not enough time getting out to sell
what they can
Boards:
Wash and
Ouija
March 15, 1922
THE TALKING MACHINE WORLD
109
rom
Oo
°urC^\CAGCYEMQumTEB^
^9 III ^^^^> REPUBLIC BLDG.,2Q5> SOUTH STATE ST TELEPHONE WABASH t.r42
EDWARD VAN HARLINGEN
WILLIAM BRAID WHITE
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., March 8. — The latter part of Feb-
ruary showed somewhat of a falling off in retail
business, but a marked revival was evident the
first week of March. This is true not only of
talking machine retailers, but of retailers in other
lines as well. Nevertheless, in our walks around
the city we have noticed one peculiarity, which is
that the music men seem to be the only mer-
chants who show a tendency toward depressive
psychosis. By that we mean that whenever there
is a little slump in business in general it affects
the talking machine business acutely. The talk-
ing machine retailers therein (not all of them,
but a good many) are always ready to throw up
their hands and exclaim that there is nothing left
for them to do but roll over and die. We recently
asked one merchant how business was. His
come-back was that he believed he would take
out an embalmer's license, as he thought there
would be more money in burying dead prospects
than in selling live ones. That aroused our
curiosity and we began questioning. It was not
long until we found out that he was not support-
ing himself locally, either by advertising or by
employing canvassers. We asked him how busi-
ness had been during the holidays and shortly
after, and he said that it had been very good.
He also admitted that while this business had
been good he had been doing some advertising
and canvassing as well. So it is plainly to be seen
that the same old story applies here as usual.
Two and two are four, and you cannot make
them five. A little further down the street we
came across a department store that makes a
specialty of furniture and talking machines. We
have been going into this store for a number of
years and know everybody from the proprietor to
the errand boy. We asked the manager how
business was and he said, 'We are doing fairly
well and managing to keep ourselves busy and to
show a profit." We looked around the store and
noticed that several of the salesmen were show-
ing customers the lines of furniture, and also
that about half the sales people were absent.
We remarked about this and asked the manager
if he had laid off the rest of his sales help. "No,
sir!" said he. "Each one of these salesmen has
his own little prospect list and when he is not in
the store selling one of these prospects some of
our goods he is out on the street telling them
what a nice new line we have in stock and in-
ducing them to come in. The way we work it
is like this: We have our regular canvassing
force to go out and break the ice and find out
who is in the market for our goods. After the
canvasser makes one or two calls a regular sales-
man goes out and applies some real sales methods
which, with very few exceptions, bring about the
desired results." So here again are our two and
two, making four.
So after making our rounds of the trade we
have again found that the fellows who are really
doing the business (and there are plenty of them
at that) are those who are going out after it,
while those who are hanging the crepe are letting
the "grass grow under their feet." When you
really get down to it, there is no reason why one
dealer should prosper and another starve in any
one locality. When one neighborhood shows two
dealers, of whom one is doing business while the
other is not, the cause is obvious, and upon in-
vestigation will turn out to be that the dealer
who is getting the business is really getting it as
a reward for good hard labor.
The manufacturers are still receiving many
inquiries and generally believe that just as soon
as the building operations get going every-
thing pertaining to business will start to pick up.
The nucleus of the labor situation is within the
Chicago territory, and up at the office where
building permits are issued the report comes out
that just as soon as this wage question is settled
Chicago will see a tremendous building boom.
Oldtimers in the business who have gone through
such periods in the past are commonly asserting
that when building activity has been at its height
no one could even ask for better business. From
the looks of things at present it is an almost
assured thing that building will start in a short
time in Chicago and spread all over the country.
Take on Victor
H. A. Moore, a copartner in the Palace Furni-
ture Co., Avilla, Ind., while in Chicago recently,
announced that his company has just opened a
new talking machine department. Victrolas and
Victor records are being handled exclusively and
Mr. Moore states that they are working to make
this new department one of the handsomest in
Indiana. Three hearing rooms have already
been equipped and presently plans will be drawn
for the purpose of adding several more. At
present they are working on their record bins,
some of which have already been completed.
When finished the capacity will be ten thousand
records. The company also plans to carry a
complete catalog of Victor records and Victor
Red Seal records.
Put on Memory Test
The Krause Furniture Co., of Cicero. 111., a
suburb of Chicago, has been conducting a music
(Continued on page 111)
JUST OUT
STERLING
BULLETIN
No. to
GET IT BY ALL MEANS
It tells the complete STERLING story and illustrates and de-
scribes the entire STERLING Line of Talking Machine Equip-
ment— with prices, etc.
The Sterling Reproducer with Edi-
son Attachment plays any and all
records. It is different from other
Edison attachments. It is the only
attachment that can be successfully
operated by the lever the same as
the Edison Reproducer.
The Sterling Reproducer with Edi-
son Attachment is designed for
giving perfect rendition of both hill
and dale and lateral cut records.
Famous for its clear, flexible, non-
metallic tone. Supplied also with
Victor or Columbia attachments.
Sterling Devices Company
Manufacturers of the No. 11 Sterling Non-infringing Tone Arm, the Sterling No. 31 Tone
Arm with Non-set Automatic Stop and the Sterling No. 41 Non-tapering Tone Arm
534 Lake Shore Drive
Chicago, Illinois
110
THE TALKING MACHINE WORLD
March 15, 1922
why Lyon & Healy
LYON & HEALY
Victrola Distributors
CHICAGO
March 15, 1922
THE TALKING MACHINE WORLD
111
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 109)
memory contest for school children for the past
three weeks. To date it has an enrollment of
nearly ten thousand school children residing in
Cicero and nearby towns. The first contest was
held in its store, but subsequent contests were
held evenings in the local school houses. The
school teachers of this vicinity are lending them-
selves to this work and the encouragement they
have given to their pupils has been a great help
in making the contests successful. The Krause
Co. handles the Victor line only, and many of
the ideas being utilized in these contests origi-
nated in the Victor educational department.
Glicks Incorporate
According to a report printed in a recent issue
of the Chicago Journal of Commerce, the Click
Talking Machine Shop has recently been in-
corporated for $100,000. The incorporators
named are George J. Glick, Sam Winikoff and
Graham Glick. The purpose of the incorpora-
tion is to manufacture and deal in musical in-
struments. The Glick Talking Machine shop is
located at 2100 West Division street and is one
of the most handsomely fitted up Victor retail
stores in the northwest division of Chicago.
The proprietors of this concern have spent a
considerable sum of money in remodeling and
decorating their place of business.
Change Company Name
The Wade Talking Machine Co. has changed
its name to the Wade-Twichell Co. Announce-
ment of the Wade Co.'s taking over the Twichell
interests was made in these columns last month.
The Twichell name is one of the oldest on Piano
Row and for years had represented some of the
best known pianos made in this country. About
the first of May the stocks of the original Wade -
and Twichell stores will be moved over to the
building where the Smith Piano Co. is located
at present. The entire building will be occupied
by the new company.
Add New Test Tables
The Fletcher-Wickes Co. has made quite a
number of new improvements about its plant
in the last thirty days. One thing it has done
was to install a number of test tables in the sound
box assembling department. The construction
of these tables embodies some new ideas, which
the heads of this firm believe to be entirely origi-
nal with them. Each table is about forty-five
inches high, twenty-four inches wide and fifty
inches long. Beneath the felt-covered top are
two motors and two amplifiers. In proper posi-
tion on top of the table are placed two tone
arms, one of which is attached to a permanent
master sound box. The other tone arm is used
for testing the reproducers and is arranged so
that they can be slipped on and off with perfect
ease. Two identical test records are used. The
master starts to play and then a sound box is
placed on the test arm and tried. If the box
being tested reproduces tones exactly like those
of the master it is passed; if not, it is rejected.
This procedure is gone through with every box
coming from the assembly department. Careful
check is kept on the master and even this is
tested at regular intervals during the day. The
company has also improved the style of its
letterheads. The new ones are engraved and
lithographed. The lithograph is a neat little
illustration of the company's tone arm and sound
box. It is printed at the top of the sheet and
the engraving is then superimposed over it.
Second Anniversary With Starr Co.
C. O. Miller, head of the Chicago division of
the Starr Piano Co., celebrated his second year
in Chicago recently. The celebration came in
the form of a little party tendered him by the
sales department, and during the little luncheon
each salesman turned in individual sales reports,
which, when compiled, revealed the fact that the
business of this concern is on a very satisfactory
basis. Mr. Miller recently put a large number
ot men out in the city to sell Starr phonographs,
pianos and Gennett records, and the reports for
the first week are exceedingly good.
National Education Association Meets
More than 8.000 public school superintendents
from all over the United States met in congress
here during the week February 26 to March 4.
The meetings were held on the fourth and fifth
floors of the Leiter Stores Building at State and
Van Buren streets. In connection with this
gathering there was held on other floors of the
building an exhibit by manufacturers of school
supplies, playground equipment and other educa-
tional accessories. The talking machine exhibits,
through their educational departments, held the
center of the stage for the entire week. Those
represented were the Victor Talking Machine
Co., the Columbia Graphophone Co. and the
Health Builders. The booth of the Victor Co.
was very artistically arranged. An oil portrait
of Enrico Caruso was hung directly opposite
the entrance into the booth, and on the floor
below this portrait was a very handsome console
Victrola in Walnut. Two large polychrome
candles were at each side of the console, and
several pieces of antique furniture were scat-
tered over the floor, which was covered with
Persian rugs. The effect of this booth was
pleasing and interesting to the many school
superintendents who were attracted by the play-
ing of one of the two instruments which were
placed like sentinels before the entrance to the
exhibit. Mrs. Frances E. Clark, director of the
educational department of the Victor Co., was
in charge of affairs at this booth and stated
that this was the largest and best attended con-
vention ever held.
The Columbia booth, which was in charge of
Miss Genevieve Qualey and Mr. Wilson, at-
tracted equal interest and attention throughout
the congress.
Visit Elkhart
Isham Jones, together with nine members of
his famous orchestra, returned last week from
Elkhart, Ind.. where they had been the guests
of James F. Boyer, secretary of C. G. Conn,
Ltd. While in Elkhart they were shown through
the great Conn factories and witnessed the
methods of making Conn band instruments,
(Continued on page 112)
"A fezt' ivecks before Christinas zve placed an electric
machine in our window, demonstrating the Geer Re-
peater. Sales tripled at once. This demonstration is
still running and zve are convinced it has increased oar
business considerably in all departments." Brunswick
Phonograph Shop, Chicago.
THE GEER REPEATER
Some Remarkable
Sales Records
An Indiana store recently sent
out our small circulars (furnished
free) to its mailing list. The
mailing cost only a few dollars
and the total sales to date are
over 75 repeaters.
Two Loop stores in Chicago are
selling more than 15 Repeaters
each daily as a result of a win-
dow demonstration and counter
displays.
A store in a small Pennsyl-
vania town has sold 127 repeaters
to date. This is a splendid rec-
ord for less than two months'
work.
Stores that have made window-
demonstrations of the Geer Re-
peater, showing it in actual use
in the window, are selling from
three to ten times more Repeaters
than other stores.
GEER REPEATERS sure do sell and they
stay sold," say scores of our dealers. And
it is the judgment of these men, who are
in the same line of business as you, that you are
asked to accept when you consider this repeater.
Stores that are handling the Geer Repeater have found
it an unusually rapid seller. Those who are using it in
window demonstrations have been surprised at the un-
expected interest passers-by take in their windows.
The Geer Repeater is as near fool-proof as a repeater
can be made. It repeats instantly and as often as de-
sired, without injury to the needle, the record or the
machine. For dancing, dining, or when working or
resting, the Geer Repeater doubles the joy of owning a
phonograph.
No home is complete without a phonograph. No
phonograph is complete without a Geer Repeater.
Send for our "Demonstration Package" con-
taining three Geer Repeaters and make a
window demonstration. You will be sur-
prised at the results.
New York Office,
200 Fifth Avenue.
WALBERT MANUFACTURING CO.
925-41 Wright wood Avenue, Chicago, 111.
Please send by return mail your "Demonstration Package,'' containing three Geer Re-
peaters. I agree to pay $4.75 C. O. D.* for the repeaters — the retail price to be $2.50 each.
Name
Address
Jobber
. ... . .ic . * . 1 .
*Credit extended to rated concerns.
112
THE TALKING MACHINE WORLD
March 15, 1922
FROM OUR CHICAGO HEADQUARTERS
(Continued from page 111)
which are used exclusively by the Isham Jones
orchestra. The Conn Co. took official recogni-
tion of the presence of its distinguished visitors
by presenting each individual member of the
orchestra with a beautifully engraved gold
r.iedal. The Isham Jones orchestra has become
famous throughout the entire world as an or-
ganization of dance musicians through its work
or. Brunswick records.
Mrs. L. Gelbspan's Mother Dies
We learn with regret that Mrs. Emily
Rodgers, mother of Mrs. L. Gelbspan, proprietor
of the Boston Book Co., has passed away. Her
death was due to pneumonia, which she con-
tracted while in Detroit on a visit to another
daughter and son. Mrs. Gelbspan accompanied
her mother to Detroit and after placing her in
the care of her sister and brother, departed for
New York to look after the Eastern interests
of her company. Mrs. Gelbspan had hardly
arrived in New York when she received a wire
that her mother had been taken down with
pneumonia. The same evening she received the
sad news that her mother had passed away. She
hurriedly concluded her business and returned
to Detroit. Mrs. Rodgers was buried in Chicago.
Dorchester Mapes With Low's Letter Service
Low's Letter Service, of Chicago, has just
made the announcement that it has opened
a new copy letter service department with Dor-
chester Mapes in charge. Mr. Mapes is well
known to the talking machine trade and was
formerly treasurer and general manager of the
R. C. Wade Co., which is now known as the
Tonofone Co. Mr. Mapes' new duties are call-
ing on the trade and discussing selling problems
that can be handled by mail and other direct-
by-mail advertising.
Roseland Shop Decorates
The Roseland Music Shop at 1146 South Mich-
igan avenue has just added four new sound-
proof booths to its equipment, making a total
of ten. This new equipment greatly facilitates
the handling of its record business, which has
lately grown to large proportions. Other im-
provements have also been made which tend to
increase the efficiency of this company's service.
Among the improvements are very elaborate
decorations, the scheme of which blends in a
way to bring out the soft color tones very pleas-
ingly and at the same time imparts a sense of
restfulness and a homelike appearance through
the whole store. This shop has also recently
erected a large and beautiful electric sign which
shows the name "Victrola" in large letters, and
can be seen rising above the tops of the houses
for a great distance. Proprietor Corngold is
sparing no effort or expense in order to have his
establishment up to the minute in equipment,
fixtures and stock.
Visits Graphite Mines
M. B. Joyce, vice-president of the Superior
Flake Graphite Co., has just returned to Chi-
cago from Ashland, Ala., where he paid a visit
to the company's mines and other holdings. He
brought back with him a large quantity of fresh
graphite samples that had just been prepared at
Price Reductions on Enclosed Motors
We have recently made sharp reduc-
tions in the prices of enclosed, self-
lubricated motors — due to decreased
costs in labor and material and a larger
output.
This will put the Enclosed Motor with-
in the reach of those manufacturers
whose desire has been to use this motor,
but whose lines have not been high
enough in price to do so.
The same quality and high degree of
inspection will be maintained.
REMEMBER
You don't have to tune this motor. It
comes to you silent and smooth run-
ning. It reaches your customers in the
same condition.
Ask about various models and prices.
United Manufacturing and Distributing Company
536 Lake Shore Drive
CHICAGO
the plant in Ashland. The graphite mined by
the Superior Co. is of the flake variety and comes
in three grades, namely, coarse, fine and pow-
dered. The powdered graphite this company,
sells to the trade for lubricating of phonograph
motors.
Mr. Joyce made an interesting statement in
connection with the forms of graphite when he
said that there are two kinds, the flake and
amorphous. The difference between these is
in the fact that flake graphite will never lump
or gum and cause a spring to pound or stick,
whereas the amorphous or lump graphite will
always do this. The graphite prepared and
packed by the Superior Co. is put up in packages
ranging from one-half pound cans to four hun-
dred-pound barrels.
New Plant Nearing Completion
Word comes from the Brunswick headquarters
that their new record plant at Muskegon, Mich.,
is fast nearing completion. This new plant will
be complete in every way and equipped with the
most up-to-date record manufacturing machinery.
Brunswick will therefore soon have no less than
four centers, namely: Jersey City, N. J.: Auburn^
N. Y.; Toronto, Canada, and Muskegon. In these
is done all the actual manufacturing, while the
work of recording is carried on in studios located
in New York and Chicago.
With the completion of the Muskegon plant a
new source of record distribution will be avail-
able, which will insure prompter deliveries on
records, especially in the West and mid-Western
territories.
So far as Brunswick phonograph and record
interests are concerned the Brunswick Co. re-
gards the prospects for 1922 optimistically, and it
has reason to do so.
Appoint New Manager in Minneapolis
The Chicago office of the Aeolian Co., through
its manager, H. B. Levy, has just made the an-
nouncement that George H. Compton has been
PHONOGRAPHS AND RECORDS
WANTED
No stock too large or too small, if price is right. Must be
standard makes and new goods. Describe stock and quote
lowest price in first letter.
All Transactions Confidential
J. K. MORGAN
LEITER BUILDING
State and Van Buren Streets
Chicago, 111.
Geo. H. Compton
appointed as sales manager of the wholesale Vo-
calion department of the Stone Piano Co., Minne-
apolis, Minn. Mr. Compton is one of the best-
known men in the trade of the Northwest, having
started with C. R. Stone, president of the Stone
Piano Co., twenty-seven years ago. In 1908 he
was made manager of the Stone Co.'s headquar-
ters at Fargo, N. D., and after being there for
four years he took charge of the Grand Forks
house of that company.
In more recent years he was associated with
Lawrence Lucker, an enterprising jobber of Min-
neapolis, and from there he came back to the
Stone Co. in the capacity of sales manager of the
wholesale Vocalion department a few weeks ago.
With Mr. Compton's vast acquaintance in the
trade, together with the Stone Piano Co.'s pres-
tige in the Northwest, the Vocalion talking ma-
chines and records make a very interesting com-
bination, and Mr. Compton has already mapped
out comprehensive sales plans for 1922. These
plans were recently completed when he paid a
March 15, 1922
THE TALKING MACHINE WORLD
113
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 112)
1 2 O O
RECORDS A DAY
WITH
ONE OPERATOR
ON AN
ELMES
AUTOMATIC
DUPLEX RECORD PRESS
Your request will bring you
full information in regard to
this or our other Standard
Hydraulic Presses, Pumps,
Accumulators, Valves or Fit-
tings.
CHARLES F. ELMES ENGINEERING WORKS
224 N. MORGAN ST. Est. 1861 Inc. 1895 CHICAGO, U. S. A.
visit to Mr. Levy at the Aeolian Co.'s headquar-
ters in Chicago.
Caruso Week Successful
Victor dealers around Chicago are well pleased
with the results of Caruso Week, which was ob-
served February 27. All dealers planned special
activities to commemorate the forty-ninth anni-
versary of Caruso's birth, and in doing this they
tied up with musical circles throughout the city.
One of the cleverest tie-ups was brought about
by the Victor jobbers here, who, working in con-
junction with their dealers, thought out numerous
plans to put Caruso Week over, in which they
were very successful.
One plan which was put forth, and which
proved a tremendous success, was the work with
the Symphony concerts. All theatres and other
houses of amusement which had symphony or-
chestras co-operated to the fullest extent. The
arrangement was along the following lines: A
Victrola was placed on the stage or other con-
spicuous part of the house and a Caruso record,
No. 87335, "Crucifixus," from Solemn Mass by
Rossini, was played to the accompaniment of
the Symphony Orchestra. This was rather an
unusual method of bringing the public's attention
to this record, but it made a tremendous impres-
sion. Besides, the dealers carried large amounts
of effective advertising space in the local news-
papers and programs, and this also was a means
of creating intense interest.
On Southern Trip
C. E. Saunders, Cheney ambassador for the
Southern territory, left Chicago this week for a
trip through the South in the interest of the
Cheney Co. This is a special tour for observa-
tion purposes only, and upon his return to Chi-
cago the results thereof will be gone over care-
fully with a view to picking a new Southern dis-
tributor for the Cheney talking machine.
Welcome No. 280 Victrola
The new Victrola No. 280 which recently came
through to the Chicago trade has, according to
Victor jobbers here, been very favorably received
by other dealers, who are in turn placing sub-
stantial orders for this new model.
Why Indeed?
H. L. Morey, manager of the talking machine
department of Rothschild's, one of the big Loop
department stores, is the author of a very perti-
nent sentence, which is placed conspicuously
throughout his department. The question is,
"You would not try to match a piece of goods
without bringing a sample of the original color,
so why try to carry a tune in your head when
purchasing a talking machine?"
Mr. Morey states that women prospects who
come into this department have been sold imme-
diately by this argument, and it has been , the
means of creating a great deal of business for
him.
W. C. Griffiths' Mother Dies
W. C. Griffiths, assistant sales manager of the
Chicago Talking Machine Co., recently received
the sad news of his mother's death in his home
down in Indianapolis. Immediately upon the
receipt of this news he left for that town to at-
tend the funeral and was accompanied on his sad
journey by Dan Creed, general manager of the
company.
A Notable Visitor to Chicago
Mr. and Mrs. A. D. Geissler, of New York,
are paying a visit to Chicago which will probably
last several weeks. Mr. Geissler is here visiting
the trade and looking after- his interests at the
Chicago Talking Machine Co., of which he is
president.
. 35 Cheney Publicity
Volume 1, No. 5, of the "Cheney Resonator"
was mailed to some thirty thousand Cheney ad-
vocates on the first of March. This issue, like
the previous ones, is of newspaper size, four
pages, and contains much interesting data per-
taining to the Cheney Co. and its product. One
interesting item entitled "Telling the Story of
Cheney Supremacy" is cleverly illustrated by
small cuts showing Cheney ads which have ap-
peared in recent issues of The Talking Machine
World, which give the details of manufacturing
and thoroughly explain these details to the trade.
One of these cuts shows the Micrometric instru-
ments which test to the thousandth part of an
inch the various parts going into the construc-
tion of Cheney motors in order to insure per-
fection.
Upon reading this article we find that "it is the
rule of the Cheney organization that every last
part should be as perfect as fine machinery and
human ingenuity can accomplish. Imagine, for
instance, the mechanical perfection that figures
in a small piece of metal that is turned and fin-
ished down to less than one-thousandth of an
inch."
One of these articles tells just how it is done
in the case of the governor-shaft of the Cheney
motor, while going through the factory. The
illustration shows a small plug of wood, perhaps
one-half an inch thick and of peculiar appearance.
This is full of small holes. The wood itself seems
to be very fibrous, and it is explained that this
wood is of a peculiar type of maple which grows
in a certain section and which no manufacturer
ever had or tried to have. After the shaft of
the motor has been milled down to the required
dimensions, it is repeatedly run through the holes
in this piece of wood, which in turn gives it a
high polish and smoothness and is an excellent
example of one of the methods put into practice
to insure, accurate handling of motor parts.
Brunswick via Wireless
Brunswick records are gaining quite a bit of
publicity these days through the wireless opera-
tions of A. A. Howard, a member of the Chicago
Board of Trade, who devotes his spare time to
work in the private wireless station which he
maintains at his home.
He states that he is attaining remarkable re-
sults with his wireless and is at present broad-
(Continned on page 114)
"SbPERFLAKE" GRAPHITE
SPRING LUBRICANT
FOR PHONOGRAPH MOTORS
A carefully prepared lubricant containing GRAPHITE of the finest quality
Will not get hard, kecome rancid or leafy
PACKED IN TUBES, CANS and BARRELS for JOBBERS, DEALERS and MANUFACTURERS
SPECIAL GRAPHITE FOR RECORD MANUFACTURERS
We are prepared to fill your orders, large or small, and can make prompt shipments
Write department "J" for Quotations on your requirements
Superior Flake Graphite Co.
Department J
General Offices : 76 West Monroe St., CHICAGO
Warehouse in Chicago
114
THE TALKING MACHINE WORLD
March 15, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 113)
casting many Brunswick records which lend
themselves to this in a remarkable manner. He
believes that the Brunswick records he plays into
his wireless transmitter are picked up by approxi-
mately one thousand stations in and around Chi-
cago.
Columbia Co.'s Activities
Many of the sales force connected with the
Chicago branch of the Columbia Graphophone
Co. are doing a great deal of work evenings
it! connection with wireless telephony. They
are calling the attention of Columbia dealers
throughout Chicago to the fact that Morgan
Eastman, who is director of the Westinghouse
Broadcast Radiophone Station in Chicago, is
using the latest releases of Columbia records each
night in his broadcasting program. Several of
the dealers have in turn gotten out literature,
giving this program in detail and mentioning
Columbia records, and at the same time giving
the details necessary for the amateur wireless
operators to tune up their Radiophone equipment
Don't let them pass your place of business
unnoticed.
Make vour name and place of business
stand out stronger in the minds of prospects
than your competitor's — advertise in front of
your store in such a dominant, forceful
A small payment brings you this wonderful
new sign — it pays for itself while you pay for
the sign — beautiful blue and white porcelain enam-
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correctly to that of the broadcasting station.
One of the most ardent fans in this connection
is S. B. Bird, a Columbia dealer of Argo, 111.,
who has already installed a wireless receiving
station for the benefit of his customers, and in the
few nights that it has been in operation the store
has been crowded with radio fans who have
listened in to the Columbia records sent out by
Mr. Eastman. Mr. Bird states that already he
has seen the influence in his record department
and contemplates adding more amplification to
his sets just as soon as he can get them from
the Radiophone dealer.
How R. O. Pierce "Got There"
R. O. Pierce, Columbia representative, encoun-
tered an unusual experience during the recent
blizzard through northern Wisconsin. In an ef-
fort to reach Chicago to attend a sales confer-
ence he went through several wild rides and a
railroad wreck. Newspaper accounts explain that
a heavy coating of ice from two to twelve inches
thick covered everything in the country, causing
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and everyone will remember you.
Erect a sparkling Federal Electric Sign —
its drawing power is remarkable. Get busi-
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roofs to cave in, communications to be cut off and
traffic tied up. Fighting his way south from
Green Bay, the first big obstacle was encountered
five miles from Appleton, where both engines
and a baggage car on a double header left the
tracks. Walking three miles to a small railroad
station, Pierce chartered the only available auto-
mobile and successfully dodged live wires and
broken telegraph poles and eventually skidded
into Appleton. The fun had only started — tele-
graph wires down, trains at a standstill and a
meeting in Chicago. To make a long story short,
he missed the meeting by forty-eight hours.
MacNichol the Minstrel
G. A. MacNichol, office manager of the Chi-
cago branch of the Columbia Graphophone Co.,
holds the important office of director of the May-
wood Minstrels. At their annual minstrel show
recently one night was devoted to the Columbia
family, all of the customary jokes being directed
toward the staff from the office.
After the show the party adjourned to the home
of D. W. Donohue in Maywood, where fun and
hilarity prevailed for several hours.
Robert E. Porter, of the New York executive
office of the Columbia Co., spent three days in
Chicago recently on his way through to the West-
ern branches.
The Record Digest
The Rosenow Co., one of the large printing and
publishing concerns in Chicago, has just brought
out a cleverly gotten up little magazine known as
the Record Digest, which is published for the
benefit of Brunswick dealers. In this it is
calling attention to a series of ten portraits of
Brunswick artists which are being sent free to
all Brunswick Digest subscribers. The first por-
trait, a beautiful photograph of Florence Easton,
is being delivered with the March issue.
Making Chinese Records Popular
The Chinese of Chicago got together last week
and celebrated their New Year, as usual, with
popping firecrackers, good music and eats. Chi-
cago's Chinatown is down on the South Side.
Z. Ganis, a Columbia dealer, whose headquarters
are in the Loop, managed to cash in on the affair
in a very profitable way. He makes a specialty
of all foreign language records, and at the right
time he let the Chinese populace know that he
had a large stock of Chinese records on hand.
This little "tie-up" resulted in the disposal of
over seven hundred Columbia Chinese records
during the New Year festivities.
A Beautiful Valentine
Another clever tie-up of song and record was
put over at the Chicago Theatre last week. The
song featured by the artist was "Remember the
Rose," a Remick number, and the singer ap-
peared in front of a dark velvet drop, which oc-
cupied the entire stage. Placed in front of this
drop was an immense spray of white roses which
ran up the curtain diagonally, breaking at the
center of the curtain, where was an oval opening,
surrounded by a gilt frame, within which were
arranged three young ladies dressed like a valen-
tine card picture. The color effects were ob-
tained by green and red lighting.
The trio sang "Remember the Rose," and the
programs carried information from the Columbia
and Remick people as to where the song could
be purchased. Dealers in the immediate vicinity
of the Chicago Theatre also proclaimed by pro-
gram announcements that the song could be
bought in their shops.
Takes on New Line
The Lakeside Supply Co. has taken on a line
of accessories for home wireless outfits, which it
is offering to the trade. It has erected a receiv-
ing station in its plant at 416 South Dearborn
street, and it is surprising to note how the news
of this plant has spread during the last week or
so. When the plant was put up, Bill and Gus
Fricke gave out the news to a few of their inti-
mate friends and casually remarked, "If you
know anybody who would like to hear what is
going on in the air, send them up." The result
was that for the past week or more the plant has
been literally mobbed, and so many requests have
FEDERAL ELECTRIC COMPANY
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Name City State.
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Store Frontage No. of Floors
7 . M. W. No. S
Federal Electric Signs are the cause of a busy street; not the result.
Catch the Eye of Every Passerby
12 MONTHS TO PAY
March 15, 1922
THE TALKING MACHINE WORLD
115
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 114)
been made to the Lakeside Co. for amateur sets
that it has begun to make and supply them. Bill
Fricke is an old hand at the wireless game and
by virtue of having had over twenty-five years of
experience as an electrical engineer he knows
just where to go to make the necessary connec-
tions. Then, again, as the trade has been paying
more or less attention to wireless, he decided that
his company would offer its line of wireless goods
to the trade.
Appointed to Wholesale Force
Henry J. Free, for the past three years with
the Chicago office of the Aeolian Co., has just
been appointed to the wholesale force of that
company and will look after the dealers on the
South Side. In his work at the wholesale office
he thoroughly acquainted himself with the
Vocalion products. He originally came to the
Aeolian Co. with the thought in mind to get
on the sales force, and in taking over his. new
duties he is enabled to handle the Aeolian trade
Distributors
Records
Earliest releases of "hits" in popular
songs and dances; Standard and Classical ;
Opera numbers by singers internationally
celebrated.
Our service in Records will
mean rapid turnover and quick profit.
Write for Agency Terms
W. W. KIMBALL CO.
Established 1857
306 So. Wabash Ave., Kimball Bldg.
CHICAGO
Manufacturers of Phonographs, Pianos,
Player Pianos and Pipe Organs
Henry J. Free
intelligently because of this experience. At
present there are seventy-five dealers in the
city of Chicago and a great number of these will
be handled exclusively by Mr. Free, who be-
lieves that he is in position to offer valuable
services to these dealers by virtue of his long
experience in and wide knowledge of the industry.
Novel Publicity Stunt
A very unique feature of the Balaban & Katz
motion picture theatres during the past four
weeks has been the rendition of the song "I Hear
You Calling Me" by a human voice through the
amplifying chamber of a real talking machine.
The curtain rises; a girl attendant walks up and
winds the machine, places the reproducer on the
record and the song begins. Just as the end of
the song and of the record is reached the lighting
effect is changed and the singer's head is seen in
the horn of the talking machine.
First National Ad for Hall Mfg. Co.
The February 25 issue of the Saturday Evening
Post carried the first ad of a series of national
advertisements to be run by the Hall Mfg. Co.
This ad, which was one column wide and a half
column long, told the value of the Hall fibre
needle and how it preserves and lengthens the
Repair Parts
For All and Every Motor
That Was Ever Manufactured
We can supply any part. The largest and most
complete assortment of repair parts — in the
United States — on hand, for old, obsolete and
present-day motors. If your order cannot be
filled from stock, we will make it up special.
Special prices on main springs, governor
springs, micas, repair parts, motors, tone arms,
steel needles, etc., in quantity lots.
Expert repairing on all makes of phonographs
and motors.
INCORPORATED UNDER THE
LA WS OF ILLINOIS
SUCCESSORS*- TO wtr. •
Standard Talking Machine Co.
fitted Talking Machine Co.
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^High GrackTeJ^qMacIunesiDisc Records,
° TalkgigMacmne Supplies, Etc
227-229 W. WASHINGTON ST., CHICAGO, ILL.
Branch : 2957 Gratiot Ave., Detroit, Mich.
TRAOE MARK
•CONSOLA"
life of a record. The illustration shows the fibre
needle in the holder at the end of the stylus bar,
showing that it is played in exactly the same
manner as a steel needle. In a few weeks there
will be a group of national magazines coming out
which will carry more Hall fibre needle national
advertising, and the Hall Co. is calling this fact
to the attention of its dealers, so that they may
be able to tie up.
Death of Judge A. A. Rolf
Judge A. A. Rolf, of the Jewel Phonoparts
Co., died suddenly on February 24 at his home,
10612 South Hoyne avenue. For many years
Judge Rolf was heavily interested in this com-
pany and at one time was its president. How-
ever, on last October he disposed of the greater
part of his interest, retaining only a small por-
tion. At the time of his death he was secretary,
director and attorney for the company. Judge
Rolf had been a resident of Chicago for sixty
years and for many years during his career as
a lawyer he served as assistant judge in the
Probate Court of Chicago, He was a thirty-
second degree Mason and was a member of the
board of directors of the Hamilton Club. He
was also associated with the Eagle Ottawa Let-
ter Co., and several other large corporations.
He is survived by his widow, Josephine Rolf,
three sisters and one brother.
To Handle the Columbia Line
One of the most recent additions to the Co-
lumbia representatives in Chicago is the White
Eagle Furniture Co., which operates two stores,
one at 8812 Commercial avenue, South Chicago,
and the other at 3822 Cedar street, Indiana Har-
bor, Ind. A. R. Krajewski, the proprietor, is well
known in Polish circles of South Chicago. The
success of his two large furniture stores can be
attributed directly to the influence he has gained.
For many years Mr. Krajewski was bailiff of the
Cook County Court, and in this office many op-
portunities presented themselves whereby he
could aid Polish immigrants and residents in this
country who were in difficulty. This naturally
built up a great following for him.
The selection of the Columbia line was influ-
enced hy the fact that it publishes a complete
Polish catalog. A modern Grafonola department
has been installed in both the stores. One of
the features in the laying out of this store is that
throughout all departments they have placed Co-
lumbia machines which are operated by Mo-
trolas, so that there will be a continuous playing,
(Continued on page 116)
116
THE TALKING MACHINE WORLD
March 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 115)
and whether a person comes in to purchase a
stove, a rug or what not they are being con-
stantly reminded of the Columbia Grafonolas, and
this gentle reminder has in many instances caused
buyers to stop, look, listen and purchase.
Takes on Vocalion Line
The Petersen Furniture Co., of this city, con-
ducting stores at 3662 Irving Park boulevard,
4931 North avenue and 1048 Belmont avenue,
respectively, has just taken on the complete
line of Vocalion talking machines and Vocalion
Red records for its three stores. The taking
on of this well-known line of talking machines
and records was featured by this company with
a large advertisement, which appeared in Chi-
cago newspapers. The opening paragraphs of
this advertisement read as follows:
"We take pleasure in announcing that we are
now representatives for the famous phonograph,
'The Vocalion' and the Vocalion Red record.
It is gratifying to announce to our patrons this
important affiliation. You are cordially invited
to hear and inspect our handsome line of period
Vocalions and hear the delightful Red records
at your convenience."
The balance of the advertisement was given
over to handsome illustrations of various Vo-
calion period models.
Steady Improvement in Business
Charles F. Baer, president of Charles F. Baer
& Co., talking machine manufacturers, who is
one of the oldest talking machine men in Chi-
cago, says that there is, beyond all question, a
slow but steady improvement in the sale of
talking machines. Mr. Baer harks back to the
good old days when the Columbia Co. opened
its headquarters here, when first he got into
the talking machine game. He has been actively
engaged ever since that time and knows the
actual ups and downs of the trade through all
these years. In his opinion, the period of de-
pression through which we have just passed is
nothing new or unusual; the trade has gone
through other similar periods in the past and
the talking machine business always has come
out smiling in due time.
"We know that history repeats itself," says
Mr. Baer, "and is at present showing signs of
doing so again. The recent period of depression
is nothing in comparison with that which oc-
curred in 1907, and inasmuch as the music busi-
ness in general came through that in due time,
1 can see no reason why we should not go
through this. We are going to have good busi-
ness, with plenty of good, honest competition;
but it will take work and salesmanship.
"Our factory is being kept busy, with a suf-
ficient number of orders ahead to keep us work-
ing at a good rate. There is a strong demand
for console models, and we are planning to take
care of the increased business along these lines.
There is a sufficient demand for talking ma-
chines of good quality at reasonable prices, and
the manufacturer who is in position to offer
quality and price can get enough business to
make his plant work eight hours per day, with
sufficient profit at the end of the month to net
him a proper return on his investment."
A Lyon & Healy Innovation
L. C. Wiswell, manager of the Lyon & Healy
Victor department, both wholesale and retail,
announces a unique innovation in their retail
Victor service, namely, a personal interpretation
of new Victor selections. Mr. Wiswell is the
originator of this plan, which has never before
been used.
In conjunction with the opening day for new
records he has got together a group of Chicago
artists who sing and play in person. These
artists make the announcement that the numbers
they are about to render can be had on Victor
Record No. so and so, which is being released
during the current month.
The program is given in the record depart-
ment of the Lyon & Healy establishment from
12 to 3 o'clock and has nothing to do with the
regular recitals held in the recital hall. An-
nouncements are sent out in advance to Victor
patrons, and they have been splendidly received.
The new plan was launched during the first
week of March at the main store at Jackson and
Wabash. A few evenings thereafter it was given
at their South Side shop and the next evening
at the North Side shop. Mr. Wiswell plans to
make this a permanent feature in the sale of
Victor records and says that the new scheme
has met with success. Already there is quite
an increase in retail business, which is to be
traced directly to this new method of exploiting
the Victor business. The numbers given are
of diversified character, jazz, popular songs,
dance selections, folk songs, operatic arias; in
fact, music of every kind.
The artists working with Mr. Wiswell are
Lucille Haley, soprano; Carroll Kerns, baritone;
Harold Saxler, violinist, Mary Malone, accom-
panist, and the North Shore Promenade
Orchestra.
W. C. Eckhardt Resigns
W. C. Eckhardt, who for the past three years
has been managing sales promotion of the
Phonograph Co. in this city, has announced his
resignation. He has taken up a new line which
is known as W. C. Eckhardt Service. This new
business venture of Mr. Eckhardt's comes as a
direct result of an investigation made among
several hundred Edison dealers, jobbers and in-
dividuals, identified with the promotion and
development of the Edison retail music business.
During his long association with talking ma-
chine men he found a need for a service which
he has now worked up for talking machine re-
tailers. His plan coincides with a new move
of the Edison Co., which calls for disbanding
its own promotion department. Mr. Eckhardt
has had six years of actual experience in this
work in the talking machine and music business
and knows dealers in all parts of the United
States. His first work on promotion lines was
with the Gundlach Advertising Co., of Chicago,
for which he handled advertising matter and
prepared advertisements for Edison jobbers.
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March 15, 1922
THE TALKING MACHINE WORLD
117
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 116)
In a sense, Mr. Eckhardt acts as the adver-
tising manager for all dealers who subscribe to
his service and these dealers have the privilege
of calling upon him for advice as often as they
see fit; in other words, his vast experience is
being crystallized in the form of a series of
talking machine advertisements which he fur-
nishes to his subscribers each month. The style
of copy is such that everybody can readily
understand it — full of straight-from-the-shoulder
sales talk that will make people feel like buying.
Each month these advertisements are sent
out in proof form. At the end of a year this
series, if produced by one dealer, would cost
more than $1,000, whereas by virtue of the
Eckhardt service it costs the dealer only a
nominal sum.
Edison Dealers Happy
The Edison dealers of Chicago are taking
quite a bit of advertising space in Chicago papers
announcing the new prices of Edison goods,
which went into effect March 1. These an-
nouncements convey the news that the $2.25,
$1.85 and $1.35 records have been reduced to $2,
$1.50 and $1, respectively. The new price of
the Hepplewhite model is now $145, former
price being $167.50, and the Jacobean, which
formerly sold at $265, has been reduced to $245.
The other Edison models are unchanged in price.
The Edison dealers are anxiously awaiting- the
arrival of the two new Edison console models,
both of which carry the Laboratory Model
motor.
New Bulletin Mailer
The latest piece of. Brunswick service for its
dealers is a new folder, designed to take the
place of an envelope, with which Brunswick
dealers mail out their monthly bulletins. This
new folder is a three-page affair, printed on both
sides, making a total of five reading pages, with
the sixth left open for addressing purposes. The
text matter is handsomely illustrated by means
of beautifully colored cards, miniatures of the
regular monthly show cards, and the text matter
gives little stories pertaining to each record, which
instead of calling attention to the technical parts
of the rendition, takes up a story applicable to
that particular record. For example, the Bruns-
wick record No. 13004, "Habanera" (from
"Carmen"), as sung by Irene Pavloska, is han-
dled in the following manner:
"When the African slave ships dropped anchor
in the West Indies the blacks brought with them
a particular type of wild music to which they
danced. Carried back to Spain by returning
Cubans (who had learned it from the blacks),
this music became very popular, but was sav-
agely attacked as indecent. The Spaniards
called it "Habanera," from Havana, where they
supposed it had originated. Bizet introduced
the most famous of all the "Habaneras" into
his opera, "Carmen," where it is sung by the
cigarette girl of Seville to allure the unimpres-
sionable soldier, Don Jose."
Besides these historical data applicable to
records is an illustrated story of Benjamin
Franklin and the Armonica. This instrument
consisted of a number of glass discs assembled
so that they revolved on a spindle passing
through water as they turned. The performer
sat in front of them and played the instrument
by touching the moist edges of these glass discs
with his fingers as they revolved. The story
goes on to tell how both Mozart and Beethoven
composed for it.
Wizard Co.'s Progress
George L. Hadley, of the Wizard Phonograph
Co., makes the announcement this month that
a new type of console will be added to its
Valuephone line ere long. The new console is
something very original and unique and offers
room for a new invention in talking machines,
on which Mr. Hadley has already made applica-
tion for a patent. Mr. Hadley took The World
representative through his plant and pointed out
the activity in every department where capacity
has been reached and is carried on through the
entire eight working hours during the day. He
explained that the gradual growth of Value-
phone business right through the period of de-
pression just passed was due to the fact that his
concern was not too large to keep closely in
touch with the actual cost of production and
selling instead of having to guess at costs and
finally plus them to the dealer's price without
Co. had made less money than should have
probably been made on the amount of business
they had done, but, on the other hand, he be-
lieves that they might not have had the volume
or made the headway had they undertaken any
other policy.
Opening of Bissell-Weisert Co.
The Bissell-Weisert Piano Co. has opened its
warerooms at 26 S. Michigan avenue, having
moved from its formal home in the Fine Arts
Building. The announcement of this new move
was made in these columns several months ago.
The new warerooms are very luxurious, em-
bracing a thirty-foot frontage on Michigan ave-
nue, extending backwards for over eighty-three
feet. The architecture and interior finish are
Greek in treatment, and one of the prominent
features in the arrangement is a series of heroic
medallions from the hand of Emil Zettler, one
of Chicago's foremost sculptors. Throughout
the establishment the color scheme is a rich
gray-green, while the treatment of the large
and attractive show windows is carried out in
Chinese gold, on a dull red background. The
lighting system blends artistically with the color-
ing of the walls, medallions and panels. In
the rear of the shop are located the offices and
making quotations. He stated that the Wizard
(Continued on page 118)
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Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
lateral or hill and dale cut records.
TONE QUALITY — Deep, rich and mel-
low, with great volume, eliminating
thin metallic tones and surface or
needle noises on the records.
Retail price. Nickel Plated 36.50.
Highest Grade Gold Plate $9.50.
I IflJ
IT r mi
No. 1C ORO-TONE
For Playing All Records on the
Columbia
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
hill and dale or lateral cut records.
TONE QUALITY— Rich and musical
with splendid volume and definition.
Surface or needle noises practically
eliminated.
Retail price. Nickel Plated $6.50.
Highest Grade Gold Plate $9.50.
118
THE TALKING MACHINE WORLD
March 15, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 117)
spacious hearing rooms, wherein are found
Victor talking machines and records, as well as
Chickering, Krakauer Bros, and Marshall and
Wendell pianos. All styles are shown of these
instruments, which are most artistically
arranged.
Handsome Steger Magazine
The February issue of the Steger Magazine,
published by Steger & Sons Piano Mfg. Co.,
of Chicago, appears this month in new dress
and with a new style of make-up and editorial
matter. The editor of this little magazine is
none other than Sherwin Murphy, advertising
manager of the Steger Co. The cover design
shows the big ornamental entrance to the Steger
Building. The issue consists of twenty-four
pages and is handsomely illustrated. The back
outside cover exhibits an excellent likeness of
the late John V. Steger, founder of the great
Steger institution, and a picture of the city of
Steger, 111.
Chicago Jobber Visits New York
C. B. Cordner, head of the Symphony Music
Co., Chicago, 111., has been visiting the trade in
New York City the past ten days. Mr. Cordner
has completed plans for adding a wholesale line
of small goods for Chicago and Middle Western
territory. While in New York he succeeded in
making some important connections with musi-
cal merchandise manufacturers and wholesalers.
He will shortly be ready to pursue an ambitious
and energetic sales campaign in behalf of the
various lines of musical merchandise.
Spofford Sells on Train
F. S. Spofford, Sonora dealer, with headquar-
ters in the Republic Building, has just returned
from a six weeks' vacation at his fruit farm at
Sarasota, Fla. On the trip down to Sarasota, as
well as when coming back, Mr. Spofford enter-
tained the passengers aboard the train with a
concert which he rendered with the aid of a
portable Sonora. "We had a splendid time with
the music," said Mr. Spofford. "Whenever I
make a trip I always bring my little portable
Sonora with me. A great many Chicagoans
aboard the train became very interested in this
little instrument. Quite a number of them gave
me their names and addresses and asked me to
look them up upon my return to Chicago. Sev-
eral of these names turned out to be really good
prospects and in some instances I sold not only
portable Sonoras but larger models.
Engravers Pick Best Illustration
An advertising illustration used by Lyon &
Healy attracted so much attention because of
its beauty that the Wood Engraving Association
of Chicago selected it as an appropriate sub-
ject to work up as an exhibition of their handi-
craft. They used the finished product exten-
sively, after which they presented the original
wood cut with their compliments to Lyon &
Edison Diamond
Amberolas— Plus Service
You know the quality of Edi-
son instruments. Until you
have placed a trial order with
us, you are unfamiliar with
SERVICE.
A TRIAL CONVINCES
Our Service Covert the Country
William H. Lyons
Formerly Jas. I. Lyons
17 W. Lake St. Chicago
Lyon & Healy's Artistic Wood Cut
Healy. As the wood cut is entirely hand en-
graved the cut shown was done at considerable
cost, as an artist of the highest type was neces-
sary to develop it.
The simplicity of the wood cut is the real
reason of its attractiveness. The wood engrav-
ing is as much an art as the penciling of the
drawing of the painting of the picture. Substi-
tuting the graver for the brush,, the engraver
developed in delicate line a picture that is un-
surpassed for printing, on the lightest, softest
paper and for reproducing all the tones in the
original from pure white to solid black.
Visitors From Ohio
Two recent visitors to our metropolis were
Mr. and Mrs. Lucien Hockett, of Bellefontaine,
O. On their visit to Chicago they called at the
plant of the Magnola Talking Machine Co. and
were taken through its large building on a
tour of inspection. Mr. Hockett reported trade
very good in his locality and stated that he had
done a very satisfactory holiday business.
Foreign Business Better
F. P. Bassett, vice-president of the Magnola
Talking Machine Co., reports that foreign busi-
ness of this concern has improved considerably
during the past few weeks, though the reasons
for the improvement are not evident. Accord-
ing to Mr. Bassett, the fact that some talking
machine companies are experiencing a boom in
export business is a very good sign.
Tell Taylor Incorporates
One of the recent incorporations in Chicago
was the publishing concern of Tell Taylor, of
WE MANUFACTURE THOUSANDS OF THESE STYLES
FOR BOTH JOBBERS AND DEALERS
WHY NOT FOR YOU?
THEY HAVE AN ENVIABLE PLACE IN EVERY LIVE DEALER'S LINE
MANY BUYERS NEED A QUICK AND INEXPENSIVE START,
OTHERS HAVE USE OR SPACE FOR NOTHING ELSE
Particularly Adaptable for Special
Pricings in Attractive Window Displays
and Various Forms of Sale Advertising.
A Bit of Sale Psychology —
y\ ISPLAY or advertise these styles at
■L^ attractive prices and arrest the atten-
tion of the quick decisionists. They'll
come right in.
UUXDREDS pass jour fine store every
L1 day who decide it is an expensive
place to trade. Reverse these ideas.
pEATURE values to suit those who read
A as they run — they decide for them-
selves.
r\EALERS are invariably selling these
L-/ styles when they least expect to, and
again we say
WHY NOT YOU?
YOU CAN BUY THESE,
TO PRICE, SO THEY
WILL SELL ON SIGHT
Fine Tone and Big Volume, In-
strumentality, They Are Wonders
Specifications
Heineman Double-Spring Motors and Tonearms
Portable Valuphone
17" Wide, 14" Long, Sl/2" High
Weatherproof Walnut Finish
Valuphone Junior
43" High, 17" Wide. 19" Deep
Mahogany--Figured Oak, Waxed or Fumed
WIZARD PHONOGRAPH COMPANY, Inc.
ANTON CUMMINGS. President
MANUFACTURERS of the CELEBRATED VALUPHONE PRODUCTS
1977 OGDEN AVENUE CHICAGO, ILLINOIS
March 15, 1922
THE TALKING MACHINE WORLD
119
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 118)
Are You Buying Discounts?
OR
Are You Buying Value?
When You Buy Value Then Only Can
You Sell Quality
Hiawatha commands
Instant Approval
And Complete Satisfaction of
Whoever looks or listens.
And the greater value
That is only found in
Hiawatha Phonographs is
Always productive of sales.
CABINET FINISH SUPREME
HIAWATHA PHONOGRAPH CO.
209 South State Street
Chicago, 111.
19 South Clark street, with a capital of $10,000.
The incorporators are Isham Jones, Harry P.
Manus and A. Lienthal.
Now With Colwell
R. A. Buttell, who for some time has been
with the music department of Montgomery
Ward & Co., has just made the announcement
that he has severed his connection with that
large mail order house and has taken over the
management of the music department of the
E. B. Colwell department store, of Monmouth,
111. The Colwell music department carries a
full line of Victor and Columbia goods, as well
as sheet music, small instruments, etc.
New Quarters for Waterson, Berlin & Snyder
Waterson, Berlin & Snyder, who have for
years conducted a retail talking machine and
sheet music shop on the second floor of the build-
ing at the southwest corner of State and Monroe
streets, will move to a new location on May 1.
This store has come to be known popularly as
Ted Snyder's Music Store and is one of the
busiest shops of its kind in Chicago. Besides a
full line of popular sheet music this store re-
tails small goods of nearly every description, as
well as Columbia Grafonolas and records.
On May 1 this company will move its entire
retail stock to 26 West Monroe street. The new
location is adjacent to the Majestic Theatre and
occupies a space of about a hundred feet in width
by about one hundred and fifty feet in depth.
The plans call for one of the most elaborate re-
tail music stores in the Loop district of Chicago.
The sheet music counter, according to the blue-
prints, will be one hundred feet in length. There
will be twenty hearing booths in the talking ma-
chine department of regulation size and one big
sound-proof reception room occupying a space
thirty feet long and thirty feet wide. The show
window space will occupy the entire frontage.
On the opening day Frank Clark, Western man-
ager for both the wholesale and retail interests
of Waterson, Berlin & Snyder, plans to put on an
entertainment lasting an entire week that will
be' the talk of the town. Mr. Clark has already
made arrangements with some of the theatrical
stars who will play in Chicago that week and has
also made musical arrangements with Paul Biese,
Westfall and other well-known musical organiza-
tions. Ted Snyder himself and other officials of
this organization, together with their whole staff
of songwriters, will be on hand for the big
event.
Appointed Factory Representative
Tom Cullen, 504 Isabella Building, makes the
announcement this week that he has been ap-
pointed factory representative for the "Famous
records of the New York Recording Labora-
tories." Mr. Cullen will carry only a sample line
of these records and will not attempt to fill
orders from his headquarters. Since his appoint-
ment as factory representative he has gone very
carefully over the Chicago trade and says that
the retailers here have received these 50-cent
records very favorably. Already he has been
successful in closing several good jobbing ac-
counts in Chicago and is at present planning a
trip that will take him throughout the Western
territory, where he feels he will be able to close
quite a number of other jobbing accounts.
Represents Silent Motor
Walter .Magill, one of the best-known men in
the supply trade in the West, has just been ap-
pointed Western manager of the Silent Motor
Corp., of Brooklyn. In order to take care of
this new business and carry a complete line of
Silent motors it was necessary for Mr. Magill
to move his offices, which were located in Room
1,400, Consumers' Building, to a larger and more
commodious suite in Rooms 1200-1202-1204 of the
building. Mr. Magill has had long experience
in the motor game and is going after the trade
with his line of Silent motors in a big way. He
has already submitted samples to the trade of
Chicago and the manufacturers report favorably
and quite a number of them have placed orders.
Mr. Magill leaves Chicago at the end of this
week for a visit to the Western trade. His first
stop is St. Louis and his plans at this time are
not definite as to whether or not he will continue
v/estward to the Coast and then swing down
toward the Gulf States.
Announces Marriage
W. P. Meissner, vice-president of the Sterling
Devices Co., of this city, announces the mar-
riage of his daughter, Clara Beatrice, to James
T. Watson, of Chicago. Mrs. Watson has all
the good wishes of her many friends, a*s she is
most popular with the younger North Side set.
CHICAGO INCORPORATION
The Lafayette Phonograph Co., 1358 North
Wells street, Chicago, has incorporated, under the
laws of the State of Illinois, to conduct a gen-
eral musical instrument and talking machine busi-
ness, with a capital of $20,000. Incorporators
are: W. H. King, Jr., R. McCormick and Adams
and Ames W. Ross.
CASALS AT RADIO STATION
Chicago, III., March 4. — Pablo Casals, famous
cellist and exclusive Columbia artist, appeared
recently at the radio station in the Music Hall
of the University of Chicago and his concert
was broadcasted by wireless throughout the
country. His program was well chosen, and
judging from the reports of the wireless en-
thusiasts the Casals concert was one of the
events of the season.
The Mickel Music Co., Victor dealer, of Mar-
shalltown, la., recently featured the appearance
of Lambert Murphy, Victor artist, in its adver-
tising, with profitable results.
The firm of Oehring & Gjertsen is featuring
the Victor line of talking machines and records
in Elkador, la.
View of the Tru-Time Motor with Hood
Removed. Built Like a Watch. Send
for Sample. Price, $30.00.
Built for Service and Priced to Use in
Moderate Priced Machines.
Sample, $19.50.
Motors, Tone Arms, Hardware and Accessories
If you are interested in WIRELESS
send us your name and we will put
same on mailing list. Will be pleased
to send you literature on parts as fast
as they are ready for sale.
LAKESIDE SUPPLY COMPANY
416 SOUTH DEARBORN STREET
CHICAGO, ILL.
THE TALKING MACHINE WORLD
March 15, 1922
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SONORA JOBBERS HOLD MEETING
Informal Gathering of Group of Sonora Jobbers
in New York — Guests of Company at a Din-
ner— Discuss Practical Topics of Interest
During the first week in March quite a number
of Sonora jobbers visited New York in connec-
tion with a convention that was held in another
commercial field. Taking advantage of this op-
portunity, the Sonora Phonograph Co. invited
some of the Sonora jobbers in nearby territory
to visit New York, and a get-together meeting of
an informal nature was held at the Waldorf-
Astoria Hotel.
In addition to the jobbers who were present
there were also in attendance many of the Sonora
executives, and the meeting was noteworthy for
the practical nature of the discussions that were
held. Plans and policies for the coming year
were outlined in detail, and at the close of the
meeting the jobbers were the guests of the com-
pany at an informal dinner.
In the accompanying photograph showing those
who attended this get-together gathering the per-
sonnel, reading from left to right, is as follows:
Frank E. Goodman, assistant sales manager of
the Sonora Phonograph Co.; E. S. White, Sonora
Co. of Philadelphia, Philadelphia. Pa.; J. O. Mor-
ris, M. S. & E , Boston, Mass.; L. C. Lincoln,
advertising manager, Sonora Phonograph Co.;
C. S. Redfield. president of the Redfield Adver-
tising Agency, New York; Maurice Landay,
Greater City Phonograph Co., New York; S. O.
Martin, vice-president, Sonora Phonograph Co..;
Frank J. Coupe, vice-president and director of
sales, Sonora Phonograph Co.; F. M. Steers,
Magnavox Co., San Francisco. Cal.; Fred E.
Yahr, Yahr & Lange Drug Co., Milwaukee, Wis.;
Geo. E. Brightson, president of the Sonora Pho-
nograph Co.; T. M. Griffith, Griffith Piano Co.,
Newark, N. J.; C. V. Yastine, C. D. Smith Drug
Co., St. Joseph, Mo.; Joseph Wolff, vice-presi-
dent, Sonora Phonograph Co.; Mr. Allen, Griffith
Piano Go., Newark, N. J.; O. C. Maurer, Kiefer-
Stewart Co.. Indianapolis, Ind.; A. H. Trotter,
Gibson-Snow Co.. Syracuse, N. Y.; C. W. Keith
and Robert H. Keith, Long Island Phonograph
Co., Long Island City. N. Y.; Waldo G. Morse,
director, Sonora Phonograph Co.; J. J. Schrat-
weiser, Long Island Phonograph Co., Long
Island City, N. Y.; H. S. Thompson, secretary,
Sonora Phonograph Co.; John Herzog, vice-
president, Sonora Phonograph Co.; W. D. Davis,
Magnavox Co., New York, and H. C. Yaleur,
treasurer, Sonora Phonograph Co.
M. E. LYLE TO REPRESENT REGAL
Well-known Talking Machine Man Appointed
Atlanta Representative of Regal Record Co. —
Also Represents the Strand Phonograph
The sales division of the Regal Record Co.,
New York, has announced the appointment of
Mervin E. Lyle as Regal representative in At-
lanta and the surrounding territory. Mr. Lyle,
who is well known in talking machine circles
throughout the country, was recently appointed
Atlanta representative by the Manufacturers'
Phonograph Corp., New York, maker of the
Strand phonograph. He has opened attractive
offices in Atlanta, and his thorough familiarity
with every branch of the talking machine busi-
ness will undoubtedly enable him to attain signal
success with the Regal record line.
II ^11 FY'^ GRAPHITE PHONO
ltJJIJlj * J SPRING LUBRICANT
Ilsley's Lubricant makes the Motor make good
Is prepared in the proper consistenny, will not run out,
dry up, or become sticky or rancid. Remains in Its
original form indefinitely.
Put up in 1, 5, 10, 25 and 50-pound cans for dealers
This lubricant is also put up in 4-ounce cans to retail at
25 cents each under the trade nam© of
FITRFKA noiseless talking
uvivijiin MACHINE LUBRICANT
Write for special proposition to jobbers
ILSLEY-DOUBLEDAY & CO., 229-231 Front St., NewYork
OTTO HEINEMAN IN EUROPE
President of General Phonograph Corp. Sails for
Six Weeks' Trip — Will Visit Leipzig Fair —
Accompanied by A. G. Bean
Otto Heineman, president of the General Pho-
nograph Corp., New York, accompanied by A. G.
Bean, president of the General Phonograph Mfg.
Co.. Elyria, O., together
with Mrs. Heineman
and Miss Bean, sailed
a few weeks ago on
the steamer "Olympic"
for a six weeks' visit to
European countries.
According to Mr.
Heineman's schedule,
he will first visit Ber-
lin, conferring with the
executives of the Carl
Lindstrom Co., Ltd.,
Otto Heineman
for which the General Phonograph Corp. is
American representative, and will then attend the
Leipzig Fair, which is one of the most important
European commercial exhibits. Although Mr.
Heineman's trip is ostensibly in the nature of a
combined business and pleasure sojourn, it is safe
to predict that he will have very little time for
sightseeing, as there are many industrial activities
abroad which will interest him in a great meas-
ure. He is expected back in New York the latter
part of this month.
NEW VICTOR PARLORS IN MASSILLON
Massillon, O., March 6. — What are said to be the
finest Victrola parlors in this section of the State
were opened last week in the new C. J. Duncan
store, 8 East Main street. The store is of three
floors, the main floor being devoted to the jew-
elry division. The Victrola parlors are on the
second floor, accessible by elevator. Sound-proof
record booths are arranged^along one side of the
room, while in the rear is the record department.
Mr. Duncan has just recently taken on the Victor
line here, having confined himself previously to
jewelry.
SHLIEDER ACTIVE IN ASHEVILLE
Asheville, N. C, March 4. — The number of Pathe
owners in this section of the State was consider-
ably augmented through a recent sale of Pathe
phonographs conducted by G. M. Shlieder &
Co., Pathe dealers, of this city. Especially at-
tractive prices and terms were offered which re-
sulted in a large number of sales.
The talking machine business of Nelson &
Son, Cherokee, la , has been purchased by T. D.
Boothby. Mr, Boothby has had a wide expe-
rience in the merchandising of Victor products
and will push this line in his new enterprise.
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS [ TURNTABI ES gt gars
„ _ MOTOR FRAMES oiyius uai a
Grey Iron -j TONE ARMS Screw Machine Farts
HORNS and THROATS Talking Machine Hardware
and Brass for
Direct Quantity Importations On
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
D. R. DOCTOROW
Vanderbilt Ave. Bldg.
SI East 42nd Street, New York
Tel. Vanderbilt 54.62
Murray Hill 800
March 15, 1922
THE TALKING MACHINE WORLD
121
X
4$
The New and Better
Phonograph
Tone, Quality,
Design, Price
wm///m\\\\\\w
The Console is the Phonograph of Today
and the STRAND is the Console!
LOUIS XV
CONSOLE
MODEL 1
Mahogany
or
Walnut
List
$150
QUEEN
ANNE
CONSOLE
MODEL 8
Mahogany
or
Walnut
List
$125
75% of Our Sales are Re-Orders
Phonograph sales today are unmistakably mov-
ing in the general direction of the console in-
strument— the properly designed, true-to-period,
flat top, practical, double service instrument.
Dealers who have posted themselves about pres-
ent-day merchandising conditions are enthusias-
tically and energetically getting behind the new
Strand Consoles.
Dealers who find business quiet should handle
instruments that are in active demand — that sell
while old-style talking machines are standing
around. ,
Strand Consoles have been on the market but
a few months. Yet 75% of our sales have been
re-orders. That's strong evidence of Strand qual-
ity and Strand value.
Among the 500 Strand dealers are such rep-
resentative concerns as R. H. White & Co., Bos-
ton; Frederick Loeser & Co., Brooklyn; James A.
Hearn & Sons, New York ; Strawbridge & Cloth-
ier, Philadelphia ; Kaufman & Baer, Pittsburgh ;
Bailey Co., Cleveland ; The Emporium, San Fran-
cisco ; Maison Blanche, New Orleans.
In addition to the two models illustrated, our
Model 2 (Italian Renaissance Console) at $175;
and our Model 4 (Louis XVI Console) at $200
are correspondingly correct and beautiful.
All models made of finest mahogany or wal-
nut, faithful representations of each period.
Equipped with heavy double spring motor, all-
wood tone chamber, solid-brass tone arm and
universal sound box, which permits the playing
of all records, and with six well-finished record
shelves built in.
Every Strand instrument is guaranteed, not
only as regards tone, finish, design and workman-
ship in every part, but also in packing. Our
packing and shipping system is trouble proof.
'IT S THE DEALER'S TURN NOW.
'The man who does the selling is entitled
to a REAL profit."
'Better merchandise, lower list, and
fatter discounts."
These Direct STRAND Representatives are Ready to Serve You:
RICHARD H. ARNAULT, 95 Madison
Avenue, New York City.
W. O. CARDELL, Tulsa, Okla.
A H. DANKMAN, 327 Adams Street.
Buffalo, N. Y.
CONSOLIDATED TALKING MA-
CHINE COMPANY, 287 W. Washing-
ton Street, Chicago, 111.
A. C. ERISMAN, 174 Tremont Street,
Boston, Mass.
W. S. GRAY, 942 Market Street, San
Francisco, Cal.
R. J. JAMIESON, 25 Taylor Arcade,
Cleveland, Ohio.
WALTER L. ECKHARDT, Empire
BIdg., Philadelphia, Pa.
GEORGE C. SILZER, 1005 45th St..
Des Moines, Iowa.
Globe
RICKEN. SEEGER & WIRTS,
Building, Detroit, Mich.
STERLING ROLL & RECORD CO.,
137 West 4th Street, Cincinnati, Ohio
W. F. STANDKE, 1120 Grand Avenue
Kansas City, Mo.
MERVIN E. LYLE, 214 Peachtree
Arcade, Atlanta, Ga.
MANUFACTURERS PHONOGRAPH CO., Inc., 95 Madison Ave., New York
GEO. W. LYLE, President
122
THE TALKING MACHINE WORLD
March 15, 1922
C I N C I N N A T I
Business Trend Is Upward — Dealers Now Look for Good Spring
Trade — Interesting Views on Radiophone Situation — Other News
Cincinnati, O., March 4. — The talking machine
business here during February compared more
than favorably with that of January, and some
dealers report an advance over the trade of last
month. Optimism is general, though dealers ad-
mit that business is not up to expectations at pres-
ent. All are working energetically, and the belief
is that the near future will see a gradual over-
coming of trade inertia.
Dealers and the Radiophone
Most Cincinnati dealers are not ready to swal-
low without seasoning the present tremendous
vogue of the radiophone, though all admit its
possibilities. At any rate, Cincinnati dealers are
not coming forward very rapidly with plans to
install radio devices either for practical or for
publicity purposes. ■ There are, of course, one or
two installations that have recently been made,
but for the most part dealers are wary.
Edison Dealers to Meet
At a meeting of Edison dealers of this territory
at the Hotel Sinton, Monday morning, March 6,
there will be an announcement made of the
policies of Thomas A. Edison, Inc., for the year.
The Cincinnati office of the new Edison Co. is
planning a tone test next week. The experiment
will be made with the assistance of Glen Ellison,
Scotch comedian, and Miss Hill, pianist.
Evidence of Business Betterment
The business done by the Ohio Talking Ma-
chine Co., 427 West Fourth street, during the
past month showed improvement all along the
line, both in records and machines. C. H. North,
secretary of the company, said: "Business has
been much better, and when business with us is
good it is a dependable sign that business in
Victrolas all around the trade is also up to stand-
ard. It means that enough sales are being made
to compel dealers to place frequent orders for
more stock. We are optimistic and feel, with
reason, that the outlook is steadily improving.
The tobacco situation in Kentucky is much im-
proved, and there should be a great deal more
money to spend there than has recently been the
case. Regarding eastern Kentucky and West
Virginia we are not so sanguine, owing to the
mining situation and the constant threat of dis-
ruption in that line."
Mr. North, on being asked his opinion as to
the value of the radiophone, said: "The theory
is. of course, very good, but unless greater per-
fection is attained it probably will not go far.
Several of our dealers have tried out the radio-
phone as a means of advertising, and in such
cases it has aroused interest and curiosity."
Grafonola Sales at Widener's
A remarkable amount of business is being done
by Widener's Grafonola Shops. Morris Fantel,
of that company, said: "Our business during the
last month was fine, both in machines and rec-
ords. We sold one-third more machines in Feb-
ruary this year than last year, and our record
sale was double that of the same month last
year." Regarding the radiophone, Mr. Fantel
said: "It is still in its infancy, and all depends
upon the ultimate perfection of the device."
Baldwin Victor Shop Doing Well
The Victrola shop of the Baldwin Piano Co. is
enjoying a very excellent volume of business, all
things considered. Upon being asked his opinion
of the radiophone, U. G. Rowbotham, of the
Baldwin Victrola Shop, said: "The radiophone
should be a wonderful thing — when it is per-
fected. At present its operation is marked by
so many imperfections and handicaps that it is
hardly fair to judge the device now."
Hard Work Boosts Sterling Business
B. L. Brown, of the Sterling Roll & Record
Co., believes that hard work is the panacea for
business troubles. He has put his theories to the
test, with the result that business has shown a
steady improvement at the Sterling establish-
ment. Commenting about the radiophone, he
said that a great deal of development would be
necessary before it attained much value. He
mentioned a few cases in which dealers had had
radio apparatus installed, were not satisfied with
it, and had discontinued it. Mr. Brown made
several trips over various parts of Ohio during
the month, and he said that throughout the State
dealers think well of the' radiophone, both as a
means of publicity and as a mercantile proposi-
tion.
Features "Gypsy Blues"
Howard L. Chubb, of the Chubb-Steinberg
Music Shop, is optimistic over the trade outlook.
He said: "During the past month our business
went along in an extraordinary manner, and
proved to be much better than the same period
last year. Though record sales were not great,
sales of machines increased over the average and
we look for better business generally in March.
Our window display on 'Gypsy Blues' during the
month did much to stimulate sales on that num-
ber and the output was large."
Western Arts Association to Meet
Chiefly through the efforts and prestige of the
Cincinnati Symphony Orchestra and Eugene
Ysaye, its director, the Western Arts Association
decided to hold its annual convention in Cin-
cinnati. This convention will begin at Emery
Auditorium May 2. Virtuoso Ysaye and the Cin-
cinnati Symphony Orchestra record for Co-
lumbia.
Passing of W. F. Higgins
W. F. Higgins, Richmond, Ky., died late in
February. He was a Columbia dealer of promi-
nence in his district and had built up a good
business. His business now is under the direc-
tion of M. B. Murphy, a son-in-law, and Mr.
Coates, who are carrying forward the policies
inaugurated by him.
Buys Columbia for African Missionary
A Columbia Grafonola and a supply of records,
sold by A. F. Hibbard, of Hibbard's Music Shop,
Huntingdon, W. Va., are destined for a very long
journey. Mr. Hibbard made this sale to the Trin-
ity Episcopal Church, of Huntington, for the
use of a missionary in Liberia, Africa. Most of
the records were fox-trots of the jazziest sort,
for it is reported that Liberian natives prefer this
class of music.
Many Dealers Add Brunswick Line
S. Reis, manager for the Cincinnati district of
Brunswick products, reports a growing business
and the opening of a number of new accounts
during the past month.' He plans to continue
the policy of going out energetically to add new
accounts in this district. This has proved to be
the only successful method of getting business.
Starr Line Gaining in Popularity
E. I. Pauling, of the Starr Piano Co., reports a
fine business both in machines and records. "Peo-
ple are recognizing," says Mr. Pauling, "the ex-
cellence of the Starr products, which are steadily
growing in favor here."
The New Edison Co.'s Report
The New Edison Co., one of the live-wire deal-
ers in this city, reports a fair volume of business
during the past month. This is due in a great
measure to the aggressive sales policy of the
concern. The company has given a great deal of
thought to the radiophone, with a view to using
it, according to Mr. Oelman, of the company.
Mr. Oelman said further: "There are too many
imperfections to make it a safe undertaking. I
believe, also, that it is more or less of a fad just
now, and if broadcasting by radio becomes very
common there will be a thousand conflicts of
transmissions. In the main its value just now
depends upon too many possibilities, with not
enough certainties."
Under the direction of Manager Dessauer,
Lourj' & Goebel Co., Pathe dealers, conducted
a successful sale of Pathe phonographs.
ELL & ELL WILL REPRESENT REGAL
Pacific Coast Music Publishers Appointed Regal
Jobbers — Well Known in Far West
The Regal Record Co., New York, announced
recently that Ell & Ell, music publishers, of Los
Angeles, have been appointed distributors for
Regal records for the Pacific Coast States. This
concern is well known in the musical field, and
among their recent successes was "Canadian Ca-
pers." Robert Levy, general manager of the
company, will be in personal charge of the Regal
activities. Wm. Zidell, a member of the firm,
closed this important deal on a recent visit to
New York.
Men of courage, with confidence in their in-
dustry and the nation, will triumph in 1922.
Imported Homokord Records
A Better German Record "
More profit in selling Homokord Records.
Let us send you details regarding agencies.
A. G. KUNDE
Importer and Distributor
344 E. Water Street Milwaukee, Wis.
march is, 1922 THE TALKING MACHINE WORLD 123
L
/ja/Qf/f/AYJboh
it A**1- -%f l£tj >
The same popular priced Bobolink Books and
other Bobolink products introduced to the trade
hardly a year ago by the A. C. Gilbert Co., changed
only in name, will now be handled exclusively by the
LaVelle Mfg. Company. They are exactly the same
products which swept into popularity almost over-
night. Truly artistic and beautiful playthings for
children priced so everyone can afford to buy them.
BOBOLINK BOOKS
Unique and extremely beautiful assortment of
outfits designed particularly for children, that retail
at $1.00. Each outfit contains a 16-page book, beauti-
fully illustrated in full colors from paintings made
by the famous child's artists of the country, Willy
Pogany and Maud and Miska Petersham.
Two double-faced playing records, with a combined playing time of 14 minutes. These
outfits are packed in a beautiful four-color container that attracts attention — a big selling
feature.
Standard items for which there is an all-year-round demand.
Retails for $1.00
The Biggest Dollar Value in the Talking
Machine Trade
BOBOLINK PHONOGRAPHS
Beautiful and highly practical instruments designed particularly for children,
built and attractively finished.
Well
No. 401
1. Retails for $10.00
2. Dimensions : 20" high x
lOj/S" square.
3. Metal sides and top, litho-
graphed in a delicate
ivory with children's
designs in blue.
4. Strong wooden frame, fin-
ished in a dark stained
oak.
5. Patented tone arm.
6. Plays any standard record
up to 7".
No. 402
1. Retails for $18.00
2. Dimensions : 26y2" high x
\2y2" square.
3. Sound box especially de-
signed to give clear
enunciation.
4. Tone chamber of seasoned
wood, giving a beauti-
ful quality of tone.
5. Plays any standard rec-
ord up to 8'' in diameter.
6. A patented rack to hold
twenty records.
7. Finished in ivory, with
beautiful decorations in
blue.
8. An unusual child's ma-
chine.
There are liberal discounts on the LaVelle
Bobolink Line.
Send for Our Proposition Today. A Postal
Will Get Our Catalog and Full Details.
LA VELLE MFG. COMPANY
Department A
NEW HAVEN, CONN.
124
THE TALKING MACHINE WORLD
March 15, 1922
"DEPORTS from all sections of
**^* the country indicate that the
live Victor dealers are AHEAD of
1921 in sales and profits.
The new models of the Victrola;
the standard styles; the new Lists
of Victor Records and the wonderful
Victor Catalog certainly give you
merchandise of the finest quality.
So a big Spring season rests with
you, yourself.
G T WILLIAM? CO. mk
217 DUFFIELP 5T. — BROOKLYN,**
HIGH-PRICED MODELS
FAVORED IN BROOKLYN
Console Type of Talking Machine Is Featured
in Many Stores — Dealers Plan for Spring
Business — Brunswick Dealer Profits From
Movie — New Victor Agency — Trade News
The trade in Brooklyn this past month, has ex-
perienced a slight depression, but a gratifying
feature of the business done. was the demand for
high-priced models. For this reason, although
the actual number of sales was less, total receipts
did not show a very great loss. The console type
is being displayed in most stores, and, in con-
sequence, the demand for this type of machine
has been active, although the high-priced upright
has found considerable favor among talking ma-
chine purchasers. Dealers' record stocks are in
excellent shape, both as to completeness and ar-
rangement, and in most stores the choice of the
most particular person can be met. Plans are
now being formulated b}- some dealers for an in-
tensive drive for Spring business. This is to
take the form of circularization of prospects and
by the use of additional salesmen who are to be
placed on the outside for house-to-house can-
vassing.
Features Brunswick in Theatre
Milton Kramer, proprietor of the Brunswick
Temple of Music at 956 Kingsway road, recently
tied up his activities with the local Kingsway
theatre by the use of a Brunswick phonograph
in connection with the moving picture "Molly O,"
which was being featured in the program. Mr.
Kramer featured model No. 122, which retails for
S300. The instrument was placed on the stage
in full view of the audience, and during the show-
ing of the picture several selections were played.
Before the picture was flashed on the screen the
well-known song record of the same name,
"Molly O," was played, the tones of the phono-
graph being clearly heard in all sections of the
theatre. This timely stunt is one of many which
the store has resorted to in the interest of the
Brunswick phonograph, which it features exclu-
sive)}-, and as Mr. Kramer stated, "It represents
a real sales asset, not only in records, but in ma-
chines as well, and we have found that it is well
worth the time and effort."
New Victor Agency
After waiting for a long time Geller & Selden,
who conduct a successful stationery business in
Rockville Center, N. Y., have secured a Victor
\ \ \ \ \ \
franchise and are busily engaged in preparing an
up-to-date store, which will contain all modern
conveniences in equipment. An entire new store
has been secured and it is planned to devote the
larger part to the merchandising of Victor ma-
chines and records. They will continue their sta-
tionery business, but this will be located entirely
separate from the other, as thej^ believe that the
new business will soon become of such size as to
merit a space of its own. This new account was
opened by the American Talking Machine Co.,
well-known Victor distributor, of Brooklyn.
Farragut Temple of Music Pushing Vocalion
Another new addition to the Brooklyn retail
field is a modern store, opened to the public this
month at 1393 Flatbush avenue, which is to be
known as the Farragut Temple of Music. The
interior equipment is of the very best and the
decorations are attractive, while the outside of the
store is adorned with a brilliantly illuminated
sign that can be seen for several blocks. This
store is featuring the Aeolian-Vocalion line of
machines and records, and is prepared to make
a strong bid for its share of the talking machine
business in this section.
R. H. Morris Recovers From Grippe
R. H. Morris, general manager of the American
Talking Machine Co., Victor wholesaler, who has
been confined to his home with a severe attack of
the grippe, is expected back this week to resume
his duties. The record classification work which
this firm has been carrying on for the benefit of
dealers is being enthusiastically received, and
when finished it is the belief of this wholesaler
that dealers will be equipped to take care of their
record trade much more efficiently.
Remodels Store for Victor Line
Theodore Jospe, Glen Cove, N. Y., is now re-
modeling his store in preparation of receiving his
first shipment of Victor merchandise. Mr. Jospe
has just secured the Victor line of machines and
records, and he plans to equip his new store with
attractive show rooms, private hearing rooms,
and in general fit up his warerooms in the most
approved style. This new exclusive Victor estab-
lishment is the latest addition to the list of the
talking machine dealers on Long Island, and
with its splendid new equipment should attract
a large clientele and become one of the leading
retail stores in this section.
GRIFFIN ON EMERSON RECORDS
The Emerson Phonograph Co. has just issued
an interesting record made by Gerald Griffin, the
popular Irish tenor. This record, which features
a selection entitled "St. Patrick's Day," has been
released in plenty of time for Emerson dealers
tc take advantage of its timeliness as a sales
stimulant prior to March 17, St. Patrick's Day.
Gerald Griffin is well known in musical circles,
as he has attained considerable success on the
concert stage. He is at present a headliner on
the big time vaudeville stage, attracting capacity
audiences.
JOINS REGAL SALES STAFF
J. H. Adams, who was formerly manager of
the Brooklyn store of Jerome H. Remick & Co.,
music publishers, has been appointed a member
of the sales staff of the Regal Record Co.. New
York. He is well known in the music field, and
he has already produced splendid results in the
introduction of the Regal line.
QUALITY
EVERY PIECE OF MERCHANDISE MANUFAC-
TURED BY THE VICTOR TALKING MACHINE
COMPANY IS NOTED FOR ITS FINE QUALITY
FROM EVERY STANDPOINT.
IT IS ALL MADE TO PASS THE SEVEREST
TEST. EVERY VICTOR DEALER SHOULD BE
PROUD OF THE FACT THAT THE GOODS HE
SELLS HAVE THIS REPUTATION.
THEY WARRANT THE HIGHEST KIND OF
MERCHANDISING.
March 15, 1922
THE TALKING MACHINE WORLD
125
a
RIGHT OFF THE PRESS
Pathe Actuelle Records
Best Records Made
GREATER VOLUME
SWEETER TONE
BETTER WEARING QUALITIES
Five Records Dealers Will Stock
020696 (PERSIANNA— Fox -trot Ernest Hussar and His Orchestra
10-inch \ Hotel Claridge, N. Y. C.
75c ALL THAT I NEED IS YOU— Fox-trot Samuels' Music Masters
020697
10-inch
75c
020698
10-inch
75c
020699
10-inch
75c
020622
10-inch
75c
GRANNY — Fox-trot Onivas Dance Orchestra
STEALING — Fox- trot Onivas Dance Orchestra
WHY DON'T YOU SMILE ?— Fox-trot. .Ernest Hussar and His Orchestra
Hotel Claridge, N. Y. C.
GOODBYE, SHANGHAI !— Fox-trot Onivas Dance Orchestra
CAROLINA BLUES— Fox-trot Synco Jazz Band
ON THE GIN, GIN GINNY SHORE— Fox-trot Synco Jazz Band
EVANGELINE— Fox-trot Casino Dance Orchestra
BOO HOO-HOO— Fox-trot Casino Dance Orchestra
Pathe Actuelle Records Play with Steel Needles on any Phonograph
PATHE FRERES PHONOGRAPH CO.
20 Grand Avenue, Brooklyn, N. Y.
mFMWWWSfiWWSSiiLZZs. as as as aSSS aSiSsS as :& in as sSifi i S S as uS ss iZ'M iiSSSaSsSWTnni a w iTiiS 5S as as as as as as as as as rrr:-,sr*Mwi?<immmwmiiK&
126
THE TALKING MACHINE WORLD
Maech 15, 1922
LEV EL AND
Association of Northern Ohio Elects Officers — Gennett Line
With Marshall Co. — Euclid Concerts Popular — News of Month
Cleveland, O., March 6. — Officers of the Talking
Machine Dealers' Association of Northern Ohio,
elected at the annual meeting at the Cleveland
Athletic Club, were as follows: Louis Meier,
the L. Meier & Sons Co., president; Samuel
Deutsch, the Deutsch-Crane Co.; Norman H.
Cook, the S. Kohn & Sons Co., vice-presidents;
Dan S. Baumbaugh, the May Co., secretary,
and Frank Smirda, Smirda Music Co., treasurer.
In past years the installation of officers has
been celebrated by an elaborate banquet and
dance. This year the event will probably not
be held. The sentiment expressed at the meet-
ing was that the money usually expended should
be turned over to the record exchange service
of the organization for increasing the scope of
its work. This exchange service has more than
demonstrated its worth during the last year.
New Gennett Record Distributor
Gennett records in the future will be dis-
tributed by the Marshall Drug Co., which
operates a chain of twenty-six drug stores scat-
tered over the entire city. R. E. Taylor, dis-
trict manager of the Starr Co., announces that
plans are under way for the development of the
record business in the drug stores on an exten-
sive basis. Several of the stores have already
been equipped with booths, and plans call for
a gradual extension of appointments for han-
dling records until the entire chain has been
fitted out for the business.
Victrola Week in Lorain, O.
Victrola week at the Wickcns Co. store, in
Lorain, O., was featured by elaborate window
dressing and unique entertainment. The "Sar-
gent Harlequin Girls," an organization of
dancers under the personal direction of Mrs.
H. M. Sargent, former accompanist to Sophie
Tucker, were featured in the window of the
store. They gave varied and interesting inter-
pretations of folk and classic dances to music
furnished by Victrolas. The stunt resulted in
Ballet in Window of Wickens Co.
the store being literally packed throughout the
entertainment, which lasted two hours, both
afternoon and evening.
The Radio Situation
The radio idea, after having been given up
several weeks ago due to the Government edict
forbidding broadcasting, is again occupying
much attention on the part of record men here-
abouts. The W. R. Cox broadcasting station,
which is the only one in this district, was given
permission by the Government to send out three
concerts weekly. In the past only one has
been broadcasted each week.
The general opinion is that the possibilities
of radio, as far as the talking machine business
is concerned, have not yet been fully realized.
Leaders point out that not only is it possible
to send out records directly, but the growing
custom of having prominent vaudeville and con-
cert stars perform gives unlimited opportunity
for original and convincing tie-ups.
The Schuman Furniture Co., of Youngstown,
O., has been utilizing the radio idea to good
advantage. Weekly concerts featuring Bruns-
wick record selections have been given by the
establishment and, because of the increasing
interest being shown, it is altogether possible
that these events will be held more frequently
in the near future.
The Progress of the Granby
Granby phonographs are reported to be gain-
ing in favor rapidly throughout the district. Es-
pecially is this true in southern Ohio, according
to report by the Kennedy-Schultz Co., since
the establishment of headquarters in Cincinnati.
Harry Coplan. general sales manager of Granby,
was a recent Cleveland visitor. His visit was
in regard to expansion, which he discussed with
C. H. Kennedy, member of the Kennedy-
Schultz firm.
Fischer Co. Closes Out Line
F. W. Nearing, special representative of the
Fischer Co., which has just closed out its whole-
sale business in Pathe machines, believes that
the average figures of the sale have seldom been
excelled in the history of the talking machine
industry. The Fischer Co., as announced before,
is not retiring from the retail business. It is
within the realm of possibility that the whole-
sale distribution of another machine will be un-
dertaken within a short time, although an-
nouncement to this effect or confirmation of
it cannot be made as yet by the company. Mr.
Nearing agreed that it was merely a possibility.
Featuring the Brunswick Hits
Brunswick's "Ty-Tee" and "Stealing" are
among the most popular records in this district
at the present time, due to an elaborate sales
campaign which has been carried out in sev-
eral quarters. The Alhambra Music Co. had
one of the best displays booming these numbers.
The entire establishment was converted into a
50c.
List Price
: puritan SUrnrli
50c.
List Price
10-INCH DOUBLE DISC
Our catalogue consists of all the latest Dance, Popular
Vocal, Instrumental, Standard and Sacred, Hawaiian,
and Concert and Military Band Records.
Four New Selections Every Week
We realize that SERVICE means success or failure to
our DEALERS. Therefore we are only accepting orders
for shipments east of the Ohio River and north of the
Potomac River.
THE BRIDGEPORT DIE AND MACHINE CO.
170 ELM STREET
BRIDGEPORT, CONN.
Makch IS, 1922
THE TALKING MACHINE WORLD
127
HEAR IT
in You Do?
Latest Dance Hit by
Isham Jones
1|ou cant 90 wrong with
any feist' song"
— • — ft* " - — ™ ,0
What-U you do,— when you are lone- some and mue^— -
mass of banners and streamers. Cards and
other printed matter are featured in the windows
of all Brunswick dealers. A. J. Kendrick, gen-
eral sales manager of the Cleveland branch,
says that many dealers found their supply ex-
hausted the day the record was received. Orders
and reorders, says Mr. Kendrick, have been
coming in wonderful numbers.
New Dreher Store Ready Soon
The new store of the B. Dreher's Sons Co.,
scheduled to open in about a month, will be
one of the finest in the State. Special appoint-
ments, which are both elaborate and distinctive,
will be features of the talking machine sec-
tion. The establishment, a three-story affair
with a seventy-foot frontage, will boast of ex-
tra large show windows, each one of which
will be capable of holding a full line of machines
in all the different styles.
There will be showrooms on both the main
floor and the mezzanine. The record depart-
ment will be under the mezzanine and will be
unfitted with a score of sound-proof booths for
demonstration purposes. These booths will be
sound-proof in reality and will be outfitted in a
style that will make them really attractive. A
full catalog of records will be kept on hand
by means of the latest cataloging devices.
Conducting Weekly Concert Series
The Euclid Music Co. is conducting a series
of weekly public concerts arranged by Miss
Grazella Puliver, sales manager of the Cleve-
land Talking Machine Co. A modest window
display and several newspaper ads brought
forth a large crowd at the first of these affairs,
at which the entertainment feature was story-
telling in connection with opera records played.
J. R. Frew, musical merchandise department
manager, and L. E. Hartwig, also of the firm,
will take charge of future affairs of this kind.
The Grafonola in the Movies
Prominent use of the Columbia in motion
pictures has been secured through the efforts
of George Krauslick, service manager of the
local branch. The Bradley studios, local produc-
tion firm, feature several models in their latest
release, "False Fronts."
Two of the strongest tie-ups of the season
were made by the Columbia Graphophone Co.
in conjunction with the recent appearance of
Bert Williams in "Under the Bamboo Tree," at
the Hanna Theatre, and Dolly Kay, who pre-
Grafonola in the Movies
sented her vaudeville act at the B. F. Keith
105th Street Theatre.
Miss Kay autographed records herself at the
Alhambra Music Co., she being the subject of
much advertising beforehand. The stunt resulted
in the store being jammed for her entire visit.
While Bert Williams did not appear personally
at the various stores, special advertising for
his records was used and through the newspaper
publicity given the star performer, new marks
were made in the sale of his records. Mr. Wil-
liams made his last appearance here, for when
the show went to Detroit he was taken ill and
was rushed to New York, where he died.
Incidentally Miss Kay journeyed to the Co-
lumbia branch and talked shop with visiting
dealers, officers and members of the sales force.
Record Artists in Concert
Pablo Casals, famous 'cellist, and Florence
Macbeth, coloratura soprano of the Chicago Opera
Co., were among the record artists who have ap-
peared in recent concerts in Cleveland. All record
dealers tied up with displays and newspaper an-
nouncements, and the results more than justified the
effort.
Miss Gwen Trimble, until recently connected
with the record department of Columbia, has
resigned her position to become identified with
the Brunswick forces in a similar capacity.
The large number of new homes that are
being built in this district is having a reaction
upon public interest in machines. S. Kohn &
Sons Co., which recently purchased the retail
interest of the Euclid Music Co., reports an in-
crease in the number of people who come to
its establishment daily and interest themselves
in new models of machines suitable for the
better class homes.
This, too, may be responsible for the added
interest in console models that has been shown
recently. Many stores find that console sales
are above sales of the regular styles. E. A.
Friedlander, head of the talking machine de-
partment of the Bailey Co., reports exceptional
demand for console types, especially the styles
that sell at popular prices. This is taken as
a good omen in view of the fact that many
phonographs now in use are bound to be re-
placed as public taste swerves toward the dif-
ferent style.
Auto Show Week Display
The Rudolph Wurlitzer Co. capitalized the
automobile show in a unique way. Two talking
machines, one large and another small, together
with records for wheels, were used to form an
automobile. The license tags bore the street
number of the store. A machine was played
constantly in the lobby of the store and officials
say the results of the idea were substantial.
QUALITIPHONE
EQUAL TO THE BEST CHEAPER THAN THE REST
Portable Phonograph in a Glass by Itself
Retails for $15.00
Ideal Machine for Home, School, Camp, Bungalow or Picnic.
Plays All Standard Records
Guaranteed for one year against all defects in material and work-
manship.
Dealers and Agents W anted Write for Particulars
Qualitiephone Sales Corporation
17 EAST 42nd STREET NEW YORK CITY
128
THE TALKING MACHINE WORLD
March 15, 1922
"MUTUAL SERVICE" PLAN OF INCREASING RECORD SALES
Dodge Mfg. Co. Offering Unique Service to Record Dealers Through Their Local Motion Picture
Theatres — Seabrook Concert Grande the Great Factor — Practical Illustrations of Value of This Plan
The Dodge Mfg. Co., at Mishawaka, Ind., has
entered the talking machine industry under the
name of "Mutual Music" and is offering a service
to phonograph record dealers through their local
motion picture theatres that constitutes one of the
most forward movements in record selling that
has been developed in many years.
Working in conjunction with the Brunswick
Shop at South Bend, Ind., a tryout was effected
from January 24th to January 31st in the Black-
stone Theatre that boosted Brunswick record
sales an average of $50 per day, the increase
proving permanent. One hundred and thirty-
nine new accounts were added to the books,
and over 300 names to the mailing list. Carl
J. Lenhard, manager of the establishment, sums
up his opinion thus: "Mutual Music has ob-
tained more publicity, more record sales and
more prestige for Brunswick in South Bend
than any other one publicity idea I have ever
used. I'm entirely satisfied and feel it worth
every cent it costs me."
The medium used by the theatre and record
dealers is the Seabrook Concert Grande phono-
graph developed by the Dodge interests over a
period of two and a half years, and the idea of
"mutual service" was furnished by Kenyon W.
Mix, director of the Publicity Division of the
Dodge Mfg. Co., the Indestructo trunk makers,
and other associated interests. Mr. Mix's con-
nection with the publicity plans of the early
serial "movie" program undoubtedly furnished
the nucleus for this new idea.
In brief, the plan devised by Mr. Mix, as de-
scribed by the company, is "A phonograph of
unusual projecting power, developed by B. R.
record dealers whose current release dates coin-
cide with the installation of the instrument, an-
nounces in its newspaper advertising that the
V ictor, or Brunswick, or Columbia, or Okeh rec-
Blackstone Theatre, South Bend, Where Plan Was Tried Out
Seabrook and embodying revolutionary ideas of 14,000' people per week
horn material and construction, basic claims for
which have already been allowed, is installed in
the local theatre. This instrument will repro-
duce a record in the theatre in the full volume
that attended its recording and eliminates com-
pletely all needle scratch, blurring of tones or
blare.
"The theatre, working in conjunction with the
Seabrook Concert Grande Phonograph
ords will be played as an additional feature to
their regular program. These records are then
played during the showing of the news reel, the
comedy and the intermission, no attempt being
made as yet to follow the 'feature' with phono-
graph music. As each selection is played an il-
luminated board at the instrument announces the
name, number and make of the record — i.e.,
'Gypsy Blues,' Victor,
No. 18839. The play-
ing occurs during the
regular rest period of
the orchestra or or-
ganist and fills an un-
pleasant void in the
present theatre pro-
gram with approxi-
mately thirty minutes
of current dance music
played by America's
finest dance orchestras.
"The record dealer
advertises simulta-
neously with the thea-
tre, saying: "Go to the
■ Theatre, see a
good picture, hear
March records.' The
Blackstone Theatre at
South Bend seats 2,000
people and fills about
once per day, insuring
a thirty-minute hear-
ing of new records to
It has been estimated
that 50 per cent of an average audience either
owns or has an interest in a phonograph. The
utter impossibility of any one or two dealers
playing the new records to 7,000 people per week
in a city of 75,000 is apparent. Form letters
costing $48 per thousand to print, fill in, address,
seal, stamp and mail constitute an exorbitant
cost barrier against so large a mailing list, and
$3.25 Sample
With 10 inch Turntable
and All Accessories
MOTORS
2 SPRINGS
We are the Exclusive Manufacturers of
$3.25 Sample
With 10 inch Turntable
and All Accessories
THE MAGIC AND BUTTERFLY MOTORS
(FORMERLY MARKELS)
Parts for These Motors Always on Hand — Also Tone Arms — Sound Boxes —
Main Springs, Etc.
MAGIC PHONO SUPPLY CO., 67 Debevoise St., Brooklyn, N. Y.
Telephone Stagg 1591
newspaper advertising at its best can only ask
prospects to come in and hear the new records.
The theatre-showing insures an actual hearing
at a time when folks are in a receptive mood
for amusement, and the man who is a phono-
graph 'fan' as well as a 'movie fan' is rendered
a service that saves him the time and trouble of
a separate visit to the small demonstration
booths of the dealer.
"Once the service becomes effective, phono-
graph enthusiasts visit the theatre who have
not contracted the 'movie' habit, and so the
two very substantial aggregations of phono-
graph fans and movie fans are welded into one.
The theatre profits from the idea by a better
balanced musical program, a service to its pa-
trons which can not be secured elsewhere be-
cause but one Seabrook instrument is installed
in each city or town, and the new feature soon
pays for itself in increased patronage.
"The record dealer sells more current records
with less effort. Where heretofore the prospec-
tive record buyer asked 'What's new this
month?' and then bought on the process of elimi-
nation of what he didn't want, he now comes in
Dealer's Ad Which Tied Up With Concert
to make a definite purchase by name and will
listen to others. He does not ask to hear the
records replayed and the clerk-time thus con-
served effects an additional saving. The dealer
further finds new sales for phonographs among
the picture house clientele not now owning ma-
chines and receives the revived record business
How Another Dealer Interested the Public
of those earlier phonograph buyers whose record-
buying ardor may have cooled after long asso-
ciation with the instrument and whose acquain-
tance with current phonograph music is slight
owing to an aversion to 'shop' for good selec-
tions.
"The cieabrook Concert Grande phonograph is
made for theatre use only — no small machines
being available or contemplated. It is made in
strict accordance with the laws of acoustics,
March 15, 1922
THE TALKING MACHINE WORLD
A salesman that works without wages— the Colum-
bia Counter Needle Display Case. An attractive
accessory that proves its worth as a selt-service
needle salesman. Ask your Dealer Service man.
Columbia Graphophone Co.
NEW YORK
amplification and projection which develops and
discharges sound waves into the atmosphere so
effectively that they continue to amplify for a
great distance, thus enabling the instrument to
reproduce a recorded selection that can be heard
with a high degree of clarity for a considerable
distance away. The horn is constructed of spe-
cial material. One of the unusual features of the
machine is the introduction of air into the horn
in certain definite quantities and proportions.
The type of gasket fitted about the diaphragm
entirely eliminates blurring and meshing of
sound waves and a non-metallic device removes
all unpleasant or piercing sounds. The Seabrook
Concert Grande phonograph is the only machine
now being constructed under definite patent
claims which is capable of producing true tone
and full volume from 150 to 300 feet away from
the horn.
"South Bend and La Porte, Ind., have just
been opened up. South Bend played Bruns-
wick January 24 to 31, Victor February 1 to 8,
Okeh February 8 to 15 and Columbia February
15 to 22. At La Porte the Princess Theatre is
using both organ and orchestra to accompany
the vocal selections and reports a most satisfac-
tory experience with the system thus far. South
Bend record dealers are all very enthusiastic,
stating that record sales have jumped consider-
ably in the last month and vote the idea an out-
standing success. The proposition is to be ex-
tended to other cities rapidly, and while local
conditions may vary the method of procedure
somewhat, the idea will, in the main, be as
stated."
BELIEVES IN WINDOW DISPLAYS
Milwaukee, Wis., March 4. — Carl Euler, progres-
sive Sonora dealer in this city, is an enthusiastic
believer in the value of attractive window dis-
Carl Euler's Attractive Window
plays. As the Sonora line adapts itself to dis-
plays of exceptional beauty, Mr. Euler has been
preparing a series of displays that have won con-
siderable commendation.. One of these windows
is shown herewith, and it is not surprising to
learn that this display produced tangible" sales
results.
SPECIAL SALE BRINGS RESULTS
Pittsburgh, Pa., March 4. — Picking & Co.,
Pathe dealers of this city, have started the new
year well through a large number of machine
sales stimulated by a special sale recently con-
ducted.
GRAND OPERA FOR THE SCHOOLS
Community Service Develops Plan for the Pres-
entation of the Best of the Grand Operas in
the Various Public Schools
Although most Americans are denied the privi-
lege of hearing grand opera by the big companies,
a new scheme has been devised for affording at
least a glimpse of that form of art to people in
any locality, howsoever small. Certain public
schools have introduced a plan for giving opera
with the aid of the talking machine. In its most
simple form the plan calls for the narration of
the story of an opera and the playing of the rec-
ords in their proper order. In addition, special
choral numbers may be sung by a small chorus
or by the assembly. The dramatic action may
be portrayed by tableaux, pantomime and the
reading or acting of excerpts from the text.
The national civic organization, Community
Service, is making the suggestion to its local
groups that such groups lay this plan before the
public school heads in their communities. To
facilitate the matter a bulletin on the subject has
been issued by the Community Service, 1 Madi-
son avenue, New York. It contains full data for
the presentation of three operas, "Martha," "Car-
men" and "Aida," including a summary of the
story, lists of the available talking machine rec-
ords for the various arias as issued by the leading
companies, directions for the arranging of dances,
preparing of scenery and costuming. The sug-
gestion is also being made to music clubs that
they not only bring the matter to the attention
of the school music supervisors, but consider the
plan for performance within the clubs themselves
or possibly by the junior music clubs.
DEATH OF BERT WILLIAMS
Well-known Negro Comedian, Exclusive Colum-
bia Artist, Succumbs to Pneumonia
Bert Williams, the well-known negro comedian,
for several years one of the features of the
"Ziegfeld Follies" and an exclusive Columbia
record artist, died on March 4 at his home in
New York from pneumonia, which he contracted
while appearing in Detroit. He was forty-six
years old and is survived by a widow and mother.
His clear enunciation and his inimitable manner
of putting over a song placed him in a class by
himself, and he was probably the most successful
of his race on the stage.
VICTOR ARTISTS IN CANTON, 0.
Canton, O., March 6. — Victor record sales are
expected to be stimulated with the appearance
here next Saturday of the Eight Famous Victor
Artists, an annual event in local musical circles
that is always looked forward to. This will be
the third appearance of these artists in Canton in
as many years. Local dealers will feature win-
dow displays in connection with the event. The
artists will appear in the city auditorium, under
auspices of the People's Musical Course.
NEEDLES
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They compel a true
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ordinary needle make of the Talking
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Other needles sold under
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lompany
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110 S. Wabash Ave., Chicago, 111.
130
THE TALKING MACHINE WORLD
March 15, 1922
PMMS
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There has been no let-up in the
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delivery indicate that LONG CON-
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LONG CONSOLES are pioneers in
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thorough familiarity with the require-,
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has enabled us to produce a line of
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sale.
You will find it distinctly profitable
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HANOVER, PA.
Style 600
Sheraton
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Colonial
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Louis XV
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Chippendale
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Hepplewhite
March 15, 1922
THE TALKING MACHINE WORLD
131
feSDOMINO Of (Mm
— p • • — — 1 1 -I
NEW OFFICERS CANADIAN PHONOGRAPH MANUFACTURERS
Canadian Phonograph Manufacturers' Association Holds Annual Business Session — Close Deal for
Exhibition Building — Music Memory Contests Increase — News 'of the Month
Toronto, Ont., March 6. — The National Club
was recently the meeting place for the annual
meeting of the Canadian Phonograph Manufac-
turers' Association, the business session follow-
ing a dinner. The chair was occupied by the
president, W. B. Puckett, and a large number
of members of the trade was present. James
G. Merrick, the secretary, stated that as a result
of the continuous pressure for the past several
years the Canadian National Exhibition had, on
the first opportunity that had presented itself to
them, offered the entire Dairy Building to the
phonograph industry on certain terms. The re-
quirement was that each exhibitor should pay 50
cents per square foot per year on the floor-
area occupied, as the term of the occupancy
could be guaranteed for three years and possibly
longer. It was proposed that the exhibition
architect should prepare plans and the exhibition
carpenters construct the booths, the cost of
which would be divided in proportion to each
booth allotment. The question of the continu-
ance of the musical competitions instituted by
the phonograph exhibitors had been discussed,
and the exhibition management was preparing
to co-operate and to bear a part of if not all the
expenses, as the result of further consideration
between joint committees of the two associations.
After considerable discussion it was finally
moved and carried that the Association endorse
the report of the executive committee and accept
the offer of the Canadian National Exhibition
Association requesting an estimated cost of erec-
tion of booths and an estimate of the floor-area
available for submission at the earliest possible
moment to the respective exhibitors.
J. S. Atkinson, secretary of the Canadian
Bureau for the Advancement of Music, gave his
report, and among other things stated Music
Memory Contests have been started in a num-
ber of towns throughout the Province of Ontario
and that the city of Toronto's first big contest
will be held April 24 at the time of the visit to
that city of the Cleveland Symphony Orchestra.
Music Day was also touched upon in connection
with the national exhibition, and in place of
seven bands this year at least forty will be com-
peting. The question of Music Week for 1922
was also gone into thoroughly, as also the value
of free organ recitals.
Referring again to the new home for phono-
graph exhibits at the Canadian National Exhibi-
tion: It is on the main thoroughfare of the
grounds in close proximity to the Manufacturers'
Building, where the piano exhibits are housed,
which is an advantage to visiting dealers inter-
ested in both pianos and phonographs. It has
immediately adjoining it an amphitheater with a
seating capacity of 1,000, where in all probability
the musical competitions will be staged.
The following Association officers were elected
for the ensuing year.
Honorary president, W. B. Puckett; president,
O. Wagner; treasurer, W. N. Martin, and, secre-
tary, J. G. Merrick.
Exhibition committee — W. B. Puckett, E. C.
Scythes, A. E. Landon and E. H. Van Gilder;
finance committee, D. R. Gourlay, T. Nash and
W. N. Martin; export committee, S. J. Cook,
James Pollock and A. E. Landon; legislation
committee, W. D. Stevenson, C. H. Weicker and
E. M. Berliner; advertising committee, T. Nash,
F. A. Trestrail and J. A. Fullerton; nomination
committee, F. A. Trestrail, S. J. Cook and W. N.
Martin.
The Russell Gear & Machine Co., Ltd., of
Toronto, has secured the selling rights for the
Dominion of Canada and some of the British
possessions of the "Mutual" tone arms and re-
producers, which are well known in both Canada
and the United States.
C. J. Pott, manager of the General Phonograph
Corp. of Canada, has just returned from a short
visit to New York to confer with Otto Heine-
man, president of the firm, and the head engi-
neers. Mr. Pott was accompanied by Mr. Wel-
ker, of their Kitchener plant; also Mr. Paselli,
of New York, who had been on a visit to the
Canadian plant. Mr. Pott is very optimistic re-
garding the outlook for good business both in
Canada and the United States.
A. E. Landon, manager of the Columbia
Graphophone Co.'s Canadian branch, has just re-
turned from a visit to New York and is greatly
pleased with the decision arrived at in connec-
tion with the parent firm in New York. In dis-
cussing Canadian business, Mr. Landon pointed
out that the factory at Toronto is in active
operation and plans are under way for the ex-
porting of cabinets to the United States. The
season's advertising, too, provides for an en-
larged campaign, which Mr. Landon remarked
would be of vital interest to Columbia dealers.
An exceptionally large order for phonographs
has been placed by the Musical Merchandise
Sales Co., Toronto, with the Brunswick-Balke-
Collender Co. of Canada, for Brunswick phono-
graphs during the coming months. This order
is said to have a list value of approximately
$1,500,000, and reveals conclusively the confi-
dence the Musical Merchandise Sales Co. has
in the coming year.
This firm, by intensive advertising, aggressive
sales efforts, and enthusiastic co-operation with
its dealers, succeeded, they say, in selling 33J^
per cent more Brunswick phonographs this past
December than in the previous December, and
could easily have increased this to over 50 per
cent had the phonographs been available.
The board of Worthley Road Publie School,
London, Ont., recently purchased a No. 1 Starr
phonograph for school purposes.
Harry Braid has again joined forces with the
Montreal, Can., March 6. — The thirty days' sell-
ing campaign devoted to the sale of His Mas-
ter's Voice record of the Paul Whiteman Or-
chestra has resulted in this organization's titles
being brought most prominently before talking
machine owners. No stone was left unturned as
regards publicity. Window trims by the dealers
and heavy advertising by the Berliner Gramo-
phone Co., Ltd., plus dealer co-operation, all have
helped wonderfully to introduce this orchestra's
dance numbers to those who were unfamiliar with
selling staff of I. Montagnes & Co., exclusive
Canadian distributors of the Sonora phonograph
here. Mr. Braid will cover Western Ontario.
Frank Whetsel, another veteran of the talking
machine industry, has also joined forces with
this firm and will travel in Eastern and Northern
Ontario.
Bruce Carey, music supervisor in the Hamil-
ton, Ont., schools and a well-known talking
machine enthusiast, recently demonstrated with
a class of public school students the methods
employed in teaching music in the schools. This
took place before a gathering of the Wentworth
Teachers Association.
A. E. Landon, Canadian manager of the
Columbia Graphophone Co., is on a business
trip to the Maritime Provinces, calling upon
Columbia dealers.
J. M. Carriere, of J. M. Carriere Co., was the
silent booster of a recent gathering of the
Kiwanis Club, of Hull, Que. His gifts consisted
of His Master's Voice records and small musical
instruments and toys. Mr. Carriere represents
the classification of music trades in the newly
formed Kiwanis Club there.
Mr. Montagnes, of the firm of I. Montagnes
& Co., accompanied by his wife and daughter,
sailed on the New Amsterdam from New York
to Brussels recently on an extended business
trip to various European countries, including
England. He was pleasantly surprised by the
presentation of a correspondence portfolio from
employes of the house. Mrs. Montagnes was
presented with a traveling cloak and a beautiful
purse was given to Miss Montagnes. Prior to
his departure Mr. Montagnes tendered a fare-
well dinner to the firm's staff at the King
Edward Hotel.
R. S. Williams & Sons Co., Ltd., Edison
dealers here, made capital out of the local ap-
pearance of Rachmaninoff.
The first school of retail salesmanship to be
held in Canada opened recently at the Toronto
Central Y. M. C. A. with an enrollment of
seventy-five men students. The course includes
sixteen lectures on the principles of retail selling
and an equal number on merchandising. The
course also embraces instruction on house fur-
nishings, which naturally includes pianos, talking
machines, etc.
them. All His Master's Voice retailers report
splendid sales in this direction.
The show window of J. L. Ethier, Brunswick
dealer, on Notre Dame street west, has been at-
tracting considerable attention of late on ac-
count of his display of dancing dolls in motion.
Shanks & Frere, His Master's Voice dealers,
will, on May 1, acquire larger quarters on the
corner of St. Philip and Notre Dame streets,
west. Their business has grown to such an
(Continued on page 132)
TALKING MACHINE SUPPLIES AND REPAIR PARTS
The superiority of RENE MADE SPRINGS and PARTS
is not accidental but is the result of years of painstaking de-
votion to the highest standards of machine shop craft.
NONE BETTER IN QUALITY NONE LOWER IN PRICE
THE RENE MANUFACTURING CO. Montvale, New Jersey
See page SO
MONTREAL DEALERS ADOPT AGGRESSIVE SALES METHODS
Paul Whiteman Orchestra Records Featured by His Master's Voice Dealers in Big Selling Campaign
— Layton Bros., Ltd., Chartered — Energy of Dealers Boosts Sales — News
132
THE TALKING MACHINE WORLD
March 15, 1922
NEWS FROM DOMINION OF CANADA
(Continued from page 131)
extent that enlarged space was necessary. This
move will mean still more efficient service and
a larger assortment of Victor records and ma-
chines to choose from.
Announcement has been made of the incor-
poration of Layton Bros., Ltd., of this city,
which will take over, as a going concern, the
business of Layton Bros., which has hitherto
been conducted as a partnership between Philip
E. and H. A. Layton. The authorized capital is
$500,000. This firm handles Edison, Columbia
and Brunswick phonographs.
The Corona Phonograph Co. has registered as
doing business.
The Harris Record & Phonograph Co., Inc.,
has been incorporated with headquarters at
Montreal. The concern is capitalized at $700,-
000. It is understood that the firm will manu-
facture in Montreal a record which it will put
on the market to retail at fifty cents.
J. Poirier, 295 Centre street, who features
Starr phonographs and Gennett records, has, in
addition to handling a large record business,
developed a big sale of needles. This has been
done through constant suggestion to customers.
The Invictus Phonograph Co., St. Catherine
street, West, will remove on May 1 to 43 McGill
College avenue.
The first sleigh ride and dance tendered em-
ployes by the firm of Layton Bros, took place
recently. Supper was served in the firm's con-
cert room upon the return from the drive and
dancing was enjoyed.
One of the most enjoyable and high-class
musical events of the past month was held last
week in the music department of N. G. Valiuette,
Ltd., when "Miss Grace Brewer and Her Synco-
pating Sirens" featured the popular Victor dance
records of Paul Whiteman's Orchestra. A large
and appreciative audience was present.
Louis Graveure's appearance in local muscial
circles was heralded by large newspaper copy
by the Columbia Co., followed by trailers of all
local dealers handling Columbia records. The
popularity of this artist's records was fully at-
tested to by the large demand for his numbers,
both previous to and following his visit here.
During the appearance here lately of Walter
Scanlan at His Majesty's Theatre in "Irish
Eyes," a romantic Irish comedy, Layton Bros,
sent out to an extensive list of customers a
coupon entitling them to a considerable reduc-
tion in the price of orchestra seats for the open-
ing performance.
Business with S. H. Brown (Brown's Talking
Machine Shop) is growing so fast that he is
determined to be as up-to-date as possible with
his rapidly expanding business and will, there-
fore, on May 1, remove to more commodious
quarters on Bleury street. It is his intention to
add pianos and musical merchandise to his line
of His Master's Voice products.
J. W. Shaw & Co., in addition to handling
Columbia and Gerhard Heintzman machines,
have added the Brunswick line of phonographs
and records.
Basil Horsfall is going to put on grand opera
at the St. Denis Theatre in Montreal at popular
prices. This should be welcome news to talking
machine dealers, who will, no doubt, cash in
largely on increased sales of records.
Chas. Lenoir, a talking machine dealer of
Montreal, was summoned in that city recently
to answer a charge for the alleged causing of a
public nuisance by playing a talking machine in
his store, and a fine of $20 was imposed. Mr.
Lenoir has taken the case to the Superior Court
for reconsideration.
TRADE HAPPENINGS IN WINNIPEG
Interesting Lecture on "Bird Life" With Aid
of Records — Changes in the Trade
Winnipeg, Man., March 7. — F. Bradshaw, game
warden of the Province of Saskatchewan, has a
very delightful lecture on "Bird Life in Sas-
katchewan" which he delivers with the assist-
ance of talking machine records. Attractive
pictures of the various birds in this Province are
flashed on the screen and a detailed description
of it given, then a record of the song or "call"
of many of the birds being shown is played.
This is a novel and effective manner in which to
educate the public to a knowledge of bird life.
W. G. F. Scythes & Co., Ltd., the well-known
music house of Regina, Sask., in some recent
advertising described two of its popular violin
outfits. This firm seems to regard "tone tests"
of the greatest value in the demonstration of
Edison phonographs and records. Patrons of
the Capitol Theatre enjoyed the privilege of
listening to an exceptionally good demonstration
of this sort a short time ago, when Madam Ma-
belle Wagner Shank, the Edison record artist,
entertained them.
The engagement of Miss Marjorie St. Clair
Carruthers to William Alexander Smith, vice-
president of the Winnipeg Piano Co., Ltd., was
recently announced. Congratulations.
The Winnipeg Grafonola Shop No. 1 has
WE ANNOUNCE
That We Have Ready for Delivery
the First Recordings by
TRIXIE SMITH
Winner of the NATIONAL Blues Singing Contest
Held at Manhattan Casino, New York
(The Winner's Cup was presented by Mrs. Irene Castle)
Black Swan j DESPERATE BLUES
Record 2039\TRIXIE'S BLUES
Pace Phonograph Corporation
2289 Seventh Avenue
New York, N. Y.
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.
Ask for our quotations and samples before
placing your order
American Mica Works
47 West St.
New York
moved from .162 Portage avenue to 432 Main
street. Grafonola Shop No. 2 has been estab-
lished at 899 Corydon avenue, under the able
management of Robert Shaw.
The Edison Shop has removed from 368 Port-
age avenue to new quarters in the Sterling Bank
Building, with a well-equipped store facing
Smith street.
Carle A. Brodie, formerly salesman with the
music department of the James Ramsey Depart-
ment Store, has opened the Blue Bird Song Shop
at 10144 Jasper avenue, Edmonton, Alta. He
will carry various lines, among them the Starr-
Gennett and Apex records, along with standard
and popular music. Mr. Brodie will be assisted
by Mrs. W. Gillespie, late of the Melody Shop,
of Vancouver, B. C.
The Hudson's Bay music department, Edmon-
ton, Alta., has lately taken on the representation
of His Master's Voice lines, where formerly
Pathe products only were handled. Miss Mor-
rell is. now on the selling staff of this company.
The E. N. Kennedy Co., Edmonton, Alta.,
reports an acceleration of business in Columbia
and Edison machines and records.
G. R. Dring, of the Brunswick institution,
whose Western headquarters are at Calgary,
Alta., was a recent visitor to Edmonton, and
visited the Heintzman Co.'s piano salon.
Talking machine and record dealers of Ed-
monton, Alta., are looking forward to an in-
crease in sales, following the advent of several
well-known artists to the city in the Spring.
Those named to date include: Kathleen Parlow.
Percy Grainger, Clara Butt, Florence Macbeth,
and possibly Marguerite D'Alvarez and Cherni-
avsky Bros.' Instrumental Trio.
GEER REPEATER WINDOW DISPLAY
The Walbert Mfg. Co., Chicago, 111., manufac-
turer of the Geer record repeater, is now ready
to furnish the trade with a demonstrating record
that can be used to splendid advantage in connec-
tion with the demonstration of the Geer repeater.
This record measures ten inches, but has no mu-
sic on its face, and the grooves are so pitched
that the record will play through in a quarter of
a minute, making it ideally adapted to window
display.
USES RECORDS IN OPERATIONS
Sioux City, Ia., March 6. — A surgeon here is
using talking machine records for use during local
anesthetic operations. The surgeon is Dr. Mc-
Laughlin, who has purchased a number of Victor
Red Seal records from Davidson Bros. Co. Only
records of soft music were selected.
RADIO AIDS RECORD SALES
Wayne, Neb., March 7. — The Jones Book-Music
Store, this city, has greatly increased its sales of
Victor records by broadcasting the latest record
releases each month by radiophone. The com-
pany is also using the radiophone to advertise
new publications of books which it has received.
MANY PATHE PHONOGRAPHS SOLD
Miami, Fla., March 1. — The Miami Furniture
Co., Pathe dealer, of this city, took advantage
of the seasonal sojourn of many Northern visi-
tors to conduct a special sale of Pathe phono-
graphs at attractive prices with good results.
March 15, 1922
THE TALKING MACHINE WORLD
133
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134
THE TALKING MACHINE WORLD
March 15, 1922
GAelic
Records
Announcement
The Gaelic Phonograph Record Co., Inc
The only record company exclusively manufacturing Gaelic and
Irish records, announces the opening of its new headquarters and
recording laboratories at 40 West 57th Street, New York City.
Thirty-four double-faced records now ready in the first release.
DEALERS: — This non-competing line offers you extra profits,
complete list of records and our attractive proposition.
Send for
GAelic
Records
AKRON, 0.
Plan a Trade Acquaintance
Trip — Buying More Popular,
Judging From Trade Reports
Akron, O., March 6. — Increasing encourage-
ment characterizes the piano trade in the Akron
district at this writing. While the immediate
pickup of trade can not be said to be general,
there are many dealers who report business much
improved. Springlike weather the past week has
stimulated sales somewhat.
One thing that is certain is that people of
Akron are beginning to let loose of their savings,
and within the kpse of another month business
should show a decided improvement. There is a
more confident feeling among the dealers due to
the fact that inquiries have been more frequent,
and every dealer has more prospects listed at
this time than at any previous time since before
the war.
Talking machine dealers will join with Cham-
ber of Commerce members who plan three trade
acquaintance tours through surrounding terri-
tory this Summer. The first of the trips will
be over the Pennsylvania Railroad as far South-
west as Mt. Vernon, O. Another trip via the
Erie as far East as Warren, O., will be made
in June, and in September a trip is to be made
via the B. & O. to Uhrichsville, O. More than
125 members will make the tours.
The Brunswick talking machine is being ex-
ploited in the Akron district by the George S.
Dales Co. through its main store in South Main
street and the two branch stores further down-
town.
Business with the George S. Dales Co., Vic-
tor dealer, was better than was expected in
February, according to an official of the store
this week. Records continue to hold their own,
and March records promise to exceed in popu-
larity those of February, store officials said.
Earl S. Poling, also Victor dealer, reports that
business in February was fair and that the com-
ing month holds much for this firm. Salesmen
are more optimistic as to the future, and are
confident that March sales will top those of any
previous month of the present year. Records
went big in February and should do even bet-
ter this month.
Improvement is reported in the talking ma-
chine department of the A. B. Smith Piano Co.
Collections are better with this firm and pros-
pects brighter than for many months, according
to Ernest Smith, manager.
AN ARTISTIC BIRTHDAY WINDOW
An Unusually Elaborate Display Arranged by
Storm & Shipley in Frederick, Md.
JOINS SONORA SALES STAFF
E. D. Coots has been appointed a member of
the field sales staff of the Sonora Phonograph
Co., and will co-operate with Sonora jobbers and
dealers throughout the country. He is now trav-
eling through Ohio and Michigan, giving practi-
cal assistance to the Sonora representatives in
these States.
Frederick, Md., March 6. — Storm & Shipley, Vic-
tor dealers of 201 North Market street, this city,
attracted much attention to their store recently
with an unusually elaborate George Washington
window arranged by Ernest E. Pettingall, display
manager for the company. A large gold-framed
portrait of George Washington was placed in the
center of the window, over which was suspended
a large waxed wreath with crossed palms. Two
large American flags were draped on the back
wall in curtain effect, and a small American flag
covered the pedestal upon which rested the por-
trait. At each side of the window was placed a
large Victrola with top up and all doors open,
while in front of each machine stood a large
Victor dog with a patriotic record on the floor in
front of him. Records of war songs and pa-
triotic melodies were scattered about the win-
dow, and the whole effect was most impress.ive.
PROSPECTS CONVERTED INTO OWNERS
Utica, N. Y., March 2. — Many Pathe prospects
in this city were converted into Pathe owners
through a special campaign recently conducted
by Harris Bros., Pathe dealers. A special sale
at reduced prices hastened the signing of the
names on the dotted line.
The calm always follows the storm and just
so does success follow striving.
Figure less and work harder to make ends
meet. It is worth the effort.
DEALERS HAVE AN UNLIMITED FIELD
Cm ,i -Tl
RECQRB) Fl LE
TRADE ffl MARK
A Touch of Your Finger Puts the
Record in Your Hand
EVERY PHONOGRAPH OWNER
A PROSPECT
Our system adds to the appearance of your Machine
and to the pleasure of the User.
Readily installed in any Talking Machine.
GREATEST CONVENIENCE, PERFECT PRO-
TECTION.
Capacity practically double that of any other method.
FREE DISPLAY CASE
FOR DEALERS
Write To-day for Particulars
Mahogany Auxiliary Cabinet
Capacity 200 Records
CRIPPEN RECORD FILE CORPORATION, 39 N. Water St., ROCHESTER, N. Y.
March 15, 1922
THE TALKING MACHINE WORLD
135
LOS A N GELES
- Trade Greets M. V . DeForeest and
Opened by Barker Bros. — Blue Bit
Party — Handsome New Quarters
d Factory Rushed — Trade News
Los Angeles, Cal., March 4. — The arrival of M.
V. DeForeest, president of the National Associa-
tion of Music Merchants, together with his party,
who reached Los Angeles on February 25 in the
course of their transcontinental trip, forms the
chief subject of interest for the month. One
hundred and seventy music men sat down to din-
ner at the City Club in honor of the visitors, and
a special effort was made to have as many mem-
bers of the talking machine trade present as pos-
sible, inasmuch as it is considered that more in-
terest should be taken by them in the National
Association, which works for their interests quite
as much as it does for the piano trade.
Interesting speeches were delivered by Presi-
dent DeForeest, Alexander McDonald and Mark
Campbell. The toastmaster of the evening was
J. W. Boothe, president of the Music Trades As-
sociation of Southern California, who spoke of
the work done by the local association, which
had been so ably summarized by E. A. Geissler
in an article appearing in the official organ of
the Music Trades Association of Southern Cali-
fornia. The address of welcome was given by
Orra E. Monnette, prominent Los Angeles
banker, and speeches were also made by L. E.
Behymer, local impresario, and T. M. Pletcher,
president of the Q R S Co.
Barker Bros. Open New Quarters
The new music department of Barker Bros,
was formally opened on Monday morning, Feb-
ruary 27, as per schedule. The entire main floor,
which- fronts on Broadway for seventy feet, is
occupied by the talking machine department,
with the exception of one beautiful room for the
demonstration of reproducing pianos. Fourteen
record demonstration rooms are on one side, each
differently decorated, and there is an unusually
long service counter, with record racks behind.
Five very large phonograph salesrooms are also
provided, every one of them being decorated and
arranged so as to give a separate individuality.
.The new department as a whole is exceptional
and is perhaps one of the finest to be found in
any part of the country.
Blue Bird Factory Busy
A recent inspection of the Blue Bird Talking
Machine Co.'s factory by M. V. DeForeest and
Charles Jacob revealed that production was going
forward at full pressure. The most recent models
have been equipped with new features consist-
ing of the "Cathedral Grill," which is quite dis-
tinct in design, the tone construction has also
been greatly improved with most gratifying re-
sults. The two novelties which the Blue Bird
Co. placed on the market in December of last
year, namely, the "Spinnette," which is a com-
bination phonograph in a Colonial spinet desk,
and the Teakar, which is a concealed form
of a phonograph in a tea car, have met with ap-
proval from the public. The Parmelee-Dohrtnann
Co., of Los Angeles, as well as the Ville de Paris
and Los- Angeles Furniture Co., have concen-
trated on the sale of Blue Bird phonographs for
some time and used attractive newspaper adver-
tising copy. The firm of Holzwasser's, Inc., of
San Diego, has also met with good success in
the sale of Blue Birds.
New Home for So. California Music Co.
The Southern California Music Co. will open
a magnificent new store near the corner of
Eighth and Broadway. This beautiful new build-
ing, especially constructed for it, will consist
of seven stories, the first three of which will be
devoted to piano, talking machine, musical mer-
chandise and sheet music departments, and the
modern equipment will be everything that music
lovers desire. The fourth floor will consist of
the executive and general offices and repair de-
partments. The fifth, sixth and seventh floors
will be divided into artists' studios, with a large
attractive recital hall.
The Southern California Music Co. was estab-
lished here in 1880, and was first located on
North Spring street, and for the last twenty years
has been located at 332-334 South Broadway.
Frank J. Hart, president, and G. S. Marygold,
vice-president, report that they will be estab-
lished in the new building by the beginning of
next year. The store at 332-334 South Broadway
will also be kept open and continue as before.
Brunswick Shop in Venice
Ed. Young, who has been connected with the
Barnes Music Co. for a number of years, has
opened a Brunswick Shop in Venice. The new
store is described as one of the most attractive
in the country and is on the ocean front.
A Queen and Two Jacks
A little more than two years ago announce-
ment was made in these columns of the arrival
of a second little boy in the family of Harold
Jackson, manager of the phonograph department
of the Wiley B. Allen Co. We stated then that
the family consisted of two Jacks. We take
pleasure now in announcing the arrival of a
Queen — little Margaret Louise. The proud
father's vest measurement has visibly increased.
Plans for Music Show Discussed
A discussion took place at the last general
meeting of the Music Trade7 Association of
Southern California with regard to the holding
of a Music Show in Los Angeles in September
or early October. Burt Roberts, secretary of
the Motor Car Dealers' Association, addressed
the meeting and told them of the manner in
which the Automobile Show had been put on
annually with marked success. A committee to
investigate and report is being named by -the
president.
Sonora in Santa Barbara
Bent Davies, special representative of the So-
nora Pacific Coast distributors, states that the
Saladin Music House, of Santa Barbara, with L.
V. Felger, manager, has been appointed Sonora
representative.
W hen .ordering Bubble Books include
The Mother Goose Cut-Out Book which
contains all the characters in the iirst
three Bubble Books, printed in colors.
The child cuts them out and mounts
them on a little platform to be 'placed
on Bubble Book records while the*y- are
playing, so that the characters dance and
sing. 60 cents retail.
Announcing Two More New
StlBBLC 300I4S "that Sing
19
r I iHE Child's Garden of Verses Bubble
_£ Book and The Chimney Corner Bubble
Book, Nos. 13 and 14 of the famous
series of books "with real phonograph rec-
ords in them," will be ready early in April.
No. 13 is based upon Robert Louis Ste-
venson's immortal verses, Bed in Summer,
The Swing and My Bed Is a Boat. This
number gives you an opportunity to intro-
duce Bubble Books to a new audience —
lovers of classic literature. It contains the
three verses mentioned above with the musi-
cal settings that have come to be accepted as
the most beautiful and appropriate for them.
No. 14, The Chimney Corner Bubble
Book, includes three old favorite songs that
appeal to every youngster and grownup.
These songs, North Wind Doth Blow, Sand-
man, and Lullaby, are made doubly interest-
ing by the sound of rushing wind, buzzing
bees, chirping birds and mewing kittens that
are a part of the records.
These two new Bubble Books at the new
price of. $1.00 each make every customer a
prospect for the entire set, or a unit sale of
$14.00. When you sell one Bubble Book
you start a habit, for no child will be satisfied
with only one or two. Instruct your sales
people to bear this in mind. Tell them to talk
quantity when selling Bubble Books.
The liberal discounts, adequate selling
helps — circulars, display racks, cut-outs, etc.,
— together with the proven salability and
popularity of Bubble Books, put them in a
class by themselves, — the one line of mer-
chandise for children that appeals equally to
boys and girls. New "prospects" are grow-
ing up around you every day who are ready
to have some fond parent or relative make
them happy with Bubble Books "that sing."
Bubble Books Are Now $1.00
Send in your order to-day, either direct to us
or through your jobber, for a liberal supply of
the two new numbers. Include the Mother
Goose Cut-Out book in your order, too.
HARPER & BROTHERS, BUBBLE BOOK DIVISION
Established 1817
Franklin Square
New York
136
THE TALKING MACHINE WORLD
March 15, 1922
InesistibleFoxTrot
YOU CANT GO WRONG
^ngfANr'fflJT'SONG'
VAUGHN DE LEATH'S RAPID RISE
Popular Contralto and Exclusive Okeh Artist
Winning Success Throughout Country — Co-
operating With Okeh Dealers to Advantage
One of the best-known artists in the Okeh rec-
ord catalog is Miss Vaughn de Leath, contralto,
whose popularity has been greatly enhanced by
have won very high commendation from promi-
nent musical critics.
Miss de Leath's rise to popularity has been
unusually rapid, for ten years ago she was play-
ing the piano and leading the High School Or-
chestra in the evening in one of the Los Angeles
theatres. The quality of her voice attracted the
attention of several Los Angeles musical critics,
and by sheer hard work she soon advanced
rapidly in the musical world.
Her Okeh records have met with a ready sale
and whenever she appears at a concert Okeh
dealers are quick to feature her records in their
local advertising, and in return Miss de Leath is
always willing to assist them in every possible
way. This co-operation has greatly increased
the sale of her records wherever she has
appeared.
Vaughn de Leath
the active part she has played at several radio
concerts. Miss de Leath is well known on the
concert stage, as she has appeared in all of the
leading cities. Last Winter she gave a series of
special concerts in St. Louis, Chicago and De-
troit, where she co-operated to splendid advan-
tage with the Okeh dealers in that city.
While in Detroit Miss de Leath sang over the
radiophone, accompanied by Paul Specht's So-
ciety Serenaders. Her voice carried splendidly
and she was called upon to make an address, in
addition to receiving
encore after encore. In
Detroit she also sang
to 5,000 people at the
Arcadia and in addi-
tion gave a concert at
the Cunningham Pho-
nograph Shop. The
accompanying illus-
tration shows the in-
vitation extended by
this dealer to the pub-
lic to hear Miss de
Leath and also pic-
tures the new Okeh
window display which
has become so popu-
lar with Okeh dealers.
In addition to her
vocal artistry Miss de
Leath is fast winning
recognition as a
writer of popular
compositions. Several
of her numbers have
met with more than
passing success and
her latest numbers
OMAHA DEALERS' SIX RECORDS
The Omaha Victor dealers have been concen-
trating their efforts each month on a select list
of six best records from the new releases. After
a mutual decision as to which records to push,
a small sticker has been provided which is at-
tached to the front of the supplement, mentioning
these records as "The Cream of the List." All
re cord advertisements during the month have fea-
tured the "selected list" of six and the united
efforts have been successful in greatly increasing
the sales.
JOS. WOLFF BACK AT DESK
Joseph Wolff, vice-president of the Sonora
Phonograph Co., returned to his desk a few days
ago after spending a fortnight in Atlantic City,
recuperating from his recent attack of pneumonia.
Mr. Wolff, who is in splendid health, resumed his
work with customary vigor.
ROBERTSON'S FINE NEW HOME
The Robertson Music House, of Terre Haute,
Ind., Completing Work on Spacious New
Quarters — Elaborate Equipment Installed
Terre Haute, Ind., March 7. — The remodeling
of the building purchased some time ago by the
Robertson Music House is rapidly nearing com-
pletion and the company expects to move in
within a week, according to Mr. Robertson.
Extensive remodeling and redecorating is be-
ing done and the building is to be one of the
most completely equipped and attractive music
stores in the State. The entire structure, of three
stories and basement, will be used by the music
shop.' The main floor will be used for offices and
there will also be eight sound-proof demon-
strating rooms. The same number of demon-
strating rooms are to be used in the basement
for demonstrating records and player rolls. The
second floor will be used for displaying grand
and reproducing pianos and the third floor for
pianos and players, with a work shop in the rear.
The front is to be one of the most attractive
in the city. It will be of marble stucco; above
the first floor will be a large tile and stucco
sign, "Robertson's Music House."
Mr. Robertson has been in the music business
here for the past twenty years. He formerly
had the Victor and Edison agencies, but several
years ago took over the Columbia agency.
GRIFFIN SCORING SUCCESS
Well-known Okeh Artist Receives Ovation
on Tour — Sings His Recorded Numbers
Gerald Griffin, popular Irish tenor and Okeh
record artist, is enjoying a successful tour in
the East, during the course of which he has
appeared in New York .City, Trenton, Phila-
delphia, Baltimore, Providence, Holyoke,
Rochester and Pittsburgh.
Packed houses have been the rule everywhere
he has played. On almost every occasion audi-
ences have requested him to sing some of his
popular Okeh numbers. His own composition,
"It's Only a Step From Killarney to Heaven,"
is one number which he is always asked to
render and which invariably receives many
encores.
The General Phonograph Corp., manufactur-
er of Okeh records, reports a steadily increasing
demand for Gerald Griffin records. Where he
has appeared this demand has been particu-
larly keen, and it is interesting to note that
dealers find that those who previously have
bought Gerald Griffin records are very eager
to secure his latest releases.
A new Griffin number, "Ireland Is Ireland to
Me.," is in the new Okeh catalog, and heavy
orders are being received for this number.
Okeh Window Display Made by Cunningham Phonograph Shop
The Markley Phonograph Co., of 232 Front
street, Marietta, O., was recently declared bank-
rupt and the stock of machines and records is
to be sold at a bankruptcy sale.
March 15, 1922
THE TALKING MACHINE WORLD
137
LE\N»WORLMUSI
HOW CURRENT SUCCESSES ARE NATIONALLY EXPLOITED
Present-day Publishers' Problems Discussed — Co-operation of Records, Rolls, Bands and Orches-
tras Assures National Hearing and Appreciation of Music — Branch Offices as a Factor
It has been said at times that music publish-
ing, particularly popular music publishing, was
more or less in the nature of a gamble, and that
statement was true for many years. To-day,
however, much of the gamble has been elimi-
nated. The publisher, of course, still takes
some chances, but it is only in rare cases where
any of the leading publishers expend large
amounts on a failure. Their methods of giving a
number preliminary tests are so thorough that
the advertising appropriation that follows is in-
variably justified.
This is not to say that every song published
by even the leading houses is necessarily a hit,
but it does mean that those songs that the pub-
lishers are actively engaged in exploiting are
assured of success. Their present-day methods,
after a number is selected on its merits, prac-
tically guarantees a certain minimum of sales
and this minimum is not small by any means. At
present-day standards, which can be considered
somewhat abnormal, it means a sale of from
450,000 to 500,000 copies of sheet music. The
better numbers even go beyond a publisher's ex-
pectations, reaching sometimes considerably over
a million copies.
Bringing Sales Up to Quota
If a number selected by any of the leading
publishers for special exploitation iails to
achieve the expected results in any particular
district the modern organization has the means
at its command to take measures that generally
bring the sales in that locality up to the quota
which had previously been set.
The present-day publishing organization, with
its many branch offices and large sales staff, in
any given two weeks is able to reach the most re-
mote districts of the country. Therefore, if the
sales in a given section are not active the pub-
lisher's representatives induce singers appearing
in the locations to place particular emphasis on
a certain song by rearranging programs and by
repeating choruses, etc. The orchestras, too, in
almost the same manner, are encouraged to con-
tribute their co-operation, and it must be said
where the publisher has successfully placed num-
bers of hit caliber in their hands co-operation is
given most enthusiastically.
Records and Rolls Help
Naturally, the wide distribution of both talking
machine records and player-piano rolls is often a
factor in adding to a publisher's publicity on par-
ticular selections, but it must be said that no large
publisher depends upon that assistance, though,
of course, he willingly accepts such co-operation.
Country-wide Exploitation
There was a time when the fact that a
song was a success in the locality where pub-
lished did not indicate that it had assumed na-
tional importance. As a matter of fact, in those
days it would take a number sometimes a year
or more to go the rounds of the country and
achieve the same results now obtained in a much
shorter period. To show how, under the present-
day methods of exploiting songs, a number be-
comes a favorite in the very smallest center miles
from the place of publication, a recent order from
the leader of the Cowboy Band in Grangeville,
Idaho, can be cited. The order sent to a large
distributor of orchestrations in New York City
called for ten piano copies to be used by vocalists
and a quartet in connection with the band's pro-
grams. The ten numbers selected were all cur-
rent favorites in the East, demonstrating that
what was a hit in New York was a hit in Idaho.
There are some exceptions to this rule, but,
generally speaking, the above is true. Sometimes
a particular number will have a comparatively
larger sale in one community than in another,
but invariably a hit is a hit anywhere. Chicago
and the country adjacent thereto, for instance,
purchases a larger volume of jazzy music than
any other part of the country. The jazzy dances
sometimes become a hit there over night. When
they are exploited in other sections of the coun-
try they do not always achieve the same result.
This, however, will always be true of a strict
novelty. There can be no set standard for either
the wide appeal or the sale of such music. This
type of number still has some of the gambling
element in it, not that the publisher loses money
but that there is no criterion by which he can
estimate sales.
The Value of Branch Offices
Some months back, when conditions were not
as good as they are at present, there was a move-
ment in music publishing circles to curtail ex-
penditures, and the question arose in some minds
whether or not it would be a profitable and suc-
cessful move to dispense with some of the branch
offices. No concerted move was made, however,
to carry out such a plan, and, no doubt, none
will ever be made. For unless the industry
undergoes a revolutionary change it would hardly
be profitable. No publisher would want to re-
vert to the methods of twenty years ago. He
cashes in to-day in a short space of time and this
is followed by a series of other profitable suc-
cesses. The same results could not be accom-
plished by any other methods, and the publisher
who wants to give the talking machine record
and the player roll manufacturer his best co-
operation can hardly afford to dispense with his
large organization trained in intensive publicity
and sales methods. The record and roll manu-
facturers are really the cause of all this because
their methods of distribution call for a particu-
lar release date on their numbers simultaneously
in all parts of the country.
PLAYED BY ARTHUR PRYOR'S BAND
Several Witmark Numbers Programmed Regu-
larly by That Band, Now at Miami, Fla.
The programs that Arthur Pryor and his band
are offering twice daily down among the sunshine
and palms of Miami, Fla., always contain a gen-
erous sprinkling of the various publications of
M. Witmark & Sons. The fact that these num-
bers are frequently repeated speaks well for their
popularity. The latest addition to the Witmark
winners featured by Pryor's Band is 'Angel
Child," which, though still an infant in point of
age, is a fox-trot hit. As a sample of how the
Witmark publications figure on the Pryor pro-
grams, the following were all listed in one week's
offerings: "Let the Rest of the World Go By,"
"Kiss Me Again," "Little Crumbs of Happiness,"
"The Heart Call," "Starlight Love," "Eileen
Asthore," "Spring's a Lovable Ladye," "Songs
of the Season" and "Angel Child."
E. C. Mills, chairman of the executive board
of the Music Publishers' Protective Association,
returned to his desk quite recently after a two
weeks' vacation. Mr. Mills was compelled to
take a rest to avoid a nervous breakdown, fol-
lowing his strenuous activities of the past year.
JOHN STEEL
Celebrated Tenor
Late Star of Ziegfeld Follies, Victor Artist and
Now in Keith Vaudeville, Sings
Read
This
Night
Letter
C1BVSLAND
NEW YORK/
The Logical Successor to
"Sunshine of Your Smile"
"ONLY A SMILE" Music by J.
S. Zamccnik, in j Keys, with
Violin or Cello Obbligato; List
price, 6oc.
138
THE TALKING MACHINE WORLD
March IS, 1922
Old.
-Vir- gin -ia Blues,
The mefin-est kipd-
* A NEW FOX TROT BY TtfE WlOTERJpVi
of homesick Blues
You carit go wroni*
with arvy Feist" song
SEEK ROYALTIES FROM WIRELESS
Music Publishing Interests Conferring With
Radio Executives Regarding Rights to Give
Public Performances of Copyrighted Music
So popular have become the concerts by wire-
less through the broadcasting service of various
big electrical companies that the Music Pub-
lishers' Protective Association and the Ameri-
can Society of Composers, Authors and Pub-
lishers have taken up with officials of the wire-
less companies the question of royalties on the
music so broadcasted. It is held that the wire-
less concert constitutes a public performance
just as though the music were sung from a thea-
tre stage, and is even claimed that as the serv-
ice offers the song of the actual singers, as well
as the records of noted artists, it threatens to
cut heavily into the sales of talking machines
and records and reduce the income that pub-
lishers now realize on record royalties.
Figures to show that the broadcasting service
has hurt record sales are missing, although a big
mail order house ascribes the falling off of rec-
ord demand in the farming districts of the Mid-
dle West to that cause. The fact that the rec-
ord business generally is rather slow just now
serves to detract somewhat from the importance
of the theory of the mail-order house.
Just what form of royalty would be paid for
the privilege of sending copyrighted music by
wireless has not been determined, but it is un-
derstood that the payment of a flat rate by each
station for the use of copyrighted music, or the
payment on the basis of so much a song, are
both under consideration. The main question
is the protection of the interests of the copy-
Hear Johfl
Steel Sin$
IN MAYTIME
I Learned to Love"
by
JACK SNYDER
B. F. Keith's Orpheum, Brooklyn, This Week
(March 13) — B. F. Keith's Bnshwick, Brook-
lyn, Next Week (March 20).
It's a wonderful waltz-
ballad, the best ever written.
John Steel
<< TN Maytime I Learned to Love" is
in. the air — everywhere. You hear
it in the theatres, in the restaurants, at
dances and holiday fetes. It is infec-
tious— just makes you want to sing and
dance,
Play the Refrain on Your Piano
1=1
—
1
1 «
.
1 — (9
m |
And I'll ne'er for get 'twas you
—
*
*
1 r — 1
r.
m
met, and in May -time I learned to love — ■
Professional Copies Now Ready and Orchestrations in Any Key
JACK SNYDER Publishing Co.
1658 Broadway New York City
right owner, for if free wireless music is to re-
place the talking machine and other musical in-
struments then the wireless interests must be
prepared to make up, in part at least, for the
royalties they have killed.
It may be that a basis of royalty will be
established similar to that now in vogue in
connection with various theatres throughout the
country, a plan that has been upheld by the
courts. The developments are interesting.
HISTORY REPEATS ITSELF
Two Popular Publishing Firms Duplicating Suc-
cess of Former Season With Numbers by
the Same Writers of Previous Hits
Some years ago Jerome H. Remick & Co. and
Shapiro, Bernstein & Co., Inc., exploited waltz
compositions, both of which were tremendous
hits, namely, "Till We Meet Again" and "Beauti-
ful Ohio." This season again finds these pub-
lishers issuing waltzes of similar success by the
same writers as were responsible for the previous
two songs. The present numbers are "By the
Old Ohio Shore," from the pen of Mary Earl,
published by Shapiro, Bernstein & Co., Inc., and
"When Shall We Meet Again?" by Egan and
Whiting, published by Remick. Another coinci-
dence is the fact that in one of the late Victor
Talking Machine Co. lists both numbers are on a
single record.
PUBLISHES "STAMBOUL" SCORE
Tama Music Publishing Corp. Secures Rights
From M. Witmark & Sons
The Tama Music Publishing Corp., by arrange-
ment with M. Witmark & Sons, has published the
complete score of the "Rose of Stamboul," which
opened recently at the Century Theatre. The
score is by Leo Fall and Sigmund Romberg. The
latter is under contract with the Witmarks, which
made the arrangement necessary.
"Lovey Dove," lyric by Harold Atteridge,
music by Sigmund Romberg, a melodious fox-
trot novelty, has already been picked as the num-
ber which will be the outstanding hit of the
show and which is expected to be a real winner.
Al Goodman, musical director, who is conduct-
ing at the Century, wrote several numbers for
the "Rose of Stamboul," but it was decided to
switch them to the score of "Miss Puck," by
Walter Kollo, which is the next Viennese operetta
scheduled for production at the Century after the
"Rose of Stamboul" has its run.
SMITH BACK WITH MARKS CO.
Sammy Smith, who was formerly connected
with the professional department of the E. B.
Marks Music Co. and other publishing houses,
but who in more recent months has been acting
as a vaudeville agent, has, it is announced, re-
turned to the staff of the E. B. Marks Music
Co. in the capacity of professional manager.
Makch 15. 1922
THE TALKING MACHINE WORLD
(World of Music)
139
TWO OF THE GREATEST SONGS IRVING BERLIN, Inc., HAS EVER PUBLISHED —
WATCH THEM GROW
The Successor to "All By Myself"
POOR LITTLE ME
By Benny Davis, writer ol "Margie," "Sweetheart," "Make Believe," etc.
YOU CAN HAVE EVERY UGHT ON BROADWAY
GIVE ME THAT ONE LITTLE LIGHT AT HOME
The Greafest Dramatic Hit Ever Written
IRVING BERLIN, Inc., 1607 BROADWAY, NEW YORK
ATTRACTIVE DISPLAY OF RECORD OF "GYPSY BLUES"
Ten months ago a clever company of colored called an out-of-the-way theatre, has, indeed,
people produced a musical piece at the Sixty- been prosperous and successful to a most grati-
third Street Music Hall, New York City, called lying degree.
"Shuffle Along." This entertainment still plays While it is true that the hard work of the
been in many ways responsible for its lengthy
stay in New York. There is one number in
the show called "Gypsy Blues"- and this has
been one of the prevailing melodies of the sea-
son. There is hardly a dance program that is
complete without this unique success and it has
been recorded on every talking machine record
in various forms.
Recently the Victor Talking Machine Co. re-
leased a new record of "Gypsy Blues," made by
Paul Whiteman and his orchestra. It was con-
sidered one of the leaders in the Victor list.
Several very striking window displays, devoted
exclusively to "Gypsy Blues," have been shown
by retailers in both the talking machine record
and sheet music lines. A typical instance of
this phase of the "Gypsy Blues" success is
herewith shown, being a reproduction of the
window in the store of Emanuel Blout, New
York City.
CARRIE JAC0BS=B0ND IN EUROPE
Noted Composer Will Remain Abroad for
Part of a Year
Mrs. Carrie Jacobs-Bond, the well-known
songwriter, author of "A Perfect Day," left New
York early this month for a nine months' visit
to Europe. Prior to her departure she was the
guest of honor of the Congressional Club in
Washington, following which she spent several
days in New York. California friends presented
Mrs. Bond with a laurel wreath as a token of
love at a farewell reception held in her home
in Hollywood, Cal.
How Emanuel Blout Featured Victor Record of "Gypsy Blues" Music begins where speech leaves off; through
at that house. In a year of not too many sue- producers and performers has done much to it the inmost spirit, all that is inexpressible and
ctsses "Shuffle Along," playing at what can be make this show a success, the music, too, has yet of most account in us, can give itself.
BUGLE BLUES
That Great Sensational Blues Played by the Original Jazz Hounds
COLUMBIA RECORD A - 3 5 4 1
This wonderful Blues is featured by Johnny Dunn in the
Plantation Room of the Folies Bergere Revue on Broadway
The New York Clipper says: — "Johnny toots a mean horn"
Yes, this is the Bugle Blues you have had calls for
Perry Bradford, Inc., 1547 Broadway, New York
140 (World of Music) THE TALKING MACHINE WORLD
March 15, 1922
Wicked Blues
By PERRY BRADFORD
The meanest Blues known. Columbia Record A-3558
Sung by EDITH WILSON
Played by the Original Jazz Hounds
Featured by Edith Wilson in the Plantation Room of the
Folies Bergere Revue on Broadway
Note: — "This isjthe best Blues I have ever written, far better than Crazy Blues and
more original."
Also don't forget BIRMINGHAM BLUES
Columbia Record b-3558
PERRY BRADFORD, Inc., 1547 Broadway, New York
A DEFENDER OF JAZZ
Jack Kapp, of the Chicago Branch of the Co-
lumbia Co., Comes to the Defense of This
Much-discussed Class of Music
Under the heading of "What's All This Talk
About Jazz?" "Jack" Kapp, of the Chicago branch
of the Columbia Graphophone Co. and one of
J. Kapp
the popular members of the Chicago trade, con-
tributes the following interesting article:
"It is humorous to read in the paper almost
every day, to hear people call present-day music
immoral and obscene, to have it attacked as
such. I wonder if the people who are attack-
ing our present-day music realize that the kind
of music which they are attacking is a thing of
the past? 'Jazz,' as it was commonly known,
was nothing but a 'series of discordant noises'
and played by various orchestras of more or
less prominence.
"Look at our present selections, the most
popular one: 'Wabash Blues' has a dash of the
quartet from 'Rigoletto' in it. 'Cho Cho San,'
ever popular with orchestra leaders, is nothing
else but 'One Fine Day,' from 'Madame But-
terfly.' 'Ma' gets its origin from Mendelssohn's
'Spring Song!' How about the 'Song of India'
that was dug out by a leading orchestra and
made famous throughout the country? Would
you call 'Samson and Delilah' modernized to
present-time music immoral? And what about
Strauss' 'Blue Danube Waltz,' rewritten as
'Blue Danube Blues?'
"It is just the state of mind that the people
listening to it are in. There isn't a show pro-
duced in which you could not find something
immoral if you wanted to. If the good qualities
of the show are such that they outshine the bad
qualities, why knock it? If the bad qualities
are greater than the good ones, you won't have
to knock it — it will fall by the wayside.
"Incidentally, how many people who call
songs and shows immoral go to the opera and
applaud vigorously those appearing in it? How
many operas could be produced in English with-
out the public getting the shock of their lives?
"The music that is in favor with the public
at present is going to stay for a while, because
the orchestras playing it are musicians, because
they take great pains in preparing a number
before they even play it, and, lastly, because the
good qualities of the music make it just as much
an art as the music of a symphony orchestra."
apparel for a singing actor, the member will be
immediately fined and suspended from the Asso-
ciation."
Recently there have been some rumors afloat
that the payments to singers were again becom-
ing prevalent. Upon close investigation this was
found to be untrue; at least, no proof of any such
payments was found. Subsequently the profes-
sional managers of the various houses were bound
by a written oath to avoid any such practice.
This latter is framed and placed in a conspicu-
ous position in the various professional rooms.
NEW DOROTHY LEE NUMBER
Sam Fox Co. Releases New Song by Author
of "One Fleeting Hour"
WARNING AGAINST PAYING SINGERS
Music Publishers' Protective Association Calls
Attention to Penalties for Violation of Rule
The Sam Fox Pub. Co. has just released a
new song by Dorothy Lee, entitled "I Love You
More." As it is more than two years since
the publication of the last song by this writer,
the number, naturally, will be well received.
The sales department of the Sam Fox Pub.
Co. believes "I Love You More" will outdistance
the success of "One Fleeting Hour," which
was one of the biggest sellers of high-class
songs in many seasons.
Sam Fox, head of the company, states that
he is planning an extensive advertising cam-
paign in behalf of the song and will put every
effort back of it to make this another triumph
for his favorite composer.
The Music Publishers' Protective Association
recently called the attention of its members to
the Association law regarding the giving of gra-
tuities in any form. "If any member, employe
or representative is found to have bought din-
ners, cigars, drinks, theatre tickets or wearing
WALTER DAMROSCH RETURNS
Walter Damrosch, director of the New York
Symphony Orchestra, who has returned from an
eight weeks' trip to Europe with Mrs. Damrosch,
said that he had been in London and Spain and
returned via Paris. The musical world abroad
was in the throes of evolution, he said, and the
result was in the lap of the gods.
A SKY-ROCKET HIT the refresh inj |g£
jox-trot novelty sonj ' ~" "*
AdNER St EVER
GEORGIE PRICE
tfD BENNY DAVIS
WHITER OF 'MARGIE" "SWEETHEART! 'ITS YOU,
"NOR0DYS BAbY", 'MAKE BELIEVE', ere.
AA
THE/tW^NTr LOOKS BIGGER THAN ANY OF THEM
wj<r/v\ a ftR ye*, sons- n ew york
March 15, 1922
THE TALKING MACHINE WORLD
141
Columbia Catalog Binders keep your record catalogs
within easy and convenient reach of salesmen and
customers. The 1922 complete record catalog is
ready for distribution. Why not order binders at
the same time? Ask your Dealer Service man.
Columbia Graphophone Co
New York
CANTON
Keen Competition in Retail
Trade — New Models Interest
Dealers — News Happenings
Canton, O., March 6. — Keener competition in
the retail music industry is anticipated this
Spring as the result of new stores opening in the
Canton district. Some dealers who for years
have had exclusive agencies for leading makes
of talking machines and pianos will find it will
require more effort to keep sales up to former
years with new houses featuring the same lines
as themselves. A survey of the district the
past month discloses that talking machine sales
experienced a falling off the past month, but
with the advent of March there seems to be in-
creased activity, but, summed up, the industry
promises little until after Easter. Dealers are
keenly interested in the new models and they
doubtless reflect the sentiment of the purchasing
public. The demand for records continues strong
and March releases bid fair to break records of
the past two months. Industrially the Canton
district is improving and more mills are operat-
ing at the present time than at any time since
before the war. Optimism prevails and dealers
are confident that the industry will experience
brisk business this Spring.
George Wille, head of the George C. Wille
Music Co., says dealers are keenly interested in
the new console types of Victrolas and predicts
they will soon be to the fore in public favor. •
He says that talking machines have moved slowly
for a month but that records continue to top
sales of previous months.
S. Paul Bowers, who began his career as a
music salesman with the Smith & Phillips Co.,
East Liverpool, O., and who in recent years has
been identified with the J. W. Brown Piano Co.
and the Van Fossen Smiley Piano Co., Canton,
O., this week became manager of the Rudolph
Wurlitzer Co.'s new store, which now is located
at Third street and Cleveland avenue. Mr.
Bowers announces that the store soon will add
talking machines and small musical merchandise.
"The talking machine outlook is better than it
was two months ago," said J. R. G. Minnitt,
manager of the store of the J. B. Brown Piano
Co., this week. "Demand for talking machines
is in excess of that for pianos." Mr. Minnitt
believes the trade will see quite a revival with
the lapse of another month, due to the gradual
improvement in industrial conditions. His store
recently added the Vocalion line of records and
this department, he says, is now one of the most
completely equipped as well as one of the
most popular in the city.
The Army Store, Tuscarawas street, E. Can-
ton, which opened recently, announces it will
carry a complete line of Columbia talking ma-
chines and records and Okeh records.
C. M. Alford, head of the Alford & Fryar
Piano Co., told a representative of The World
this week that the Starr phonographs were en-
joying a nice business and that during the past
two months there has been an increased call for
this make of machine.
Retail music dealers of Canton will join with
other retail merchants in the staging of the an-
nual Spring Style Exposition, which will be held
this year March 23, 24 and 25. As in former
years, merchants will decorate their windows and
will exhibit the season's newest merchandise.
COLUMBIA GRAPHOPHONE MFG. CO. RECEIVERSHIP DENIED
Receivership Proceedings Instituted in Delaware Courts Dismissed With Consent of Petitioners
and Plans for Rehabilitation of the Company Will Proceed Uninterruptedly
Wilmington, Del., March 8. — The receivership
proceedings brought against the Columbia
Graphophone Mfg. Co. in the United States Dis-
trict Court here ended abruptly on Febru-
ary 21. The manner in which the termination of
this litigation was reached indicates that the
proposed rehabilitation of the company, as
mapped out by creditor committees in that be-
half, will proceed to a successful conclusion.
The termination of the suit resulted from a
willingness on the part of the petitioners that the
action should go no further.
Therefore, when the matter came before the
court Judge Hugh M. Morris granted a dismissal
of the complaint, with costs to the petitioner,
and denied the application for a receivership on
the basis of statements filed by the defendant,
reciting the consent of creditor interests repre-
senting an important portion of the liabilities to
plans proposed for extending these claims.
William Mahaffy, of Wilmington, and Walter
L McDermott, of Jersey City, represented the
petitioners. In opening for his clients Mr.
McDermott stated that, although they had ex-
perienced a loss of upward of $100,000 on the
3,000 shares which they hold, their chief griev-
ance was that they had not been kept informed
of the progress made by the various committees
formed by the bank creditors and other creditors.
In view, however, of the details laid before them
since the application was made and assurances
given in writing that their interests are being
safeguarded and that investigation will be made
of points raised in their petition they do not
desire to hinder in any way the rehabilitation
proposed.
The PHON-O-MUTE
"The Perfect Tone Regulator"
The PHON-O-MUTE regulates tone control at the
only logical place where tone should be regulated — at the
reproducer.
The PHON-O-MUTE is attached to the stylus bar
instantly and without the use of screws or mechanism. It
does not mar or interfere with the sound-box in any way.
The PHON-O-MUTE provides for any degree of tone
desired without changing the type of needle. Satisfaction
guaranteed. When ordering specify make of Sound Box.
RETAIL PRICE $1.50 REGULAR TRADE DISCOUNTS
PADDACK PRODUCTS, Inc.
198 Broadway New York
142
THE TALKING MACHINE WORLD
March 15, 1922
OK EH ARTISTS AT RADIO CONCERTS
Participate in Okeh Record Night at Roselle
Park Station — Miss Vaughn de Leath Arranges
Composers' Night at Newark Station — Varied
Program — Both Events Signal Successes
Okeh record artists have played a prominent
part in the various musical programs broad-
casted by local radio stations. Friday, February
17. was observed as Okeh record night at the
Roselle Park station, and it is said that this was
the first occasion. at which a complete concert by
phonograph artists was staged over the wireless.
The entire" program of the evening was given
by Okeh artists, with Fred W. Hager, musical
director of the Okeh laboratories, in charge of
the event. Local newspapers gave considerable
space to this interesting concert and among the
Okeh record artists who participated were: the
Justin Ring Trio, consisting of piano, banjo and
saxophone; Lewis James, tenor: XTathan Glantz,
saxophone solo: Miss Virginia Burt, soprano
solo, introducing her own compositions and origi-
nal Hawaiian steel guitar imitations; Harry
Reiser, banjo soloist, and comedy numbers by
Billy Jones and Burt Grant.
The Okeh artists who participated in the sec-
ond part of the program comprised, in addition to
the above, Byron G. Harlan, rural interpreta-
tions and songs; Joseph Phillips, baritone, and
the Stewart Sisters, vocalists.
The accompanying illustrations show some of
the Okeh artists as they appeared at the radio
studio, and Okeh dealers throughout the coun-
try have commented upon the splendid publicity
occasioned by this unique radio concert.
On February 22 composers' night was ob-
served at the Newark radio station and Miss
Vaughn de Leath, popular contralto and Okeh
artist, was responsible for originating and carry-
ing out this very interesting concert.
Among the composers and artists who ap-
peared that evening were Albert Von Tilzer,
Kendis & Brockman, Jack Cook, Frank Goodman,
Fred Hoff, musical director of the "Greenwich
Village Follies"; Nat Sanders, Louis Breau, Al
Wilson and Jim Brennan, Miss Judy Roth, Miss
Lewis James
Mary Earl, Jack Sheehan and Seymour Brown.
Miss de Leath was, a prominent factor in the
program, singing "Sweet Seventeen," composed
by Otto Motzan, and a brand new song, "Be-
Justin Ring Trio
cause You Are You," written by Margret Can-
trell. The final number on the program was
the "Star-Spangled Banner," by all of those
present, but before that number was given Miss
de Leath sang her latest compositions, "New Or-
The Stewart Sisters
leans" and "Cover Me With Kisses." At the
close of the program Miss de Leath was con-
gratulated upon the success of the concert, and
especially upon her contributions to an inter-
esting program.
CLEVER PLAN BOOSTS RECORD SALES
Holdredge, Neb., March 7. — The Hilsabeck Piano
Co. here is creating considerable interest in Vic-
tor records through the medium of a Yictrola
Day each month in the store. At this time the
public is invited to the store to hear the playing
of records on the Victrola. A prize is awarded
to the person giving the best annotation on a
favorite. The plan is proving especially effective
in stimulating the sale of Red Seal records and
a great deal of valuable publicity has resulted.
"Made of Genuine Mahogany"
A STRONG selling point that goes a long
^ way towards clinching a sale.
"Made of Genuine Mahogany" — the young
couple know that it will match the Genuine
Mahogany with which they are furnishing
their home. Older people know that its shin-
ing beauty is as permanent as the Mahogany
heirlooms which have been in the family for
generations; that it will be as much admired
in years to come as it is today.
Phonographs nowadays are bought to harmo-
nize with the appointments of the home.
Genuine Mahogany is ever in style — never
out of place. Mahogany represents the best
in phonographs just as it does in furniture.
You'll find sales much easier if you can say
"Made of Genuine Mahogany."
After all — there's nothing like
MAHOGANY
MAHOGANY ASSOCIATION, 347 Madison Avenue, NEW YORK
March 15, 1922
I HE TALKING MACHINE WORLD
143
JOBBERS:
CABINET & ACCES-
SORIES CO.,
145 East 34th St.,
New York, N. Y.
IROQUOIS SALES CO.,
210 Franklin St.,
Buffalo, N. Y.
E. B. SHIDDELL,
142 Berkeley St.,
Boston, Mass.
DAVENPORT PHONO.
& ACCESS. CO.,
217 Brady St.,
Davenport, la.
UTICA'S GIFT &
JEWELRY SHOP,
Utica, N. Y.
J. R. POLK FURN. CO.,
294 Decatur St.,
Atlanta, Ga.
VOCALION CO.
OF OHIO
Cincinnati, O.
VOCALION CO.
OF OHIO
Cleveland, O.
BURNHAM, STOEPEL
& CO.,
101 East Larned St.,
Detroit, Mich.
WM. ANDERSON
PIANO CO.,
79 Eighth St., South,
Minneapolis, Minn.
GEO. C. ULRICH & CO.,
718 Lincoln Bldg.,
Philadelphia, Pa.
SB
The
OUTING
Perfection
in a
Size: 8 in. x 14 in. x 15 in.
Weight: Complete, including album,
22 lbs.
Portable
Phonograph
The OUTING is the most complete
and up-to-date portable phonograph
ever made.
It is unique and attractive in design.
Superior tone quality.
Built to give years of satisfactory
service.
Dealers in territories
where jobbers have not
yet been appointed will
be given full details as
to source of supply by
communicating direct
with us.
Dealers in Mexico and Cuba should send orders and inquiries to
R. C. ACKERMAN
291 East 162nd Street .... New York, N. Y.
Foreign Export :— CHIPMAN LIMITED
8-10 Bridge Street New York City
Cable Address, CHIPMUNK, New York
THE OUTING TALKING MACHINE CO., Inc.
A. J. COTE, President
MT. KISCO, N. Y.
144
THE TALKING MACHINE WORLD
March 15, 1922
EMERALD green RECORDS
(Each Record is "an echo from Emerald Isle")
Are Ready for You
A specially made record that appeals to
everyone. Now being advertised in leading
Irish magazines.
Dealers and agents write for discounts
UNION OF IRISH INDUSTRIES, Inc.
Distributing Division
236-38 WEST 116th STREET, NEW YORK
PORTLAND, ORE.
Impressive Figures That Account for Prosperity in Oregon —
Activities of Dealers Indicate That They Are Alert for Trade
Portland, Ore., March 4. — Ralph Budd, presi-
dent of the Great Northern Railroad, is in Port-
land and has announced that the 1922 budget of
his company for improvements is more than $15,-
000,000. Of this amount approximately $3,500,000
will be spent in Oregon and Washington on
materials and labor. When we consider that
similar action will be taken by the Northern
Pacific, Southern Pacific and O. W. R. & N. lines,
all of which enter Portland, the business interests
of the Pacific Northwest cannot but be opti-
mistic. Ordinarily the lumber camps would all
be in operation at this time, but on account of
weather conditions in the mountains many of the
camps are still closed down, and but for this fact
all would be in operation and business in all lines
would be booming. In view of the above, coupled
with the great resources of the inland empire
in wheat, wool and livestock and the tremendous
increase in both imports and exports through the
port of Portland, the music dealers, together
with the business men in all industrial lines, are
more than content with business conditions of
the present and the outlook for the future.
H. Donaldson Leopold, Jr., representing the
Victor Talking Machine Co., who recently was
transferred from the California territory to cover
Oregon, Washington and Idaho in place of W.
G. Gaston, who is now with the Victor Co., of
Detroit, Mich., is in Portland visiting the retail
accounts and doing some very excellent sales
promotion work among the dealers. Mr. Leopold
is quite enthusiastic over his new district and sees
a great future for the Pacific Northwest with its
wonderful natural resources.
M. Davis, district manager of the phonograph
division of the Brunswick-Balke-Collender Co.,
reports good business for those dealers who go
and get it, and says "The business is here for
those making the canvass and a little effort to
get it.'' Mr. Davis has just returned from a three
weeks' trip throughout eastern Oregon and says
the people of that territory are all optimistic now,
with a much better feeling among the wheat and
lumber districts.
The F. C. Fry Brunswick shop, of Baker, Ore.,
has been remodeled with the addition of a large
reception room and a big display room for Bruns-
wick machines. Mr. Fry reports three times as
much business for January and February as for
the corresponding months last year.
E. K. Bellony, manager of the Eastern Oregon
Music Co., of La Grande, Ore., and an exclusive
Brunswick dealer, has added two salesmen to his
force and reports a big increase over 1921. An-
other exclusive Brunswick dealer to give a good
account of himself is G. E. Courson, the "music
man" of The Dalles, Ore.
Miss E. M. Buelow has opened an exclusive
Brunswick department in her music store at
Hood River, Ore., and anticipates a good year on
account of the prospective big apple crop for this
year.
The Ontario Furniture Co., of Ontario, Ore.,
has built a very neat phonograph department by
utilizing one of its entire plate glass window
fronts for the display of its Brunswick ma-
chines and records,
Mr. Davis says one of the best records made
by any Brunswick dealer so far is that of J. E.
Metzger, of the Metzger Furniture store, of
Gresham, Ore. Mr. Metzger was appointed a
Brunswick dealer on December 15, receiving his
initial order on the 18th, and by Christmas he
had disposed of twenty-two of his machines, most
of them of the larger sizes.
The Wiley B. Allen Co. has moved from its
old location on the corner of Broadway and Mor-
rison street into most attractive quarters at 148
Fifth street. The talking machine department, in
charge of C L. Neilson, is on the mezzanine floor
with two large demonstrating rooms and a spa-
cious floor space for the display of the Victrolas
and Brunswick phonographs. The record de-
partment, under the management of Miss Erma
Ewart, is on the main floor with eleven hearing
rooms equipped with every modern convenience,
furnished in wicker with rose-colored draperies
at the windows. An instant service counter for
records has been installed in the center of the
floor and Frank M. Case, manager of the Wiley
B. Allen store, has designed and planned the
establishment with the view of extending to the
patrons the utmost quality value and service.
The interior of the store is finished throughout
in imitation caen stone with odd and attractive
archways carrying out the old Italian scheme.
Mr. Case is receiving congratulations on the
artistic store he has given Portland.
Elmer Hunt, manager of Sherman, Clay &
Co.'s wholesale department and one of the men
in the music trade of Portland best able to pass
judgment on conditions in and around Portland,
reports an improved trend everywhere he has
visited, showing a material increase over Janu-
ary and February, 1921.
W. L. Brown, of Sherman, Clay & Co.'s
wholesale department, has just returned from an
extensive trip through eastern Oregon and
Idaho, visiting numerous Victor dealers, and he
found all dealers visited most optimistic. Farm-
ers are in much better shape and although
things have not opened up to any great extent
so far they are all encouraged by the fact that
they have been able to dispose of their wool and
wheat at prices above their anticipations.
March 15, 1922
THE
TALKING MACHINE WORLD
145
Reports from Astoria, Ore., are also encour-
aging. John Ray, a Victor dealer of the Owl
Drug Store, reports lumber conditions in much
better shape in his vicinity, with business "perk-
ing up" to a considerable degree.
P. N. Smith, of the Smith Furniture Co., of
Mount Angel, and W. W. Moore, of the Moore
Music House, of Salem, Ore., were recent Victor
dealers to call on Mr. Hunt and both report good
business in their territories. L. L. Thomas, of
the Thomas Music Store, of Marshfield, Ore.,
says that after a year's intense depression the
lumber mills of his district are all putting on full
crews again and things are brightening up to a
great extent.
Arthur W. Stein, manager of the Victrola de-
partment of Sherman, Clay & Co., said the big
business for February centered around the Vic-
trola No. 300, while the 100 E. B.'s again proved
in big demand. Red Seal record business was
unusually big for February, with operatic records
leading.
E. B. Hyatt, of the Hyatt Talking Machine
Co., reports good February business, with the
sale of Red Seal records better than anticipated.
Mr. Hyatt says: "I am looking forward to a large
sale of the new types of Victrolas when they
arrive, as my customers have already shown con-
siderable interest in the new models and I believe
the time is most propitious for the change."
The Reed-French Piano Co., which last year
retired from the talking machine field, has re-
entered the trade and is again handling Vic-
trolas and Victor records. It will make some
improvements in its department.
G. F. Johnson, of the G. F. Johnson Piano
Co., reports Cheney and Victrola business show-
ing marked signs of improvement as compared
to last month and anticipates a big Spring trade.
Harold S. Gilbert has taken over the White
phonograph stock of S. S. Sigel & Son and is
featuring a sale of these machines and meeting
with great success.
The phonograph department of the Meier &
Frank Co. put on a successful sale of the Pathe
phonograph and Pathe records during the first
two weeks of February and 156 machines were
disposed of on the opening day and over 500
during the two weeks, together with thousands
of Pathe records disposed of, two being offered
for the price of one.
H. H. Princehouse, sales manager of the
phonograph department of Lipman, Wolfe & Co.,
reports business very good for the Sonora and
Brunswick phonographs during February. A
large shipment of Sonoras has just been re-
ceived, among them a special order in a Sonora
period model of Colonial design for the home of
D. W. Jacobs, one of Portland's most prominent
contractors.
Morley Sommers, Pacific Coast representa-
tive for the Sonora phonograph, visited Portland
for several days en route to California, after an
extensive trip throughout the Pacific Northwest.
Sanford Adler, of the Adler Music Co., of
Raker, Ore., is sojourning in California for the
Winter. His brother, Carl, and Mrs. Jean
Fowler have been left in charge.
M. S. & E. INCREASES TERRITORY
The sales department of the Sonora Phono-
graph Co. announced this week that the W. B.
Glynn Distributing Co., Saxtons River, Vt., So-
nora jobbers, had been replaced by M. S. & E.,
of Boston, Mass. The latter company will now
cover the entire New England territory from its
headquarters in Boston, Mass.
ARMSTRONG CO.'S SALES CAMPAIGN
Memphis, Tenn., March 3. — The popularity of
the Pathe phonograph in the South was recently
well attested through the results of a sale of
Pathe instruments announced by the Armstrong
Furniture Co., of this city. The sale brought
prospects from far and near, resulting in a
large percentage of sales.
If you want your stock to keep moving, keep
moving yourself.
ELECTRIC DISPLAY SERVICE
EXCLUSIVELY FEATURING
Victor Records
A FOX TROT INTRODUCING
G10W LITTLE LAKTFRN
OF LOVt
VICTOR RECORD MS857
THE SERVICE consists of four artistic hand-colored panels, or fronts,
delivered to you each month before the records are released, advertising
the leading selling records which are selected through information
obtained from fifty wholesale distributors.
These panels are used in our "DA-LITE" ELECTRIC DISPLAY, which
we furnish you without charge while you are subscribing for the service.
All of the leading VICTOR DISTRIBUTORS have this display installed
in their salesroom for your inspection and will advise you to order the
service if you desire to increase your sale of records.
We will feature the following records for April: 18864, "Wanna"
(Fox Trot), Club Royal Orchestra; 18866, "Three O'Clock in the
Morning" (Waltz); 18862, "April Showers," sung by Charles Harrison;
18870, "Angel Child" (Fox Trot), Benson Orchestra (Released March
15th).
THE ONLY VICTOR WALTZ RECORD
PLAY^ PAUL WHITEMAN S
A NEW FEATURE — SELLING OLD RECORDS
On the tenth of each month we will release a Special Panel for some old
record on which the dealers are overstocked — IT SELLS THEM — Our
release for March is No. 18721 as illustrated above. For April No.
18744, "UNDERNEATH HAWAIIAN SKIES." If you have a stock
of either of these old records it will pay you to buy the panel. Price,
$2.50 each.
Write for Our Descriptive Circular, Which Gives the Logical Reason
Why Our Display Sells Records.
"DA-LITE" ELECTRIC
116 NORTH ERIE STREET
DISPLAY COMPANY
TOLEDO, OHIO
THE TALKING MACHINE WORLD
March 15, 1922
They have given
What will you give?
Mail This Coupon ^Npiv
Do the comforts of life mean more to you than human lives ?
HONOR ROLL
of Contributors to the
MUSIC TRADES QUOTA
of the
JEWISH WAR RELIEF
Famine, pestilence, rapine, and massacre have been the lot of
hundreds of thousands of unfortunate Jews in Russia and Ukraine.
A little self-denial on your part — a luxury or two dispensed with
— will mean a contribution that will rescue agonized women and
starving children from the grave.
They perish while you delay. The need is urgent.
$1,500
Landay Bros., Inc.
$1,000
Samuel Buegeleisen
$700
Fred and Walter Gretsch
$600
Knickerbocker Tlk. Mch. Co.
$503
Hardman, Peck & Co.
Steinway & Sons
Mr. and Mrs. Irving and
Frank H. Isaacs
S. B. Davega Co., Inc.
$300
Employees of Landay Bros.
Inc.
General Phonograph Corp.
$250
Sonora Phonograph Corp.
Blackman Talk. Mach. Co.
Brunswick-Balke-Collender
Co.
Silas E. Pearsall Co.
Chas. H. Ditson Co.
M. Hohner
C. Bruno & Son
Saul Birns
Long Island Phono. Co.
Jas. G. Widener
Jos. Spector
$200
Otto Heineman
Weser Bros., Inc.
$150
Jacob Doll & Sons
Max Max
B. Abrams
J. C. Fischer
Mr. and Mrs. E. Blout
G. T. Williams Co.
Louis A. Titefsky
$125
Brilliantone Steel Needle Co
Reflexo Products Co.
$120
Henry Nathanson
$100
Independent Phon. Mfg. Corp
A.dolph Mayers
Tacob Schursch
J. Winter
Max Goldsmith
Sol Lazarus
Ormes, Inc.
S. Sherman
Carpenter Co.
Albert Sichel
R. Edward Strauss
James W. Jones
J. Clarence Levine
Max Willinger
Mathushek & Son
Bronx Talk. Mach. Co.
Alexander W. Herzog
Max Rothstein
James Brooks
New York Talk. Mach. Co.
Michnoff Talk. Mach. Co.
Mus. Inst. Sales Co.
Bersin Phono. Co.
A. B. Chase Piano Co.
Collings & Co.
Louis Schwaiz
R. Wurlitzer
Less than $100
Chester A. Abelowitz
Arthur Baumann
Behning & Albin
Isadore Blaw
Bogart Piano Co.
Cabinet and Accessories Co
George Doll
Harry Duff
Myer Gennis
Otto Goldsmith
P. Paul Graef
Adolph Heineman
Employees of Knickerbocke;
Talk. Mach. Co.
Krakauer Bros.
Benjamin Lax
W. M. Lewus
L. D. Parry
Ricca & Son
Israel Schwarz
J. Selig
Weil Bros.
Wissner & Sons, Inc.
Abraham Abelowitz
Theo. Arison
Henry H. Harkavy
Isador Jacobson
Max Mandel
Paterson Piano Co.
C. B. Riddle
Julius Schlanger
Schnabel Bros.
Strauch Bros., Inc.
Victor Harris
Szilagyi & Co.
Alfred Lippe
Chas. Deringer
H. Bersin
Theodore Lohr
M. Rosenblatt
Mrs. L. Davega
He gives twice who gives quickly.
Our quota is in sight. Mail this coupon now.
NEW YORK CAMPAIGN for JEWISH WAR SUFFERERS
Music Trade Committee 311 6th Avenue, New York
For the relief of the stricken Jews of Europe I hereby contribute
the sum of
Subscription may be made payable in four installments — April
1, 1922; July 1, 1922; September 1, 1922, November 1, 1922.
Name '
Address
MAKE CHECKS PAYABLE TO PAUL BAERWALD. TREASURER
Richmond Mus. Sup. Corp.
Sidney Matz
S. Bersin
European Phono. Co.
Kirsch's Music Store
David Kirsch
Louis Mandell
F. Bullenkamp
Max Freedman
Alexander Holtzoff
Wm. Kreuzer
Mr. and Mrs. Irwin Kurtz
Louis I. Leibowitz
M. Luscher
Samuel Milstein
Montague Marks
Owens & Beers
David Rosenbaum
Joseph Zellman
John Cromelin
Buescher Band Inst. Co.
A. A. Troescher
Wm. A. Condon
C. W. Conway
O. S. Goan
Gold Seal Co.
Max Goldbart
Julius Goldberg
Horton-Gallo-Creamer Co.
Samuel Hyman
Kay Talking Machine Co.
H. P. Lowenstein
N. Y. Album & Card Co.
T. & L. Safren
Schmukler-Singer, Inc.
Chas. M. Stieff, Inc.
Leon Tobias
Arthur Van Vean
Harry Zuckerman
William Axt
Christman Piano Co.
L. Conover
A. Conrow
Samuel Creedman
Dreazen's Music Shop
Meyed Ginsberg
Gold Seal Repeater Co.
Jaff Bros.
David Kahn
George O. Lake
E. Leins Piano Co.
Liberty Music Shop
Liberty Phonograph Co.
Trinity Talking Machine Co,
A. Lorczak
Modern Music Shop
Palace Talking Machine Co.
Peerless Album Co.
Rudolf Roemer
H. Saletan
Schleicher & Sons, Inc.
Leon Brick
Geo. E. Finch
Ralph Holland
Ideal Music Co.
Jacob Piano & Phono. Corp.
Abraham Lesser
Hyman Lifschitz
Chas. P. Miller
Philip Nobel
Morris Sandler, Inc.
Alfred Tannenbaum
Geo. A. Long Cabinet Co.
Saul Bornstein
Arthur Press
Albert Bersin
Jacob Brody
Louis Brody
Louis Dreazen
Harry Duckman
E. G. Evans
H. B. Foster
Albert Galuchie
Benjamin Ginsberg
Robert Goldman
Harmonee Music Shop
Kirsch Bros.
Kirsner Bros.
Louis Kritzler
Louis Levy
Hyman Muckasie
Rappaport's Music Shop
Louis Rubenstein
Schleicher & Sons, Inc.
Leo Schlein
Louis A. Schwarz
Edward Shapiro
Isidore Stein
Edward Straus
O. H. Williams
Bricker's Music Shop
Samuel Katz
Harry Parnes
Israel Scheib
Rudolf C. Koch
Morris Mincowitz
Janssen Piano Co.
Nostrand Phonograph Co.
This advertisement is contributed to the above fund by The Talking Machine World
March 15, 1922
THE TALKING MACHINE WORLD
147
piiiiiiniiiiin
! THREE-DAY CONVENTION OF VICTOR !
| DEALERS HELD IN PHILADELPHIA \
| Sales and Educational Conference Under Auspices of Philadelphia Wholesalers and in j
I Co-operation With Victor Co. Proves a Tremendous Success
SliBlllllllllllilliillllllllililllllllllllllllllllll!^
Philadelphia, Pa., March 8. — The first conven-
tion of the Victor dealers in this section, which
began at the Bellevue-Stratford Hotel Monday
morning and ended with an elaborate banquet at
the same hostelry this evening, will go down in
trade history as a most successful affair in every
particular, successful beyond even the dreams of
those who were responsible for the birth and
development of the idea and who arranged the
program which ran through the three days with-
out a hitch.
The convention was held under the auspices
of several Victor wholesalers of this city, the
Louis Buehn Co., Penn Phonograph Co., C. J.
Heppe & Son, H. A. Weymann & Son, and the
Victor Talking Machine Co., and close to 300
Hampton Moore, of Philadelphia, who welcomed
the visitors in the name of the city and delivered
an interesting address on "Industrial Opportu-
nity," in the course of which he took occasion
to call attention to the forthcoming sesqui-
centennial exposition which will be held in Phila-
delphia in 1926. He also paid a graceful tribute
to the Victor Co. and the service it is rendering
mankind by making permanent records of the
voices of great artists and statesmen.
J. S. MacDonald's Address
J. S. MacDonald, sales manager of the Victor
Co., was the next speaker, and in his address
called the attention of the dealers first to the
established policy of the Victor Co. to adhere
strictly to quality production, going to the four
II
touch with every new invention and patent that
might serve to improve the Victor quality.
Mrs. Clark Tells of Educational Work
The final speaker of the morning session was
Mrs. Frances Elliott Clark, director of the Victor
Educational Department, who told of the work
of her department in a particularly interesting
manner and gave an outline of its history and
accomplishments. She told how work that orig-
inally consisted of placing Victrolas and Victor
records in high schools has steadily developed
until it now includes the teaching of music to
children in the home through the medium of the
Yictrola, and explained how the work of the de-
partment had acknowledgedly revolutionized the
teaching of music throughout the country.
The Great Assemblage
dealers and members of their sales staffs attended
the various sessions. Most of the program was
given over to lectures and detailed descriptions
of various phases of the educational work being
carried on by the Victor Co. itself and in which
the co-operation of the dealers is greatly de-
sired.
The meetings were under the personal direc-
tion of "Phil Jobbs" in the person of George A.
Tatem, of the Talking Machine Co., who, with
sleeves rolled up, garbed in the apron of a ship-
ping clerk, and armed with an instrument which
seemed a cross between a nail puller and bung
starter, proceeded to announce the various fea-
tures of the program.
Dealers Receive Cordial Welcome
The convention opened on Monday morning,
March 6, according to schedule, with about 300
dealers and members of their sales organizations
present. Louis Buehn, head of the Louis Buehn
Co., and president of the National Association of
Talking Machine Jobbers, assumed the duties of
chairman and welcomed the guests in behalf of
the distributors. He then introduced Mayor J.
of Victor Dealers at Opening Session at Bellevue-Stratford, Philadelphia
corners of the globe for materials of the proper
grades, and, secondly, of the millions of dollars
spent in advertising for the establishment and
maintenance of Victor supremacy both nationally
and internationally.
Mr. MacDonald pointed out that the retailer
was selling more than mere merchandise in that
he was offering to the public not only a medium
for education, but a means of entertainment. In
closing he urged the dealers particularly to give
attention to the problem of increasing Red Seal
record sales.
John G. Paine's Talk
Following Mr. MacDonald, John G. Paine, of
the Legal Department of the Victor Co., deliv-
ered an inspiring address on "The Victrola and
the Present Day." He emphasized the mutual
trusteeship of business, represented first by the
self-imposed trust of the Victor Co. in providing
its dealers with the best in machines and records,
and, secondly, the trust imposed upon the dealer
of marketing these products in the best possible
manner. Mr. Paine dwelt briefly upon legal mat-
ters and told how the Victor Co. kept in close
At the present time, said Mrs. Clark, Victrolas
were use.d regularly in schools in over 10,000
cities and towns, and she took occasion to pay a
tribute to the vision of Eldredge R. Johnson,
president of the Victor Co., for making possible
such an achievement.
Following Mrs. Clark's address, a special
luncheon was served in the Rose Room of the
hotel, during the course of which the dealers had
the opportunity of inspecting a model demonstra-
tion room installed by the Unit Construction Co.,
and equipped with the new sales stimulator and
other features.
Some Visiting Wholesalers
In addition to dealers from all sections of
Pennsylvania, and the executives and emploj'es
of Philadelphia jobbers, there were several whole-
salers from other sections who took the oppor-
tunity of attending the session, among them being
J. Newcomb Blackman, of the Blackman Talk-
ing Machine Co., New York; W. D. Andrews,
Syracuse, N. Y.; C. N. Andrews, Buffalo, N. Y.;
(Continued on page 148)
148
THE TALKING MACHINE WORLD
March 15, 1922
THREE-DAY CONVENTION OF VICTOR DEALERS HELD IN PHILADELPHIA— (Continued from page 147)
and O. L. Neal, of the Buffalo Talking Machine
Co., Buffalo, N. Y.
MONDAY AFTERNOON SESSION
The Monday afternoon session was given over
to the representatives of the Educational De-
partment of the Victor Co. and proved most in-
teresting to dealers present. Miss Margaret M.
Streeter opened the program with an illustrated
talk on "Rhythm — Free and Suggested Expres-
sion," going into the subject at considerable
length. She was followed by Miss Edith M.
Rhetts, who delivered a comprehensive address
on "Cultural Hearing," and explained how the
child particularly could be trained to have a
proper appreciation of musical values. S. Dana
Townsend, also of the Educational Department,
talked interestingly on "English for the Home
and Elementary Schools," with pertinent refer-
ences to records in the Victor catalog. Miss
Marie Finney had for her subject "Songs for
Children, Adolescents and Adults," offering nu-
merous record demonstrations in illustration of
her statements.
The final address was by Miss Mabel Rich and
proved one of the most interesting of the series.
Miss Rich talked on "Around the Year With the
Victrola" and offered many illustrations of the
type of Victor record music available for Hallow-
e'en, Thanksgiving, Christmas, Easter and the
various holidays and special seasons throughout
the year. It was an illuminating talk.
Entertained at Theatre Party
On Monday evening the dealers were the guests
of the jobbers at a theatre party at the Garrick
Theatre, where they enjoyed the performance of
Geo. M. Cohan's comedians in their presentation
of "The O'Brien Girl." Several bits of topical
nature and referring to talking machine subjects
were interpolated by the comedians for the bene-
fit of the dealers.
TUESDAY MORNING SESSION
The Tuesday morning session opened with an
address by F. A. Delano, director of the Sales-
manship School of the Victor Talking Machine
Co., whose subject was "Selling Victor Records,"
and who cited examples of practical record sell-
ing on a basis to increase the volume, and as a
means to that end emphasized the wisdom of
dealers learning the musical preference of their
customers. He urged the use of the Ready Ref-
erence Labels and made a particular point that
where a number of records by one artist are
demonstrated they should be interspersed with
selections of a different appeal. Mr. Delano's
suggestions were based upon his personal expe-
rience in the retail record field and were of the
sort to prove of great value to dealers adopting
them.
The Educational Department then took charge
of the program again and Miss Streeter delivered
a talk on "Mimetic Play and 'Making Believe'
With Little Children," in the course of which she
offered to dealers many new ideas for appealing
to the child mind.
Next came Miss Rhetts, who gave a compre-
hensive talk on "The Instruments of the Or-
chestra by Sight, Sound and Story," illustrating
her address with charts and other literature pro-
vided by the Victor Co., and with specially se-
lected Victor records.
Mr. Townsend again addressed the dealers on
the subject of English literature, on this occasion
devoting his attention to the work of the junior
and senior high schools, following which Mrs.
Frances Elliott Clark outlined interestingly the
development of the music memory contest idea,
emphasizing the importance of the work and ex-
plaining in detail how the contests could be car-
ried on and particularly ho
to revert to the benefit of 1
TUESDAY AFTER!1
Mr. Delano also opened
session with an address on
in the course of which he i
dealers cease to sell on the
chanical perfection of the
make the sale on its mus
pointed out, however, tha
salesman should be equipp
chanical features of the V
of such customers who are
tions. He laid particular e
that Victor machines playe
and discussed for the dealer
important and interesting
machine selling.
Following Mr. Delano's
of the Educational Depart
teresting illustrated tall-
Rhythms," making referem
nature and of the dance.
A talk of particular impo
Rhetts on "Selling Instrui
course of which she offere
rate and distinctly valuabl
ing music of that type wh:
terial effect in increasing r<
The final address of the
that of Miss Rich, who
Songs and Games," in the
made reference to the us
music in the development
The Dealers' Ei
On Tuesday evening tl
families and employes we
Philadelphia Victor Dealers
formal entertainment and
Clover Room of the Bel
The entertainment was provided by a number of
vaudeville artists, including a number of novel-
ties, among them a mind-reading act that pleased
the guests, although it bewildered them. There
were eight acts on the bill and of sufficient va-
riety to prove entertaining throughout the pro-
gram.
WEDNESDAY MORNING SESSION
Ernest John, manager of the advertising de-
partment of the Victor Co., was the first speaker
of the Wednesday morning session and dwelt at
length upon the function of advertising and creat-
ing sales, particularly from the dealer's viewpoint.
He emphasized the importance of personal con-
tact and personal interest and declared that there
was no better way for building up a following
than to take the trouble to remind a prospective
customer that certain records missing when he
called at the store were now available and by
The Philadelphia Jobbers
Left to Right — Eu?ene Stern, Talking Machine Co.; T. W. Barnhill, Penn Phonograph
Co ■ Louis Buehn, Louis Buehn Co.; H. W. Weymann, H. A. Weymann & Son, and
F. J. Heppe, C. J. Heppe & Son
The Glad Hand Committee
Left to Right — Standing; Harry A. Ellis, Chas. Paulson, Claude Kohl, E. J. McCormack,
Harold Cregor, L. P. Brown, D. W. Mayberry, E. P. Bliss and George W1. Witney.
Seated: Frank R. Rausley, E. E. Hippie, Wm. Doerr, George A. Tatem ("Phil
Jobbs"), R. Burrows, Frank Schaller and Thomas Hower
w they could be made
:he Victor dealer.
IOON SESSION
the Tuesday afternoon
"Selling the Victrola,"
particularly urged that
: argument of the me-
machine, but rather
ical performance. He
.t the dealer and his
ed to discuss the me-
ictrola for the benefit
: inclined to ask ques-
mphasis upon the fact
:d Victor records best
■s and with them many
factors entering into
remarks Miss Streeter,
ment, delivered an in-
: on "Characteristic
:e to both rhythms of
rtance was that of Miss
nental Music," in the
d to the dealers accu-
.e. information regard-
ich should have a ma-
scord sales,
afternoon session was
talked on "Rhythmic
: course of which she
e of talking machine
of penmanship,
itertainment
ne dealers with their
;re. the guests of the
>' Association at an in-
dance given in the
levue-Stratford Hotel.
showing a willingness to please him in other
directions. Advertising as such, said Mr. John,
was designed primarily to get the message of the
dealer over to people who could not be reached
with the voice and should be written from the
angle of the customer and not from that of the
dealer.
An interesting point made by Mr. John was
that the dealer's store should be so arranged that
the interior could be seen plainly from the street,
and said that this could be done without inter-
fering with the arrangement of the window dis-
plays or the comfort of the customers. By that
means the public could be made aware of the
activity within the store and be moved thereby
to make purchases. He had seen, he said, stores
that from the outside were apparently doing no
business, but inside there might be a score or
more customers making purchases or awaiting
attention. .
Regarding advertising copy, Mr. John urged
the use of plenty of white space to give the mes-
sage a chance to stand out and attract attention,
and also declared that the left-hand page was the
most desirable if one wished to have an adver-
tisement appear as the first page that meets the
eye when the magazine or newspaper is opened
or the page is turned, because the eye travels
from left to right.
More Educational Talks
Once again the Educational Department came
to the front and Miss Bess Daniels, of that de-
partment, talked on "Program and Pure Music,"
followed by Miss Streeter, who had for her sub-
ject "Music in the Rural School." Mr. Townsend,
who at the previous session had talked on various
phases of literature, next interested the dealers
particularly with an address on "The Victrola in
Correlation With American History," in the
course of which he traced the relation of music
March 15. 1922
THE TALKING MACHINE WORLD
14S
THREE-DAY CONVENTION OF VICTOR DEALERS HELD IN PHILADELPHIA— (Continued from page 148)
to history from the time of the Vikings to the
period of the recent World War.
The morning session ended with an address
by Mrs. Clark on "Nationality in Music," in the
course of which she illustrated how the influence
on various peoples of environment, climate, to-
pography and government was reflected in their
music.
WEDNESDAY AFTERNOON SESSION
At the opening of the Wednesday afternoon
session Miss Rhetts gave a lengthy talk on the
development of music under the title "How Mu-
sic Came to Be," and told the story of music
from the time when the art was in its elemental
form up to the modern music.
Mrs. Clark's Excellent Address
The next speaker was Mrs. Clark, director of
the educational department, whose subject was
"Sowing, Cultivating, Harvesting." She took
occasion to sum up comprehensively the tre-
mendous educational work started and carried
on by the Victor Co. and to emphasize to the
dealers the importance of their full and intelli-
gent co-operation locally in making that work
as successful as it deserves to be. She declared
that as tremendous and widespread as had been
the work of the educational department of the
Victor Co., all that work had simply been in
the nature of preparing the ground and making
it fertile for the dealer. It was the function of
the latter, she declared, to give heed to the sow-
ing, the cultivating and the harvesting.
The retailers could not expect, she said, sim-
ply to throw out a few seeds of local propaganda
and expect big proper results any more than the
farmer could throw out a few seeds and expect a
great harvest. The work required intelligent
sowing, intensive and careful cultivation and en-
thusiastic harvesting. The fact that Victrolas
and records are included in the school equipment
of over 10,000 cities and towns of the United
States offers some idea of the extent of the
foundation work of the Victor Co. and of the op-
portunities that lie before the dealers in the edu-
cational field.
The New Order of "Winders"
At this point of the proceedings an unan-
nounced surprise was sprung on the assembled
dealers when Phil Jobbs introduced the "Exalted
of the Ancient and Honorable Order of Wind-
ers," in the person of George W. Witney, who
in turn introduced the grand recording secretary
of the new order, together with a score of mem-
bers of the executive committee. The "Exalted
Ruler" then proceeded to initiate all the dealers
present in the new order, and caused to be dis-
tributed discs bearing the Victor trade-mark on
one side and the sign of the order — a Victrola
winding key — on the other, surrounded by the
words, "Phil Jobbs," and the mystic letters,
"A. S. C." He explained that these were em-
blematical of the words "Advertising, Selling and
Collecting," and then went into extended de-
tails regarding the further significance of the
same letters.
Louis Buehn, the chairman, then announced
that the prize for the best slogan for the Phila-
delphia Jobbers had been awarded to L. P.
Brown, of the Penn Phonograph Co., the slogan
being, "Let Phill Fill 'Em."
The business sessions wound up with the open-
ing of the question box and the answering of the
various questions submitted by J. S. MacDonald,
sales manager of the Victor Co. A number of
the questions had a decided kick to them, but
Mr. MacDonald handled the situation gracefully
and did not hesitate in any instance to find an
answer that met the situation. The queries
ranged from those regarding the effect of wire-
less telephony on the talking machine trade to
those regarding the various types of records.
The meeting then adjourned.
THE CLOSING BANQUET
The three-day convention wound up with an
elaborate banquet in the Rose Garden of the
Bellevue-Stratford, when the visiting dealers were
the guests of the Philadelphia jobbers, and the
evening was a success from the time the guests
first glanced at the unique menu until "Home,
Sweet Home," put an end to the dancing.
The menu itself was a work of unusual inter-
est, being printed in the form of the monthly
Victor hanger, with a guide line alongside each
dish regarding the proper way to eat it, as, for
instance, "Ocean-dipped Almonds — Thum and
Phirst Phinger"; "Breast of Guinea — Nife and
Phork," and "Green Peas — Optional." Needless
to say, the menu made one of the hits of the
evening, and it is rumored that George W. Wit-
ney was again the responsible party.
When Louis Buehn took up the duty of toast-
master he took occasion to express to the dealers
the appreciation of the jobbers for their attend-
ance at the meeting and their loyal support and
expressed the hope that they would take back
with them to their homes the important lessons
learned at the convention.
Ralph M. Freeman's Address
The first speaker introduced was Ralph M.
Freeman, director of distribution of the Victor
Talking Machine Co., who had for his subject
"The Business Prospect," but took occasion at
the outset to express appreciation of the Victor
Co. for the interest taken by both the jobbers and
dealers in studying and discussing the means for
the improved distribution of Victor products and
for the spread of the educational work. He paid
particular tribute to Mrs. Frances E. Clark, head
of the educational department of the Victor Co.,
and the members of her staff for their excellent
accomplishments.
In commenting upon the Victor Co.'s attitude
toward the dealer and the jobber, Mr. Freeman
emphasized the fact that this company had al-
ways made it a policy to consider, first, the pub-
lic buyer; secondly, the retail sales person, who
comes in contact with that buyer, and then, in
order, the dealer and the wholesaler.
Regarding future prospects, Mr. Freeman said
that one man's guess was as good as another's
and that he agreed with the statement that the
business of the country was going through an
effervescent period and was bound to settle down
soon. He agreed with the opinion that one-third
of the people of the country had only half the
buying power of 1917 and expressed the belief
that the total buying power of the country to-day
was about five-sixths of that of 1917. He cited
his experience upon a recent transcontinental
tour and declared that business appeared to be
worse in those sections where there was evident
a lack of effort. In closing, Mr. Freeman de-
clared that a definite reaction for the better in
business was coming shortly, probably within the
next four or five months and possibly sooner.
At this point a pleasing feature was injected
when Mrs. Louise Nolan, wife 'of William Nolan,
the popular Buehn Co. representative, sang sev-
eral "spirituals," accompanied by Miss Edith
Rhetts at the piano.
Blackman Talks on Loyalty
J. Newcomb Blackman, head of the Blackman
Talking Machine Co., New York, and one of
the out-of-town jobbers observing the work of
the convention, spoke next, and based his talk
on the loyalty of both wholesalers and dealers to
the Victor Co. during the period of uncertainty
in appreciation of the tremendous help that com-
pany had given them in the conduct of their
businesses in the past through well-established
regulations and suggestions. He emphasized
particularly the fact that although many large
corporations in the steel trade and other lines of
business had written off deficits of many millions
of dollars during 1921 the Victor business had
still during that trying period continued to show
substantial profit for all concerned, Mr. Black-
man used some straight language in expressing his
views on the proper attitude of the wholesale and
retail trade and made a distinct impression.
Dealers' President Expresses Appreciation
The next speaker was George W. Hoover,
president of the Philadelphia Victor Dealers' As-
sociation, who, after thanking the jobbers and
the Victor Co. for the opportunity given the
dealers to get a proper insight into the scope
and importance of the educational work, took oc-
casion to enlarge upon the probable results from
the conference and the importance of co-opera-
tion among the dealers in one locality handling
the same product.
E. J. Cattell's Fine Address
The final speaker was Edward J. Cattell, the
prominent Philadelphia orator, who delivered a
sermon on optimism and the observance of the
Golden Rule that, although delivered at times in
a humorous way that kept his audience in con-
vulsions, nevertheless carried an undercurrent of
seriousness and philosophy that made a profound
impression. Mr. Cattell enjoys a countrywide
reputation as a speaker.
Following the banquet proper the guests ad-
journed to the ballroom for the dancing.
A Machine Stock Register Book That
Will Make Money for Victor Dealers
Requires no book-keeping knowledge to keep it up-to-date. Tells instantane-
ously what stock is on hand, what is "on order" and what styles are selling
best. Highly prized for more than a year past by many Victor dealers. Now
available for the entire Victor trade. Costs little but is worth a lot.
Jobbers' Inquiries Invited. Dealers' Orders May Be Placed Through Regular
Jobber or Direct to
CURTIS N. ANDREWS
Victor Wholesaler
BUFFALO, N. Y.
IT TELLS YOU AT A
GLANCE
Where Each Machine Was Or-
dered.
Date Ordered.
Quantity.
Finish.
Balance Due.
From Whom Each Machine
Was Received.
Serial Number.
Date Received.
Date Sold.
Name, etc., of Buyer.
ALL ON FACING PAGES
150
THE TALKING MACHINE WORLD
March 15, 1922
Manufacturer ot
Exclusive Cabinet Hardware and Accessories
60 Grand Street
New York City
GRINNELL EDUCATIONAL WORK
Educational Department Opened by Grinnell
Bros, on January 1 Under Direction of Miss
Edith M. Ruebekam Getting Excellent Results
in the Detroit Territory
are given weekly talks and demonstrations. The
department is also partL. pating in the work of
the Council of Churches in aiding in the course
of sacred music, and is preparing to take an
active part in the forthcoming School of Re-
ligion to be held here. This work is being done
Detroit, Mich., March 6. — The Victor educa-
tional Department opened on the first of the year
by Grinnell Bros., local Victor wholesalers, with
Miss Edith M. Ruebekam as director, is rapidly
developing a number of activities that promise
some big things for the Victor retailers in this
territory, provided they take full advantage of
the opportunities offered.
Miss Ruebekam has had wide experience in mu-
sic and educational work and in the handling of
publicity, having graduated from the Columbia
School of Music in Chicago, where she took a
course in voice, and later won fame conducting
a number of amateur operettas. In addition she
has had experience in newspaper work, which
enables her to get her matter across in proper
form.
Among the various activities of the Grinnell
department under Miss Ruebekam's direction is
the hooking up of the educational work with the
local radio broadcasting service, having se-
cured a period of ten minutes each evening be-
tween seven and eight o'clock for the purpose of
sending out educational matter. At the present
time she is broadcasting information regarding
the holding of a music memory contest in De-
troit. Two records for demonstration purposes
are played each evening.
The Grinnell department is in close touch
with the Federated Women's Clubs, before which
Edith M. Rtrebekam
through various schools, through the medium of
the Art Institute and other mediums.
Miss Ruebekam has been visiting the Victor
factory in Camden, conferring with the officials
of the Educational Department there, and took
occasion to attend the meeting of the Victor deal-
ers held in Philadelphia this week.
It Can't Be EQUALLED
HEIGHT : 33"
WIDTH:
DEPTH: 23^"
Here is a fine Musical Instrument and an attractive piece of furniture. It will
appeal immediately to your trade and will mean profits for you.
YOU CAN'T EQUAL IT— IN QUALITY
AT THE PRICE— NOR AS A PROFIT MAKER
Double Spring Heineman Motor, Charmaphone tone arm and sound box — Nickel
Plated Throughout, fine Mahogany Veneer Cabinet— Look it over.
SEND FOR CATALOG AND PRICES
CHARMAPHONE COMPANY
39 West 32nd St.
NEW YORK
BISHOP RESIGNS FROM LOESER'S
Manager of the Talking Machine Department of
Frederick Loeser & Co., Brooklyn, Resigns
W. H. Bishop, manager of the talking machine
department of Frederick Loeser & Co., Brooklyn,
N. Y., severed his connection with that firm on
Saturday, March 11. Mr. Bishop has had a wide
experience in the merchandising of Victor prod-
ucts, having made his start a number of years
ago with the traveling staff of the Victor Talking
Machine Co. He was associated with the Trinity
Talking Machine Co. in the financial district of
New York for three years prior to becoming
associated with Frederick Loeser & Co., two and
one-half years ago. He is considering several
offers, but has not definitely decided on his future
connection.
Joseph Flannigan, who has had charge of the
record stock under Mr. Bishop during the past
two years, will succeed him as manager.
ENLARGE SIMPLEX MOTOR FACTORY
Simplex Electric Motor Meeting With Success —
Planning to Open Factory in New York
Montreal, Can., March 8. — The Simplex Electric
Phonograph Motor Co. has found it necessary to
enlarge its factory in order to meet the increas-
ing demand for the Simplex electric motor. The
factory is now turning out an average of 5,000
motors monthly, and is giving prompt and effi-
cient service. The Simplex electric motor em-
bodies a number of radical departures in design
and construction. It is built without gears or
governor, requires oiling at intervals of several
years only, and is merchandised with an ironclad
guarantee. \
The inventor of 'the Simplex electric phono-
graph motor is Elmer A. Farmer, of the firm of
Farmer Bros. Jewelry, Ltd., well-known manu-
facturer of watches and clocks. The motor is
equipped with an electric automatic stop switch,
so constructed that the current is automatically
cut off at the right moment. An average test at
the Simplex factory has shown that the cost of
electricity is in the neighborhood of five cents per
month. The company has just about completed
plans to make these motors in a factory in New
York in addition to its Montreal production, and
full details regarding these plans will be ready in
a few weeks.
BUTTE FIRM FEATURES COLUMBIA
Intensive Advertising Marks Selling Campaign
of One Week on Columbia Line
Butte, Mont., March 8. — The Dreibelbis Song
Shop, of this city, featured Columbia Grafonolas
in a big selling campaign recently which covered
a period of a week. An unusually large publicity
and advertising program was carried out in the
local newspapers and those of the surrounding
communities. H. A. Doyer, manager of the estab-
lishment, is a firm believer in advertising, and his
faith in this medium of getting a message across
to the public was amply justified in many sales
during the campaign.
JAIL CONCERTS BRING PUBLICITY
Louisville, Ky., March 8 — The Edison phono-
graph department of the Baldwin Piano Co. here
has secured considerable publicity from a series1
of concerts for the inmates of the county jaiL
The concerts were conducted under the direction
of H. T. Costello, manager of the department.
They aroused much interest among the inmates;,
and much newspaper notice.
March 15, 1922
THE TALKING MACHINE WORLD
151
In South Bend9 Ind., the Blackstone Theatre plays Victor,
Brunswick, Columbia and Okeh records each month in turn.
Seabrook
Concert Grande
Phonograph- Art Model
2000 Seat House Equipped with
Kimball 0r$an and Seabrook
Concert Grande Phonograph-
Your local advertising can only ask
people to hear your records. Mutual
Music forces a 30 minute hearing at
each theatre performance.
Let us send you the written endorse-
ment of record dealers who are now
using Mutual Music service.
All of the phonograph record dealers in South Bend and La Porte, Ind.,
and Kalamazoo, Mich., approve the idea of having their new monthly
records played for a week each to 14,000 theatre-goers on a Seabrook
Concert Grande instrument of tremendous power and projection.
The theatre advertises, "Come to the Blackstone and hear all the latest
phonograph music" — the dealer advertises "This is Victor (or another)
week at the Blackstone — go and hear good music while you are seeing a
good picture."
The records are played for 30 minutes at each performance ; the name
and number of each record and the names of the dealers selling the
record are announced on an illuminated board, and people who own
phonographs are buying more records than ever before.
One dealer in South Bend said, "It's the best publicity work I ever did
and it certainly does sell records."
Proof that Mutual Music makes sales is found in the fact that men and
women ask for a record by name and number and don't care to hear it
played. They say, "Don't play it, I heard it at the Theatre."
The Seabrook is made for theatre use only — only one is installed per city
to which all record dealers have equal access — full details will be sent
you if you will send us the name of the best theatre and the manager in
your city, stating whether they now use organ or orchestra or both.
Address, Kenyon W. Mix, Director,
Mutual Music Division, Dodge Manufacturing Co., Mishawaka, Indiana.
152
THE TALKING MACHINE WORLD
March 15, 1922
D E NVER
Aggressive Merchandising of
Dealers Overcomes Business
L ethargy — Greet DeForeest
Denver, Col., March 7. — Talking machine deal-
ers here have had to fight against a period of
quietness during the past month. The lethargy
in the trade was confined particularly to ma-
chines and dealers through intensive advertising,
circularization and canvassing of prospects have
succeeded in making a fair showing. The rec-
ord trade has been unusually brisk. This is due
in a great measure to the many fine recordings
included in the latest lists of the various record
companies.
The talking machine fraternity played an im-
portant part in the reception accorded to M. V.
DeForeest, of Sharon, Pa., president of the Na-
tional Association of Music Merchants, who
stopped in this city recently while on a trans-
continental tour in the interest of the music
trades. Included in the party were Alex Mc-
Donald and Charles Jacob, of the national execu-
tive committee.
The talking machine department of the
American Furniture Co., at Sixteenth and Law-
rence streets, has been taken over by George
W. Boylan, who will devote his time to pushing
the Cheney and Brunswick lines of phonographs.
The appearance of the Eight Victor Artists
here recently was instrumental in greatly stimu-
lating the sale of records by these artists.
E. M. Glidden, forimerly connected with the
traveling staff of Sherman, Clay & Co., of San
Francisco, has purchased an interest in the
Sonora Shop, 1535 Welton street, in connection
with Mr. Marsh, formerly of Marsh & Leve,
music dealers. In addition to the Sonora pho-
nograph, the new firm will carry a line of small
musical instruments.
The Russell Gates Co. is featuring Brunswick
and Columbia machines in window displays
which are attracting considerable attention.
The talking machine department of Daniels
& Fisher has been considerably enlarged and
improved and patrons are offered a fine selec-
tion of Victor talking machines and Sonora
phonographs.
SOPHIE TUCKER ON OKEH RECORDS
Popular Vaudeville Star Will Make Okeh Rec-
ords Exclusively — Headliner on Keith Vaude-
ville Circuit and a Great Favorite Everywhere
The General Phonograph Corp., New York,
announced to the trade this week that Sophie
Tucker, known in vaudeville as the "Queen of
Syncopation," had signed an exclusive contract to
make records for the Okeh library. Miss Tucker
recently made her first recordings, and they will
be released in the very near future.
Sophie Tucker is one of the most popular
artists on the vaudeville stage to-day. For a
number of years she has been a recognized head-
liner on Keith's Circuit, numbering among her
admirers theatregoers from coast to coast. She
is credited with being the original "Queen of
Jazz" and her interpretations of the leading song
hits of the day have won general commendation
because of their originality and melody. Okeh
dealers everywhere will undoubtedly welcome the
news that Sophie Tucker will record for the
Okeh library exclusively, as she occupies a pre-
mier position in the vaudeville world.
RESPECTFULLY SUBMITTED
Stewart Anderson, who handles- the publicity
for the Mutual Life Insurance Co., picked up the
following soliloquy some place or other and
passed it on to his agents, says The Treasure
Chart. Now, just to help a good thing along, we
are passing it on to you:
I have some goldfish,
And they don't grow,
No matter how much
They're fed.
But I'm told
That if I'd free them
Into a bigger pond
They'd get as large
As flounders
Or calico bass.
And when I look
At the walls of my office
I think of the goldfish globe
And realize I have
Nothing on the fish,
That I must get out
If I want to grow,
That captivity is as
Stunting to a salesman
As to a goldfish.
NEW QUARTERS FOR CHAMBERLAIN
Boston, Mass., March 10. — A. W. Chamber-
lain, New England factory representative of the
New York Album & Card Co., manufacturer of
"Nyacco" albums, New York City, has removed
his offices to a more advantageous location at
174 Tremont street, this city. This new location,
in the heart of the talking machine district, will
not only be valuable to Mr. Chamberlain, but will
enable him in turn to give even greater service
to his many customers.
WILL SELL OLYMPIC DISC PROPERTY
The property of the Olympic Disc Record
Corp., of New York, is to be disposed of at a sale
on March 25, according to an announcement
made by Louis Jersawit, receiver in equity for
the bankrupt concern. Everything owned by
the corporation, including stock, patents, trade-
marks, etc., will be put up for sale.
The display ads of Stix, Baer & Fuller, St.
Louis, announcing a sale on Pathe phonographs
drew large numbers to the department, resulting
in an excellent percentage of sales.
ONNORI2ED
PHONOGRAPH
RECORDS
10-inch DOUBLE DISC
WITH A POPULAR HIT
ON EACH SIDE
Durable
Clear Tone - — Musical
Your customers will come back for more ■
when they have once heard these records.
The latest hits are to be found on the
APRIL LIST
3058
Inst.
3059
Inst.
3060
Vocal
3061
Vocal
3062
Inst.
On the 'Gin- 'Gin- 'Ginny Shore. Fox-trot,
Played by Bailey's Lucky Seven
My Mammy Knows. Fox-trot.
Played by Bailey's Lucky Seven
(Virginia Blues. Fox-trot Connorized Jazzers
^Bootblack Blues. Fox-trot. . -Mardi Gras Sextette
■Dear Old Southland ... .Sung by Vernon Dalhart
Alabama Mammy.
I Sung by Strand Theatre Quartette
'I Want the World to Know.
Sung by Criterion Quartette
Memories of Virginia. Waltz Song.
L Sung by Criterion Quartette
Three O'clock in the Morning. Waltz,
Played by Specialty Orchestra
Moon River Waltz. .Played by Specialty Orchestra
{Angel Child. Fox-trot.
Cutie (From "The Blue Kitten"). Fox-trot.
Played by Natzy and his Orchestra
(Blue Danube Waltz Capodifere's Band
3064 -<
(.Dolores Waltz... Capodifere's Band
NUOVI DISCH1 ITALI ANA
1 3Q f I n no Garibaldi March G. Iasilli's Band
10 Marcia— Reaie e Fanfarra G. Iasilli's Band
f American Aviation March G. Iasilli's Band
131 ;
10 in. 1 Cuore D' artista — Marcia sinfonica.
^ G. Iasilli's Band
CONNORIZED MUSIC CO.
ALSO MAKERS OF CONNORIZED MUSIC ROLLS
817 E. 144th St., - - New York
UNITED MUSIC STORES
PHILADELPHIA BALTIMORE
March IS, 1922
THE TALKING MACHINE WORLD
153
QEER REPEATER INTERESTS SUE B. M. COLLVER JOINS DODGE STAFF
E. S. Geer and W. H. Huth Enter Suit Against
Gold Seal Repeater Personnel — Ask for In-
junction, Accounting and Damages
Suit was filed in the United States District
Court, Southern District, New York, on Wednes-
day, March 8, by Edmund S. Geer, inventor of
the Geer repeater, and Walter H. Huth, head
of the Walbert Manufacturing Co., Chicago, sole
licensee under the Geer patents, against Geo. M.
Browning, "Robert W." Nichols (the name
Robert W. being fictitious; the real initials being
unknown), "John Doe," "Richard Roe" and any
and all persons connected with the manufacture
and sale of the Gold Seal repeater. Judge
Learned Hand in the United States District
Court signed an order on Wednesday directing
the defendants to show cause why a preliminary
injunction should not be entered against them.
This order is returnable March 17.
The suit, which asks for an injunction, ac-
counting, damages and costs, alleges that the
defendants, in the manufacture and sale of the
Gold Seal repeater, have infringed patent No.
1,173,501, granted to Mr. Geer on February 29,
1916, and patent No. 1,117,143, granted to Law-
rence Abrahams on November 10, 1914, and
owned by Mr. Geer. The Walbert Mfg. Co.,
of which Mr. Huth is the head, secured some
time ago the exclusive rights to manufacture
and sell the Geer repeater, which is well known
throughout the trade. During the past few
months the company has established jobbers
throughout the country and secured a wide dis-
tribution for its product. Duell, Warfield &
Duell, New York, are the attorneys for the
plaintiffs.
AN EFFECTIVE WINDOW DISPLAY
Goebel Bros. Make Striking Tie-up of Brunswick
Record of "Ty-Tee" and "Stealing" With Sheet
Music and Music Rolls of Those Numbers
In arranging a window display featuring the
Brunswick record 2180 of "Ty-Tee" and "Steal-
ing," Goebel Bros., 127 Main street, Hackensack,
N. J., made a most effective tie-up of the record,
Goebel Bros.' Attractive Window
the sheet music and the music rolls of those par-
ticular selections, resulting in many sales.
The window display, which is reproduced here-
with, affords a most interesting example of an
effort to get the maximum sales on featured num-
bers, for it was so arranged that a direct appeal
was made not alone to the record buyer but to
the buyer of sheet music and player rolls. Otto
Goebel was the man responsible for the display.
COLUMBIA ARTISTS IN REVIEW
One of the newest entertainment places along
Broadway is the Folies Bergere, which opened
last week with the "Southern Plantation Review."
This review, which is an all-colored company,
was conceived and staged by Lew Leslie, and is
called "Night Time in Dixie-Land." Included
in the cast is Edith Wilson, exclusive Colum-
bia artist. She is accompanied by Johnny Dunn
and his original jazz hound orchestra, which is
also making records for the Columbia library.
Well-known Talking Machine Sales Executive
Now Associated With Dodge Mfg. Co. — Will
Be Identified With Company's Sales Activities
Burton M. Collver, formerly manager of the
Eastern office of the Cheney Talking Machine
Co., and well known throughout the talking ma-
chine trade, has joined the organization of the
Dodge Manufacturing Co., of Mishawaka, Ind.,
and New York. Mr. Collver's exact duties will
At one time he was vice-president of the Welte-
Mignon Co., and also occupied the important
post of manager of the Ampico division of the
American Piano Co. He is not only a sales and
administrative executive, but also possesses a
musical knowledge that has been an important
factor in the success he has attained in the
talking machine and piano fields. He is entering
upon his new work with keen enthusiasm, as he
realizes that the Dodge Mfg. Co. will offer him
unlimited possibilities in the sales development
of its new products.
NOW LOCATED IN NEW FACTORY
Outing T. M. Co. Moves Into New Home —
Production Increasing Steadily
The Outing Talking Machine Co., Mt. Kisco,
N. Y., manufacturer of the Outing Portable
talking machine, has just moved into its new
factory. Production is now close to the one-
hundred mark per day, and arrangements have
been completed to give maximum service to the
company's jobbers and dealers. During the past
few weeks a number of important jobbing
arrangements have been completed, and A. J.
Cote, president and general manager of the com-
pany, states that sales have been far beyond
all expectations.
Burton M. Collver
be announced very shortly, and in the interim
he is becoming acquainted with the ramifications
of the immense Dodge manufacturing and sales
organization. This company recently announced
the Seabrook Concert Grande phonograph and
also has important products in the wireless tele-
phone field which are practically ready for the
market.
Burton Collver is not only thoroughly familiar
with the talking machine industry, but he is
known in the musical world from coast to coast.
HEMPEL TO GIVE REQUEST PROGRAM
Frieda Hempel, the famous Edison artist, will
give her fourth and last New York recital of
the season in Carnegie Hall on Tuesday eve-
ning, March 21. Coenraad V. Bos, pianist, and
Louis P. Fritze, flutist, will be the assisting
artists. She will give a request program.
TfME TO GET BUSY
Stop blaming conditions for slack business.
Get into a corner, think, and remedy whatever
you find wrong with your policy and methods
of doing business.
Perfect
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That's why the Violin Spruce Dia-
phragm reproduces tone with unparalleled
purity, resonance and individuality.
Not a single "dead" spot in the Violin
Spruce Diaphragm. Every fibre of it con-
sists of natural vibrating membranes.
Sand strewn on it is violently thrown off
by the vibrations — every gra"in of it.
The same test applied to any mica
diaphragm results in the sand assuming
positions of rest on a large part of the
surface — indicating non-vibrating areas.
Scientific graduation of the Violin
Spruce Diaphragm, like in the top of a
violin, controls the vibration, maintaining
purity equally in the softest or loudest
tones.
Our special process makes this dia-
phragm impervious to humidity condi-
tions. It cannot warp or crack. Like a
violin it mellows with continued use and
age.
Violin Spruce Diaphragm reproducer as
illustrated, retails for $10.00
THE DIAPHRAGM COMPANY
Cleveland
Tone Arm Attachment For
Edison Phonographs
Our new tone arm attachment for
Edison phonographs is equipped with
Violin Spruce Diaphragm repro-
ducer; plays lateral cut records only.
Designed with a single ball joint,
it reduces sympathetic vibration and
eliminates chattering.
Of Special Interest to Manufactu rers
We are prepared to furnish, in any
quantity, the following items adapt-
able to any make of phonograph :
Tone arm, equipped complete with
Violin Spruce Diaphragm reproducer;
Violin Spruce Diaphragm repro-
ducer; or Violin Spruce Diaphragm
alone in 2-9/16" diameter only;
Violin Sprue e Diaphragm
:54
THE TALKING MACHINE WORLD
March IS, 1922
STAR IN "QUEEN OF SHEBA" PAYS TRIBUTE TO SONORA
The photographs reproduced above were presented to the Sonora Co. by Betty Blythe, star of the great historical
feature picture, "The Queen of Sheba," and her telegram from San Francisco shows her to be an enthusiastic Sonora
booster. It reads: "The Queen of Sheba won a royal throne but without Sonora phonograph I know her joy was in-
complete. Would not trade a throne for the happiness I find in mine."
EDISON RECORD PRICES REDUCED
Material Revisions Made in List Prices of Re-
creations— Reductions Also Effected in Two
Very Pop.ular Styles of Phonographs
Downward revisions in the list prices of Edi-
son Re-creations, effective immediately, have
been effected, according to an announcement by
A. C. Curry, vice-president of Thomas A. Edi-
son, Inc. The revised prices reduce the $2.25
records to $2.00, the $1.85 records to $1.50 and
the $1.35 records to $1.00. Two styles of Edi-
son phonographs, the Heppelwhite and the Ja-
cobean, have also been reduced from $157.50 to
$145, and $265 to $245 respectively.
DECA DISC MAKING PROGRESS
Machine Playing Ten Records Continuously
Proves Popular — Paul D. Bodwell in Charge
of Sales Which Are Rapidly Growing
Hanover, Pa., March 8.— The Deca Disc Phono-
graph Co., of this city, is making rapid progress
in the manufacturing and merchandising of the
Deca Disc phonograph. This instrument, which
will play ten records in succession without
adjustment, is being manufactured in various
types. The instrument for the home has already
attained wide popularity, and the company is
Record-Playing Mechanism
now enlarging its factory capacity in order to
meet the requirements of its trade.
At the present time three types are being
manufactured: Model A for the private home;
model C, the commercial type, and model F, a
nickel-in-the-slot type. The continuous playing
of the ten records involves the use of mechanism
that is noteworthy for its simplicity and prac-
tical efficiency. The accompanying illustration
- will give some idea of the plan of operation, and
this mechanism was given every possible form
of test and trial before it was adopted by the
company. Paul D. Bodwell, president of the
Deca Disc Phonograph Co., is devoting a con-
siderable part of his time to the company's sales
activities, and under his direction the sales are
steadily increasing.
NEW POCKET TALKING MACHINE
A German is reported to have invented and
patented a new pocket talking machine which
is about to be marketed in Europe and which
is declared to be the development of an idea
introduced some years ago by Charles D. Robin-
son, at present on the staff of the Columbia
Graphophone Co.
MUSIC SHOULD GIVE PLEASURE
Music, even in the most harrowing moment,
ought never to offend the ear, but should always
remain music, which desires to give pleasure. —
Mozart.
START CREDIT CLEARANCE BUREAU
Members of Associated Retail Credit Men of
New York Organize New Bureau for Inter-
change of Information Regarding Those Who
Purchase Goods on the Instalment Plan
At a meeting of the Associated Retail Credit
Men of New York City, Inc., held on Friday eve-
ning, February 24, plans were fully perfected
for the organization of a clearance bureau for
checking instalment credits. The object of the
bureau is to provide a central agency through
which retail credit men may check up on those
who seek credit on instalment purchases and is
calculated to provide positive information instead
of forcing the credit man in many cases to de-
pend upon his own investigation or his intuition.
At the first meeting a committee composed of
Percy Bowers, head of the credit department of
the Aeolian Co.; A. L. Freincle, of S. Bauman &
Co.; J. Nelson, of L. W. Sweet, Inc.; W. H.
Caldwell, of R. C. Caldwell Co., and J. J. Van, of
Hecht Bros., was appointed to draft a form of
master cards to contain all available information
for the credit man. These master cards will be
placed in the general files and be made instantly
accessible to the members Of the Association.
Through the use of the bureau the inquiring
member will also be kept posted on the future
activities of his customers and thus be able to
tell accurately why certain accounts are slowing
up on payments or ceasing to pay altogether.
A number of representatives of the music trade
attended the first meeting and affiliated them-
selves with the new bureau, among them being
J. Kohnheim, of the Story & Clark Piano Co.;
W. R. Bunce, of the Rudolph Wurlitzer Co.;
Valentine Faeth, of Winterroth & Co.; B. Becker,
of the Aeolian Co., and representatives of Gimbel
Bros, and Bloomingdale Bros., department stores
handling pianos and musical instruments. A
score or more of other concerns selling at retail
and on the instalment plan are also actively in-
terested in the new movement.
At a second meeting, which was held the
following week, it was planned to present
the draft of the master card for the consideration
of the Association and for adoption. Meetings
are held in the offices of the Associated Retail
Credit Men of New York City, Inc., 15 East
Thirty-seventh street.
It was Lincoln who said: "Let us have faith
that right makes might, and in that faith let us
to the end dare to do our duty as we understand
it." This declaration of the martyr president
should be cultivated.
INTERIOR VIEW
STYLE No. 8
MAHOGANY OR OAK FINISHES
The Schloss Console
for Victrola VI
SCHLOSS BROTHERS
CABINET MANUFACTURERS
801 EAST 135th ST.
NEW YORK CITY
15, 1922
THE TALKING MACHINE WORLD
154a
<J There is less after-sale
service on a Stephenson
Precision-Made Motor,
because it is Precision-Made
11
STEPHENSON
DIVISION
DE CAMP G. SLOAN INC.
One Hundred and Seventy Pennington Street
J\eto&/-J^,J\eto Jersey
MANUFACTURERS OF THE STEPHENSON PRECISION-MADE MOTORS AND TONE ARM AND SOUND BOX
1546
THE TALKING MACHINE WORLD
March 15, 1922*
EXECUTIVE COMMITTEE OF JOBBERS' ASSOCIATION MEETS situation in the FRENCH TRADE
Holding Session in Chicago as World Goes to Press — Will Arrive in New York for Two Days'
Session at Hotel Commodore Commencing March 15 — Important Matters Being Discussed
As The World goes to press the executive com-
mittee of the National Association of Talking-
Machine Jobbers is in session in Chicago and
first reports indicate that the attendance of mem-
bers of the Association at the open meeting
registers nearly 100 per cent. Upon the comple-
tion of the Chicago meeting the members of
the executive committee w ill come to New York,
arriving here on the morning of- March 15, and
hold a two days' session at the Hotel Commo-
dore, where the Eastern members of the organi-
zation will be welcomed.
The idea of holding two meetings of the execu-
tive committee, one in the East and one in the
West, in order to make it convenient for the
members of the Association to get in touch with
the executive body and discuss the many perti-
ment trade topics worked out so successfully last
year, with meetings in St. Louis and Boston, that
the plan has been repeated this year and will
probably become a permanent feature.
The officers of the Association have laid down
a constructive program for the executive session,
and particular attention will be given to the sell-
ing problems of the industry. One of the chief
speakers at both sessions will be Gilbert H. Mon-
tague, counsel for the Association, who will dis-
cuss the various legal developments of interest to
the trade. The plans for the annual convention
at Atlantic City in June will also be discussed
by the delegates.
Through the efforts of Fred P. Oliver and
Lloyd L. Spencer, special arrangements have
been made at the Hotel Commodore for the 'ac-
commodation of the visiting jobbers and there
have also been elaborate plans made for their
entertainment, the big feature being a dinner and
theatre party on the evening of March 15. On
that evening the visiting jobbers will be the
guests of the New York members of the Asso-
ciation at dinner, probably at the Palais Royal,
after which they will attend the performance of
"The Blue Kitten," the musical comedy suc-
cess at the Selwvn Theatre.
MARCH OKEH WINDOW DISPLAY
Latest Unit in Okeh Display Service Very
Attractive — Many Applications for Service
The Okeh window display for March is an
excellent example of the distinctiveness and
sales value of the new window display service
announced a few months ago by the Okeh
advertising department. J. A. Sieber, adver-
tising manager of the General Phonograph
Corp.. states that Okeh dealers are advising him
During the first ten days of February there
were received in the Okeh advertising depart-
ment 147 new applications for this monthly
service. The March display is especially attrac-
tive and its color design is unique in many
respects.
SUCCESSFUL KIRKMAN CAMPAIGN
H. M. Linter, of the Kirkman Engineering
Corp.. New York City, reports that orders for
K-E and Simplex record cleaners are continuing
to come in in sub-
Okeh Window Display for March Is Attractive
daily that this new service is proving a direct many jobber'
source of interest, and better still, sales. cess — in fact.
stantial quantities. Mr.
Linter attributes the
remarkable quantity
of these record clean-
ers sold to the adver-
tising campaign con-
ducted in The Talking
Machine World and
the policy of the Kirk-
man Engineering
Corp. of its distribu-
tion through the job-
ber. Mr. Linter states
that this distribution
policy provides an at-
tractive profit for both
the jobber and dealer
and a monthly letter
to jobbers calls atten-
tion to the advertising
campaign being con-
ducted and suggests a
trial order. This sug-
gestion has been lib-
erally followed by
with the greatest measure of suc-
it is highlv commended.
Talking Machine Business Over There Reported
to Be Slow — Some Interesting New Inventions,
Including an Artificial Shellac for Records
One of the prominent French music trade
papers in a recent review of the conditions in
the talking machine industry in that country
declares that the volume of business is still
low and ascribes as one of the reasons the fact
the French still stick to the sapphire repro-
ducing point, although all the rest of the world
has adopted the metal needle.
The review also calls attention to a number
of new inventions which are expected to stimu-
late business to a certain degree, among them
several improvements in tone chambers; a cabi-
net with shelves that may be arranged hori-
zontally or at an angle; a new talking machine
that looks like a lamp with the horn in the
base and the motor at the top, covered by the
shade, and a means for softening the sound.
It is also stated that there has just been in-
vented a new artificial shellac for records which,
it is declared, has the desirable qualities of
genuine shellac, but can be manufactured and
sold at a much lower price.
KNICKERBOCKER CO. ENTERTAINS
Dealers Listen to New Records and an Address
by P. M. Hall — Luncheon Follows
Victor retailers and their employes were in-
vited to attend a recital of April Victor records
held at the headquarters of the Knickerbocker
Talking Machine Co., Victor wholesaler, New
York City, on Tuesday morning, March 7. By
10 a. m., when the meeting was opened, a goodly
number were present. Interspersed with the
plaj-ing of the records were a number of helpful
discussions and business talks. P. M. Hall, of
the Continental Guarantee Corp., New York City,
addressed the dealers on financing and interest-
ingly outlined the proposition offered by his com-
pany. The Krumik Studios, producer of dis-
play matter, was also represented by Mr. Fuller,
who told of the plans of his organization. Fol-
lowing the morning session the retailers were
the guests of the Knickerbocker Talking Ma-
chine Co. at luncheon at the Hotel Theresa.
WOODSIDE V0CAL10N CO. ORGANIZED
The Woodside Vocation Co., organized re-
cently at Portland, Me., has been granted a
charter of incorporation under the laws of that
State, with 1,000 shares of common stock. The
concern is conducting a general musical instru-
ment business. Officers of the company are:
President and treasurer, Chester V. Woodside;
clerk, Ralph O. Brewster; directors, Chester V.
Woodside, M. E. Woodside and M. J. Cuernett,
all of Portland.
A new talking machine establishment has been
opened at Maywood, 111., by T. C. Thomas.
MR. DEALER ! These Numbers Are Advertised From Coast to Coast
LONESOME MAMA BLUES SUPPOSE THE ROSE WERE YOU
By the Composer who wrote "Dangerous Blues."
The feature song of the biggest Blues and Jazz
singers, and the orchestra favorite Fox Trot.
By Lucien Denni. He wrote "Starlight Love.
Kitty Gordon's knock-out Hit.
Hundreds of other acts using it.
Make Your Profit — Have Them in Stock!
OTHER BIG SELLERS
12TH STREET RAG— Song DANGEROUS BLUES
12TH STREET RAG— Instrumental MANILA MEMORIES
KISS ME DEAR
J. W. JENKINS' SONS MUSIC CO.
Kansas City, Mo.
March 15, 1922
THE TALKING MACHINE WORLD
154c
■■■IB
■ OBSERVATIONS ON THE ROAD
Jules H. Roos
By JULES H. ROOS
lllllllllllllllllllllll
Cheer up, fellows, the first
hundred years is the
Hardest, then you get used to it.
Did you ever realize
How many sales of
phonographs rely
on the needle you
Use to demonstrate the
machine?
Lest you forget, a visit
to Toronto will not be
complete unless you
stop
awhile at the Whaley
Royce Co.
and look the place over
and, above all, meet three
of the finest fellows
who ever signed an order:
Holmes R. Maddock, Wm. H. Myhill
and W. A. Hunter.
Each one is a genius in his line
But oh how Holmes Maddock loves
to kid me
and the funny part of it is
he makes me like it.
I love to hear him call me "Jules."
Great fellows and a great
organization.
I want to thank Fred Trestrail,
of the Musical Merchandise Sales Co.,
for the courtesies extended to me
by him while on my visit to
Toronto.
The only thing I'd love to know, Fred,
is what became of the Scotch?
While at the Crown Music Co. the other
day an excited dealer came rushing in and
said: Hurry and pack me up a hundred
copies of "In Maytime I Learned to Love," by
Jack Snyder. Herman Snyder, on seeing the
dealer was in a hurry, sent him home in a
taxicab. That's what we call service.
While in Detroit we had a very pleasant visit
with C. H. Grinnell, of Grinnell Bros., and we
are always certainly glad to get to Detroit
if only to run over to Grinnell Bros, and say
Hello to all the boys. Between Ralph and
Martin
C. H. Grinnell has a couple of wonderful
fellows with him.
The writer predicts that the present business
year will be the biggest phonograph and
record year in history.
It is up to you fellows to all get your share of
this wonderful prosperity.
If Al Edlestein, of the Strand
Temple of Music, Albany, N. Y.,
ever runs for Governor
He can be sure of two votes —
his own and the writer's.
He's a great fellow, pals.
Let's make him head of the
sugar feeder's Union.
Our friend Franklin Clare,
of the Iroquois Sales Co.,
of Buffalo, says it was
a very good idea putting Buffalo
so near the Canadian Border.
It makes it handy in getting the stuff
and you can depend on me, Clare?
The fellow who says the days
of opportunities are past is
like Rip Van Winkle. He's asleep,
too.
If you haven't a good
excuse for what you say
Don't say it.
PUTTING MUSIC INTO JAZZ
Writer in New York Times Credits Paul White-
man With Developing and Popularizing a New
School of Orchestration and Tells Why
In a lengthy story on the subject of "Putting
the Music Into Jazz," written by Helen Bullitt
Lowry, and published in the New York Times,
high tribute is paid to Paul Whiteman and his
musicianship for the creation of a new type of
syncopated harmony that is based upon sound
music fundamentals.
After telling how many orchestra leaders — and,
for that matter, arrangers — simply content them-
selves with more or less inartistic repetitions of
a single melody, the writer goes on to say:
"The Paul Whiteman idea is to take this mel-
ody and build in the gaps between its occurrence
with counter-melodies, instead of with improvised
'fake stuff' and gymnastics. An introduction is
usually given to the piece that the first strains
of the melody proper may be approached dra-
matically, while each time the melody is reached
throughout the number it is arrived at through
an entirely different 'counter-melody' — sometimes
through breathless moments of rhapsody, again
through a plaintive love lament, or a theme from
a Chopin mazurka may be used as a counter-
melody to give buoyancy to the spirits of the
dancers.
"There is no secret about the 'method.' It is
not patented. Nor does Whiteman claim to be
a composer. He frankly says to other dance or-
chestra leaders, 'You can do it, too, provided you
are a trained musician instead of a trickster.'
"Moreover, the phonograph records of this new
dance orchestra have been spreading the knowl-
edge of the new kind of jazz broadcast, until
already one important result is manifest. A de-
mand is coming into music publishing houses for
jazz compositions 'arranged' for a four or a five
or a twelve-man orchestra, until the publishing
houses are beginning to employ a musician to
turn out these arrangements for the out-of-town
trade, by perfectly good Sears-Roebuck methods.
Counter-melodies are now kept in stock by most
concerns.
"Nor is the ambition of the reformer of jazz
yet realized. The Metropolitan Museum of Art
has taken industrial art under its left wing — then,
'Why,' he asks, 'should not some philanthropist
endow a dance orchestra? No symphony orches-
tra could' exist without an endowment, for a com-
mercial concern has to follow public taste instead
of to lead it. Dance music is wrong if it creates
nasty steps. Then certainly it should be a matter
of grave concern to the country that our dance
music should not be wrong.' Such an endowed
orchestra, he explains, could be given the leisure
to spend on 'research' on how to refine dance
music."
COLUMBIA CO/S FINANCIAL STATUS
Report of the Financial Condition of the Colum-
bia Mfg. Co. Favorable for Progress in 1922 —
1921 Was a Year of Effective Readjustment
It was stated in financial circles in New York
last week that notwithstanding big losses by the
Columbia Graphophone Mfg. Co. last year, as a
result of inventory cuts, the balance sheet as of
December 31 shows that the management was
able to set its house in better order than Wall
Street generally was inclined to believe. The
balance sheet shows total current assets of $23,-
506,669, against current liabilities of $16,996,923
after making big cuts for inventory depreciation,
losses from reductions in prices of records and
bad debts. Cash on hand at the end of the year
was $3,283,072 and receivables $6,004,672. Inven-
tories were carried at $14,218,925 in contrast to
$23,236,574 in 1920. The banking indebtedness
has not increased materially during the year,
totaling $13,783,381 on December 31, against $13,-
450,000 a year before. The losses taken during
the year, however, wiped out the $1,000,000 sur-
plus and set up in its place a profit and loss
deficit of $14,579,882.
WALL-KANE NEEDLES
Used by 80% of the population, sold by the
leading jobbers throughout the world.
A nationally advertised article that hai been in ever-
increasing demand since it was established in 1913
WALL-KANE needles are packed in metal
display stands holding 60 packages, 24 loud,
24 extra loud and 12 medium.
They are also packed in cartons of 100 pack-
ages of a single tone, either loud, extra loud or
medium.
JOBBERS ONLY— APPLY FOR
SPECIAL PROPOSITION
The Greater New York Novelty Co.
Sole Manufacturers of
WALL-KANE NEEDLES
3922 Fourteenth Avenue
Brooklyn, N. Y.
154<f
THE TALKING MACHINE WORLD
March 15, 1922
THREE HANDSOME NEW PERIOD VQCALIONS ANNOUNCED
New Console Models in Early American, Queen Anne and Jacobean Designs Expected to Make a
Strong Appeal — Price Reductions Announced on Other Vocalion Period Styles
The Aeolian Co. recently announced the addi- 1619, 1621 and 1923, and in view of the popu-
tion of three handsome new console Period larity of the upright style it is believed that
Vocalions to the company's extensive line, to the console models will be among the leading
factors in the large Vocalion instrument line.
The Aeolian Co. also announces, effective
March 6, a new schedule of retail prices covering
period style Vocalions, the following models
being affected: No. 1595, 1596, 1619, 1621, 1635,
1633, 1617, 1623, 1627, 1625, 1629 and 1631. The
reduction in price is most substantial in every
case, being from $295 to $250 on Style 1595, to
The Vocalion, Style 1624 — Jacobean
be known as Style 1620, early American, listed
at $300; Style 1622, Queen Anne, listed at $350;
and Style 1624, Jacobean, listed at $385.
The case designs of the three new instruments
are most artistic and are true to the periods
represented. Style 1620 is beautifully finished in
brown mahogany and the case is an exemplifica-
tion of the best work of some of the early
American craftsmen and is graceful in every
detail. The Queen Anne model, Style 1622,
combines simplicity with an authentic following
of the details of the period, and the rich ma-
hogany finish serves to bring out these details
to advantage. The Jacobean, Style 1624, gets
away most gracefully from the heaviness of
design frequently associated with that period
and the shaded walnut finish adds materially
to the general attractiveness of the cabinet.
All the new models are equipped with the
new Vocalion tone arm and sound box, velour
covered turn table and gold finished hardware
throughout. The Ja'cobean model is also
equipped with the Graduola.
The three new period styles correspond in
design to the three upright period models, Styles
The Vocalion, Style 1622 — Queen Anne
The Vocalion, Style 1620— Early American
from $600 to $525 on Style 1631,
with corresponding reductions all
along the line.
The various period model Voca-
lions, both the upright styles and
the table models, have been
strongly featured by the dealers
and have proven very popular with
the buying public.
The latest revision of list prices,
therefore, may be expected to
stimulate the demand materially
and make a particular appeal to
those who have been standing pat
and waiting for price readjust-
ments before purchasing their ma-
chines. The excellent designs of-
fered in the Vocalion period
models have been the subject of
favorable comment from authori-
ties in decorative art matters, for in
every instance the designs have
been executed with a full under-
standing and appreciation of the
dominant details of the period.
ACQUIRE NEW CAMEO FACTORY
Cameo Record Co. Acquires Factory at Framing-
ham, Mass. — George L. Funnell in Charge —
Bridgeport Factory Also Working to Capacity
E. N. Burns, president of the Cameo Record
Co., New York, announced on Wednesday that
his company had acquired another record-press-
ing plant at Framingham, Mass. The Siemon
Hard Rubber Co., of- Bridgeport, Conn., has
already started pressing Cameo records and the
addition of the Framingham plant will give the
company splendid facilities. At the present time
the Framingham factory has a capacity of 20,000
records per day, and new machinery is being
installed which will give the plant an output of
60,000 records per day.
Geo. L. Funnell, who is recognized inter-
nationally as one of the leading experts of rec-
ord manufacturing, has been placed in charge of
the Cameo factory at Framingham. Mr. Fun-
nell at one time was factory manager of the
Columbia Graphophone Co. and more recently
was in charge of the manufacturing plants of
the Berliner Gramophone Co., Montreal.
Aim high. If you miss you will at least have
the satisfaction of knowing that you tried and.
besides, you will go much further than if you
had not tried.
INSTALLING STORE EQUIPMENT
Leon Tobias, secretary of Van Veen & Co.,
Inc., reports that his company has concluded ar-
rangements with a number of representative
houses within the past few weeks for increased
and new equipment. Among these is the retail
wareroom of Max Phillips, of 1227 Seventh
street, N. W., Washington, D. C, where a com-
plete Col-Van equipment in ivory and blue has
been installed. This installation includes six
hearing rooms and provision for 1,000 records.
The Long Island News Co., of Flushing, L. I., is
having a complete new store front made and in-
terior work as well for the display of Victrolas
in its Victor department. Van Veen & Co., Inc.,
will shortly install in the warerooms of Herbert
& Huesgen, on Forty-second street and Fifth
avenue, a combination phonograph and radio de-
partment, which will be an unique metropolitan
development.
WATERSON NOW CAMEO EXECUTIVE
Henry Waterson, head of the music publishing
firm of Waterson, Berlin & Snyder, New York,
and well known throughout the musical field, has
been elected vice-president of the Cameo Rec-
ord Co., New York. Mr. Waterson succeeds
Earl Jones, who is no longer connected with
the company.
MANY EXHIBITS AT LEIPSIC FAIR
Talking Machine Industry Well Represented at
Big German Exposition Held This Month
Reports from Germany are to the effect that
the talking machine interests have been strongly
represented at the Leipsic Fair, held during the
week of March 5 to 12, with a number of new
types of machines, records and accessories being
shown. The influx of foreign visitors to attend
the fair is said to have been unusually large, a
number of them coming from the United States
and a small army from Great Britain.
ADD RADIO OUTFITS TO LINE
The Cabinet & Accessories Co., Inc., New
York City, distributor of talking machine ac-
cessories, has added radio outfits to the lines
which it distributes. The outfits added are
made by the A. C. Gilbert Co., of New Haven,
Conn., and cover a wide variety of radio sets
from $12.50 to the highest price on the market.
The Cabinet & Accessories Co., Inc., has these
sets installed at its headquarters and is demon-
strating to visiting dealers.
August Pleibel, in charge of the retail Victor
department of H. A. Weymann & Son, Inc..
Philadelphia, has been removed to a local hos-
pital for a possible operation.
March 15, 1922
THE TALKING MACHINE WORLD
155
FAVORS FLEXIBLE TARIFF
Senate Finance Committee Indorses Flexible
Valuation — President Given Wide Powers in
Increasing or Lowering Rates by Proclama-
tion, to Prevent Unfair Competition
THE VICTOR JOBBERS' CONVENTION
Washington, D. C, March 9. — The Senate
Finance Committee has agreed to turn over to
the experts that have been assisting it the duty
of preparing in legislative language the valuation
basis for inclusion in the forthcoming tariff law.
The American valuation plan as proposed in
the Fordney Tariff bill as it came from the House
was rejected by the Committee several days ago.
It is stated that the House Republicans who have
been fighting for "adequate" protection are much
disappointed and that they contemplate fighting
any substitute for their plan. However, despite
the pressure that has been brought to bear upon
the Finance Committee the present system of
levying duties upon the basis of the foreign in-
voice values of dutiable merchandise will be re-
tained.
To meet the demands of the manufacturers for
protection greater than that provided in the
Underwood Tariff Act there will be incorporated
in the new plan a section granting authority to
the President to increase or decrease rates of
duty contained in the new law, not to exceed 50
per cent.
By means of this provision the President, by
proclamation, after investigation by the Tariff
Commission, would be able to advance the rate
on a given commodity to meet foreign competi-
tion where such action would be found advis-
able, and, on the other hand, if a complaint from
importers that existing rates are so high as to
keep out imported articles is found to be a fact,
and conditions so warrant such action, the rate
or rates thereon could be reduced not to ex-
ceed 50 per cent.
^Another proviso will give to the President au-
thority to reclassify the commodities covered in
the proposed new law. For instance, it might
be found that an article contained in a basket
clause dutiable at 33 per cent was being imported
in quantities which precluded the sale of the
same or comparable American merchandise. In
such event the President, by proclamation, could
remove such article from the basket clause and
give it a separate classification and a higher rate
of duty.
Still another feature of the bill deals with the
depreciated currency, and this would become
Operative when the foreign money fell below 70
pfer cent of par. It was decided this would not
qonflict with existing treaties with foreign nations.
The experts have been instructed to draft pro-
visions dealing with unfair practices in foreign
trade. It is. proposed also to have provisions
dealing with discrimination, so that it will not be
possible for any foreign country to accord privi-
leges to another country and withhold similar
privileges from the exporters of the United
States without incurring retaliatory action on the
part of the Government of the United States.
DANISE WINS HIGH PRAISE
Giuseppe Danise, Brunswick artist, has de-
servedly earned the very high praise bestowed
upon him by the New York critics for his re-
markable histrionic and vocal ability in the new
production of Catalini's "Loreley," at the Metro-
politan Opera House.
REPAIRS
We can take care of YOUR REPAIRS
on STATEN ISLAND. Save time and
expense. Music Service Shop, 12 Sixth
St., New Dorp, N. Y.
FOR SALE
Brand-new music and voice Magnavox
outfit for $150.00. Would be pleased to
hear from someone wishing an especially
fine working instrument. Graham Piano
Co., Cortland, N. Y.
Annual Meeting of National Association of Talk-
ing Machine Jobbers to Be Held at Atlantic
City From June 12 to 16, Inclusive '
Plans are proceeding rapidly for the annual
convention of the National Association of Talk-
ing Machine Jobbers, which will be held at At-
lantic City, on June 12, 13, 14, 15 and 16. The
convention period will be longer than usual in
the belief that there will be a sufficient number of
important matters requiring consideration by the
body to carry the meetings over at least four
days, the fifth day being devoted to the annual
golf tournament.
The hotel at which the convention will be held
has not been definitely decided upon, but it is
probable that the announcement regarding the
headquarters will be made very shortly. The
arrangements committee promises a number of
interesting and unusual features calculated to
make the meeting one of the most resultful held
thus far. One thing certain is that Atlantic City
convention invariably draws a maximum attend-
ance of Association membership.
PLAN GERMAN TARIFF INCREASE
Doubling of Import Duties on Musical Instru-
ments and Accessories Proposed by Govern-
ment as Part of Tariff Revision
The German Government, in planning a re-
vision of its customs tariff, is considering imme-
diate increases of 100 per cent in the duty on
certain products classed as non-essentials. Musi-
cal instruments and accessories are affected.
Under the new plan duties will be levied on im-
ports as follows :
Talking machines, including those fitted with
electrical apparatus, 120 gold marks per 100 kilos;
clocks with musical accessories, 400 g.m.; pipe
organs, 50 g.m.; brass and wood wind instru-
ments, 70 g.m.; pianos, all kinds, 80 g.m.; piano
actions and keyboards, 110 g.m.; stringed instru-
ments, 60 g.m.; other mechanical actions with
combinations for rendering musical sounds, 80
g.m.; other musical instruments not specified, 60
g.m.; strings, prepared, catgut, 100 g.m.; covered
wire, all kinds, 200 g.m.
Musical apparatus not specified are taxed, quite
indifferent to the kind or preparation of the ma-
terial used; parts, though not specified, are taxed
at the same rate as the body to which they apply.
Similarly, articles required for playing, such as
bows, hammers, drumsticks. Wire strings, ex-
cept those covered with copper wire, etc., pay
string rate. Children's musical toys, all kinds
and parts, 20 g.m.
DEALERS VISIT VICTOR PLANT
Philadelphia, Pa., March 9. — Two score or more
of the Victor dealers and their salespeople, who
attended the sales conference held at the Bellevue-
Stratford, this week, visited the Victor Co. fac-
tory at Camden this morning, at the invitation of
F. E. Delano, and were conducted on a tour of
inspection through the plant, which, as usual,
made a distinct impression upon those who made
the trip for the first time — in fact it was both
educational and enjoyable.
GODOWSKV TO THE ORIENT
Godowsky, the great pianist and Brunswick
artist, is scheduled to give concerts in San Fran-
cisco on March 21 and 26, prior to his departure
for the Orient, where he plans to make an
extended recital tour. His trip has already ex-
cited much interest.
CHANGE IN GAELIC PHONOGRAPH CO.
Hugh T. Fay, formerly president of the Gaelic
Phonograph Record Co., Inc., New York City,
has severed his connection with that company.
The business is being continued under the direc-
tion of Thos. F. Dwyer. Mr. Fay has not as yet
announced his future plans.
PLAYTV
BUY YOUR
ACCESSORIES
Mil From One Source
needleI-— rs
°*f>s
MONTHLY SPECIAL
THE NEW
CELLULOID TOP
RECORD CLEANER
COLUMBIA
PLAZA MUSIC CO..
18 WEST 20TH STREET
15c.
EACH
Dealer's Ad Free on Orders of 100
HEADQUARTERS FOR
STEEL NEEDLES IN METAL BOXES
RECORD ALBUMS
ALBUM SETS FOR No. 80 VICTROLA
ALBUM SETS, ALPHABETICALLY
STAMPED
REPAIR PARTS
KENT ADAPTERS
BANNER 50c. RECORDS
MIRRORLIKE POLISH
CONVERTO CABINETS
BRILLIANTONE STEEL NEEDLES
MAGNEDO MULTI-PLAYING NEEDLES
RECORD DELIVERY ENVELOPES
SHEET MUSIC
RECORDS
MUSIC ROLLS
RECORD CLEANERS
PHONOGRAPH DELIVERY COVERS
BUBBLE BOOKS
FIBRE NEEDLES
FIBRE NEEDLE CUTTERS
RECORD FLASHERS
GEER RECORD REPEATER
TONOFONE NEEDLES
REFLEXO NEEDLES
DANCING "SHIMANDY"
DANCING RASTUS
PLAVER-PIANO VACUUM CLEANER
SUPPLEMENT MAILING ENVELOPES
SAPPHIRE BALL NEEDLES
SAPPHIRE POINT NEEDLES
DIAMOND POINT NEEDLES
UNIVERSAL DISPLAY RACKS
SHEET MUSIC RACKS
NVOIL
B°BOLINK RECORDS AND PHONO-
GRAPHS
PHONO MOVIES
STOCK ENVELOPES
•NULIFE" MUSIC ROLL
MENT
SPRING LUBRICANT
VICMENTSAND COEUMBIA ATTACH-
TONE-ARMS AND SOUND-BOXES
steee needles in ENVELOPES
WITH SPECIAL IMPRINT
ATTACH-
Watch for our next month's
specials
lEaiiiiEJim
PLAZA MUSIC CO.
18 WEST* 20 ™ STREET
NEW YORK
156
THE TALKING MACHINE WORLD
March 15,
1922
The Last Word
in Electric
Phonograph Motors
Make this your
leading line for
the coming
season
The Electromophone
Absolutely Silent
Adjustable to any voltage. Tone arm equipped
with electrical stopping device, which operates
in conjunction with the Electromophone
— Record stops automatically on last note —
Never fails ! !
The Sole Selling Rights of This Unique Mechanism Are in the Hands of
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C, ENGLAND
Mabch IS, 1922
THE TALKING MACHINE WORLD
157
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
ON THE REPAIRING OF OLD SPRINGS
{Continued)
In my answer to Dominick Ruff, Youngstown,
O., in the January issue of The World I men-
tioned the fact that after I had seen the machine
for repairing broken springs that he wrote about
I would be pleased to give the dealers my opin-
ion of it and also of his method of work.
I have had, within the past week, a personal
call and demonstration by Mr. Ruff of his ma-
chine and method of handling broken springs,
and, while I cannot describe certain details of the
working of this little apparatus until final patents
have been granted, I can give a general outline
of his method of using it.
In the first place, it is presumed that the party
using one of these machines has in his shop
equipment a furnace or gas torch with which to
remove the temper from the spring ends. Also
a pair of pliers or tool for shaping the center of
the spring and a means for making a hole in the
center or cage ends of the springs. There is at
the present time a tool, or punch, on the market
for punching these holes, either pear shape or
oblong hole with square corners, which in con-
nection with Mr. Ruff's machine makes an ideal
working combination.
For an example we will take a situation as
follows: A repairman in a small town in the
middle of New Jersey has brought to him for
repair a double-spring motor. LTpon opening the
cages and examining the main springs he finds
that one of them is broken in the center coil
where it engages the sleeve hook of the center
shaft. Upon looking over his stock of main
springs he discovers that he has no main springs
of that particular type on hand. To obtain a new
one from his source of supply would mean sev-
eral days' delay; as a consequence, the proba-
bilities are that the customer will take his machine
to the next nearest repairman and try his suc-
cess there.
For a situation such as this Mr. Ruff's machine
is a life saver. He proceeds in the following
manner to make the repair, using the old main
spring. First, the broken main spring is removed
from the cage, the cage end is placed in the fur-
nace and the temper removed for about three
inches from the end; the spring coiling pliers
are brought into use and the end of the spring
is shaped to fit the center shaft. This end is
now placed over the receiving mandrel of the
"Ruff Spring Saver" and the machine coils up
the spring, when wound up to about eighteen
inches from the center, and a retaining ring is
placed about the spring, the machine is opened
and the wound-up spring removed. This gives
you the main spring with the broken center on
the outside and in a position to place in the fur-
nace to remove the temper and to punch a hole
for the cage rivet. Probably the first thought
this method of handling a main spring brings to
an inexperienced man is that the main spring
would not be as strong nor have as much life as
it had when wound the other way. On the other
hand, it is undoubtedly stronger and exerts more
pull than it did before, for in reversing the wind
of the coils, not only the temper but the fact
that the spring had been coiled the opposite way
for a long time increases the pull and strength
of the spring when brought into the new posi-
tion.
In my opinion, this little machine, outside of
its saving in money to the repairman, is the
greatest time-saving tool that he could possess.
He would never be in a position where (from the
fact that he did not have a spring in stock) he
would be unable to make a repair. I do not look
so much to the part-saving end of the matter as
I do the time-saving end — there is nothing in our
world so valuable as time.
In the February issue of The World I wrote
in answer to a letter of Mr. Edden, of Bloomfield,
N. J. His subject was "The inadvisability of
using broken parts a second time, inasmuch as it
would tend to deteriorate the original quality and
value of the machine."
To continue my answer to his letter I will
say after having seen Mr. Ruff's machine per-
form, examining and carefully testing the main
springs after they had been repaired in this way,
that it is my opinion that no one could find fault
with the method if it is carefully followed and
done in the right way. I am still of the opinion
that no matter how good is the method of doing
a thing it is the skill in the application of the
method by the workman that counts.
STIMULATED TRADE IN BRIDGEPORT
Bridgeport, Conn., March 2. — D. M. Read & Co.,
Pathe dealers in this city, stimulated their busi-
ness to a remarkable degree through a sale of
Pathe phonographs at special prices. A large
number of sales were reported as a direct re-
sult of this campaign.
SPRINKLE COJIN NEW HOME
Winston-Salem, N. C, March 7. — The Sprinkle
Piano Co. has moved from the quarters on Main
street to an attractive establishment at 436 Trade
street, in one of the best locations in the city.
The lower floor is largely taken up by the record
demonstration booths and the record stock. A
balcony has been given over to a complete line of
Brunswick phonographs. The concern also op-
erates stores in Norfolk, Va.; Richmond, Va.,
and Greensboro, N. C.
A. J. CRAFTS CO. FILES PETITION
A voluntary petition in bankruptcy has been
filed by the A. J. Crafts Piano Co., Inc., of Rich-
mond, Va. Liabilities are estimated at $71,760
and assets are about $168,951. Inability to col-
lect outstanding accounts is said to be the rea-
son for the petition. R. H. Talley has been
appointed receiver.
Before making any moves consider what the
end will be.
A VIOLAPHONE NEEDLE
Plays 10 Records — Brilliantly!
This is the VIOLAPHONE-the electro-
tempered, rust-proof needle that plays
10 records -BRILLIANTLY -and posi-
tively without injury to the record.
Here's the Perfect Needle
for Phonograph Repeating Devices
IT takes a rugged needle — a VIOLA-
PHONE Needle — to operate suc-
cessfully the popular new Phono-
graph Repeating Devices.
Its stiff, strong, tempered point is un-
affected by the heavy strain that bends
or breaks the ordinary multi-playing
needle.
You'll prevent come-backs and assure
your customers satisfaction if you'll
recommend Violaphone Needles when
you sell Repeating Devices.
They Sell Themselves
At 100% Profit
A neat counter-salesman, holding 60
boxes of 50 needles each, costs you
$3.00 — 5c per box.
And this industrious, efficient sales-
man (with mighty little help from you)
sells its wares for $6.00 per box.
You double your money !
And Your Customers
Come Back for More
Phonograph owners like Violaphone
Needles.
They like their convenience — their
economy (500 records played — BRIL-
LIANTLY— for 10c). They like the
considerate way that Violaphone
Needles treat their records.
No wonder they come back and ask
by name for those Satisfactory VIOLA-
PHONE Needles.
Made in Three
Tonal Qualities
You can have Violaphone Needles in
Medium, Loud or Extra-Loud Tone.
All tone-qualities are the same price
$3.00 per carton of 60 boxes.
For dance music, you'll find the Extra-
Loud quality a big favorite.
VIOLAPHONE Needles will be Money-Makers and Friend-
Makers in YOUR store. A small selection— two or three
cartons — will start you nicely. Why not order TODAY?
The Fred. Gretsch Mfg. Co.
Musical Instrument Makers
Since 1883
60 Broadway
Brooklyn, N. Y.
158
THE TALKING MACHINE WORLD
March 15, 1922
A big money's worth! Two beautiful num-
bers by Louis Graveure— "Vale" and
Sylvia," both on one record. Admirers ot
this operatic baritone will surely want his
April record. A-3S48.
Columbia Graphophone Co
NEW YORK
CLEVER WINDOW ATTRACTS PUBLIC
Artistic Display of Gennett Records and Starr
Phonographs in Window of Prominent St.
Louis Firm Attracts Attention of Passers-by
TRADE QUADRUPLED IN 1921
Department of Commerce Trade Review Shows
Fourfold Gain Over Last Pre-war Year
The display shown below, which was gotten up
by E. E. Fay, of the Connorized Music Co., ap-
pears in the windows of the Union House Fur-
nishing Co., St. Louis; Mo., and is attracting a
Washington, D. C, March 10. — A world trade
balance in 1921 favorable to the United States,
four times greater than the last pre-war year,
notwithstanding a decline of 45 per cent in ex-
ports and 52 per cent in imports for 1921 over
1920, was announced last
week by the Department
in a review of trade con-
ditions.
The total export trade,
the review said, fell from
^o,2^8,000,000 in 1920 to
$4,485,000,000 m 1921,
wnile imports fell from
^,278,000,000 to $2,50^.-
Ou0,0O0 during the same
period. This decline, it
was explained, however,
was more apparent than
real, even when compared
with the unprecedented
trade of 1920, as values
in that year were "enor-
mously inriated ' and 1921
was a year of rapidly
declining prices. This re-
Gennett Display Made by Union House Furnishing Co., St. Louis port is a little surprising
great deal of attention to the Gennett records and
Starr phonographs. The large record is six feet
in height and is an excellent replica of an actual
Gennett record having a blue label with gold
lettering. The Union House Furnishing Co. is
more than pleased with the attention it is attract-
ing, and says that not only pedestrians but per-
sons riding in street cars and automobiles are also
attracted. The record is made of beaver board
painted in black and the regular size ten-inch
Gennetts make an interesting comparison to the
mammoth disc. Gennett records, together with
the regular assortment of window cards and a
display of phonographs in the background, make
up the setting for the immense record shown in
the illustration.
in view of the pessimistic feeling regarding the
general condition of trade.
WORKING FOR FOREIGN TRADE
Music Industries Chamber of Commerce Co-op-
erating With Bureau of Foreign and Domestic
Commerce in Compiling Exporters' Index
Elly Ney, the celebrated pianiste and Bruns-
wick artist, concluded her Southern tour on
March 13 in Jacksonville, Fla., where she scored
a tremendous success in recital.
VALUES
TALKING MACHINES
COMPLETE— or if desired—
CABINETS ONLY. B rown
and Red Mahogany, Golden and
Fumed Oak. Low Prices
Write for Further Information
Today
THE H. LAUTER COMPANY
Indianapolis, Indiana
The Music Industries Chamber of Commerce is
co-operating with the Foreign and Domestic
Commerce Bureau of the United States Depart-
ment of Commerce by urging all of its members
who wish to develop their foreign business to list
their names on the exporters' index of the Spe-
cialties Division of the Bureau.
The Specialties Division, which is under the
direction of R. A. Lundquist, plans to render
service to exporters along three different lines:
First, by the compiling of statistical informa-
tion bearing on the world's trade in musical in-
struments and supplies.
Second, by the analytical study of commercial
practices and conditions in foreign markets af-
fecting the musical instrument business.
Third, by the compiling of information which
will aid the foreign sale of American musical
instruments, including lists of dealers in musical
instruments in all parts of the world.
The Chamber, which is aiding in the develop-
ment of the foreign business of its members by
maintaining an Export Credit Bureau and oper-
ating a Foreign Credit Service, desires to point
out the advantages which will result from listing
on the exporters' index. Firms can be listed on
the index only after a careful examination of
their ownership and interest, which must be thor-
oughly American, and are then given the benefit
of confidential information relative to foreign
trade which they can obtain from no other source.
SONORA SIM FOR APRIL
Attractive Advertising for Moving Picture Pub-
licity Issued by Sonora Phonograph Co.
The Sonora Phonograph Co., 279 Broadway,
New York, in accordance with its usual custom,
is issuing for April a very attractive moving
...-,.€» ',c ,.,t> i''teMie//!i.Cii>, t;-M'»
«'~
R&Jbiris sing sweetest
in the Spring"
• • ;'-Q %
m
mmuMnr ofiwiT
onor
CIMM A* A OBL.U K
Sonora Slide for Dealers' Use
picture slide appropriately designed for the
Spring of the year.
It is available for Sonora dealers throughout
ths country for use in their local advertising, a
space at the bottom being left for the dealer's
name and address. A reproduction of the April
slide appears herewith.-
NEW CHICAGO COLUMBIA AGENT
Chicago, III., March 9. — The White Eagle Fur-
niture Co., of this city, has added a line of Co-
lumbia Grafonolas and records. Handsome
phonograph departments have been installed in
the two stores which the company operates at
8812 Commercial avenue and at Cedar street,
Indiana Harbor. The store will specialize in
foreign records.
J. N. HALLINAN RESIGNS
John N. Hallinan, in charge of the New York
office of the Unit Construction Co., of Philadel-
phia, has lesigned, effective April 1. Mr. Halli-
nan has been connected with the Unit Construc-
tion Co. for the past three years. At the pres-
ent time he is not prepared to announce his
plans, but hopes to be able to do so within a
short period.
The Utica Phonograph & Supply Co., of Utica,
N. Y., will move its business into the Kenmore
Building on May 1.
March 15, 1922
THE TALKING MACHINE WORLD
1 59
ECKHARDT TAKES STRAND AGENCY TALKING MACHINE MEN TO MEET
Well-known Talking Machine Man Opens Sales
Offices in Philadelphia and Will Handle That
Line in a Large Territory
Philadelphia, Pa., March 6.— 'Walter L. Eck-
hardt, who for a number of years has been a
conspicuous figure in the talking machine trade
here, first with the Columbia and later with the
Pathe, has opened offices in the Empire Building,
at Thirteenth and Walnut streets, and has taken
the local representation of the Strand phono-
graphs, manufactured by the Manufacturers'
Phonograph Co., with headquarters in New
York and factory in Salem, Ind. Mr. Eckhardt
also plans other activities and will act in the
capacity of consulting sales engineers and gen-
eral sales agent.
Mr. Eckhardt has already placed the Strand
line with several large local concerns, including
Strawbridge & Clothier, Stern & Co., Wurlitzer
Co. and Joseph Jacobs, and has also established
agencies with several Pittsburgh concerns, in-
cluding Joseph Horn & Co., Rosenbaum & Co.
and the Kaufmann store. He has exclusive dis-
tributing rights to the Strand line for Pennsyl-
vania, Maryland, southern New Jersey, Dela-
ware and District of Columbia, and is building
up a sales organization to take care of the ter-
ritory.
INCORPORATED
The Wonder Phonograph Co. has been incor-
porated in Delaware, succeeding the Wonder
Talking Machine Co., of New York. Officers of
the new concern are: President, H. B. McNulty;
vice-president, C. E. Hoyt; treasurer, A. C.
Wheeler, and secretary, G. Jones. The officers
and A. J. Collins constitute the board of directors.
DUO APPLIANCE CORP. CHARTERED
The Duo Appliance Corp., of New York City,
has been granted a charter of incorporation
under the laws of New York, for the manu-
facture of phonograph record protectors, with
a capital of $5,000. Incorporators are E. B.
Haymond and P. M. Boesen.
WITH REGAL_RECORD CO.
Jules and Nestor Roos have been appointed
special salesmen for the Regal Record Co., New
York, and are leaving New York this week to
cover cities in the Northwest and in the South.
The Victor Talking Machine Co., of Camden,
N. J., has declared the usual quarterly dividend
of $10 per share on common stock, payable April
15 on stock of record March 31.
"I have always plucked a thistle and planted a
flower when I thought the flower would grow,"
said Lincoln, and this might be adopted by talk-
ing machine merchandisers to good purpose.
j The Kellog-Drake Co., Edison dealer, of
Galesburg, 111., has greatly enlarged its store
in order to add a line of pianos and music rolls.
A piano and talking machine establishment
has been- opened at Riverbank, Cal., by Pro-
fessor Head & Son.
FOR SALE
Complete cabinet manufacturing plant, including ma-
chinery. 100 completed cabinets and 200 in process.
Bids received in entirety or separately. Terms to
responsible parties. Address "Box 1119," care The
Talking Machine World, 373 Fourth Ave., New York.
FOR SALE
100 phonographs, 46 inches high, standard
motor and tone arm. Sold in one lot at
$36.50 each. Address "Box 1118," care The
Talking Machine World, 373 Fourth Ave.,
New York City.
Some Unusually Interesting Features to Be Pre-
sented at Session on March IS
annual banquet of the Talking Machine Men,
Inc., on April 20, will also be discussed in the
fullest detail, and an interesting program will be
prepared.
The next meeting of the Talking Machine
Men, Inc., will be held at the Cafe Boulevard,
New York, on March 15, at 1 o'clock, and will
be preceded by the usual luncheon. A special
invitation is issued to the ladies to attend the
meeting.
During the course of the meeting Miss Isa-
belle Lowden, the director of the New York
Third Music Week, will deliver an address on
the Music Week plans; representatives of the
Richmond-Robbins Co. will demonstrate their
new songs; George F. Farrah, sales manager
of the Electric Recording Laboratories, will
offer a demonstration and the A. C. Gilbert
Co. will also demonstrate the new wireless tele-
phone.
The business of the meeting will include the
nomination of officers, to be elected at the an-
nual meeting in April. The final plans for the
HAVERTY CO. IN FINE NEW HOME
Attractive Talking Machine Department Re-
sembles a Bungalow in Appearance
Houston, Tex., March 10. — The attractive new
home of the Haverty Furniture Co.'s branch in
this city has been completed, giving to this
concern one of the finest mercantile houses in
the Southwest. A feature of the new establish-
ment is an extensive talking machine depart-
ment on the main floor of the building, which is
six stories in height. The entrance to the de-
partment is similar in appearance to that of a
bungalow and the same home atmosphere is the
predominating theme carried out in the interior.
Fred T. Smith, who has been with the company
for a number of years, goes to the new store as
secretary and manager.
FIVE SALES TALKS
1. Unusually attractive prices.
2. Big profits to the Dealer.
3. Perfect Cabinet Work and Finish.
4. Exclusive Designs of Latest Type.
5. Unsurpassed Tone Quality.
We Also Sell Cabinets Only.
Write for Quantity Prices.
Player-Tone Talking Machine Co.
967 Liberty Avenue Pittsburgh, Pa.
New York Representative
George Seif fert 929 Broadway, New York
160
THE TALKING MACHINE WORLD
March 15, 1922
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
WANTED— RECORDER
OF HIGH ABILITY
There are only a few men in the country who
possess the recording experience and ability
required by my client, a large manufacturer.
I am instructed to insist upon a man who can
operate a successful laboratory without super-
vision, who can construct and repair his own
recording instruments, who can produce a record
of great volume and mellow tone. He must
have already achieved success, and be prepared
to duplicate his success in my client's laboratory
without experimentation.
My client expects him to be a man at the top
of his profession and will remunerate him ac-
cordingly. He will not be asked to equip a
laboratory. Manufacturing or electro-plating
knowledge is not required.
It is understood that some or most of the men
capable of filling this position are already em-
ployed, and would consider making a change
only if they are certain that they can better
themselves by doing so. If you are one of
these, and are free to negotiate, I will gladly
arrange so that you can obtain further particu-
lars of our proposition in confidence. An inter-
view can be arranged either direct with me or
through your own attorney, whichever you pre-
fer. Address "Box 1115," care The Talking
Machine World, 373 Fourth Ave., New York
City.
WANTED— Agents to sell Cathedral phono-
graphs on commission through Central and
Eastern States. Choice territory still open.
Mighty attractive proposition 'for live wire
agents. Address Ohio Cathedral Co., Marion, O.
POSITION WANTED— Man with executive
ability with fourteen years' successful experience
in pianos and phonographs will make change
March L Address reply to "Box 195," Glenside,
Montgomery Co., Pa.
WANTED — Experienced record sales people.
Can use two or three, men or women, if they
meet requirements. Must be hard workers, neat
in appearance and capable of handling the highest
class trade. Good arrangement of salary and
commission to right persons. Knowledge of Vic-
tor catalog essential. Apply, Landay Bros., 775
Broad St., Newark, N. J.
WANTED — Salesmen to wholesale phono-
graphs on a commission basis. Metropolitan dis-
trict. Address "Box 1109," care The Talking
Machine World, 373 Fourth Ave., New York City.
WANTED — Factory talking machine repre-
sentative in a number of States where we are not
represented, through the South, Northwest and
Eastern States. A very fine proposition open for
the right parties. Address Deterling Mfg. Co.,
Tipton, Ind.
SALESMAN WANTED — Who knows the
phonograph and music trade in New York and
other territory, to sell a full line of high-grade
phonographs on liberal commission. Address
"Box 1112," care The Talking Machine World,
373 Fourth Ave., New York City.
POSITION WANTED— Technical laboratory
man thoroughly familiar with the latest advances,
can handle work from wax to finished matrix or
stamper. Can set up and superintend plant. Also
latest thing in backed-up matrix. Address "Box
1113," care The Talking Machine World, 373
Fourth Ave., New York City.
RECORDING ENGINEER and Factory
Manager open for engagement. Twenty-five
years' experience recording, plating, matrix-
making, composition-making, pressing and sup-
erintending. Thoroughly familiar with the lat-
est advances in every branch of the art. Address
"Box 1086," care The Talking Machine World,
373 Fourth Ave., New York City.
Wonder Bargains in
Phonograph Cabinets
Send for new price list
EVERETT HUNTER MFG. CO.
McHenry, III.
FOR SALE— MUSIC STORE
In Ohio, manufacuring city of 17,000, mod-
ern, hot water heated store room, good loca-
tion. Rent reasonable. Prosperous rural
territory. Will send interior and exterior
photographs to anyone interested. Good rea-
son for selling. Address "Box 1116," care
The Talking Machine World, 373 Fourth
Ave., New York City.
FOR SALE
Complete phonograph repair lathe and drill
press and motor, in perfect working order.
Bargain, $75.00. Must sell. Moving. Ad-
dress "Box 1114," care The Talking Machine
World, 373 Fourth Ave., New York City.
WANTED
to buy used Magnavox. Must be in
good condition and cheap. Address
Louisville Music Co., 529 South 4th St.,
Louisville, Ky.
RECORD RACKS FOR SALE
We have a number of units of the Ogden sectional
record racks, which we will dispose of at an unusually
low price if taken at once. Cabinet is furnished in
white enamel and equipped with lock and glass doors.
If interested write "Box 1107," care The Talking
Machine World, 373 Fourth Ave., New York City.
FOR SALE
Quantity of Udell record cabinets for Victrolas 4,
6, 8 and 9. These cabinets have never been uncrated.
As we are closing out our stock of cabinets, we will
sacrifice all of these. If interested write "Box 1108,"
care The Talking Machine World, 373 Fourth Ave.,
New York City.
SALES MANAGER
Now employed by well-known manufacturer, will
be open for engagement very shortly. Twenty
years' experience in the talking machine industry;
covering every branch, including executive man-
agement, sales management, finance and account-
ing. Desires position with established responsi-
ble concern that can offer attractive proposition.
Address "Box 1110," care The Talking Machine
World, 373 Fourth Ave., New York City.
OPPORTUNITY offered to well-experienced
talking machine man to secure partnership in
phonograph manufacturing concern. Capital of
$5,000 necessary. Address in confidence, "Box
1117," care of The Talking Machine World,
373 Fourth Ave., New York City.
POSITION WANTED — Expert repairman desires position.
Can repair all makes machines. Ten years' experience. Pre-
fers position in or near Philadelphia. Can furnish reference.
Address "Box 1106 " care The Talking Machine World, 373
Fourth Ave., New York City.
POSITION WANTED— Young man, has 8 years' all-
around experience as repairman and salesman on all makes.
Address "Box 1111," care The Talking Machine World, 373
Fourth Ave., New York City.
Monthly Price List
Big Reductions on
Main Springs
2 in. x 0.22 x 16 ft-, Meisselbach No. 18.. Each $1.25
1% in. x 0.22 x 17 ft., reg. Victor Each 0.60
1% in. x 0.22 x 17 ft., Victor new style... Each 0.60
13/16 in. x 0.25 x 16 ft., Heineman No. 44... 0.60
1 in. x 0.25 x 12 ft., Heineman No. 33 & 77. . 0.33
1 in. x 0.28 x 10 ft., for Columbia Each 0.33
1 in. x 0.20 x 13 ft., Victor Each 0.33
1 in. x 0.20 x 13 ft., Victor, new style Each 0.33
% in. x 0.23 x 10 ft., for Blick motor Each 0.30
% in. x 0.23 x 10 ft, oval hole Each 0.28
s/a in. x 0.22 x 8 ft., for Swiss motor... Each 0.22
% in. x 0.25 x 11 ft., for Edison Each 0.22
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade. Each 0.18
iy8 in., new Victor No. 2 very best Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathi§ or Brunswick Each 0.45
SAPPHIRES
Path£, very best loud tone, genuine. .. .Each $0.12
Pathe\ soft tone, ivory setting Each 0.18
Pathe, soft tone, steel needles Each 0.10
Edison, very best, medium tone Each 0.18
Edison, very best, loud tone Each 0.15
Edison, genuine diamond Each 1.25
STEEL NEEDLES
Brilliant Tone, medium and soft Needles.
Per 1,000 $0.45
ATTACHMENTS
in Gold or Nickel-plated
Kent attachments for Victor arm Each 0.26
Kent attachments for Edison with C
box Each 2.50
Kent attachments without box for Edi-
son Each 1.60
Universal old style for Victor tone-arm. .Each 1.15
MOTORS
Distributors for Heineman and Meisselbach
Motors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $2.25
No. E with sound box, very loud Each 6.00
No, M with sound box, very loud Each 4.75
SOUND BOXES
No. B 1 Bliss Sound Box, fit Victor Each $1.25
No. B Balance, fit Victor Each 0.75
No. C Balance, fit Victor Each 1.00
No. P Favorite, fit Victor Each 1.75
No. P Favorite, fit Victor Each 1.90
No. G Glory, fit Victor Each 3.25
CABINET HARDWARE
Automatic Nickel Plated Lid Supports. Each $0.22
Automatic Gold Plated Lid Supports Each 0.45
Piano Hinges, nickel plated, 5% in. long 0.22
Highly nickel plated needle cups Per 100 1.50
Covers for cups Per 100 0.75
Highly gold plated cups Per 100 7.00
Needle cup covers, gold, plated Per 100 5.00
REPAIR PARTS
Columbia driving shaft, No. 11778 Each 0.50
Columbia bevel pinion, No. 12333 Each 0.75
Columbia bevel pinion, latest style Each 0.75
Columbia bevel pinion, No. 3189 Each 0.35
Columbia worm gear No. 6409 Each 0.30
Columbia Stylus bar, complete Each 0.35
Columbia cranks, all sizes Each 0.35
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia governor springs Per 100 1.00
Columbia governor screws Per 100 1.00
Columbia barrel screws, No. 2621 .... Per 100 1.00
Columbia so'dbox thumb screws Per 100 1.50
Kubber Backs for Victor Exh. box Each 0.25
Cranks, short or long, for Victor Each 0.35
Stylus bar (needle arm) Exh. box, for
Victor- Each 0.35
Governor springs, for Victor Per 100 1.00
Governor screws, for Victor Per 100 1.00
Governor balls, new style, for Victor. . .Each 0.08
Turn-table felts, 10 in., round ..Each 0.15
Turn-table felts, 12 in., round Each 0.18
Motor bottom gear for Triton motor. . .Each. .0.20
FAVORITE MFG. CO.
105 East 12th St. New York
Tel. 1666 Stuyvesant
March 15, 1922
THE TALKING MACHINE WORLD
161
THE TALKING MACHINE WORLD'S CLASSIFIED ADVERTISING— (Continued from page 160)
CLOSING OUT
500 CABINETS AT A BARGAIN
Well manufactured and finished, 45 inches high, 21
inches wide, 22 -inches deep. Here is an opportunity
for the buver who wants quality at a low price.
Fnehr X- Stemmcr Piano Co., 2701 South Wells
St, Chicago, 111.
WANTED
Dealers and distributors in every State to
sell the So-ave-tone line of talking ma-
chines. The machine with a personality.
The J. K. Mohler Co., Ephrata, Pa.
WANTED
to buy a Magnavox for cash. Address
Sterling Music House, 133 Ellison St.,
Paterson, N. J.
BUSINESS OPPORTUNITY
WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers.
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day.
Fogarty Manufacturing Co., Dayton, O.
CASH
for any amount of talking machine
records. Address
Chicago Phonograph Realization
315 Union Park Court
CHICAGO, ILL.
FOR SALE
Recording machine for sale with tools for
lateral recording at reasonable figure. Ad-
dress "Box 1084," care The Talking Ma-
chine World, 373 Fourth Ave., New York.
Sacrifice Sale of 15,000 Standard
10-lnch DOUBLE DISC RECORDS
Very large assortment
All desirable — no patriottcs.
In 100 lots. 19c.
In 250 lots. 18tt&
In 500 lots. 18c.
In 1.000 lots. 17Hi\
Terms: Net F.O.B. Chlcafo.
Fantus Bros.. 1315 S.
In 2.000 lots. 17c.
In 5.000 lots. 16%c.
Id 10.000 lots. 16c.
Entire stork. 15c each.
Subject to prior sale.
Oakley Aye.. Chicago. 111.
For Sale
ONLY EXCLUSIVE
VICTOR SHOP
in Chester, Pa.
Reason for Selling —Detached Interest
Address 2nd Floor
1025 Arch St. Philadelphia, Pa.
Will Pay Cash
for any amount of surplus phonograph
stocks of any description. Address
Chicago Phonograph Realization
315 Union Park Court
CHICAGO, ILL.
SEABURG MFG. CO. ELECTS OFFICERS
Jamestown, N. Y., Manufacturers Report Prog-
ress and Decide to Place New Model on Market
top is stationary, thus allowing a reading lamp
and books to be placed on the phonograph,
where they may rest undisturbed when the
instrument is used.
Jamestown, N. Y., March 2. — At the annual di-
rectors' and stockholders' meeting the Seaburg
Mfg. Co. held recently in its executive offices at
Jamestown, N. Y., the following officers and
directors were elected: E. J. Seaburg, president;
A. H. Seaburg, vice-president; V. B. Seaburg,
vice-president; O. T. Seaburg, secretary, and E.
T. Seaburg, treasurer. The foregoing are also
directors of the company, as are E. B. Seaburg,
L. W. Seaburg and R. H. Seaburg.
In the yearly report rendered by the president
Mr. Seaburg states that, due to the fact that the
company produces but six
models of the Librola, it is
able to work with a high
standard of efficiency in pro-
duction.
At this meeting the direc-
tors also decided to place on
the market a new model list-
ed as No. 125, an illustration
of which appears herewith.
This model, available in
either mahogany veneer or
quartered oak, golden or
fumed finish, retails for $125.
It is 36 inches long, 24 inches
wide and 31 inches high, and
is equipped with a double
spring, strong, silent motor.
The many unusual exclu-
sive features of the other
Librola models appear in this
new product. The turntable
is accessible in such a man-
ner that two-thirds of the
SEEKING LOWER FREIGHT RATES
Representatives of Shippers Appear Before In-
terstate Commerce Commission in Order to
Secure More Favorable Freight Schedules
Washington, D. C, February 28.— Representa-
tives of shippers are appearing before the Inter-
state Commerce Commission this week to testify
regarding the needs of the various industries for
lower freight rates. The miscellaneous com-
modities were put at the end of the program of
CARVED LEGS
Eight designs in gum, oak and ma-
hogany. Prices reduced. Send for cir-
cular. Klise Mfg. Co., Grand Rapids,
Mich.
WANTED
Partner for music shop in middle Western
city. Investment for expansion. Good op-
portunity. Address "Box 1093," care The
Talking Machine World, 373 Fourth Ave.,
New York City.
HORNS WANTED
Will buy old and new horns for Cylinder
Machines, prefer Columbia or Edison Horns,
from 18" to 30" in length. Any quantity for
cash. Address Columbia Music Co., 101 Sixth
St., Pittsburgh, Pa.
FOR SALE
Sonora, Columbia, Q R S franchise with
option on store ; lease for three more years ;
best location; for sale at market value of
inventory and fixtures, $5,200. Going busi-
ness; no similar agency for miles; live
suburb ; near Brighton "L" ; established eight
years. Going abroad ; want quick buyer.
Herrington, 1218 Kings Highway, Brooklyn,
RECORD CABINETS
Solid mahogany, height 32 inches, top 18^/i
x 2134 inches; to match Victor, Columbia or
any large-size table phonograph. Horizontal
shelves. Hold 180 twelve-inch records. Price,
$9.90. Deposit with order. Balance C. O. D.
Value Tone Talking Machine Co., Borden
Ave. and Front St., Long Island City, N. Y.
the hearing and representatives of the different
trades have all been given an opportunity to
testify regarding conditions.
Almost without exception, the business men
are seeking for lower freight rates, believing that
a reduction of the transportation cost will be
reflected in prices to such an extent as to ma-
terially stimulate business. The railroads, on
the other hand, are attempting to show that the
present freight rates have nothing to do, either
with existing high prices or with the lack of
business, claiming that the business depression
is the result of post-war conditions and that
high prices are due to labor, and charge that few,
if any, businesses have been willing to sacrifice
profits to increase sales.
The work you do is worth doing well. No
man ever achieved success by neglecting the petty
details of an enterprise. After all, the little things
make the big whole — in other words, the busi-
ness.
Fred McDonald, of Sheridan, Ind., has taken
over the Victor department of the Geo. L. Frank
jewelry store at Lebanon, Ind.
HIGH CLASS PHONOGRAPH
RECORDING
FOR THE TRADE AT EX-
CEEDINGLY LOW PRICES
Newark Recording Laboratory
15 West Park St. Newark, N. J.
162
THE TALKING MACHINE WORLD
March 15, 1922
EUROPEAN HEADQUARTER
L» W E\k^M^ Ibh ml % 2 GR.BSHAM BLDG..BASINGHALL ST..E C.LONDON
W. LIONEL STURDY, MANAGER
Business Conditions Critically Reviewed — No
Stability to Prices— Hoped That Rock-bottom
Is in Sight — Trade Hopeful for Better Times
— The Federation Dinner — Exhibitors at
British Industries — R. L. Douglas a Visitor —
An Interesting Court Action — The Demand
for Dancing Records — Personal Recordings
in Vogue — Giving Away Gramophones — The
News of the Month in Detail
London, E. C, England, March 3. — A general
survey of the trade presents no great difficulty
in arriving at the conclusion that it is not expe-
riencing an overwhelming influx of business. In
some quarters sales are fairly good, though even
the retailers under the guise of after-season and
other forms of "sales" are prone to cut prices to
an extent that leaves no great margin of profit.
The explanation is that ordinary business is some-
what slack and to keep things going it is neces-
sary to turn over stock. Values have depre-
ciated by a considerable amount and the policy
adopted to a very general extent of liquidating
stocks of machines and parts bought or con-
tracted for at high rates will clear the field and
stabilize future trade. This policy applies to all
sections of the gramophone trade; it has passed
down the various distributing channels from
manufacturer to wholesaler and mail order firms
on to the dealer, who might now be regarded as
in the throes of a big effort to interest the public
in some "remarkable" bargains. In this regard I
have noticed that goods are offered retail at
prices below the manufacturer's figure of a few
months ago for the same or similar quality ar-
ticles. It proves that very big sums of money
have been "cut" by makers in an effort to reach
prices more in conformity with the purse limits
of the masses. Apart from the gramophone
trade, most industrial companies have followed
the policy of cutting the inflated values of too,
in many cases, inflated stocks. This is all too
apparent in recent balance sheets showing losses
on the last fiscal year's trading of hundreds of
thousands of pounds sterling, with the not un-
common result of inability to declare dividends
even on the preference shares.
Thus the course of trade is still undergoing
great changes; there is a constant slide in prices
yet proceeding, but it is now a reasonable con-
clusion that rock-bottom is in sight. These im-
proving indications of stability of values coincide
with better service in general organization and
particularly in the factory. Workmen are becom-
ing less careless. They are gradually throwing
off that post-war irresponsibility of endeavors
into which they had been cast by a combination
of circumstances often beyond control. In other
words, the British workman is delivering the
goods. Here and there I still come across
examples of, shall it be called, mental aberration?
But, on the whole, the average workman is dis-
playing a co-operative sense of responsibility,
the result, I think, of being taken into the confi-
dence of his employers. All these signs are good.
The great disorganization of industry, and yet
more important, perhaps, the sub-conscious
changes which have taken place in our outlook
upon life since the fateful days of 1914, have
exerted a world-wide influence. Such an up-
heaval of the one-time placidity of human en-
deavor has been of revolutionarv result, much of
great value, that will direct the commercial and
social life along channels more to the common
good than hitherto. Masters and men must co-
operate. In that spirit is the big influence and
opportunity for the restoration of commerce and
relationship of mankind. We see it reflected in
the general reduction of inflated strife-time prices
and reversion of policies inimical to good un-
derstanding between communities and individ-
uals. Along these lines may we look for a grad-
ual rehabilitation of our sadly depleted commerce.
How necessary an effort is required to this
end is found in the fact that two million work-
people are still unemployed, not to mention the
many thousands on short time. Trade is pick-
ing up. The registration of unemployed shows
a decrease each week of as much as 10,000. The
prosperity of the gramophone trade is linked up
very closely with even the smallest general in-
dustrial improvement, and in these good signs
traders will be encouraged to march forward with
renewed hope and effort.
Though of slow progress, the revival of gramo-
phone business to somewhere near normality may
certainly be regarded as probable within a year
or two; indeed, most of us look forward to a real,
solid improvement next season. Thousands of
machines and millions of records are sold every
year. That's worth keeping in mind, because it
creates hope in determination to go one better
when trade eases off during the Summer months.
Third Annual Dinner of the Federation
Gastronomically and otherwise the third an-
nual dinner of the Federation of British Music
Industries at the Hotel Victoria, London, proved
a decided success. Indisposition kept a few peo-
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
'His Master's Voice"
Copyright
This intensely human pic-
ture stands for all that is
best in music
—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records
DENMARK: Skandinavisk Grammophon-Aktl-
eselskab, Frlhavnen, Copenhagen.
FRANCE: Cie. Franchise du Gramophone, 115
Boulevard Richard Lenoir, Place de la Repub-
lique, Paris.
SPAIN: Compafifa del Gram6fono, 56-68 Bailees,
Barcelona.
SWEDEN: Skandlnavlska Grammophon-Aktie-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, NeTSky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 9, Golovlnsky
Prospect, TlflU; Nowy-Swlat 30, Warsaw; 11
Michailovskaya Ulitsa, Baku.
INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.
Great Britain:
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt Street, Sydney.
NEW ZEALAND: Gramophonlum, Ltd., 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown ; Mackay Bros., Post Box 291, Johannes-
burg; Mackay Bros. & McMahon, Post Box 419,
Durban; Ivan H. Haarburger, Post Box 105,
Bloemfonteln ; Franz Moeller, Post Box 108, East
London; B. J. Hwlns & Co., Post Box 86, Queens-
town; Handel House, Kimberley; Laurence &
Cope, Post Box 182, Buluwayo; The Argus Co.,
Salisbury.
EAST AFRICA: Bayley & Co., Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl & Co., Via Oreflcl 2, Milan.
EGYPT (Also for the Soudan, Greece and the
Ottoman Empire) : K. Fr. Vogel, Post Box 414.
Alexandria.
The Gramophone Company, Ltd,
HAYES
MIDDLESEX
ENGLAND
March 15, 1922
THE TALKING MACHINE WORLD
163
EDISON BELL
CABLE
"PHONOK1NO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVITED TO COMMUNICATE WITH
Proprietor* «nd Maunfaeturert, J. E. HOUGH, Ltd., 62 Glengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS — (Continued from page 162)
pie at home, but the attendance registered over
260 members and associates of the music indus-
tries and profession. In addition to a representa-
tive press, resulting' in some good newspaper re-
ports, the following notabilities were among
those present as guests: Rt. Hon. the Viscount
Burnham, C. H.; Sir Hugh Allen, Sir Henry
Hadow, Sir Alexander Mackenzie, Sir George
Croydon Marks, M. P.; Geo. Terrell, M. P.; Capt.
St. George Caulfield, Dr. R. S. Clay, Dr. Arthur
Somervell, Col. Mackenzie Rogan.
In the chair was Louis Sterling, president of
the Federation, and here it may be said that he
proved as capable and popular a chairman as, in
so short a time, he has in the capacity of
president.
The speeches were throughout of a very high
order, interesting as directing a useful light upon
the activities and varied doings of the Federation
in the encouragement of British musical en-
deavor and the protection of trade interests.
From all of which it becomes more and more
evident that as an institution the Federation has
fully justified its existence and has. already made
good to an extent, I venture to think, quite be-
yond general expectation. Opposition, passivity
and criticism which beset the initial efforts of the
Federation have, by the hard work and sincerity
of its officers, been won over to support, admira-
tion and enthusiastic co-operation from all
sides.
A valuable testimony to the work of the Fed-
eration was given by the guest of the evening,
the Rt. Hon. the Viscount Burnham, C. H. Lord
Burnham laid stress on the work the Federation
was doing in educating the public, in creating a
sound musical tradition in the schools of the
country and in getting music introduced into
industrial and welfare work.
In reply the chairman explained in some detail
what the Federation was doing and pointed out
that, whereas twelve months ago only one paper
was accepting the Federation articles, those ar-
ticles were now going to more than forty jour-
nals and there were more than one thousand
papers which were printing news sent out from
the Federation offices. The Music in Industry
campaign had been wonderfully successful, and
so, too, had the education scheme. It was
largely due to these three lines of effort that the
music trade had suffered less than any other
luxury trade during the previous twelve months.
Other speakers were: Sir Henry Hadow,
Colonel Mackenzie Rogan, George Terrell,
M. P.; Sir George Croydon Marks, J. F. Simp-
son and Alexander Dow.
Gramophones at the British Industries Fair
The above exhibition of all kinds of goods
representative of British industry duly opened its
doors to traders on February 27 at the White
City, Shepherds Bush, London. No great amount
of activity marked the first day's proceedings.
It seldom does on such occasions unless it be
in the nature of a gymnastic display by attend-
ants unpacking the last case or engaged with
hammer and nails upon last-minute alterations.
However that may be, a few buyers made their
appearance and not a few firms registered pre-
liminary sales. The exhibition closes on March
10, by which time I shall be in a position better
to estimate the amount of trade and its value
booked by the musical instrument firms, of
which about thirty are exhibiting. Effective dis-
plays are in evidence by the following gramo-
phone companies: Jordan & Carpenter, Ltd.
(Voltona sound boxes and machines complete);
Electric Gramophones, Ltd. (electric motors and
accessories); Melodia, Ltd. (Ultone sound box
and tone arm); C. H. Roberts Mfg. Co. (Bestone
portable) ; Gramophone Components, Ltd.
(motors, sound boxes and tone arms) ; Repeat-
ing Gramophones, Ltd. (record-repeating de-
vice and portables); Craies & Stavridi (Apollo
gramophones, etc.); Sterno Mfg. Co. (gramo-
phones, Compactophones and records) ; Garrard
Eng. & Mfg. Co., Ltd. (motors); Johnson Talk-
ing Machine Co., Ltd. (gramophones and acces-
sories); Benefit Superphones, Ltd. (gramophone
that plays twelve records right off without atten-
tion); Alfred Graham & Co., Ltd. (Algraphone
gramophones, motors, Sonat sound boxes and ac-
cessories); Barnett, Samuel & Sons, Ltd. (Decca
and other machines, etc.); Disque Cabinet Co.,
L.td. (record-filing cabinets and complete instru-
ments)— fourteen firms all told.
Broadly speaking, it is none too representa-
tive a show for our industry. Many houses re-
frained from taking space because of the com-
paratively poor results experienced by exhibitors
at last year's fair. Others hold aloof by reason
of the exclusion of the general public who, it is
argued (and rightly, to my mind), should be al-
lowed entry, at least during part of each day.
For this reason a number of gramophone firms
have secured space at Olympia, where during the
whole of March the Ideal Homes Exhibition is
being held.
As far as my inquiries go, the consensus of
trade opinion is certainly more favorable to com-
bined trade and public shows than to those con-
fined solely to the trade. In the case of the
British Industries Fair it is felt that the general
public might be allowed entry after 2 p. m., thus
reserving the whole morning to traders without
interruption. However, the "powers that be"
are adamant and that's all there is to't!
Anticipation of good business at the present
B. I. F. is said to be more favorable than at
the last show. For one thing, prices are consid-
erably less for the same quality products and
there is stability of values, the absence of which
last year militated greatly against the placement
of advance orders. Exhibitors have good reason,
therefore, to be optimistic.
Inventor of the Rastus Dancers Visits London
Roswell L. Douglass, president of the National
Co.; Boston, Mas,s., spent a few days in London
recently on his way to the Continent. It is
pretty well known that the National Co. con-
trols the patents of the Rastus dancing toy and
boxing dancers, whose amazing capers on hun-
dreds of thousands of gramophones have de-
lighted users throughout the world. The Rastus
dancers receive the homage of a big public this
side through the agency of the Jake Graham
Co., Liverpool.
During the course of a very interesting chat
with your correspondent Mr. Douglass men-
tioned that attempts had been made to foist on
the British market a number of imitations of the
Rastus figures. To some extent his visit was
concerned with the patent situation. His com-
pany intends to protect its rights in every way
and Mr. Douglass informed me that already ac-
tion has been taken against an importer of Ger-
man figures which infringe the Rastus patents.
The result of this action, 1 understand, is that
the importers have admitted infringement and
signed an undertaking not to proceed.
This cuts out the chief delinquent, and having
had a sight of the documents covering the Brit-
ish patents of the Rastus, which, by the way,
date back to 1914, I believe that traders here
would be well advised to exercise the utmost
caution in handling offers of similar or some-
what similar figures from whatever source they
may come. At least, in such cases it is only
prudent to consult a competent patent attorney
before commitment to any proposition involv-
ing a doubt upon the subject.
As I have had occasion previously to report in
these columns, the accessory side of the gramo-
phone business in this country has not been de-
veloped to any great extent. Mr. Douglass be-
lieves that we are much behind the States in this
regard and feels that there is scope for increasing
the specialty trade here.
As to conditions in America, Mr. Douglass
speaks with experience in several departments
of trade. He said: "It is my opinion that the
worst period is over; we have reached bottom
and by present indications the next few months
should show a gradual improvement in trade all
round. Dealers' stocks of what we call stencil
machines are becoming exhausted. This will re-
lieve the situation considerably and enable the
big concerns to come into their own by stabiliz-
ing trade on well-defined lines of policy. The
people of the United States like phonographs, the
sales of which have only been restricted on ac-
count of general business depression. When
money comes back into a freer circulation trade
in phonographs will certainly revive."
Mr. Douglass plans to spend a few weeks on
the Continent and may return home via London.
Action Over "His Master's Voice" Matrxes
A complication arising out of the war was re-
cently brought to light in the British courts. Be-
fore the Anglo-German mixed arbitral tribunal
the Gramophone Co., Ltd., applied for an ad in-
terim injunction to restrain the Deutsche Gram-
mophon Aktiengesellschaft and the Polyphon-
werke Aktiengesellschaft Cos. from selling rec-
ords made from matrices which had been sent
over to Berlin before the war to the Deutsche
Grammophon Co., as arranged with that com-
(Continued on page 164)
164
THE TALKING MACHINE WORLD
March 15, 1922
FROM OUR LONDON HEADQUARTERS— (Continued from page 163)
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Addrew "Lyrecotfisc, London"
pany on the distinct understanding that the
matrices should remain the property of the
Gramophone Co., Ltd., of London. The German
Government having sold the shares in the com-
pany, which were all owned by the London firm,
and also the matrices, the German companies as
now constituted are contesting the action of the
Gramophone Co., Ltd., and, following the deci-
sion of the tribunal to reserve judgment on Janu-
ary 18, the case was again heard on January 20.
Douglas Hogg, K. C, for the claimants agreed
with the chairman that the tribunal had no
executive power to enforce any decision arrived
at, but pointed out that no difficulty would be
experienced in enforcing it in a German court
if the tribunal made a similar order to that which
any court could make. It would be an impos-
sible task if the matter was delayed, and present-
ly assessment had to be made of the damages suf-
fered by the Gramophone Co., Ltd., in almost
every country in the world.
Sir Duncan Kerly, acting for the German
companies, discountenanced any authority of the
tribunal to prevent the German firms concerned
from dealing with the records. As the claim was
based on the actual ownerships of the matrices
and the matter had yet to be decided in the
German courts, it was useless asking the tribunal
to make an order. Judgment was reserved.
The Terpsichorean Period
If there is a special time for dancing (the
young folks seem to make it almost an all-the-
year-round pastime) that period is certainly in
full swing at this time. Records pertaining to the
art are much in demand; in fact, dancing tunes,
in value to manufacturers and authors, not to
mention the music publishers, easily take prece-
dence of all other classes of musical endeavor.
Jazzy fox-trots hold the field in popular favor,
if recent record issues are any index, though, of
course, the simple one-step is well in the run-
ning. Some very fine dance records by well-
known orchestras and bands top the bill on "His
Master's Voice," Columbia, Winner, Zonophone
and most other companies make a strong feature
o: catering to the popular craze.
"His Master's Voice" School of Salesmanship
The projected salesmanship school at the Ox-
ford street headquarters of the Gramophone Co.
will be opened some time in March. The school
is, in reality, a model shop, fully stocked and
with the usual equipment. Thus the students
should feel quite at home and in this environ-
ment will the better assimilate what they will be
coached in — window-dressing, selling methods,
pronunciation of musical terms, etc. Of course,
the school is open only to "His Master's Voice"
dealers and their salesmen or assistants. For this
unique service the company makes no charge,
believing that the expense and time involved will
be amply repaid by the increased selling ability
with which it must invest the students. How-
ever good a salesman may be he will find some-
thing worth remembering and the unique
methods advocated at the school will serve as a
stimulant to greater endeavor.
Brief Paragraphs of Interest
Otto Heineman is expected to visit London
within the near future on business in connec-
tion with the development of his numerous com-
mercial interests.
Messrs. Pathe Freres, in conformity with the
general trend of price policies, have announced
a revision of portable machine prices.
The Rowhill Engineering Co., Enfieldtown,
are now manufacturing quite a good quality
sound box at the remarkably low price of 1/6
(36 cents). It is evident that though favored
by a low exchange rate German imports cannot
meet such keen competition as is foreshadowed
by the enterprise of the Rowhill Co.
A large mail-order house is now advertising
what is described as a six-guinea gramophone
for 50/-, with a book of six records thrown in.
Almost pre-war rates!
The number of unemployed registered on
February 7 was 1,892,000 throughout the United
Kingdom. Since then there has been a decrease
of 42,600. A good sign!
"Tonepen" is the name of a new needle which
is creating much favorable mention in talking
machine circles in this city.
Personal Recordings by Sinkler Darby
Thanks to photographers and looking-glasses,
most people are familiar with their appearance.
It is a reflected glory in the nature of an ocular
demonstration. Something to be seen, not heard.
It brings to mind the fact that there are no
photographers or looking-glasses by which the
masses can hear as well as see themselves. At
least, that was the position until the advent of
Sinkler Darby, who has just inaugurated a new
studio on fashionable New Bond street, London,
for the very purpose of recording our voices or
talents as musicians.
The "Darbycord" (why not Darbychord?) rec-
ord is for personal recordings by amateurs. The
fees are quite moderate — six ten-inch records for
12 guineas; six twelve-inch records, 14 guineas;
extra copies, ten-inch, 5/6 each; twelve-inch, 7/6
each. The idea is first rate. It will meet a real
want, for there are big business possibilities in
catering to the desire of parents to possess rec-
ords of their children's voices, and offers scope
for the amateur to test his or her own perform-
ances. Mr. Darby makes a special feature of
children's voices.
Gramophones Given Away!
Quite a common form of trading before the
war was the policy of presenting a gramophone
to those signing a contract undertaking to pur-
chase so many records in multiples of six or
twelve per week over a given period. Of course,
the gramophone became the property of the pur-
chaser only after completion of the stipulated
number of records.
Within the last few months this method of
trading has received much attention and a num-
ber of firms are now running the scheme for all
it is worth, especially in the provinces. A new
London firm, the Meloto Co., has recently com-
menced operations along these lines on quite a
big scale. It offers an exceedingly good gramo-
phone free to purchasers of twelve records down
and thereafter eight per month for twenty-three
months. The Meloto record costs 3/- for the
ten-inch double-side, and 4/6 the twelve-inch.
The purchaser is under no obligation as to size
of record ordered.
Among the critics of this trading policy is the
London Music Trades Review, which in a recent
leport described it as being diametrically opposed
to the best interests of the industry.
You Ought to Know
In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in
ESTABLISHED 1876
The oldest and leading music trade weekly, which covers every branch of the industry
It Contains
Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States
"Review the Music Trade With Us"
Send your $2 now for a full year's subscription to
THE MUSIC TRADE REVIEW
373 FOURTH AVENUE NEW YORK
March 15, 1922
THE TALKING MACHINE WORLD
165
LATEST PATENTS
RELATING
Washington, D. C, March 8. — Correction De-
vice for Phonographic Machines. George W.
Beadle, Stamford, Conn., assignor to Columbia
Graphophone Co., Bridgeport, Conn. Patent
No. 1,403,584.
This invention relates to phonographic ma-
chines of the character used for dictation pur-
poses and has particular reference to the means
for imparting information to the transcriber con-
cerning the spoken words engraved in the wax
tablet.
It is an object of the invention to simplify
devices of this character and to make possible
the incorporation of the same into existing ma-
chines without detracting from the appearance
thereof or requiring the redesigning of the same.
The invention consists, briefly speaking, in
the provision, in lieu of the usual scale bar,
of a bar having at one end a table over which
the index member may be moved. Overlying
+he table is a pencil guide, the same being pref-
erably in the form of an arch stamped up from
the table. One edge of the bar is provided with
a channeled guide, preferably in the form of
segments stamped up from either side of the
plate. This guide is adapted to straddle one
longitudinal edge of the index member to pre-
vent the same from buckling or collapsing as it
is pushed over the table. A bracket on the car-
riage serves as a support for one end of the
index member and to push the same over said
table.
Fig. 1 is a plan view showing the application
of the invention to a well-known form of dic-
tation machine; Fig. 2 is a vertical section along
the line 2 — 2 of Fig. 1; and Fig. 3 is a view taken
on line 3 — 3 of Fig. 2.
Phonograph Record Cleaning Attachment.
John Runk, Stillwater, Minn. Patent No.
1,404,147.
This invention relates to improvements in
record-cleaning attachments for phonographs.
An object of the invention is to provide a de-
vice to the tone arm in advance of the repro-
ducer needle, so as to move over the sound
grooves ahead of the needle and wipe out accu-
mulations of dust from the grooves and insure a
clearer and more faithful reproduction of the
recorded sound waves.
Another and very important object of the in-
vention is to provide a fabric wiper made of
either velvet, cotton, wool, linen, silk or other
suitable material and fumed with either a disin-
fectant or perfume, this wiper being used in con-
nection with the aforesaid cleaning attachment,
and being usable a number of times before being
finally discarded.
A further object is to provide a combination
of cleaning attachments of substantially the same
nature, said attachments being mounted on the
tone arm and a separate support respectively,
said attachments having wipers as described,
for cleaning the record and polishing the sur-
face to remove finger marks.
A further object is to provide an assortment
of brushes, arranged to be used in place of the
fabric wipers under certain circumstances.
Figure 1 is a perspective view illustrating the
application of the cleaning attachment to the
tone arm of the phonograph; Fig. 2 is a section
on the line 2 — 2 of Fig. 1 ; Fig. 3 is a perspec-
tive view of the clam'p and slide; Fig. 4 is a
perspective view of the primary holder; Figs.
5 and 6 are perspective views_ showing the pri-
mary holder and closure plate separated; Fig. 7
is a perspective view showing the extension
holder open; Fig. 8, 8a, 8b and 8c are perspective
views showing various forms of fabric wipers
used in connection with the cleaning attach-
ment; Fig. 9 is a detail sectional view illus-
trating the use of an extension plate in place of
the extension holder; Fig. 10 is a cross-section
similar to Fig. 2, showing a brush in place of the
velvet wiper; Fig. 11 is a perspective view of a
modified form of brush wherein short and rela-
tively stiff bristles are employed; Fig. 12 is a
perspective view of another form of the brush;
Fig. 13 is a perspective view illustrating the
use of an extension support by means of which
the cleaning attachment can be applied to tone-
arms of other constructions than that shown
in Fig. 1; Fig. 14 is a detail perspective view of
the extension support shown in Fig. 13; Fig. 15
is a perspective view of an auxiliary handle
wherein certain of the brushes may be employed;
Fig. 16 is a perspective view illustrating the use
of the handle and brush in reaching the .center
of the record where the cleaning attachment
ordinarily does not reach; Figs. 17, 18, 19 and
20 are detail views of modifications of the spring
members; Fig. 21 is a perspective view illus-
trating a fixed clamped cleaning attachment;
Fig. 22 is a perspective view showing a one-
piece spring used in connection with the clean-
ing attachment; Fig. 23 is a perspective view
illustrating the use of a separately supported
relatively broad cleaning member, in combina-
tion with the tone arm attached cleaning mem-
ber; Fig. 24 is a detail perspective view of the
adjustable standard comprising a part of the
separate support in Fig. 23; Fig. 25 is a longi-
tudinal section of the extensive arm of the sepa-
rate support; Fig. 26 is a detail sectional view
of the clamp member in Fig. 25; Fig. 27 is a
section of the balance weight constituting a
further modification in the separate support;
Fig. 28 is a perspective view of the balance
weight showing one method of attaching it;
Fig. 29 is a perspective view of the balance
weight illustrating the use of the balance
weight fastener arm, and Fig. 30 is a per-
spective view of a modified brush holder.
Reproducer. Frank W. Minor, Richmond, Va
Patent No. 15,269 (reissued).
The present invention relates to reproducers
for phonographs and the like and has special
reference to the means for supporting the stylus
arm, the object of the invention being to pro-
vide a simple and cheap support which may be
readily applied to the reproducer, will' facilitate
repairs and will permit the stylus and stylus arm
to vibrate easily while, at the same time, being
susceptible of ready adjustment to compensate
for wear and impart a desired tension to the
stylus and its arm. Fig. 1 is a longitudinal sec
tion through a reproducer, having its stylus
arm supported in accordance with the inven-
tion; Fig. 2 is a bottom plan view of the same,
Fig. 3 is a front elevation of the stylus arm sup-
port; Fig. 4 is a section through the support
taken at a right angle to Fig. 1, and Fig. 5 is a
detail plan view of the blank from which the ten-
sion bridge or flex plate is made.
Talking Machine. Roy T. Newland and Mel-
vel Merriam, Butte, Mont., assignors of one-half
to Adolph Pincus and William Meyer, same
place. Patent No. 1,401,277.
This invention relates to talking machines or
the like and has for its chief characteristic the
provision of a plurality of horns or sound-con-
veying channels, all of which communicate and
have a common outlet, the horns or channels
being of different size and configuration, adapted
to be singly used, the largest one being used for
orchestral music, xylophone or the like, while
the small horn is used for word music, espe-
cially delivered by high-pitched voices.
Another important object of the invention
resides in the novel construction of means for
controlling the communication between the re-
spective horns or sound-conveying channels, so
that any particular horn or the like can be used
at the will of the operator.
Figure 1 is an enlarged side elevation of the
machine partly in section; Fig. 2 is a front
elevation and partly in section; Fig. 3 is a
front elevation of the sound trap with which the
horns and sound-conveying channels communi-
cate; Fig. 4 is a top plan view thereof; Fig. 5
is a side elevation; Fig. 6 is a sectional view
taken on line 6 — 6 of Fig. 3; Fig. 7 is a detail
view of one of the slides.
Phonograph Amplifier. Joseph A. Rayder,
Philadelphia, Pa. Patent No. 1,400,985.
This invention relates to phonographs or talk-
ing machines and it has more particular refer-
ence to cabinets therefor, the main object being
to provide a cabinet with which is combined
an extensible horn, said extensible horn being
so constructed and arranged that when in use
it is properly supported while an uninterrupted
flare is presented for the amplification of the
sounds reproduced from the record.
Another object of the invention is to provide
a combined phonograph cabinet and extensible
horn whereby the volume and distinctness of
the sounds produced are greatly enhanced.
A further object of this invention is to pro-
vide a novel means associated with the amplifier
or extensible horn whereby the tones or sounds
! ' W-
It- N
reproduced from the record are more evenly dis-
tributed and at the same time greatly clarified
in quality; in other words, an important feature
resultant to this novel construction of amplifier
and extensible horn is that the customary metal-
lic sounds associated with phonographic repro-
ductions are practically eliminated.
Figure 1 is a side elevation of the improved
phonograph cabinet and extensible amplifier or
{Continued on page 166)
166
THE TALKING MACHINE WORLD
March 15, 1922
PATENTS RELATING TO TALKING MACHINES AND RECORDS — ( Continued from page 165)
horn, partly broken away and in section to bet-
ter disclose the extensible horn in collapsed or
closed in position. Fig. 2 is a front elevation
of the cabinet drawn to a reduced scale. Fig 3 is a
similar side elevation to Fig. 1, but showing the ex-
tensible amplifier or horn in fully extended posi-
tion; Fig. 4 is a sectional plan taken approxi-
mately on the line -I — 4 in the preceding figure;
Fig. 5 is a front view looking directly into the
inner section of the extensible amplifier or horn
and drawn to an enlarged scale, and Fig. 6 is a
detail side view of a part.
Phonograph. Tames T. Leitch, Allentown, Pa
Patent No. 1,406.042.
This invention more especially relates to an
improved sound box for phonographs which is
termed an "articulator" and its object is to pro-
vide an improved general construction of phono-
graph sound box.
A second important object of the invention is
the provision, within the sound box, of a per-
forated, floating and vibrating partition whereby
to properly blend the tones and overtones and
r,6 / V7«.<?
eliminate discordant sound as well as to assist
in increasing the volumes of produced sound.
Figure 1 is a section taken diametrically
through the improved sound box; Fig. 2 is a de-
tail of the supplemental diaphragm.
Talking Machine. Edward A. Eschinger,
Philadelphia. Pa. Patent No. 1,405,675.
This invention relates to feed mechanism for
sound boxes of sound-recording and reproducing
machines adjustable to automatically repeat their
co-operation with a given sound record at the
will of the operator. The invention is specially
adapted for such machines arranged to co-oper-
ate with flat disc records and having sound-con-
ducting tubular arms which move with the sound
boxes, and are so constructed and arranged that
repetition of the co-operation of the sound box
with any given record is consequent upon such
movement, to an adjustable predetermined ex-
tent.
Figure I is a plan view of the "Columbia
Grafonola" minus the lid. which is connected
with the casing by the hinges shown at the
upper edge of said figure; Fig. II is a vertical
section view of the machine shown in Fig. I,
taken on the offset line II, II, in Fig. I; Fig. Ill
is a plan view of the feed mechanism shown in
Figs. I and II, but on a larger scale; Fig. IV
is an inverted plan view of said feed mechan-
ism on the same scale as Fig. Ill; Fig. V is a
fragmentary, vertical cross-sectional view of said
REPAIRS
All Makes of Talking Machines
Repaired Promptly and Efficiently
REPAIR PARTS FOR ALL MACHINES
ANDREW H. DODIN
28 Sixth Avenue New York
TELEPHONE, SPRING 1 194
feed mechanism, showing the inner face of said
cam and parts connected therewith; Fig. VI is a
vertical longitudinal sectional view of said feed
mechanism taken on the line VI, VI in Figs.
Ill and IV; Fig. VII is a fragmentary vertical
sectional view showing the feed mechanism ter-
minal stop device, taken on the line VII in
Fig. I.
Repeating Attachment for Sound-reproducing
Machines. George L. Bullock, Louisville, Ky.
Patent No. 1,405,751.
■ The primary object of this invention is to pro-
vide an efficient and generally improved mech-
anism for automatically returning the sound
box and' stylus of the phonograph to its initial
or starting point after completion of the record
being played so that the playing will be auto-
matically repeated.
Another object of the invention resides in the
provision of an electro-mechanical mechanism for
returning the reproducing stylus to its starting
point and further in the specific construction and
arrangement of such mechanism.
Figure 1 is a side elevational view showing the
necessary parts of the phonograph and the man-
ner of attaching the invention thereto; Fig. 2
is a top plan view of the construction shown in
Fig. 1, certain parts of this view being broken
away to disclose other parts; Fig. 3 is a view
similar to Fig. 2, but showing the sound box
in a different position, and Fig. 4 is a side eleva-
tional view of the device as shown in Fig. 3.
Sound-recording and Reproducing Machine.
Theodore O. Loveland, Iowa City, Iowa. Pat-
ent No. 1,406,046.
This invention relates to sound-recording and
reproducing machines of the cabinet phonograph
type which employ, in addition to the usual
sound box and tone arm, an amplifying or tone
chamber that is in coupled communication with
the tone arm through the medium of a sound-
conveying conduit, commonly termed the throat,
and the specific improvement embodied herein
more particularly resides in a novel departure as
to the structural treatment of the throat itself.
Such throats formed wholly of metal have
been, and to a minor extent may still be, em-
ployed in some machines, but it seems impossible
to avoid the resultant metallic tones therefrom,
and for the transmission of superior tone values
it is generally conceded in this and other musical
industries that wood is the very best material
that may be adopted.
These hollow throats, therefore, are prefer-
ably formed with walls of a carefully selected
wood, and their interior
surfaces must be of a
continuously smooth or
unobstructed character
as their acoustic prop-
erties are of the utmost
importance in the trans-
mission of sound waves
as constant values from
the sound box to the
tone chamber of the
machine, to insure a
delicately accurate reproduction of the record
being translated.
For a clearer conception of the improved fea-
tures claimed reference will now be had to the
accompanying drawing, illustrating a practical
embodiment thereof, in which drawing the single
figure shown is a perspective assembled view of
a sound box, its tone arm and a tone chamber,
as associated with the improved throat, the lat-
ter being partly broken away at its rear and one
side wall and illustrating in section on an exag-
gerated scale the invention as applied.
Means for indicating matter produced on
sound records. Victor H. Emerson and Rob-
ert B. Wheelan, New York, said Emerson as-
signor to the Emerson Phonograph Co., Inc.,
same place. Patent No. 1,404,194.
This invention relates to improvements in in-
dicators to be used in combination with sound-
records of musical compositions, monologues,
etc. One of the objects of the invention is to
provide visible means, in combination with a
sound-record disk, to indicate, by illustration or
words, a certain portion or portions of the rec-
ords which are being reproduced. In other words,
by means of the improved indicator a song,
musical composition, etc., can be illustrated as
the reproduction progresses. For example, take
a record of the nursery song, "Mary had a little
lamb," by means of the improvement the words
"Mary had a little lamb," as they are repro-
duced, would have associated therewith the pic-
ture of a little girl and a lamb. The next line,
"Its fleece was white as snow," would have asso-
ciated therewith (for instance), a snow scene.
The next line, "And everywhere that Mary went
the lamb was sure to go," would have associated
therewith a picture of a little girl followed by a
lamb; and so on.
To carry out the invention, we superimpose
upon a record-disk a second disk, which is pref-
erably loosely secured to the record-disk. Dur-
ing the rotation of the record disk the superim-
posed disk will be held against rotation, the
record disk revolving underneath the super-
imposed or indicator disk. The superimposed
disk is provided with a slot for the passage
therethrough of the reproducing needle in order
that the needle can contact with the record-disk.
Figure 1 is a top plan view of a record-disk
and a superimposed indicator disk, illustrating
one embodiment of the invention; Fig. 2 is an
edge view thereof; Fig. 3 is an enlarged sec-
tional view illustrating one way to secure the
disks together; Figs. 4 and 5 illustrate modified
forms of the invention; Fig. 6 is an enlarged edge
view of the device as illustrated in Fig. 4; Fig. 7
is an enlarged sectional view thereof; Fig. 8 is a
plan view of still another form of the invention;
and Fig. 9 is a diagrammatic view of a phono-
graphic device having the improvement applied
thereto.
Combined Piano and Phonograph. Elizabeth
E. Clark, executrix; Melville Clark, Chicago, 111.,
assignor to the Apollo Piano Co., De Kalb, 111.
Patent No. 1,406,441.
The purpose of this invention is to provide
an improved construction of a phonograph com-
bined with a piano and contained within the
casing thereof.
MOONSHINE MUSIC
"I sec some of them want a law against jazz
now."
"Yes. We'll soon have our sound-proof cellars
and bootlegger records."
LESLEY'S PATCHING VARNISH
dries instantly without showing a lap. For repairing
scratches, packing marks and anything wrong with a
varnished finish. Complete Outfit, enough for 1,000
patches, and instructions, PRICE $3.50.
Send for catalogue.
LESLEY'S CHEMICAL CO.. INDIANAPOLIS. IND.
March 15, 1922
THE TALKING MACHINE WORLD
167
^RECORD BULLETINS^
April, 1922
45303
18869
18862
18863
18864
18865
18866
45302
45304
18873
18860
18867
66035
74732
74733
74734
66029
74735
66026
87336
87337
66030
66031
66032
66034
66033
87335
VICTOR TALKING MACHINE CO.
POPULAR SONGS
I'm an Indian Fanny Brice
Oh, How I Hate That Fellow Nathan,
Fanny Brice
Carolina Rolling Stone,
Charles Hart-Elliot Shaw
There's Silver in Your Hair Charles Hart
April Showers Charles Harrison
Leave Me With a Smile Charles Harrison
DANCE RECORDS
Hortense — Medley Fox-trot,
All Star Trio and Their Orch.
Never Mind — Fox-trot,
All Star Trio and Their Orch.
Wanna — Fox-trot Club Royal Orch.
She Loves Me, She Loves Me Not — Medley Fox-
trot Club Royal Orch.
Cutie — Medley Fox-trot,
Paul Whitenian and His Orch.
Lonesome Hours — Fox-trot,
Paul Whiteman and His Orch.
Three o'Clock in the Morning — Waltz,
Joseph C. Smith and His Orch.
Lola Lo — Fox-trot,
Joseph C. Smith and His Orch.
Virginia Blues — Fox-trot,
The Benson Orch. of Chicago
Venetian Love Boat — Fox-trot,
The Benson Orch. of Chicago
VOCAL AND INSTRUMENTAL RECORDS
Rock-a-Bye Baby Merle Alcock
My Trundle Bed Merle Alcock
Song of Love,
Lucy Isabelle Marsh and Royal Dadmun
Serenade. .Lambert Murphy and Orpheus Quartet
God So Loved the World (From "The Cruci-
fixion") Trinity Quartet
Christ, the Lord, Is Risen To-day. Trinity (Juartet
The Strife Is O'er, the Battle Done,
Trinity Quartet
Our Lord Is Risen From the Dead. Trinity yuartet
Say, Persianna, Say (in Fox-trot Tempo),
Victor Arden-Phil Ohman
I've Got the Wonder-where-he-went-and-when-
he's-coming-back Blues (in Fox-trot Tempo),
Victor Arden-Phil Ohman
RED SEAL RECORDS
Sophie Braslau, Contralto
Cradle Song Knox-Iljinsky
MiscHA Elman, Violinist
(P.ano Accompaniment, Emanuel Balaban)
Eili, Elli Arranged by Elman
Flonzalev Quartet
Nocturne A. Borodin
Amelita Galli-Curci, Soprano — In French
Var.ations on a Mozart Air ("Ah! vous dirais-je
maman?" — Should I Tell You, Mother?) (From
"Le Toreador") A. Adam
Edward Johnson, Tenor
Someone Worth While. .Johnstone-Ward-Stephens
Marcel Journet, Bass — In French
Hosanna! Didiee-Granier
Hans Kindler, Violoncellist
Arabian Melody (Melodie Arabe),
A. Glazounow
Titta Ruffo, Baritone — In Italian
Ernan. — Lo vedremo, o veglio audace (I Will
Prove, Audacious Greybeard) Verdi
Ernestine Schumann-Heink, Contralto
If 1 Forget Anderson-Thompson
Arturo Toscanini and La Scala Orchestra
Don Pasquale — Overture, Part I Donizetti
Don Pasquale — Overture, Part II Donizetti
Reinald Werrenrath, Baritone
Tell Me, Daisy (From "Blossom Time"),
Donnelly- Romberg
Efrem Zimbalist, Violinist
Spring Song Mendelssohn
Emilio de Gogorza, Baritone — In Spanish
Teresita Mia (My Teresita) Nitco
Enrico Caruso, Tenor — In Latin
Messe Solennelle — Crucifixus (Crucified to Save
Us) Rossini
COLUMBIA GRAPHOPHONE CO.
80097
A3548
A3545
49763
49991
A6207
A6206
A6210
A6209
A3549
A3554
A3553
A3554
SYMPHONY RECORDS
Mother Machree — Tenor Solo. .Charles Hackett
Vale — Baritone Sola Louis Graveure
Sylvia — Baritone Solo Louis Graveure
Song of India (From "Sadko") — Violin Solo,
Piano Accomp Eddy Brown
Hymn to the Sun (From "Le Coq d'Or") —
Violin Solo, Piano Accomp Eddy Brown
La Sonnambula — Ah! Non giunge (Ah, Sor-
row Recall Not) — Soprano Solo,
Maria Barrientos
Open the Gates of the Temple — Tenor Solo,
Tandy Mackenzie
Angel's Serenade — Soprano Solo, Violin Obbligato
by George Stell Corinne Rider-Kelsey
Mary — Soprano Solo Corinne Rider-Kelsey
Surprise Symphony — Andante (Second Move-
ment).... Philharmonic Orchestra of New York
Under the Direction of Josef Stransky
Light Cavalry — Overture,
Philharmonic Orchestra of New York
Under the Direction of Josef Stransky
O'er Waiting Harpstrings of the Mind (Chris-
tian Science Hymn) — Contralto Solo,
Nevada Van Der Veer
The New Old Story (Christian Science Hymn)
— Contralto Solo Nevada Van Der Veer
"Blossom Time" — Vocal Gems, Intro.: (1) Let
Me Awake, (2) Only One Love Ever Fills the
Heart, (3) My Springtime Thou Art, (4)
Serenade, (5) Song of Love,
Columbia Light Opera Company
Selections From "Blossom Time,"
Prince's Orchestra
Flower Song — Whistling Solo,
Sibyl Sanderson Fagan
Simple Confession (Simple Aveu) — Whistling
Solo Sibyl Sanderson Fagan
Bow Wow Blues — Fox-trot. . California Ramblers
Cal Stewart (Uncle Josh), Comedian
Uncle Josh Buys an Automobile,
Cal Stewart (Uncle Josh), Comedian
DANCE MUSIC
Just a Little Love Song — Fox-trot,
Eddie Elkins' Orch.
Lonesome Hours — Fox-trot. . Eddie Elkins' Orch.
Bow Wow Blues — Fox-trot .. California Ramblers
Smilin' — Fox-trot California Ramblers
10
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10
111
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10
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in
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A3557 Cutie (Intro.: "I've Found a Bud Amongst the
Roses" From "The Blue Kitten") — Medley
Fox -trot Knickerbocker Orch.
Under the Direction of Eddie Elkins
Venetian Love Boat — Fox-trot, Ray Miller
and His Black and White Melody Boys
A6208 When Shall We Meet Again (Intro. "Mary
O'Brien") — Medley Waltz. Prince's Dance Orch.
By the Old Ohio Shore— Waltz,
. Prince's Dance Orch.
POPULAR HITS
A3552 Ka-lu-a (From "Good Morning, Dearie") — Male
Quartet Shannon Four
Lalawana Lullaby — Tenor and Baritone Duet,
Billy Jones-Ernest Hare
A3555 Cuddle-up Blues. ... Marion Harris, Comedienne
I've Got the Wtonder-where-he-went-and-when-
he's-coming-back Blues,
Marion Harris, Comedienne
A3556 The Sheik— Male Trio,
Charles Hart-Elliott Shaw-Everett Clark
Granny — Male Trio,
Charles Hart-Elliott Shaw-Everett Clark
A3558 Birmingham Blues,
Edith. Wilson and the Original Jazz Hounds
Comedienne and Jazz Band
Wicked Blues,
Edith Wilson and the Original Jazz Hounds
Comedienne and Tazz Band
DANCE RECORDS
A3546 After the Rain — iFox-trot Ray Miller
and His Black and White Melody Boys
Broken Toy (Intro.: "My Darling") — Medley
Fox-trot The Happy Six
A3550 On the 'Gin, 'Gin, 'Ginny Shore — Fox-trot,
Ray Miller and His Black and White Melody Boys
Tell Her at Twilight (Just Sing Love's Sweet
Song) — Fox-trot The Happy Six
A3542 Good-bye, Shanghai (Intro.: "Call Me")— Med-
ley Fox-trot The Happy Six
Wimmin (I've Got to Have 'Em, That's All) —
One-step The Happy Six
A3543 Sally and Irene and Mary — Tenor Solo,
Frank Crumit
Boo-Hoo-Hoo (You're Gonna Cry When I'm
Gone) — Tenor Solo Prank Crumit
A3551 Mammy Lou — Tenor and Baritone Duet,
Charles Hart-Elliott Shaw
Feather-bed Lane — Tenor Solo Billy Jones
AEOLIAN CO.
30151 Pagliacci — Vesti la giubba (On With the Play)
(Leoncavallo) — Tenor, in Italian; vocal. on
orch. accomp Guilio Crimi
52029 Faust— Salut demeure (All Hail, Thou Dwell-
ing Lowly) (Gounod) — Tenor, in French; vo-
calion orch. accomp M. Vladimir Rosing
STANDARD SELECTIONS
52030 Ave Maria (Schubert) — Violin; piano accomp. by
Emaniel Ma.aban Sasha Culbertson
20005 Mighty Lak' a Rose (Stanton-Nevin) — Sopranos,
voealion orch. accomp. .. Nellie and Sara Kouns
24023 Bells of Shandon (Mahoney-Daly) — Tenor vo-
ealion orch. accomp Colin O'More
In the Wee Little Home I Love (Johnstone-
O'Hara) — Tenor, vocation orch. accomip.,
Colin O'More
14290 It's Only a Step From Killarney to Heaven
( Griffin -Kahn-Lyman) — Orch. accomp ,
Arthur Burns
Sweet Girl of My Dreams (Olcott-Sullivan) —
Orch. accomp Arthur Burns
SACRED SELECTIONS
52031 The Crucifix (Faure) — Soprano and baritone, in
French.; voealion orch. accomp ,
Rosa Raisa and Giacomo Rimini
NOVELTY SELECTIONS
14291 The Woodland Flirt (A Bird Flirtation) ( Hager-
Ring) — Whistler, orch. accomp.,
Sibyl Sanderson Fagan
The Bird and the Saxophone ( Hager-Ring) —
Whistler, orch. accomp. Sibyl Sanderson Fagan
INSTRUMENTAL SELECTIONS
14292 May Breezes (Leslie) — Waltz caprice,
Aeolian Light O'rch.
Serenade (Title) Aeolian Light Orch.
HAWAIIAN SELECTIONS
14295 Rio Nights (Thompson)— Waltz,
• Ferera and Franchini
Lalawana Lullaby (Starke) — Fox-trot,
Ferera and Franchini
YIDDISH SELECTIONS
14294 Die Griene Cusine (Schwartz) — In Yiddish,
orchestra accomp Morris Goldstein
Chicken (Rubin Doctor) — In Yiddish, orch. ac-
comp Morris Goldstein
ITALIAN SELECTIONS
14296 Sultanto a te (Only to You) (Cordiferro-Fucito)
— Orch. accomp., in Italian ... Roberto Rotondo
Canti moderni (A Modern Song) (Quici-di Don-
ate)— In Italian, orch. accomp.,
Teresa de Matienzo
POPULAR SELECTIONS
14297 Little Grey Sweetheart of Mine (Fred Fisher) —
Orch. accomp Charles Harrison
Hello, Prosperity (Bratton-Santly) — Orch. ac-
comp Irving Kaufman
14298 Broken Toy (Kahn-Magine-Flatow) — Orch. ac-
comp Charles Harrison
Those Days Are Over (Sterliug-Moran-Von Til-
zer) — Orch. accomp.,
Charles Harrison and Everett Clark
DANCE SELECTIONS
14293 Angel Child (Price-Silver-Davis)— Fox-trot,
Yerkes' Flotilla Orch.
Lola Lo (Lange-Klapholz) — Hawaiian fox-trot,
Yerkes' Flotilla Orch.
14299 Old-fashioned Girl (In a Gingham Gown) (Al
Jolson) — Fox-trot ... Bar Harbor Society Orch.
Blushes (Raymond) — Fox-trot,
Rudy Wiedoeft's Californians
14300 My Mammy Knows (DeCosta-Jerome) — Fox-trot,
The Californian Ramblers
Eddie Leonard Blues (Stanton) — Fox-trot,
Trie Californian Ramblers
14301 Somewhere in Naples (Zamecnik) — Fox-trot,
Yerkes' Flotilla Orch.
After the Rain (Sizemore-Shigley) — Fox-trot
• » Yerkes' Flotilla Orch.
14302 Boo Boo Hoo (You're Gonna Cry When I'm
Gone) — (Nelson-Link-Lentz-Aranson) — Fox-
trot Bar Harbor Society Orch.
On the 'Gin, 'Gin, 'Ginny Shore (Leslie-Don-
aldson)— Fox-trot,
Irving Weiss Club Maurice O'rch.
14303 Virginia Blues (Erdman-Meinken) — Fox-trot,
Bar Harbor Society Orch.
10
10
12
12
10
10
10
10
10
10
10
10
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1 1 I
10
10
II)
10
10
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Deo Dah Blues (Rose-White) — Fox-trot,
Yerkes' Flotilla Orch.
14304 Cutie (From "The Blue Kitten") (Friml) — Fox-
trot Yerkes' Flotilla Orch.
Marie (Motzan-Santly ) — Fox-trot,
Bar Harbor Society Orch.
HI
10
10
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10
III
111
10
10
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10
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50002
BRUNSWICK RECORDS
TWENTY-FOURTH RELEASE
Salome's Dance — Part I (From the Music Drama
"Salome") (Strauss),
Richard Strauss and Symphony Orch.
Salome's Dance — iPart II (From the Music Drama
"Salome") (Strauss),
Richard Strauss and Symphony Orch.
50003 Racconto di Rodolfo (Rudolph's "Narrative,"
From "La Boheme," Act I (Puccini) — Tenor,
in Italian Mario Chamlee
Ah! Fuyez, Douce Image! (Depart, Fair Vision),
(From 'Manon," Act III, Scene II) (Mas-
senet)— Tenor, in French Mario Chamlee
15000 Addio (Farewell.) (From "La Boheme," Act
III) (Puccini) — Soprano, in Italian,
Florence Easton
Habanera (Love Is Like a Wood Bird) (From
"Carmen," Act I) (Bizet) — Soprano, in French,
Florence Easton
50004 Nemico Delia Patria (Enemy of His Country)
(From "Andrea Chenier," Act III) (Giordano)
Baritone, in Italian Giuseppe Danise
Credo (Iago's Creed) (From "Otello," Act II)
(Verdi) — Baritone, in Italian ...Giuseppe Danise
15001 Spring Song (Mendelssohn) (Chaminade) —
Pianoforte Solo Leopold Godowsky
The F,atterer (La Lisonjera) (Chaminade) —
Pianoforte Solo Leopold Godowsky
15002 Second Mazurka (Le Menetrier) (Op. 19)
(Wieniawski) — Violin Solo. . . . Bronislaw Huberman
Me.odie (Op. 42, No. 3) (Tschaikowsky) — Violin
Solo Bronislaw Huberman
5082 The Great Awakening ( Johnstone-Kramer) —
Tenor Theo Karle
Because (Teschemacher-D'Hardelot) — Tenor,
Theo Karle
2:008 Pagliacci — Selection (Puccini) — Concert Band,
Vessella's Italian Band
Tosca — Selection (Puccini) — Concert Band,
Vessella's Italian Band
5081 Onward, Christian Soldiers (Sir Arthur Sulli-
van) Collegiate Choir
Rock of Ages (Toplady-Hastings) — Soprano and
Contralto Marie Tiffany-Elizabeth Lennox
Song of the "Mush On" (Robertson-Rhys-Her-
bert)— Baritone Richard Bonelli
Rolling Down to Rio (Kipling-German) — Bari-
tone Richard Bonelli
Eddie Leonard Blues (Stanton) — -Tenor and Bari-
tone Billy Jones- Ernest Hare
With Carl Fenton's OTch.
Carolina Rolling Stone (Parish-Young-Squires) —
Tencr AI Bernard With Carl Fenton's Orch.
2188 Granny ( Young-Lewis-Akst) — Baritone. . .Ernest Hare
April Showers (De Sylva-Silvers) — Baritone,
Saxophone Obbligato by Rudy Wiedoeft,
Ernest Hare
Mammy Lou (Sterling- Mo ran-Von Tilzer),
Strand Male Quartet
Lalawana Lullaby (White-Stark) — Tenor and
Baritone Charles Hart-Elliott Shaw
Coaxing the Piano (Confrey) — Ragtime Piano
Solo Zez Confrey
Greenwich Witch (Confrey) — Ragtime Piano Solo,
Zez Confrey
Seng of India ( Rimsky-Korsakow) — Fox -trot,
Orchestral Arr. by Walter Haenschen,
Rudy Wiedoeft's Californians
(Oneil-Ward-Standish) — 'Fox-trot,
Arr. by Walter Haenschen,
Rudy Wiedoeft's Californians
'Gin 'Ginny Shore (Leslie-Donald-
son)— Fox-trot Bennie Krueger's Orch.
Carolina Blues (Ringle) — Fox-trot,
Bennie Krueger's Orch.
2193 Three o'Clock in the Morning (Terriss-Robledo)
— Waltz Carl Fenton's Orch.
Indiana Lullaby (Terriss-Kendall) — Waltz,
Carl Fenton's Orch.
5084 Just a Little Love Song (Young-Lewis-Cooper) —
Fox-trot Isham Jones' Orch.
My Mammy Knows (De Costa- Jerome) — Fox-trot,
Isham Jones' Orch.
2194 Granny (Young-Lewis-Akst) — Fox-trot,
Bennie Krueger's Orch.
Doo-Dah Blues (Rose- White) — Fox-trot,
Bennie Krueger's Orch.
2190 Good-bye, Shanghai! (Johnson-Meyer) — Fox -trot,
Carl Fenton's Orch.
While Miami Dreams (Egan-Whiting) — Fox-trot,
Carl Fenton's Orch.
51185
2187
318
2167
2191
Gray Mor
Orchestral
2192 On the 'Gin,
50908
50907
50933
50930
50929
50932
50898
50906
50909
50910
Orch.
Band
Orch.
Orch.
EDISON DISC RECREATIONS
LATEST FLASHES FROM BROADWAY
Why Don't Y'ou Smile? — Fox-trot,
Phil Oilman's Dance
Marie — Fox-trot Green Bros. Novelty
Say, Persianna, Say — Oriental Fox-trot,
Phil Oilman's Dance
Angel Child — Fox-trot Broadway Dance
I Ain't Nobody's Darling (Intro. "Medley of
College Songs") — Fox-trot — Piano Solo. Ray Perkins
On a Little Side Street (Intro.: "Baby's Eyes")
— Waltz — Piano Solo Ernest L. Stevens
Cutie (Intro.: "I've Found a Bud Among the
Roses") (From "The Blue Kitten") — Medley
Fox-trot Harry Raderman's Jazz Orch.
Virginia Blues — Fox-trot Broadway Dance Orch.
B.ue Danube and Ka-lu-a (From "Good Morn-
ing, Dearie") — Piano Solo — Fox-trot ..Ray Perkins
"Ma!" (Intro.: "Glow, Little Lantern of Love")
— Medley Fox-trot — Piano Solo.. Ernest L. Stevens
Jimmy — Fox-trot Club de Yingt Orch.
Lola Lo — Hawaiian Fox-trot Lanin's Orch.
ALREADY RELEASED
Monastery Bells — Waltz — Piano Solo. Henry W. Lange
Kitten on the Keys — Piano Solo Zez Confrey
Bluebird Inspiration Imperial Marimba Band
In Storm and Sunshine March . Imperial Marimba Band
All the Time — Fox-trot Club de Vingt Orch.
Up in the Clouds (From "Up in the C'ouds") —
Medley Fox -trot Green Bros.' Novelty Band
Tyrol Al Bernard-Frank M. Kamplain
Those Days Are Over George Wilton Ballard
(Continued on page 168)
168
THE TALKING MACHINE WORLD
March IS, 1922
ADVANCE RECORD BULLETINS FOR APRIL— (Continued from page 167)
50S99 The Rosary You Gave to Me Walter Scanlan
Up in the Clouds (From "Up in the Clouds"),
Elizabeth Spencer-Lewis Tames
.■•0911 Gypsy Rose— Fox-trot Phil Oilman's Dance "Orch.
Lalawana Lullaby — Fox-trot. . Imperial Marimba Band
50912 Don't Leave Me, Mammy — Fox-trot,
Harry Raderman's Jazz Orch.
While Miami Dreams — Fox-trot,
Imperial Marimba Band
,-<092S A Sleepy Little Village (Where the Dixie
Cotton Grows) Billy Tones and Chorus
Dreaming of You George Wilton Ballard
,->0905 Dear Old Southland,
Vernon Dalhart and Mixed Chorus
Little Town in the Ould County Down,
Walter Scanlan
RELEASED ON ORDER
50SSS Apache Love — Fox-trot The Original Piano Trio
Bimini Bay — Fox-trot The Original Piano Trio
50889 Weep No More— Fox-trot,
Harry Raderman's Jazz Orch.
A Dream of Your Smile — Fox-trot,
Harry Raderman's Jazz Orch.
50868 Mary O'Brien Jim Doherty
I've Gut My Habits O11..AI Bernard- Vernon Dalhart
50913 The Sheik — Fox-trot Broadway Dance Orch.
Senorita — Fox-trot Club de Vingt Orch.
50914 Sweet Hawaiian Girl of Mine,
Waikiki Hawaiian Orch.
My Hawaiian Melody Waikiki Hawaiian Orch.
50915 Granny (You're My Mammy's Mammy),
The Homestead Trio
Mammy Lou Criterion Ouartet
50916 By the Old Ohio Shore Leola Lucey-Charles Hart
Play That "Song of India" Again Lewis James
50917 A Darktown Ouartet Rehearsal Premier Quartet
Operatic Syncopation Billy Tones-Ernest Hare
5091S Dapper Dan Billy Jones-Ernest Hare
Bow Wow Blues Ernest Hare
50919 Carolina Rolling Stone Vernon Dalhart
Boo-Hoo-Hoo Aileen Stanley
50920 Stealing— Fox-trot Club de Vingt Orch.
Smilin' — Fox-trot Phil Oilman's Dance Orch.
50931 Pretty Little Honey Lou,
Al Bernard-Frank M. Kamplain
Another Waltz Elizabeth Spencer-Lewis lames
50934 No Sweeter Then Than Now,
Walter Scanlan and Chorus
Cutie ("The Blue Kitten"),
Elizabeth Spencer and Male Chorus
50935 Little Grey Sweetheart of Mine Crescent Trio
Indiana Lullabv Elizabeth Spencer-Lewis James
80719 Truth Reflects Upon Our Senses,
Metropolitan Quartet
O, My Father Criterion Quartet
50936 Out Where the West Begins Glen Ellison
When the Bell in the Lighthouse Rings Ding,
Dong Weltzin B. Blix
EDISON DISC SUPPLEMENT
50876 Uncle Josh Takes the Census — A Rural Story,
Cal Stewart
Clancy's Wooden Wedding — Comic Song,
Edward Meeker
50877 Easter Carols (Chimes)— Bells of Old Trinity,
New York Wm. B. Murray
Stephen Foster's Melodies (Chimes) — Bells of
Old Trinity, New York Wm. B. Murray
50878 The Waggle o' the Kilt Glen Ellison
She's the Lass for Me Glen Ellison
50879 March-Nasse-Noisette Conway's Band
Lisztxana March Conway's Band
50880 Roll On, Silver Moon — Yodel Song,
Frank M. Kamplain
In the Sweet Long Ago,
George Wilton Ballard and Chorus
80694 The House of Memories Paul Reimers
Mother of My Heart Jerome Uhl
80695 Valse Caprice Losey's Orch.
Ever Dear Losey's Instrumental (Quartet
80696 Amoureuse — Valse Lente Peerless Orch.
The Maiden's Prayer Reed Orch.
80697 The Garden of Sleep Betsy Lane Shepherd
Alice, Where Art Thou? Ralph Errolle
82250 (a) Sunday Morning Bells (Hurdy Gurdy Waltz
From "Etchings") — Violin Solo. .. .Albert Spalding
Andante — Concerto No. 2 — Violin Solo,
Albert Spalding
82251 Ombra leggiera (Shadow Dance) — Dinorah,
Frieda Hempel
Nemico della patria? — Andrea Chenier,
Mario Laurenti
82252 Traum durch die Dammerung Jacques Urlus
Die Allmacht Jacques Urlus
4481
4482
4483
4484
4485
4486
4487
4488
4489
4490
4491
4492
4493
27205
27207
4507
4508
4509
4511
4510
4512
4513
4514
4515
4516
EDISON AMBEROL RECORDS
Judy (You're the Jewel of Them All) ("Irish
Eyes") Walter Scanlan
Havana Moon — Violin Solo Rae Eleanor Ball
Liebestraum — Piano Solo Walter Chapman
He Will Hide Me Metropolitan Ouartet
Wiener Bon-Bons — Waltz .. National Promenade Band
My Cherry Blossom — -Fox-trot Lanin's Orch.
Boo-Hoo-Hoo Aileen Stanley
Granny (You're My Mammy's Mammy),
The Homestead Trio
La Cinquantaine — ''Cello Solo Maurice Marechal
Love's Ship — Medlev Waltz (Intro.: "Say You'll
Be Mine) ....Club de Vingt Orch.
Polonaise Militaire LTnited States Marine Band
Mother of My Heart Jerome Uhl
My Daddy Jim Doherty
TWO FRENCH SELECTIONS
Les Trois Gosses (The Three Gamins) .. Paul Dufault
Bois Epais-Amadis (Sombre Woods) ... .Paul Dufault
LATEST BLUE AMBEROL HITS
Up in the Clouds (From "Up in the Clouds"),
Elizabeth Spencer-Lewis James
Dear Old Southland,
Vernon Dalhart and Mixed Chorus
The Rosary You Gave to Me Walter Scanlan
Tyrol Al Bernard-Frank M. Kamplain
Monastery Bells Waltz — Piano Solo. .Henry W. Lange
Cutie (Intro.: "I've Found a Bud Among the
Roses," From "The Blue Kitten") — Medley
Fox-trot Harry Raderman's Jazz Orch.
A Sleepy Little Village (Where the Dixie Cotton
Grows) Billy Jones and Chorus
While Miami L^reams — Fox-trot,
Imperial Marimba Band
Gypsy Rose — Fox-trot Phil Ohman's Dance Orch.
Jimmy — Fox-trot Club de Vingt Orch.
PATHE FRERES PHONOGRAPH CO.
STANDARD VOCALS
20688 Absent (Metcalf) Lewis James
Barefoot Trail Lewis James
20689 Darling Nellie Gray Elliott Shaw
Oft in the Stilly Night Elliott Shaw
20690 Mother o' Mine Charles Hart
Mary of Argyle Charles Hart
20691 Old-time Medley (Part 1) Shannon Four
Old-time Medley (Part 2) Shannon Four
SACRED
20692 One Sweetly Solemn Thought Paul Hardy
I Need Thee Every Hour Paul Hardv
INSTRUMENTAL
20706 Orientale — Violin solo Alexander Debruille
Serenade Espagnole — Violin solo. Alexander Debruille
POPULAR VOCALS
20715 After the Rain Billy Tones
The Sun Will Soon Be Shining,
Charles Hart & Elliott Shaw
20716 Little Grey Sweetheart of Mine Crescent Trio
Time After Time Vernon Dalhart
20717 Indiana Lullaby William Simmons
Jimmy, I Love But You Lewis James
DANCE RECORDS
20718 After the Rain — Fox-trot Den Parker's Orch.
Cutie (From "The Blue Kitten") — Fox-trot,
Ernest Hussar and His Orch.
20719 Lola-Lo— Fox-trot Hotel Claridge Orch.
Old-Fashioned Girl — Fox-trot. Casino Dance Orchestra
20720 Angel Child— Fox-trot,
Ernest Hussar and His Orch.
The Little Tin Soldier— Fox-trot,
Casino Dance Orch.
20721 No Use Crying — Fox-trot Synco Jazz Band
I've Got the Wonder Where He Went and When
He's Coming Back Blues — Fox-trot,
Synco Jazz Band
20722 Lonesome Hours (Lucas-Parker-Lange) — Fox-
trot Lange Trio
Symphonola (Lucas-Parker-Lange) — Fox-trot,
Lange Trio
All of these records may be obtained in both Pathe
(sapphire) and Actuelle (needle-cut). The numbers shown
are Pathe numbers. The Actuelle number is the same as
the Pathe but prefixed with a cipher, as 020688.
GENNETT LATERAL RECORDS
10055 Whispering Hope (Hawthorne) — Tenor and Con-
tralto, with Orch Jack Young-Helen Clark
Life's Dream Is O'er (Melody of "Alice, Where
Art Thou?") (Asher) — Tenor and Contralto,
with Orch. Jack Young-Helen Clark
10056 Schon Rosmarin ( Kreisler) — Violin, with Piano
Accomp. by Thos. Griselle Scipione Guidi
Liebesfreud (Kreisler) — Violin, with Piano.
Accomp. by Thos. Griselle Scipione Guidi
10057 Just Awearyin' for You (Carrie Jacobs-Bond) —
Soprano, with Orch Edith Gaile
I Love Yrou Truly (Carrie Jacobs-Bond) — So-
prano, with Orch Edith Gaile
4824 Good-bye, Shanghai (Meyer) — Fox-trot,
Nathan Glantz and His Orch.
Thrills (West)— Fox-trot,
Nathan Glantz and His Orch.
S4825 Mi Noche Trieste— Tango,
Nathan Glantz and His Orch.
El Calendario Del Ano (From "Los Monaguillos")
(J. A. Palacios) — Fox-trot,
Nathan Glantz and His Orch.
4826 Stealing (Sullivan)— Fox-trot,
Lanin's Famous Players
After the Rain (Kahn-Sibemore-Shirgley) — Fox-
trot Lanin's Famous Players
4827 Eddie Leonard Blues (Val and Ernie Stanton) —
Tenor, with Orch Irving Kaufman
Dear Old Southland ( Layton-Creamer) — Tenor,
with Orch Vernon Dalhart
4828 Three o'clock in the Morning (Robledo)— Waltz.
Specialty Orch.
Moon River (David) — Waltz Specialty Orch.
4829 The Flower Song (Lange) — Piano, Violin, 'Cello,
Taylor Trio
Woodland Echoes (Wyman) — Piano, Violin. 'Cello,
Taylor Trio
4S30 Cutie (From "The Blue Kitten") (Intro.: "I've
Found a Bud Among the Roses") (Friml) —
Fox-trot Hazay Natzy and His Biltmore Orch.
Angel Child (Price-Silver-Davis) — Fox-trot,
Hazay Natzy and His Biltmore Orch.
4831 My Mammy Knows (DeCosta-Jerome) — Fox-trot,
Bailey's Lucky Seven
On the 'Gin, 'Gin, 'Ginny Shore (Donaldson) —
Fox-trot Bailey's Lucky Seven
4832 Easter Hymn (His Resurrection) (Davidica) —
Orch. Accomp Westminster Choir
Holy, Holy, Holy! Lord God Almighty! (Herber-
Dykes) — Orch. Accomp Westminster Choir
GREEN LABEL GENNETT RECORDS
10044 Coming Through the Rye (Burns) — Soprano,
Orch. Accomp Edith Gaile
My Laddie (Thayer) — Soprano, Orch. Accomp.,
Edith Gaile
10033 Silver Threads Among the Gold (Danks-Rexford)
— Vocal, Orch. Accomp Knickerbocker Trio
When You and I Were Young, Maggie (John-
son-Butterfield) — Tenor, Orch. Accomp.,
Geo. Wilton Ballard
10031 Carry Me Back to Old Virginny (Bland) — Vocal,
Orch. Accomp Knickerbocker Trio
Darling Nellie Gray (Hanby)— Vocal, Orch.
Accomp Knickerbocker Trio
10018 Miserere ("II Trovatore") (Verdi) — Violin,
Flute, Harp Mozart Trio
Barcarolle ("Tales of Hoffman") (Offenbach) —
Violin, Flute, Harp Mozart Trio
10053 Because (D'Hardelot-Teschemacher) — Tenor,
Orch. Accomp Philip Carson
At Dawning (Eberhardt-Cadman) — Tenor, Orch.
Accomp Henry Moeller
10054 Symphony in E Flat Major — -Menuetto (Third
Movement) (Mozart),
Gennett Symphony Orch. — P. Floridia, Conductor
Prelude of Third Act ("Traviata") (Verdi).
Gennett Symphony Orch. — P. Floridia, Conductor
POPULAR RECORDS
4823 Ty-Tee (Bibo) — Fox-trot Lanin's Famous Orch.
All That I Need Is Y'ou (Santley-Baer) —
Lanin's Famous Plavers
4818 Blue Danube Blues (Kern) — Fox-trot,
Nathan Glantz and His Orch.
Smilin' (Coburn-Rose-Wolohan-Krausgrill) —
Fox-trot Nathan Glantz and His Orch.
4815 I've Got My Habits On (Durante) — Fox-trot,
Bailey's Lucky Seven
In My Heart, on My Mind All Day Long (Kal-
mar-Ruby) — Fox-trot Bailey's Lucky Seven
4820 The Sheik (of Araby) (Snyder)— Fox-trot,
Lanin's Famous Players
Just a Little Love Song (Cooper) — Fox-trot,
Lanin's Famous Players
4810 Stars (Alden)— ,Fox-trot.. Nathan Glantz and His Orch.
Song of India (Runsky-Korshkoff ) — Fox-trot,
Nathan Glantz and His Orch.
4822 When Shall We Meet Again? (Egan-Whiting) —
Orch. Accomp Hart-Shaw
To-morrow Land (Tandler) — Orch. Accomp.,
Hart-Shaw
4821 I Hold Her Hand and She Holds Mine (Rose-
Ryan) — Baritone, Orch. Accomp Arthur Fields
He's a Panic ( Young- Lewis-Akst) — Orch.
Accomp Kaufman Bros.
4796 Leave Me With a Smile (Koehler-Burtnett) — Fox-
trot Lanin's Famous Players
Wabash Blues (Ringle-Meinken) — Fox-trot,
, Lanin's Famous Players
4772 When the Honeymoon Was Over (Fisher) —
Tenor, with Orch. Accomp Sam Ash
Tuck Me to Sleep (Lewis- Young-Meyer) — Tenor,
with Orch. Accomp Sam Ash
4/78 Tuck Me to Sleep (Young- Lewis-Meyer) — Fox-
'rot • Harry Raderman's Orch.
Lho Cho San (Puccini) — Fox-trot,
Falcone's Metronome Orch.
LATEST PURITAN RECORDS
11099 Wana (Cliff Friend) — Fox-trot, saxophone sextet
vocal chorus . Arthur Hall
Bow Wow Blues (Friend-Osborn) — Fox-trot,
Yerkes' Master Saxophonists, vocal chorus,
11100 Tell Her at Twilight (Will Donaldsorf Berru!™1"
Grossman) — Fox-trot. .. S. S. Flotilla Dance Orch.
Smilin' (Coburn-Rose) — Fox-trot,
S. S. Flotilla Dance Orch.
11101 Delia (Irving Caeser-Archie Cottier) — Tenor solo,
orch. accomp Arthur Fields
Dear Old Southland (Henry Creamer-Turner Lay-
ton) — Baritone solo. orch. accomp Ernest Hare
11102 Granny (Joe Young, Sam M. Lewis, Harry Akst)
— Fox-trot California Ramblers
All That I Need Is You (Lester Stanley-Abel
Baer) — Fox-trot California Ramblers
9102 Medley Irish Waltz (Part 1 ) . . Scubert's Dance Orch
Medley Irish Waltz (Part 2) .. Scubert's Dance Orch.
9103 Kathleen Mavourneen (J. N. Crouch) — Tenor
solo, orch. accomp Hugh Donovan
Come Back to Erin (Claribel) — Tenor solo, orch.
accomp Hugh Donovan
15054 Nobody Knows De Trouble I've Seen — Violin
solo Victor Provinski
Swanee River (Stephen-Collins-Foster) — .Violin
solo Victor Provinski
11098 St. Louis Blues (Intro.: "Old Miss Blues") (W.
C. Handy) — Medley fox-trot,
Handy's Memphis Blues Band
Yellow Dog Blues (Intro.: "Hesitating Blues and
Beale Street Blues") (W. C. Handy)— Medley
fox-trot Handy's Memphis Blues Band
GAELIC PHONOGRAPH RECORD CO.
1010 Come. My Love — Metro soprano, accomp. .Nora Power
The Pretty Maid Milking Her Cow — Metro so-
prano vocal accomp Nora Power
1011 Eileen, My Loved One — Metro soprano, with ac-
comp Nora Power
The Fair-haired Child — Metro soprano, with ac-
comp Nora Power
1031 Jimmy, My Thousand Treasures — Metro soprano,
with accomp Nora Power
Lament of Deidre — Metro soprano with accomp.,
Nora Power
1001 Foggy Dew — Baritone Larry Reilly
Father O'Flynn — Bass baritone accomp.,
John A. Crawford
1002 I'm Irish — Baritone Larry Reilly
The Kerry Dance — Bass baritone accomp.,
John' A. Crawford
1003 Believe Me if All Those Endearing Young
Charms — Tenor George O'Brien
The Low-backed car — Baritone accomp. . .Larry Reilly
1004 Let Erin Remember the Days of Old — Tenor,
George O'Brien
Off to Philadelphia — Bass baritone accomp.,
Tohn A. Crawford
1005 Father Dollard and Hare in the Corn — Violin
and accomp Billy Dacey
Chris Dalton's Fancy Davis Reel — Violin with
accomp Billy Dacey
1006 Medley of Irish Reels — Piccolo and piano.
P. J. McNamara
Blackberry Blossom — Irish bagpipes, piano. .Tom Ennis
1007 Cook in the Kitchen — Irish bagpipes, with accom.,
Tom Ennis
Irish Hornpipe Medley — Piccolo and piano,
P. J. McNamara
1008 The Rights of Man — Accordion accomp.,
Flanagan Bros.
Irish Set Piece Jockey to the Fair — Piccolo and
piano P. J'. McNamara
1009 Cork, and First of May — Irish bagpipes with
accomp. Tom Ennis
Medley of Irish Jigs — Piccolo and piano,
P. J. McNamara
101? Scholar's Jig — Accordion and with accomp.,
Frank Quinn
Sherren's Reel — Accordion with accomp.,
Conlan and Garry
1013 The King of the Jigs — Accordion and accomp.,
Frank Quinn
Over the Hills to Peggy— Accordion and acoomp.,
P. J. Conlon
1014 Tom Ennis Jigs — Accordion and accomp.,
P. J. Conlon
Trim the Velvet — Accordion and accomp.,
Frank Quinn
1015 Around the House — Highland fling, accordion and
piano Frank Quinn
The Bells of Shandon — Accordion and accomp.,
Conion and Garry
1016 Laddy Buck o' Mine — Tenor and accomp.,
John O'Malley
Irish Medley ("Come Back to Erin" "The Harp,"
"Killarney," "Minstrel Boy") — Tenor, vocal ac-
comp John O'Malley
1017 That's an Irish Lullaby — Tenor, with accomp.,
John O'Malley
Erin — Tenor and accomp John O'Malley
1018 The Connaughtman's Rambles, Paddy Whack —
Irish warpipes Edmund Tucker
Miss McLeod's Reel — Irish warpipes. .Edmund Tucker
1019 Kilkenny — Tenor and accomp Cris Lalloway
The Felons of Our Land — Bass barito-ne and ac-
comp Frank O'Callaghan
1020 'Tis a Picture of Erin — Tenor, vocal and accomp,
Cris Lalloway
1020 The West's Awake — Bass baritone vocal and ac-
comp Frank O'Callaghan
1021 Tim Rooney at the Fightin' — Tenor and accomp.,
Cris Lalloway
Rising of the Moon — Bass baritone and accomp.,
Frank O'Callaghan
1022 Top of the Mornin' — Baritone recitation .. Larry Reilly
The Dear Little Shamrock — Tenor and accomp.,
George O'Brien
1023 Killarney — Cornet solo and accomp Mike O'Shea
The Blackbird — Piccolo solo and accomp.,
P. J. McNamara
1024 Killarney and the Meeting of the Waters — Piano
solo Ed. F. Geoghegan
Foggy Dew — Irish march and two-step, piccolo and
accomp P. J. MdNamara
1025 A Trip to the Cottage — Jigs, piano.
Ed. F. Geoghegan
Mountain Dew — Reels, piano Ed. F. Geoghegan
March 15, 1922
THE TALKING MACHINE WORLD
169
ADVANCE RECORD BULLETINS FOR APRIL— (Continued from page 168)
1026
1027
1028
1029
1030
1032
1033
1034
Swallow Tail — Accordion, violin and piano,
Conlon, Garry and Geoghegan
Gaelic Barn Dance — Accordion, violin and piano,
. Conlon, Garry and Geoghega'n
The Harp That Once Through Tara's Halls-
Tenor, with accomp George O'Brien
Ireland Acushla Ma-chree — Bass baritone with
accomp John A. Crawford
Kathleen Mavourneen — Bass baritone and accomp.,
John A. Crawford
My Love Nell — Baritone and accomp. . .Larry Reilly
God Made Ireland a Nation — Tenor and accomp..
John Burke
In Your Irish Blue Eyes — Tenor and accomp.,
" John Burke
Tobin's Jig — Irish bagpipe and accomp Tom Ennis
Delaney's Reel — Irish bagpipe and accorrup . . Tom Ennis
SACRED HYMNS
Angels We Have Heard on High — With accomp.,
Blessed Sacrament Quartet
Silent Night, Holy Night — With accomp.,
Blessed Sacrament Quartet
Adeste Fideles Gaelic Quartet
Jesus, Son of the Living God,
Mrs. W. Monagan, J. M. Daly. Patrick Bowe
Ave Marie — With accomp Grace Howard Nash
O Salutaris ("0 Saving Host") .. .Anna Grattan Bowe
REGAL RECORD CO.
MID-MONTH RELEASES
DANCE
9189 On the 'Gin, 'Gin, 'Ginny Shore (Walter Donald-
son)— Fox-trot Erdody and His Famous Orch.
Who Believed in You? (Anatol Friedland) — Fox-
trot Golden Gate Orch.
9190 Angel Child (Price-Silver-Davis) — Fox-trot,
Lanin's Roseland Orch.
Thrills (Eugene West) — Fox-trot,
Sherbo's Dance Orch.
9191 Satanic Blues (Shields-Christian) — Fox-trot,
Lanin's Southern Serenaders
Eddie Leonard Blues (Val and Ernie Stanton) —
Fox-trot Lanin's Southern Serenaders
9192 Good-Bye, Shanghai! (Johnson-Meyer) — Fox-trot,
Regal Dance Orch.
With vocal chorus Donald Baker
Learning to Love (Ward and Arthur) — Fox-trot,
Regal Dance Orch.
9193 Old Time Waltzes (Part 1, Intro.: "I Can't Tell
Why I Love You, but I Do," "Mandy Lee,"
."Eastside, Westside," "On the Banks of the
Wabash," '*Good Old Summertime") — Waltz.
Natzy's Biltmore Hotel Orch.
Old Time Waltzes (Part 2. Intro.: "The Bowery."
"On the Sidewalks of New York," "Sweet
Sixteen," "After the Ball") — Waltz,
Natzy's Biltmore Hotel Orch.
9194 Sweet Hawaiian Girl of Mine (Sam. A. Perrv) —
Hawaiian guitars Ferera and Franchini
Monalua Hula — Hawaiian guitars.
Ferera and Franchini
VOCAL
9193 My Mammy Knows (DeCosta- Jerome) — Tenor
duet, orch. accomp.,
Charles Harrison and Everett Clark
9195 Old-fashioned Girl (In a Gingham Gown) (Al
Jolson) — Ballad, orch. accomp Donald Baker
9196 Don't Leave Me, Mammy (DeSylva-Conrad-Sant-
ly) — Baritone solo, orch. accomp Henry Jones
I've Got the Wonder Where He Went and When
He's Coming Back Blues (Little-Lyman) — Nov-
elty blues, orch. accomp.,
Henry Jones and "Skeete'r" Sim?
1042
1043
1044
1045
1046
2037
1047
1048
2038
2036
2039
BANNER RECORDS
DANCE NUMBERS
Cutie — Fox-trot . .Yerkes' S. S. Flotilla Dance Orch.
After the Rain — Fox-trot,
Yerkes' S. S. Flotilla Dance Orch.
Lo-La-Lo (Hawaiian) — Fox-trot,
Majestic Dance Orch.
Venetian Love Boat — Fox-trot,
Dear Old Southland — Fox-trot,
Yerkes' S. S. Flotilla Dance Orch.
Angel Child — Fox -trot Moulin Rouge Orch.
Virginia Blues — Fox-trot, Vocal Chorus, Arthur
Hall Lenzberg's Orch.
Boo-Hoo-Hoo — Fox-trot, Vocal Chorus, Arthur
Hall Lenzberg"s Orch.
Marie — Fox-trot Majestic Dance Orch.
Just a Little Love Song — Fox-trot,
Majestic Dance Orch.
Venetian Nights — Medley Waltz,
Schubert's Dance Orch.
Blue Danube — Waltz Schubert's Dance Orch.
POPULAR VOCAL NUMBERS
Carolina Rose — Tenor Solo, Orch. Accomp... Sam Ash
In Bluebird Land — Tenor Solo, Orch. Accomp.,
Charles Harrison
LUCILLE HEGAMIN JAZZ RECORD
■ I've Got the Wonder Blues,
Lucil'e Hegamin and Her Blue Flame Syncopators
You've Had Your Day,
Lucille Hegamin and Her Blue Flame Syncopators
COMEDY NUMBER— COHEN RECORD
Cohen at the Wedding Monroe Silver
Cohen at the Opera Monroe Silver
STANDARD NUMBERS
Monastery Garden — Incidental Singing by the
New Stellar Quartet . Metropolitan Symphony Orch.
Garden of Love Metropolitan Symphony Orch.
Kiss Me Again — 'Soprano Solo, Orch. Accomp.,
Elizabeth Spencer
Last Rose of Summer — 'Soprano Solo, Orch.
Accomp Elizabeth Spencer
EMERSON PHONOGRAPH CO., INC.
10501 While Miami Dreams (Egan & Whiting)— Fox-
trot Joseph Samuels' Music Masters
Broken Toy (Magine & Flatow) — Fox-trot,
Erdody and His Famous Orchestra
10502 Angel Child (Price-Silver-Davis) — Fox-trot,
Lanin's Roseland Orchestra
Marie (Motzan-Santly) — Fox-trot,
Green Bros.' Novelty Band
10503 On the 'Gin 'Gin 'Ginny Shore (Donaldson)—
Fox-trot Erdody and His Famous Orchestra
Why Don't You Smile? (Schwartz) — Fox-trot,
Bennie Krueger's Orchestra
10504 Everybody Step (From the musical production,
"The Music Box Revue") (Berlin) — Fox-trot,
Sherbo's Club Dansant Ensemble
Thrills (Wtest) — Fox-trot.
Sherbo's Club Dansant Ensemble
10505 Say, Persianna, Say (White) — Fox-trot,
Joseph Samuels' Music Masters
Weep No More, My Mammy (Mitchell-Clare-Pol-
lack)— Fox-trot Green Bros.' Novelty Band
10506 Old Time Waltzes (Part 1) Introducing: "I
Can't Tell You Why I Love You. But I Do,"
"Mandy Lee," "Eastside, Westside," "On the
Banks of the Wabash," "Good Old Summer-
time"— Waltz. .. .Natzy's Biltmore Hotel Orchestra
Old Time Waltzes (Part 2) Introducing: "The
Bowery," "On the Sidewalks of New York,"
"Sweet Sixteen," "After the Ball" — -Waltz,
Natzy's Biltmore Hotel Orchestra
10507 Bow Wow Blues (My Mammy Treats Me Like a
Dog) (Friend-Osborne) — Fox-trot,
Plantation Dance Orchestra
You've Had Your Day (Cliff Edwards) — Fox-trot,
Bennie Krueger's Orchestra
10508 Eddie Leonard Blues (Val and Ernie Stanton)
— Fox-trot Lanin's Southern Serenaders
Satanic Blues (Shields-Christian) — Fox-trot,
Lanin's Southern Serenaders
10509 Who Believed in You? (Friedland) — Fox-trot,
California Ramblers
Just a Little Love Song (Joe Cooper) — Fox-trot,
Lanin's Roseland Orchestra
VOCAL
10510 My Mammy Knows (De Costa-Jerome) — Tenor
duet, orch. accomp.,
Charles Harrison and Everett Clark
Carolina Rolling Stone (Parish-Young-Squires)
— Tenor solo, orch. accomp Vernon Dalhart
10511 Don't Leave Me, Mammy (Davis-DeSylva-Con-
rad-Santly) — Baritone solo, orch. accomp.,
Ernest Hare
10511 Dear Old Southland (Parish-Young-Squires) —
Tenor solo, orch. accomp Vernon Dalhart
10512 Boo - Hoo - Hoo (Nelson-Link-Aaronson-Lentz) —
Blues novelty Noble Sissle
Piano accomp Eubie Blake
There's a Down in Dixie Feelin' Hangin'
'Round Me (Perkins) — Novelty song, orch.
accomp Arthur Fields
10513 By the Old Ohio Shore (Earl & MacDonald)—
Tenor solo, orch. accomp .'..Sam Ash
Mammy Lou (Sterling- Moran-Von Tilzer) — Male
quartet Strand Ouartet
STANDARD
10514 America (Smith-Carey) — Male quartet.
Criterion Ouartet
Star Spangled Banner (Key-Arnold) — Male quar-
tet Criterion Ouartet
10515 Sweet Hawaiian Girl of Mine (Sam. A. Perry) —
Hawaiian guitars Ferera and Franchini
Honolulu Rag — Hawaiian guitars,
Ferera and Franchini
OKEH RECORDS
ODEON CELEBRITY RECORDS
50303 Villanelle (Dell'Acqua) — 'Soprano, with Orch.,
in French Maria Ivogun 12
50304 Lucia di Lanimermoor — Wahnsinnsszene (Mad
Scene) (Donizetti) — Soprano, wich Orch.,
in German Maria Ivogun 12
50305 Barber of Seville — Frag' ich mein beklomm nes
Herz (A Little Voice I Hear) (Rossini) —
Soprano, with Orch., in German. .Maria Ivogun 12
50306 Barber of Seville — Sanft lenkt des Weibes Sinn
(A Docile Mind I Bear) (Rossini) — Soprano,
with Orch., in German Maria Ivogun 12
50501 Mignon — Kennst du das Land? (Knowest Thou
the Land?) (.Thomas) — Soprano with Orch., in
German ..Claire Dux 12
The above five records were recorded in Europe by
International Talking Machine Co.
OKEH RECORDS— DANCE
4519 When Shall We Meet Again? (R. A. Whiting) —
Waltz Erdody and His Famous Orch. 10
By the Old Ohio Shore (Mary Earl)— Waltz,
Joseph Knecht's Waldorf-Astoria Dance Orch. 10
4520 I.alawana Lullaby (White-Stark) — Fox-trot,
Glantz and His Orch. 10
Tell Her at Twilight (Just Sing Love's Sweet
Song) (Will Donaldson) — Fox-trot.
Erdody and His Famous Orch. 10
4521 Old Pal, Why Don't You Answer Me? (Intro.:
"Dream of Me") (M. K. Jerome-Art Hickman-
Ben Black) — Medley Fox-trot,
Glantz and His Orch. 10
My Heart at Thy Sweet Voice (From "Samson
and Delilah") (Intro.: "Habanera," from "Car-
men" and Drdla's "Serenade") (Arr. by Donald
Lindley) — Medley Fox-trot ....Damon's Orch. 10
4522 Atta Baby (Wm. Tracy-J. Osterman-H. K. Mohr)
Fox-trot, Incidental Solo by Billy Jones,
Tampa Blue Jazz Band 1U
Uncle Bud (Tennessee Blues) (Bob Miller) — Fox-
trot, Incidental Solo by Billy Jones,
Tampa Blue Jazz Band 10
4523 All That I Need Is You (L. Santly-A. Baer) —
Fox-trot Ray Miller, Melody King, and
His Black and White Melody Boys 10
A Dream of Your Smile (Con Conrad) — Fox-trot,
Blue Diamond Dance Orch. 10
4529 The Schoolhouse Blues (From "Music Box
Revue") (Irving Berlin) — Fox-trot,
Green Bros.' Novelty Band 10
Say It With Kisses (If You Love Me) (B.
Grossman-B. Jones-B. Frisch) — Fox-trot,
Julius Lenzberg's Harmonists 10
4530 Good-bye, Shanghai! (Joseph Meyer) — Fox-trot.
Glantz and His Orch. 10
Stealing (Dan Sullivan) — Fox-trot,
Julius Lenzberg's Harmonists 10
4531 Ty-Tee (Irving M. Bibo) — Fox-trot — Hawaiian
Guitar Effect by Virginia Burt,
Blue Diamond Dance Orch. 10
Say, Persianna, Say (Willy White) — Oriental Fox-
trot Markels' Orch. 10
4532 Gypsy Rose (H. Lodge-E. Rose) — Fox-trot.
Markels' Orch. 10
Who (Believed in You?) (Anatol Friedland) —
Fox-trot Blue Diamond Dance Orch. 10
4533 That Haunting Waltz (Nat Goldstein)— Waltz,
Joseph Knecht's Waldorf-Astoria Dance Orch. 10
To-morrow Land (H. J. Tandler) — Waltz,
Markels' Orch. 10
4534 Great Big Heap Much Bull (Albert Von Tilzer) —
Fox-trot Green Bros.' Novelty Band 10
Carolina Rolling Stone (E. Young-H. D. Squires)
— Fox-trot Green Bros' Novelty Band 10
MONOLOGUES
4539 Casey Departing to Congress (John Riley) —
Talking John Riley and Company 10
Casey as a Doctor (John Riley) — Monologue,
John Riley 10
MASONIC RECORD
4536 Mecca (I Am Dreaming of You) (M. Stark-
J. Strouse-R. Cowan) — Oriental Chant,
Mecca Temple Band 10
March Turque (R. Eilenberg) — Masonic March,
Mecca Temple Band 10
BAND
4541 Echoes of the Marne (F. W. Hager),
Conway's Band 10
Captain Pat Conway, Conductor
Panamericana (Morceau Characteristic) (Victor
Herbert) Conway's Band 10
Captain Pat Conway, Conductor
4535
S'126
8027
21006
4540
4524
4526
4527
4528
4537
SACKED
What a Friend We Have in Jesus (Scriven-
Converse) — Tenor, Organ Accomp. by Justin
Ring Charles Hart
Ninety and Nine (Clephane-Sankey) — Tenor, Or-
gan Accomp. by Philip Hauser. . .Charles Hart
COLORED CATALOG
The Memphis Blues (W. C. Handy) — Contralto,
with Orch Esther Bigeou
The St. Louis Blues (C. W. Handy) — Contralto,
with Orch Esther Bigeou
Brown Skin (Who You For?) (C. Williams-
A. J. Piron) — Soprano-Baritone Duet, Accomp.
by Tampa Blue Jazz Band,
Daisy Martin-Clarence Williams
If You Don't Want Me (Please Don't Dog Me
'Round) (Clarence Williams) — Soprano, Accomj.
by Tampa Blue Tazz Band Daisy Martin
IRISH SELECTIONS
Irishman's Blackthorn — Reel — Irish-Accordion
Solo, Piano Accomp. by Nellie Meany,
Peter J. Conlon
Kitty's Ramble — Jig — Irish-Accordion Solo.
Piano Accomp. by Nellie Meany. Peter J. Conlon
WHISTLING RECORD
The Woodland Flirt (A Bird Flirtation) (Ring-
Hager) — Whistling Solo, with Orch.,
Sibyl Sanderson Fagan
Dance of the Robins (J. L. Deppen) — Whistling
Solo, with Orch Sibyl Sanderson Fagan
VOCAL RECORDS
Granny (You're My Mammy's Mammy) (J.
Young-S. M. Lewis-H. Akst) — Contralto, with
Orch Aileen Stanley
Bow-Wow Blues (My Mamma Treats Me Like a
Dog) (C. Friend-N. Osborne) — Contralto, with
Orch Aileen Stanley
Georgia Rose (A. Sullivan-J. Flynn-H. Rosenthal)
— Contralto, with Orch Vaughn de Leath
When the Honeymoon Was Over (Fred Fisher)
— Tenor, with Orch Lewis James
When Shall We Meet Again? (R. B. Egan-
R. A. Whiting) — Tenor- Baritone Duet, With
Orch. Lewis James-Elliott Shaw
Leave Me With a Smile (C. Koehler-E. Burt-
nett) — Tenor-Male Trio, with Orch.,
Sam Ash-Crescent Trio
My Hawaiian Melody (D. Ringle-J. F. Coots) —
Tenor-Baritone Duet, with Orch., Hawaiian
Guitar Effect by Virginia Burt,
Lewis James-Elliott Shaw
Little Girl (Don't Say Good-bye) (A. Miller-
Al Roberts) — Tenor, with Orch. ..Lewis James
Atta Baby (W. Traaey-H. K. Mohr)— Tenor, with
Orch Billy Jones
I Hold Her Hand and She Holds Mine (B. Rose-
B. Ryan-I. Bibo) — Contralto, with Orch.,
Elsie Clark
Ireland Is Ireland to Me (From Musical Play,
"Kilkenny") (F. O'Hara-J. K. Brennan-E. R.
Ball) — Tenor, with Orch Gera.d Griffin
Little Town in the Ould County Down (R. W.
Pascoe-M. Carlo-A. M. Sanders) — Tenor, with
Orch Henry Burr
1"
1"
10
in
10
10
10
10
10
10
10
305S
3059
3060
3061
3062
3063
3064
130
131
CONNORIZED MUSIC CO.
On the 'Gin, 'Gin, 'Ginny Shore — Fox-trot,
Bailey's Lucky Seven
My Mammy Knows — Fox-trot. .Bailey's Lucky Seven
Virginia Blues — Fox-trot Connorized Jazzers
Bootblack Blues — Fox-trot Mardi Gras Sextet
Dear Old Southland Vernon Dalhart
Alabama Mammy Strand Theatre Ouartet
I Want the World to Know Criterion Ouartet
Memories of Virginia — Waltz Song. .Criterion Quartet
Three o'Clock in the Morning — Waltz,
Specialty Orch.
Moon River Waltz Specialty Orch.
Angel Child — Fox-trot Natzy and His Orch.
Cutie (From "The Blue Kitten") — Fox-trot,
Natzy and His Orch.
Blue Danube Waltz Capodifero's Band
Dolores Waltz Capodifero's Band
NUOVT DISCHI ITALIANA
Inno Garibaldi March G. Iasilli's Band 10
Marcia — Ueale e Fanfarra G. Iasilli's Band 10
American Aviation March G. Iasilli's Band 10
Cuore D'artista — Marcia sinfonica,
G. Iasill's Band 10
CELEBRATE FIFTIETH ANNIVERSARY
Jacob Weinheimer's Sons, Old Syracuse, N. Y.,
House, Passes Half Century Milestone — So-
noras Featured in Large Department
Syracuse, N. Y., March 9. — Jacob Weinheimer's
Sons, furniture dealers, celebrated the fiftieth an-
niversary of the existence of the firm here this
week. The business was founded in 1872 by
Jacob YVeinheimer and its growth has been
steady since that time. A feature of the estab-
lishment is a large phonograph department on
the main floor of the store where the Sonora line
is displayed. This department, under the man-
agement of Miss Ella M. Peck, has been built up.
and it now enjoys the patronage of a large clien-
tele in Syracuse and the surrounding community.
The anniversary was featured in the local papers
by a history of the company's progress covering
more than two pages. Considerable advertising
also announced the event.
PLAN SALES DRIVE ON COLUMBIA
Troy, N. Y., March 9. — The music house of
Cluett & Sons, Inc., this city, is planning an in-
tensive sales drive on Columbia Grafonolas begin-
ning March 11, according to an announcement by
E. A. Russell, manager of the phonograph de-
partment. Mr. Russell reports that the company
has been enjoying a brisk business in phono-
graphs and records in all its stores.
170
THE TALKING MACHINE WORLD
March 15, 1922
*** j
.9-9
M Bp
i".',V,
Acme Die Casting Corp
Aeolian Co
American Mica Works
American Talking Machine Co
American Walnut Mfrs. Ass'n
Anaconda Lubricating & Supply Co.
93
60,61
132
124
66
45
Andrews, Curtis N 53. 149
B
139
Berlin, Inc., Irving
Blackman Talking Machine Co 58
Boston Book Co 18
Bradford, Perry 139,140
Brand, William
Bridgeport Die & Machine Co.
Brilliantone Steel Needle Co..
Brooks Mfg. Co
Bruno Si Son, Inc., C
Bruns & Sons, A
Brunswick-Balke-Collender Co.
Buehn Co., Louis
Insert following page
99
126
47
75
79
26
34
-83
Cabinet & Accessories Co 95
Celina Specialty Co 40
Charmaphone . Co 103-150
Cheney Talking Machine Co : 24
Chicago T. M. Co 107
Claremont Waste Mfg. Co 102
Classified Want Ads 160,161
Cleveland T. M. Co 4
Cohen & Hughes 20
Columbia Graphophone Co 16, 17, 22. 26. 34, 43,
46, 67, 68, 78, 93, 129, 141, 158
Connorized Music Co 152
Consolidated Talking Machine Co 86, 115
Crippen Record File Corp
134
Da-Lite Elec. Display Co
Deca-Disc Phono Co
Diaphragm Co
Ditson & Co., Chas. H
Ditson Co., Oliver
Doctorow, D. R
Dodge Mfg. Co
Dodin, Andrew IL.
Droop & Sons Co., E. F
Duo-Tone Co
Duplex Record File Co
Dyer & Co., W. J Inside Back Cover
E
Eastern Talking Machine Co 69
Eckhardt, Walter C 21
Eclipse Musical Co 80
Edison, Inc., Thos. A Back Cover
Eight Famous Victor Artists 22
Elmes Engg. Co., Chas. F 113
Empire Phono. Parts Co 12
145
104
153
69
69
120
151
166
. . . Inside Back Cover
19
56
Favorite Mfg. Co
Federal Elec. Co
Feist, Leo 57, 62,
Fischer, J. &
Fletcher-Wickes Co
Flexlume Sign Co
Fox Pub. Co., Sam
77, 89, 97, 100,
160
114
106, 127, 136, 138
11
41
51
137
Gaelic Phono Record Co. .
General Phonograph Corp.
134
.Inserts following pages
18, 50 and 82
42
General Phonograph Mfg. Co
Gibson-Snow Co
Globe- Wernicke Co
Glynn, W. B., Distributing Co
Gramophone Co., Ltd
Granby Phono. Corp
Greater City Phono. Co
Greater New York Novelty Co
Gretsch Mfg. Co., Fred 77,157
Griffith Piano Co 39
Grinnell Bros 92
39
91
39
162
28
97
154c
H
Hall Mfg. Co
Harper & Bros
Harponola Co
Hartzell Crucible Co.
Health Builders
liegeman-Stewart Co.
Ilessig-Ellis Drug Co.
Hiawatha Phono. Co..
Hoffay Phono. Co.. . .
Hough, J. E., Ltd
Hough, L. W
Ilsley, Doubleday & Co. .
Independent Jobbing Co.
International Mica Co...
Iroquois Sales Co
Italian Book Co
105
135
23
48
13
75
39
119
82
163
72
120
57
85
27
33
154b
Jenkins' Sons Co., J. W
Jewel Phonoparts Co 35, 98
Jewett Phono. Co.
K
Kent Co., F. C
Kiefer-Stewart Co
Kimball Co., W. W
Kirkman Engg. Co
Knickerbocker T. M. Co....
Kraft, Bates & Spencer, Inc.
Kunde, A. G
Co.
Lakeside Supply Co
Lansing Sales Co
La Velle Mfg. Co
Lauter Co., H
Lee-Coit-Andreesen Hdw.
Lesley's
Lidseen Products
Long Cabinet Co., Geo. A
Lorentzen, H. K
Lcyd Wireless Telephone Corp
Lyon & Healy
Lyons, Wm. H
M
Madison Music Co
Magic Phono. Supply Co
Mahogany Association
Manufacturers' Phono. Co
Marshall Co., Inc., C. L
McMenimen, H. N
Mellor Co., C. C
Mermod & Co
Mickel Bros. Co
Minneapolis Drug Co
Modernola Co
Monarch Felt Co
Montagnes, I., & Co
Moore-Bird & Co
M. S. & E
N
National Decalcomania Co
National Metals Depositing Corp...
National Publishing Co
Netschert, Frank
Newark Recording Labs
New England Talking Machine Co.
New York Album & Card Co......
New York T. M. Co
Xye, William F
Ogden Sectional Cabinet Co., Inc.
Ohio Cathedral Co
Ormes, Inc
101
50
39
115
89
10
70
122
119
72
123
158
39
166
33
130
150
73
110
US
29
128
142
121
39
100
68
107
46
39
85
59
39
39
39
84
48
18
65
161
71
4
107
20
49
45
9
Oro-Tone Co 64, 117
Orsenigo Co
Outing T. M. Co
Pace Phono. Co
Paddack Products, Inc
Pathe Freres Phonograph Co.
Peabody & Co., Henry W
63
143
132
141
125
32
Pearsall Co., Silas E
Peckham Mfg. Co
Peerless Album Co
Penn Phonograph Co
Phillips Phono. Parts Co., Wm.
Phonomotor Co
Player-Tone T. M. Co
Plaza Music Co
Pleasing Sound Phono. Co...,
Plywood Corp
Oualitiephone Sales Co.
Reco-Rap Co
Reflexo Products Co
Regal Record Co
Recordophone Co
Rene Manufacturing Co. .
Rex Gramophone Co
Robinson, Pettit Co., Inc.
15
72
6
84
27
78
159
94, 155
102
62
127
42
65
54
76
50, 131
164
39
Schloss Bros 154
Seaburg Mfg. Co 37
Self-Lifting Piano Truck Co 67
Sherman, Clay & Co 31
Silent Motor Corp ' 82
Simplex Elec. Phono. Motor Co 133
Smith Drug Co., C. D 39
Snyder, Jack 138
Sonora Distr. Co. of Texas 39
Sonora Co. of Philadelphia 39
Sonora Phonograph Co., Inc. -Inside front cover, 38, 39, 87
Sonora Phonograph Co. of Pittsburgh 39
Southern Drug Co 39
Southern Sonora Co ■ 39
Southwestern Drug Co 39
Sphinx Gramophone Motors 90
Star Mach. & Nov. Co. 93
Starr Piano Co 96
Steger & Sons Piano Mfg. Co 52
Steinert & Sons Co., M 70
Stephenson, Inc .- 154a
Sterling Devices Co 109
Sterno Manufacturing Co 156
Strevell-Paterson Hardware Co 39
Superior Flake Graphite Co 113
Talking Machine World Trade Directory,
Insert following page 66
Templar Mfg. Co 117
Toledo Talking Machine Co Inside back cover
Tonepen Co
Tonofone .Co
Tophams, Ltd
Triangle Phono. Parts Co..
Triplex Art Phono. Co...
u
Udell Works
Union of Irish Industries.
Unit Construction Co
United Mfg. & Distr. Co.
United Music Stores
Universal Fixture Co
Val's Accessory House
Van Houten, C. J., & Zoon
Van Veen & Co
Vicsonia Mfg. Co
Victor Talking Machine Co Front Cover,
w
Walbert Mfg. Co
Walthall Music Co
Warbletone Music Co. . . .
Ward Co., C. E
Weymann & Son, H. A. .
Whitsit Co., Perry B
Widdicomb Furniture Co.
Williams Co., G. T
VVimpfheimer & Bro., A..
Witmark & Sons, M
Wizard Phono Co
Wolf Mfg. Industries
Vahr & Lange Drug Co.
14
129
99
107
68
43
144
81
112
85,
30
87
39
102
25
5, 7
111
39
59
74
84
50
36
124
34
140
118
116
39
THE TALKING MACHINE WORLD
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it.
E. F. DROOP & SONS CO.
1300 G. STREET. WASHINGTON. D. C.
231 N. HOWARD STREET. BALTIMORE, MD
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 561-
563 Whitehall St.
Baltimore, Bid., Columbia Graphophone Co., 16
South Howard St.
Boston, Columbia GraphophoDe Co., 1000 Wash-
ington St.
Buffalo, N'. V., Columbia Graphophone Co., 737
Main St.
Chicago, 111., Columbia GraphophoDe Co., 325 W.
JactEson Blvd.
Cincinnati, O., Columbia Grapbophoue Co., 317-
A21 Bast 8th Street.
<le\ eland, O., Columbia Graphophone Co., 1812
East 30th St.
Dallas, Tex., Columbia Graphophone Co., 816
North Preston St.
Denver, Colo., Columbia Stores Co.. 1608 Glen-
arm Ave.
Detroit, Mich., Columbia Graphophone Co., 115
State St.
Kansas City, Mo., Columbia Graphophone Co.,
2006 Wyandotte St.
Los Angeles, Cal., Columbia Graphophone Co.,
809 S. Los Angeles St.
Minneapolis, Minn., Columbia Graphophone Co.,
18 N. 3rd St.
Kew Orleans. La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 121
West aoth St.
Umaha, Neb., Columbia Graphophone Co., Eighth
and Jackson Sts.
Philadelphia, Pa., Columbia Graphophone Co.,
40 N. 6t£ St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duquesne Way.
Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal., Columbia Graphophone Co.,
345 Bryant St.
Seattle, Wash., Columbia Graphophone Co., 911
Western Ave.
Spokane, Wash.. Columbia Stores Co., 161 South
Post St.
St. Louis, Mo., Columbia Graphophone Co., 1127
Pine St
Tampa, Fla., Tampa Hardware Co.
Headquarters for Canada:
Toronto, Ont., Columbia Graphophone Co., 347
West Adelaide St.
Montreal, Que., Columbia Graphophone Co., 824
St. Denis St.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Gotham National Bank Building:
New York
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moines, Iowa
Victor Distributors
Sherman |p ay & Go.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
Wholesale Exclusively
EASTERN TALKING MACHINE CO.
85 Essex Street, Boston
VICTOR DISTRIBUTORS
The
Toledo Talking Machine Co.
Toledo, Ohio
Wholesale Victor
Exclusively
Plllillllllllllllllllllllllllflllffl
iiiiiiiiiiuiiiniiiiiiiiiniuiiiiiii
I CONSTRUCTIVE ARTICLES IN THIS I
| ISSUE OF THE WORLD 1
| Ready Reference for Salesmen, Dealers and Department Heads j
iiiiiiiiyiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiM
The Value of the Really Artistic Win-
dow Display 3
The Bungalow as Sales Quarters in
the Warerooms Most Effective ... 3
Paying Interest on Deferred Payments 4
Action Is the Keynote of Success in
Making the Show Window Interest-
ing D
Why Persistent Advertising Is Neces-
sary to Success Today 8
How the Social Side of Associations
Helps 8
Will the Radio Craze Affect Our In-
dustry? 8
The Problem of Thorough Distribu-
tion 9
Avoiding Loss on Instalment Sales. . . 9
Possibilities of Increasing Record Sales
Through the Co-operation of Re-
pairmen 10
Some Timely Suggestions and Selling
Ideas for Talking Machine Dealers. 12-14
Is There a Definite Science of Talking
Machine and Record Salesman-
ship? 15-18
Dealers Tell of the Hardest Talking
Machine Sales They Ever Made. . 19-20
Letter of a Veteran Salesman to a
Friend (No. Ill) 23
Why Music Broadcasted by Radio
Should Not Hurt Sales of Talking
Machines and Records 25
Some Interesting Patents Bearing on
Electrical Talking Machine Repro-
ducers 26
Optimistic Note Sounded at Conven-
tion of Central Ohio Victor Dealers. 29
What Is Morale in Business? 33
Proper Handling of a Customer in the
Store Results in Increased Sales. . . 35
Persistent and Energetic Canvassing
a Most Vital Aid in Making Talk-
ing Machine Sales 40
Preparing for New York's Third An-
nual Music Week to Be Held From
43
48
49
59
64
April 30 to May 6 42
When Knowledge Means Sales, 'Tis
Folly to Be Ignorant
Brain Work in Salesmanship a De-
cided Essential
Important Problems to Be Discussed
at Forthcoming Foreign Trade Con-
vention
Robert Gordon's Page of Merchandis-
ing Suggestions 55
Many Important Trade Problems Dis-
cussed by Talking Machine Men in
Convention in Peoria
The Importance of Promptness in
Business
President Harding Sees the Tide of
Trade Turning to Prosperity 65
The Value of an Intelligently Pre-
pared Mailing List 67
Important Changes in the Personnel
of the Edison Co. Announced .... 68
A Review of Trade Conditions in the
New England Territory 69-72
Trade Happenings in the Quaker City
and Pennsylvania 83-85
Featuring the Musical Possibilities of
the Talking Machine 88-89
Some Sales Stunts of Prominent Deal-
ers That Merit Special Considera-
tion 95
The Mid-West Point of View and
Western Trade News 1 08- 1 1 9
"Mutual Service'' Plan of Increasing
Record Sales 128
An Interesting Budget of News From
the Dominion of Canada 131-1 32
Gleanings From the World of Music. 137
Great Gathering of Victor Dealers in
Philadelphia 147-149
The Talking Machine Situation in Eu-
rope
Late Patents of Interest to the Talk-
ing Machine Trade 164
Advance Lists of April Bulletins of
Talking Machine Records 167-
162
165
69
After all, the one phonograph that can
sustain the test of direct comparison with
living artists is the ONE phonograph that
ultimately will be in every home.
THOMAS A. EDISON, Inc.
ORANGE, NEW JERSEY
The NEW EDISON
JOBBERS OF THE NEW EDISON, EDISON RE-CREATION, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE^AMBEROL RECORDS
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
Wm. H. Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Des Moines — Harger & Biish.
LOUISIANA
New Orleans — Diamond Music Co.,
Inc.
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of Detroit
MINNESOTA
Minneapolis — Laurence H. Lucker
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music Co.
MONTANA
Helena — Montana Phonograph Co.
NEBRASKA
Omaha — Shultz Bros.
NEW JERSEY
Orange — The Phonograph Corp. of
Manhattan",
NEW YORK
Albany — American Phonograph Co.
Syracuse — Frank E. Bolway & Son,
Inc., W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.
OREGON
Portland — Edison Phonographs, Ltd.
PENNSYLVANIA
Philadelphia — Girard Phonograph
Co.
Pittsburgh — Buehn Phonograph Co.
Williamsport — W. A. Myers.
RHODE ISLAND
Providence — J. A. Foster Co.
(Ainberola only).
TEXAS
Dallas — Texas-Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods Co.
VIRGINIA
Richmond— The C. B. Haynes Co.,
Inc.
WISCONSIN
Milwaukee — The Phonograph Co. of
Milwaukee.
CANADA
Montreal — R. S. Williams & Sons
Co., Ltd.
St. John— W. H. Thome & Co., Ltd.
Toronto — R. S. Williams & Sons
Co.. Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg — R. S. Williams & Sons
Co.. Ltd.
Babson Bros. (Amberola only).
VOL. XVIII. NO. 4
SINGLE COPIES, 16 CENTS
PER YEAR. TWO DOLLARS
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, April 15, 1922
The test-known Irademark in the world
designating the products of the\5ctor Talking Machine Co.
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 3, 1879.
THE TALKING MACHINE WORLD
ei cicieie id ic leioto ic id ig i e i« i o tm icie i © 10 i o 10 10 i« 10 ic io r© ac leioi DioioiGioioicicioifiioieieicir
A Phonograph Built
to &//
The selling policy of Sonora begins in the factory. It consists
of concentrating the whole force of our organization on making a
phonograph only — a phonograph that reflects the pioneering genius
and workmanship of Sonora's skilled artisans, and imparts a tone
quality heretofore believed impossible.
Hence it follows that Sonora draws out the utmost from all
records — indeed, the better the record the more incomparable is
Sonora's rendition — a fact which, more than all other Sonora advan-
tages, makes Sonora possession a source of pride to the owner, and
the Sonora franchise a prize worth having to the dealer.
The refinements of the new Sonora
models, truly astonishing, will make
your selling task easier. Write for
particulars regarding a Sonora
Agency.
•onora $5fjonograpfj Company, 3fnc.
GEO. E. BRIGHTSON, President
NEW YORK : 279 BROADWAY
Canadian Distributors: I. Montagues & Co., Toronto
Tin! I ONSTGUJJMUNIY ©IF QUMJW
onor,
The Highest Class Talking Machine
in the World
The Talking Machine World
Vol. 18. No. 4
INTERDEPARTMENT COOPERATION
Talking Machine Departments in Stores Where
Varied Lines Are Handled Can Boost Sales
Through the Aid of Other Departments
Many departments and general stores are now
handling talking machines and the majority of
them have installed departments of an up-to-date
character. Stores of this nature have an un-
rivaled opportunity for boosting the sales of talk-
ing machines and records through the co-opera-
tion of members of other departments on the
same floor. For example, if the art department
is on the same floor with the talking machine de-
partment it is a comparatively easy matter for the
salesmen of that department to induce the pur-
chaser of art objects to step into the music
department and inspect the line of machines
handled and to listen to records. The talking
machine salesmen can reciprocate by drawing the
attention of customers to the other departments
on that floor or elsewhere in the building.
EDMUND C. DOEL WITH WURLITZER
Becomes Manager of the Victrola Department
of Prominent New York Establishment
Edmund C. Doel has been appointed manager
of the Victrola department of the Rudolph
Wurlitzer Co., 120 West Forty-second street,
New York, as successor to Herbert A. Brennan,
taking charge March 20. Mr. Doel went to
his present post from the Yonkers establishment
of Landay Bros., of which he was manager. He
was previously manager and designer of the
Sonora Melody Shop, of Pittsburgh, and for
five years was with Frederick Loeser & Co.
in Brooklyn as manager of the music and Vic-
trola departments. His record emphasizes ex-
perience and ability in the domain of talking
machine merchandising.
JOINS PEARSAJLL^SALES STAFF
H. Harrison Nye Will Cover Eastern New York
and Pennsylvania for New York Jobbers
The Silas E. Pearsall Co., New York, Victor
wholesaler, has announced the addition to its sales
slaff of H. Harrison Nye, who was formerly man-
ager of the Victor department of the Outlook
Co., Providence, R. I. Mr. Nye, who has been
identified with the Victor trade for a number . of
years, is visiting the trade in eastern New York
and Pennsylvania and co-operating with the Pear-
sall clientele to excellent advantage.
OPENS NEW STORE IN COLUMBUS
Columbus, O., April 4. — George T. Cooper, for
the past eight years identified with the Goldsmith
Music Store in the Victrola department, has
opened a talking machine store at 2361-2363 West
Broad street. The store will handle a complete
line of Brunswick machines and records. Mr.
Cooper is a man of long experience in selling
phonographs and the shop should prove one of
the most successful in the downtown district,
owing to his enterprising methods.
New York, April 15, 1922
HENRY MOELLER GENNETT ARTIST
Distinguished Tenor Soloist Will Record for
Gennett Exclusively — Has Large Army of Ad-
mirers in New York and Throughout Country
The Gennett record division of the Starr Piano
Co. has just announced that it will soon have
new records of songs by Henry Moeller, the well-
known concert artist, now exclusively Gennett.
His "At Dawning," which was released in March,
received a great response among Gennett record
Henry Moeller
lovers. His songs will appear under the Gennett
green label and the Starr Piano Co. feels it
has made quite an addition to the Gennett list
in securing him.
Henry Moeller, whose voice is of unusual
sweetness and quality, has filled engagements
with the New York Symphony Orchestra and
oratorio societies, and at present is tenor soloist
of the world's largest Congregational Church in
Brooklyn, N. Y. Wherever he has appeared in
concert work the press has spoken in high term?
of his musical ability. With his extensive favor-
able repertoire and his masterly interpretations
it is believed by the Starr Piano Co. he will be
received with a great deal of enthusiasm by pa-
trons of Gennett records, and his next songs are
being looked forward to with very much interest.
Two of these, "A Dream" and "The Rosary,"
will be released on a ten-inch record, and "Good-
bye" and "When My Ships Come Drifting Home"
will be the twelve-inch size.
Have you noticed that the man who is con-
sistently advertising rarely talks about com-
petition? You will find on investigation that he
is too busy serving his customers to give any
time to gossip.
Price Twenty-five Cents
OUR EXPORTS OF TALKING MACHINES
Imports of Talking Machines and Records Show
an Increasing Tendency, With Exports Mak-
ing a Poor Showing — Some of Our Buyers
Washington, D. C, April 4.— In the summary of
exports and imports of the commerce of the
United States for the month of January, 1922
(the latest period for which it has been com-
piled), which has just been issued, the following
figures on talking machines and records are
presented:
The dutiable imports of talking machines
and parts during January, 1922, amounted in
value to $72,478, as compared with $50,655 worth
which were imported during the same month
of 1921. The seven months' total ending January,
1922, showed importations valued at $338,730,
as compared with $474,920 worth of talking
machines and parts during the same period of
1921.
Talking machines to the number of 2,230,
valued at ^87,233, were exported in January,
1922, as compared with 6,194 talking machines,
valued at $281,925, sent abroad in the same
period of 1921. The seven months' total showed
that we exported 18,174 talking machines, valued
at $828,470, as against 53,467 talking machines,
valued at $2,369,766 in 1921.
The total exports of records and supplies for
January, 1922, were valued at $77,644, as com-
pared with $222,498 in January, 1921. The seven
months ending January, 1922, records and acces-
sories were exported valued at $1,012,687; in
1921, $1,919,489.
The countries to which exports were made in
January and the values thereof are as follows:
United Kingdom, $2,164; Canada, $33,883; Central
America, $6,595; Mexico, $8,837; Cuba, $1,531;
Argentina, $2,163; Chile, $3,632; other South
American countries, $4,198; China, $550; Japan,
$6,378; Philippine Islands, $1,555; Australia,
$6,938; other countries, $8,809.
NEW YORK FIRM INCORPORATES
The Metal Recording Disc Co., of New York
City, has been incorporated under the laws of
New York State for the manufacture of talking
machines. The firm, which is capitalized at $200,-
000, was incorporated by L. E. Dresser, E. E.
Ennison and A. B. Heermans.
SUFFER HEAVY FIRE LOSS
The Howard Furniture Co., Port Huron, Mich.,
Brunswick and Edison dealer, was practically
wiped out when a disastrous fire swept its store
recently with a loss estimated at $50,000. It
has opened a temporary branch store. Plans
for the future have not been fully decided.
NEW JERSEY CITY STORE OPENED
Jersey City, N. J., April 1.— An attractive new
music store has been opened at 491 Central street,
this city, by Herbert A. Sylvester and Frank S.
Cascia. Sonora and Vocalion machines are fea-
tured and, in addition, a complete stock of pianos.
AW, WHAT'S THE USE? @ western Newsp^r' union And He Looked Like Such a Good Prospect
See second last page for Index of Articles of Interest in this issue of The World
4
THE TALKING MACHINE WORLD
April IS, 1922
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I Honesty of Statement a Vitally Important [
I Asset in Salesmanship Domain s
By W. Braid White 1
..T IMhI i i^r, l.iMlil.M Ll.ii,.M; Mn iil 1 1 1:1 <i:iH,lll,i:i.::il .LI.I.KIlMiillil.
"The salesman must be honest — he must not
lie about the goods to make a sale."
This is a very plain, not to say blunt, statement.
It is extracted from an article on salesmanship
which appeared in the February number of The
Talking Machine World. That statement was
intended to be plain and blunt. It was also in-
tended to convey a simple, well-known truth.
Furthermore, it was intended as a basis for fur-
ther discussion, some of which is here presented.
It we put aside polite fictions and bring our-
selves down to concrete truth, we shall mostly be
willing to admit that a good deal of selling is con-
ducted on a basis not highly ethical. That is to
say, when it comes to a pinch there are many
salesmen who cannot, and therefore do not, re-
sist the temptation to color their facts, to distort
inconvenient truths into favorable half-truths and
generally, perhaps, in manner more than in words,
to convey a subtly false impression calculated
to make the prospect believe something that is
not so. A great deal of retail selling is done in
this way and no one who knows the facts will
deny the indictment.
Lying Is Intolerable
Now, the point to be insisted on is that lying,
no matter how subtle, no matter how mild, no
matter even if it be to all intents and purposes
"harmless," is in reality a fatal habit and there-
fore not to be countenanced by a salesman who is
loyal to his house and to the goods he sells.
Lying is not to be tolerated by any house which
expects to build for itself a permanent reputation.
As a matter of fact, houses which have already
built for themselves permanent reputations do dis-
courage, and discourage as sternly as possible,
all manner of misrepresentation among their
salesmen. But salesmen themselves are sadly
prone to forget these salutary regulations and to
fall into the loose and easy habit of saying what
they think the customer hopes is true rather than
what is actually true.
The Talking Machine Needs Only Truth
Let us consider a practical example. The
whole art of sound recording and reproducing
upon which the talking machine is built is in
itself so wonderful, so important and so useful
to the world that even if it were far more crude
and imperfect in its contemporary development
than it actually is, after making all allowances,
it would still be far above any necessity for mis-
II
representation, even if misrepresentation were,
or ever could be, justified. There is no need to
tell about the talking machine or its records any-
thing but the truth.
Yet one hears salesmen telling what is not the
truth over and over again, mainly because they
hope to make the prospect more pleased than he
or she otherwise might become, or because they
anticipate some objection and hope to stop it
before it has been uttered. It is, for instance, not
at all necessary to pretend that any given con-
struction of an incidental part has anything vital
to do with tone production. In actual fact it is
well known that the general methods of tone
B The Business Confi- M
U dence Established Be- j|
B tween Seller and Buyer B
!| Is the Sheet Anchor B
B of Trade Prosperity m
conveyance from disc to atmosphere depend on
fixed acoustical principles and are therefore essen-
tially identical in all machines. There are inci-
dental differences, of course, some of which are
justified by the tonal results and others of which
are apparently quite futile. It is not easy unless
one be an expert, as most salesmen are not, to
explain these technical points clearly and without
exaggeration or misstatement. The honest sales-
man will be much better advised in leaving them
strictly alone.
The Futility of Technical Talk
And there is another reason for saying this.
The object of all such talk is to persuade the
prospect that the machine offered is technically
better than others. But the prospect does not
really care a hoot, as the saying is, about tech-
nical points. If he is not told about them he will
not care anything about them, for they are not
matters of general knowledge and, in fact, are
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often, if not nearly always, very obscure. The
prospect wants good music and a reliable mechan-
ism that will neither cost too much nor get out
of order under use. Give him or her that much
and all is well. Nothing more is asked for. There-
fore why bother to invent elaborate technical or
quasi-technical talk, most of which is incorrect
and all of which, rightly considered, must be
barred as misrepresentation, since it cannot pos-
sibly be made clear to the untutored mind of
the average prospect?
What the Prospect Wants
To put it in another way, the mind of the pros-
pect ought not to be disturbed, upset and muddled.
That prospect wants music. The salesman's job is
to see that the prospect hears, under proper condi-
tions, the music he or she wants to hear, until
that prospect has satisfied himself or herself that
the machine and the records together will de-
liver to him or her at home the musical pleas-
ure, which is the object of the purchase. The
question of the machine's technical points would
be a pertinent question if all buyers of talking
machines and records were technical experts. In
the automobile field almost every person now-
adays who goes to look at a car (and this in-
cludes both men and women) knows something
about a car. Engineering talk is therefore quite
in order, for most people know what it means
when it is indulged in. On the other hand,
in acoustical and musical matters, there is so
much room for controversy and the boundaries
between fact and fancy are so vague that it is
easy to say almost anything that does not ac-
tually sound like nonsense and "get away with
it." Yet nothing could be more dangerous.
For when one starts to lie there is no end to
the process. One does not know when or where
to stop and goes on until one is found out. And
then the reputation of^the house has received a
blow from which it may not easily recover.
A Rule of Conduct
Business confidence established between seller
and buyer is the sheet anchor of prosperity.
Sell music, forget talk points, emphasize the
house's reputation for fair dealing and for taking
trouble to satisfy the customer. Avoid mis-
statements then. Make no single promise that
cannot be redeemed. Leave not a single loop-
hole for a complaint after the sale is made.
These should be the salesman's rules of conduct.
THE TALKING MACHINE'S HELPMATE
INCREASED SALES
Nyacco albums mean increased sales not
only in albums but in records as well. The
superior quality of Nyacco albums insures
entire satisfaction to your customers and
encourages them to buy more of the same
kind.
Increased album sales mean increased
record sales.
The Only Loose-Leaf Record
Album on the Market
Let Nyacco albums increase your sales.
Quotations and Prices on Request.
New York Album & Card Co., Inc.
NEW YORK
23-25 Lispenard St.
A. W. CHAMBERLAIN
New England Factory Representative
174 Tremont St., Boston, Mast.
CHICAGO
415-417 S. Jefferson St.
April 15, 1922
THE TALKING MACHINE WORLD
5
Victor supremacy
is the supremacy
of performance
The Victrola stands alone. It
meets the supreme test of music
— and of business, as every dealer
in Victor products knows.
Victor Wholesalers
Victrola VI, $35
Mahogany or oak
Albany, N. Y Gately-Haire Co., Inc.
Atlanta, Ga Elyea Talking Machine Co._
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams Co., Inc.
Buffalo, N. Y.
.Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, 111 Lyon & Healy
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. H . . . . Bergstrom Music Co., Ltd.
Houston. Tex The Talking Machine Co. of
Texas
Indianapolis, Ind ... Stewart Talking Machine Co.
Jacksonville, Ila..The French Nestor Co.
Kansas City, Mo J. W. Jenkins Sons Music
Co.
The Schmelzer Co.
Los Angeles, Cal. ... Sherman, Clay & Co.
.Memphis, Tenn 0. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn . . Beckwith, O'Neill Co.
Mobile. Ala Wm. H. Reynalds
Newark, N. J Collings & Co.
New Haven, Conn. ..The Horton-Gallo-Creamer
Co.
New Orleans, La.... Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Oklahoma City,
Okla Oklahoma Talking Machine
Co.
Omaha, Nebr Ross P. Curtice Co.
Mickel Bros. Co.
Peoria. Ill Putnam-Page Co., Inc.
Philadelphia, Pa.... Louis Buehn Co., Inc.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay &-Co.
Richmond, Va The Corley Co., Inc.
Rochester, N. Y....E. J. Chapman Co.
Salt Lake City, C.The John Elliott Clark Co.
San Francisco, Cal. .Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Svracuse, N. Y W. D. Andrews Co.
Toledo. O The Toledo Talking Machine
Co.
Washington, D. C. .Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer
Victrola IX, $75
Mahogany or oak
Victrola No. 90, $125
Mahogany, oak or walnut
Mahogai
Victrola
Victrola No. 130, $350
Victrola No. 130 electric, $415
any or oak
REG U S PAT. OFF.
"HIS MASTER'S VOICE
Important •. Look for these trade-marks. Under the lid. On the label.
Victor Talking Machine Company
Camden, New Jersey
6 THE TALKING MACHINE WORLD April is, 1922
piiiiiiiuiiiiiiiiiiiiiiiiiiiiii
I Constructive Pointers on the Development I
I of the Instalment Department by j. e. Parsons |
liiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiii
The instalment plan has grown to be an im-
portant part of the talking machine business and
many establishments make a greater percentage
of their sales in this way than on the cash basis.
Now, it would seem that where so much trouble
is taken to gain the patronage of this class of
customers an equal effort should be made by the
management to retain their friendship with an
eye to future business, but in many instances
such is not the case.
Following the opening of an account and the
purchase of a machine the customer comes in
contact with the collector or the cashier of the
firm more than with any other member of the
business; therefore, it would seem that these two
employes should be selected with particular care,
mainly because they possess those qualities of
personality and courtesy which naturally appeal
to the average customer and enhance the prestige
of the firm. A man or woman acting in the
capacity of cashier who handles the payments
of customers has a wonderful opportunity of
making friends and increasing the business of
the firm. On the other hand, if the cashier or
collector acts in a condescending manner when
coming in contact with these people incalculable
harm is being done to the business and the
friendship of a customer with all that it means in
the way of future sales has in all probability been
irretrievably lost.
The post of the person coming in contact with
these customers is equally as important, if not
more so, than that of the salesman, and the per-
son selected for the position should not only
possess a courteous and amiable disposition and
a pleasing personality, but should also have some
real sales ability.
In order to make the necessity for the above
qualifications clear, let us analyze by a concrete
example their value to the firm. John Jones
buys a talking machine on the instalment plan
and each week or month, according to the ar-
rangements made at the time of the purchase, he
comes to the store to make a payment. He
walks up to the desk where the payment is to
be made and he is greeted by name, cheerfully
and with a smile, and he is asked to sit down.
While the payment is being made the cashier,
who should be familiar with the record stock,
suggests new numbers which are proving popu-
lar and requests that he listen to several of
them. If the customer is interested the cashier
turns him over to the care of a salesman, who
conducts him to a booth where the selections
mentioned will be played. This plan not only
results in sales but it implants in the mind of
the customer the conviction that he is looked
upon as a friend by the company, and if he does
not make a purchase at the moment he will
surely do so when he does decide to buy records.
When the contract has been signed and the
machine delivered it is up to the management to
see that the customer stays sold, and the cashier
can be of material assistance in this direction.
Many people purchase a new machine and find
after using it a short time that minor troubles
develop. When such is the case the customer
often asks himself whether he received his
money's worth and he develops an attitude of
suspicion towards the store where the purchase
was made. This can be overcome by the cashier
by simply asking the customer when he makes
his payment if the machine is rendering good
service, and if some trouble has developed either
instruct the purchaser how to overcome the diffi-
culty or send someone to make the necessary
adjustments.
In most establishments where there are in-
stalment accounts the cashier either is behind a
screen or looks out at a customer through a
small window, takes the payment in a silent, im-
personal and sometimes grouchy manner, passes
out the receipt and the customer goes away feel-
ing that he has intruded in entering the store.
Sometimes, also, under this arrangement patrons
are forced to wait in line before they receive
attention, and the business is transacted in a
semi-public manner which is distasteful to the
average man or woman.
A small private office for the cashier will
overcome these difficulties and at the same time
furnish the means of closer personal contact. A
bench or several comfortable chairs may be
placed along the outside of the office for the
comfort of patrons while they await their turn.
The expense of making these arrangements will
be amply repaid by the increased sales and the
development of that type of customer who does
business with only one store.
DRUG COMPANY FEATURES MUSIC
Monterey, Cal., April 1. — The Palace Drug Co.,
Victor and Brunswick dealer here, has consider-
ably enlarged the space devoted to its music
department by adding another large room for the
display of talking machines, pianos, player-pianos
and music rolls. The department, which is under
the capable management of Verita Young, is en-
joying a steadily growing business and is now an
important feature of this well-known establish-
ment.
This Sign Will Sell Albums
Album Sales Mean Record Sales
the Album
We have designed the above sign to assist you in
merchandising albums. Album sales mean record sales,
for albums are purchased to hold records, not to stay
empty.
This sign is multi-colored and will be a welcome
addition to your window display. We are distributing
them free of charge. Order as many as you can use
from your jobber or advise us and we
will gladly send you a supply.
Peerless Album Company
Phil Ravis, Pres.
636-638 Broadway
New York
Boston Representative
L. W. HOUGH, 20 Sudbury St.
San Francisco Representative
WALTER S. GRAY CO., 942 Market St.
April 15, 1922
THE TALKING MACHINE WORLD
1
Victor supremacy is the
supremacy of performance
Victrola IV, $25
Oak
Victrola No. 80, $100
Mahogany, oak or walnut
Victor supremacy is
not a promise of some-
thing hoped for, or
something which may be
realized. It is an estab-
lished fact. A thing of
definite value to every
dealer in Victor products.
Victrola VIII, $50
Oak
Victrola No. 130, $350
Victrola No. 130, electric, $415
Mahogany or oak
Victrol
REG. U.S. PAT. OFF.
"HIS MASTER'S VOICE"
Important •. Look for these trade-marks. Under the lid. On the label.
Victor Talking Machine Company
Camden, New Jersey
8
THE TALKING MACHINE WORLD
April 15, 1922
(Registered In the U. 8. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
J. B. Spillane. 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager
Trade Representatives: A. F. Carter, Wilson D. Bum, C. Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tighe, Scott Kingwill, A. J. Nicklin
Western Division: Republic Building, 209 So. State Street, Chicago, 111. Telephone,
Wabash 5242
Boston: John H. Wilson, 324 Washington Street
London, Eng., Office: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada.
$3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, APRIL 15, 1922
DEVELOPING SALES PLANS AND METHODS
THE many movements in the talking machine trade recently for
the purpose of developing sales plans and methods by manufac-
turers and wholesalers for the benefit of the retailer serve to refute
the charge occasionally made that talking machine interests have not
developed the selling instinct through lack of necessity. In various
sections of the country recently there have been held conferences by
wholesalers and retailers with salesmanship as the dominating 'topic,
and, although statistics regarding the results of these conferences
are not available, it is quite evident that any effect they may have
cannot help but be beneficial. It may be true that for a number of
years the talking machine interests have not been called upon to do
any very strenuous selling owing to the fact that the demand kept
well ahead of the production, but that condition did not interfere
with the development and maintenance of sales organizations and
sales systems that have proven very practical.
There are probably throughout the country many retailers who
are not inclined to take full advantage of the suggestions offered by
manufacturers, wholesalers and their representatives, and it is likely
that these retailers are suffering as a result. That two heads are
better than one applies to talking machine selling as well as to other
problems, and the suggestions offered by manufacturers and whole-
salers, based either upon the experience of successful merchandisers
or upon the results of sales conferences, are in every particular prac-
tical. For the retailer who must sell and wants to sell they offer a
means of getting results quickly and without costly experimenting.
Those who study retail conditions and the efforts put forth by-
dealers to boost business, however, are inclined to wonder if many
channels for sales promotion work are not overlooked. As an experi-
ment, recently, seven records were purchased in seven different
stores in New York City and in no instance was the customer's
name asked for the mailing list, and in only one instance was a sug-
gestion made as to other records on the current list or catalog that
might have a particular appeal. Perhaps the selection of records
from the current popular list may have failed to give the salesman
any lead as to the customer's taste, and although he got courteous
service it was only in connection with the record he asked for and
bought. This must not be accepted as an indictment of retailers
generally, but it does indicate that there are too many who are
inclined to accept immediate sales without looking to the future.
EVIDENCE OF BUSINESS BETTERMENT GROWS
DURING the past month there have been many evidences of in-
creasing prosperity and business stability throughout the coun-
try. The most competent judges of the situation are a unit in the
opinion that dull times are now behind us and that we are marching
into the sunlight of better business. This has been manifested in
multitudinous ways, and consequently there is a decided feeling of
optimism regarding the future.
With the exception of New England, where there are some labor
disturbances in the textile mills, the reports of the leading States show
an increasing employment of labor, while the steadily advancing
value of farm products is of great importance to merchants in every
line of business, for the appreciation in prices of the products of the
farm means a corresponding increase in the ability of the farming
element to buy those things that go to make for culture and better
living. There are those who are inclined to decry the paternal
attitude toward the farming element shown by the Government, the
result of strong action brought by the agricultural interests rather
than through any voluntary goodness of heart. Whatever burden
may be placed upon the business men of the country through loans
made to farmers and to other movements for the benefit of the
agriculturist, however, is likely to be more than offset by the increased
stimulation of general business. A hog may not be a very impressive
animal, but when his value to the farmer doubles he is likely to mean
more sales of musical instruments.
There is business being done in this country right now — business
that in some sections mounts up to substantial and satisfactory
figures — but this condition exists only among dealers who have put
into their selling campaigns more energy than some of them believed
possible a year ago. Members of the industry who have covered the
country thoroughly during the past few weeks, not alone to sell goods
at wholesale but to study conditions, came back with the report that
they found business where it was least expected and in practically
every instance it was because the dealer, or group of dealers, had
gone back to the methods of selling that call for extensive canvassing
and intensive following up of prospects.
TAKING ADVANTAGE OF THE RADIO CRAZE
THE question of the radio and its development still appears to be
very pertinent to the talking machine trade, for, whether it is a
fad or not, the installation of radio equipment is progressing and the
interest in broadcasting services is growing. There is no question
but that the radio craze can be turned to advantage by talking machine
men in a number of ways, particularly in the matter of getting
publicity for their products through broadcasting the new records.
A large number of dealers have already tried the experiment of
broadcasting the monthly record releases and the response has been
satisfactory. In one case a music house received inquiries regarding
records broadcasted from distances of from 500 to 1,000 miles.
Broadcasting service, however, just now is more or less disorganized
and it cannot be expected that the wireless companies are going to
render this service without charge indefinitely or that the prominent
artists or musical organizations are going to give their services
without charge once the novelty has worn off. In fact, the broad-
casting service promises to develop into a pay-as-you-go proposition,
the wireless companies paying for the services of the artists and
those seeking publicity in turn paying for the radio service.
The unfortunate angle seems to be that the use of talking ma-
chines and records in broadcasting has centered attention upon them
and the radio enthusiasts who voice their opinion through the
public press, almost without exception, make comparisons with the
talking machine, and in many cases flamboyantly predict that "the
radio will replace the talking machine eventually as a means for
musical entertainment in the home." This is a ridiculous assertion
and weakens any argument radio advertisers or advocates may make
in calling attention to their product. Fortunately, the thinking mem-
bers of the industry have not become panicky over the situation and
the consensus of opinion has been, and is, that the ability of the
talking machine owner to arrange his musical programs according
to his own desires through the medium of records and to have the
kind of music he wants and when he wants it, will insure the per-
manency of the talking machine regardless of how radio service
develops.
Meanwhile, the hooking up of radio to the talking machine is
April 15, 1922
THE TALKING MACHINE WORLD
9
not likely to do any great harm to this industry, in fact, for some
time at least it is likely to prove of benefit. The broadcasting of
news has not interfered with the sale of newspapers, nor should the
broadcasting of music interfere with the sale of musical instruments.
WHY MUSIC WEEK SHOULD COMMAND SUPPORT
THE Music Week idea has unquestionably done much in a con-
structive way to advertise music — to emphasize its importance
and essentiality to the ordinary citizen who is not inclined to give
music the consideration it really deserves as a missionary for good
and as a civilizing and cultural factor. The Music Week idea has
now developed to a point where it is nation-wide, and its develop-
ment was most clearly reflected in the State-wide celebration in
Michigan some time since.
It was in the Metropolis that Music Week had its birth, hence a
great deal of interest is being manifested in the third Music Week
celebration which is to be held in this city on April 30 to May 6.
The program is practically completed, and the committee, headed by
Hon. Otto H. Kahn as honorary chairman, is doing very effective
work. The success of the two previous Music Week celebrations in
New York made a deep impression on those who, for one reason or
another, are keenly interested in music, its exploitation and its ad-
vancement. Judging from the interest being displayed in the coming
Music Week, it is evident that a larger number of people than ever
before are realizing the tremendous value of this campaign as a
means of stimulating activity of a practical kind in the cause of
music.
The talking machine trade, in fact, the entire music industry,
should be keenly alive to the possibilities that center in this Music
Week program and should manifest an active and enthusiastic par-
ticipation to the end that the coming Music Week should transcend
all previous celebrations, not only in its scope but in achievement of
substantial results.
It is not a time for the music profession, the music trade, or any-
body interested in music as an uplifting factor, to overlook its
importance and value. The cause is a noble one and a big, hearty
spirit of co-operation should be manifested. Talking machine men
should prepare definite programs for the week. Through their adver-
tising, through their windows, and through their personal letters, and
by every other means, they should sell the Music Week idea, and in
this way inspire a new interest in the value of music in the com-
munity.
From a purely selfish standpoint, this move is wise because it
will act as a stimulus in reviving business and awaken the general
public to the value of music in the home. Therefore, let us all get
together to make this occasion worthy of New York and worthy of
everybody who loves music and who is working for its advancement
in America.
CREDIT MEN KEEP TAB ON INSTALMENT SALES
A LARGE number of New York retailers engaged in selling on
instalments, including piano and talking machine houses, as
well as dealers in furniture and other articles, have organized a
bureau under the auspices of the Associated Retail Credit Men of
New York City, Inc., for the purpose of exchanging information re-
garding instalment purchases, and the move appears to be one in the
right direction.
The new bureau will not confine itself simply to checking up
first credits, i.e., giving information regarding the ability of the
customer to pay a certain fixed sum weekly or monthly, but it will
be utilized primarily to check up his other instalment obligations, a
point that has been realized for many years, but regarding which
definite action has not been taken before.
A man making $200 a month may be considered a fairly good
risk on an instalment account calling for the payment of $10 a month,
but if that same individual has gone and obligated himself to pay
similar sums to a half-dozen other houses for goods purchased,
then he does not represent a good credit risk. It is along this line
that the new bureau is working and its progress should be watched
with interest by those that sell on instalments in other cities of the
country.
It is a more or less new departure in credit service, but it
gives added protection and by providing for the interchange of
information saves the individual dealer a heavy expense that would
otherwise be incurred by his credit department in checking up each
account separately.
Til
PEAQSALL I fo^/P^
SERVICE 5TAT1QM ]
mm
You can't judge real
Victor Service until you
have used Pearsall's.
Ask any Victor Dealer — he will tell you
"Desire to Serve Plus Ability"
10 EAST 39th ST.
NEW YORK CITY
SILAS E. PEARS ALL COMPANY
10
THE TALKING MACHINE WORLD
April IS, 1922
llllllllil
Arranging a Patriotic Program and Window
Display for Decoration Day
By W. Bliss Stoddard I
pMiiiiiiiiiiiiiiiiiiiim
Memorial Day now comes with an added sig-
nificance, for not only are the heroes of 1861
commemorated, but the brave boys who fell in
France in the great world war. The flag they
fought to save has always been regarded as the
most appropriate symbol for the Boys of '61, so
the American Legion has adopted for its de-
parted brothers the scarlet poppy, taken "From
Flanders' fields where poppies bloom."
There are very few lines that can be advertised
with good taste on Memorial Day, and in most
instances it will be found more effective to have
simply a patriotic trim. But there is always one
line that can be played up to good advantage,
and that is talking machines and records. Stir-
ring martial music and hymns of thanksgiving
for peace will be rendered in thousands of homes,
so it is entirely proper to suggest the purchase
of talking machines or records for the 30th of
May.
The Lion Co., Toledo, O., gave a regular pa-
triotic concert the Saturday preceding last Me-
morial Day. They distributed to all a program
bordered with red and blue, and had previously
announced the concert in the newspapers. The
program was divided into three parts, featuring
the songs of '61 — "Marching Through Georgia,"
"Tenting on the Old Camp Ground," "Rally
Round the Flag"; songs of the Spanish war —
"Down in the Harbor of Havana," "Break the
News to Mother," "Just as the Sun Went Down,"
and those of the World War — "Keep the Home
Fires Burning," "Over There," "It's a Long,
Long Way to Tipperary" and "Flanders Field."
As each record was pla3^ed on the machine the
young woman in charge of the concert gave a
short talk on the origin of the song and some-
llllll!llilllllll!lllllllilllllllllllllll!IIIH
thing of the composer. At the conclusion the
entire audience was invited to join in the singing
of "America." Copies of all the pieces played
were kept in a small cabinet near the machine
and at the conclusion salesmen were on hand to
attend to any customers who wished to make pur-
chases, and to demonstrate other patriotic rec-
ords which had not formed a part of the concert.
The}- naturally arranged a window to assist in
giving publicity to the concert, and this had a
III
■ Talking Machines and m
| Records Offer Excel- m
B lent Opportunities for J
( Interesting Patriotic |
■ Displays in Windows W
large flag covering practically all the rear wall.
In the center was a tripod formed of guns,
backed with a flag and topped with a wreath of
black foliage and red poppies, with a card "Deco-
ration Day Offer — Five Dollars Cash will place
any Victrola in your home now — Balance in small
monthly payments." Across the floor extended
a long white mat with border of red and blue, on
which a number of patriotic records were laid.
Here, too, were a number of small Victor dogs
SEND FOR YOUR SAMPLE TO-DAY
j
Mr. Victor Retailer —
Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?
We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building-Record
Brush.
YOUR ad inserted without extra charge.
KNICKERBOCKER TALKING MACHINE CO.
• Victor Wholesalers
138 West 124th St. New York City
with a card: "You have heard of the 'Dogs of
War' — Here are the Dogs of Peace." An inter-
esting collection of battle relics, helmets, field
glasses, boots, card cases, etc., were shown, as
well as the Vernon McCune Post flag presented
to the company by the Women's Volunteer Re-
lief Corps.
Several other interesting Memorial Day dis-
plays of talking machines were shown by firms in
widely separated parts of the country. The Byron
Mauzy Co., San Francisco. Cal., showed on a
platform draped with a deep blue cloth three
machines, to the central one being attached a
large wreath of glossy leaves and palm branches,
from which extended long, broad streamers of
red, white and blue ribbon. Against the plat-
form was a gilded card lettered in black: "War
Songs Are Memorials — They are preserved for
all time on Victor and Columbia records.'" Be-
hind the card was placed a couple of American
flags. At either side were records arranged in a
rack in pyramid form, back of the topmost record
in either rack being placed a pot of Easter lilies.
At one side, on the floor, was a Victrola with a
motor attachment, which rendered over and over
one of the patriotic songs, the music being wafted
through the open doorway to the crowds pass-
ing by.
Goldsmith's, Columbus, O., was another mer-
chant who featured Memorial Day talking ma-
chines. On the pearl gray wall were appliqued
eagles and shields. At one end was a talking
machine draped with a large flag, beside which
was a Victor dog and a basket of ferns and red
and white carnations. A card beside the ma-
chine suggested: "You will find many records
here suitable for Decoration Day." At one end
were several portable machines topped with small
flags, and a card suggested: "No camping trip,
outing or vacation is complete without music- —
A portable talking machine will furnish you with
all music at all times." Forming a border
around the floor were scores of the tiny Victor
dogs, used as desk weights.
Schmelzer, Kansas City, Mo., had a display that
appealed especially to those who had lads in the
American Legion. On the wall in the center
was a gilded eagle holding a red, white and blue
shield, with smaller shields on either side. Be-
low them hung the pennants in the form of
American Legion badges, while on the floor were
replicas, nearly two feet in diameter, of the
American Legion button. Bunting was draped
throughout the window.
Back to the Pacific Coast again: The Bon
Marche, Seattle, Wash., had a window backed
with a large flag. At either side were placed
Yictrolas and in the center was a pedestal draped
with a flag and topped with a gilded eagle.
Strewn over the floor were a number of patriotic
records — "America," "Star Spangled Banner,"
"God Be With Our Boys To-night" and others.
Tall cards of green lettered in gold, leaning
against the Victrolas, contained the slogans:
"Let's Keep the Old Songs Alive," "These Songs
Gave the Boys Their Fighting Spirit That Won
the War" and "You Should Have These Records
in Your Collection." A large card in the center
bore a score of martial songs and marches, and
a vase filled with red, white and blue flowers gave
a finishing touch to the display.
BRUNSWICK MUSIC SHOP OPENED
Allentown, Pa., April 1. — An attractive Bruns-
wick establishment, to be known as the Bruns-
wick Music Shop, was opened here recently at
49 North Tenth street by L. C. Clark. The room
for the display of the Brunswick line of machines
is fitted out in a modern manner and several
sound-proof record demonstrating booths have
been installed.
April 15, 1922
THE TALKING MACHINE WORLD
11
e Profits
from this-
Popular
New Idea
are Quick, Steady and BIG !!
WALTER CAMP'S "DAILY DOZEN"
Exercises on Phonograph Records Have
Taken the Country by Storm — Prove
the Fastest-Selling Record Proposition.
THE famous "Daily Dozen"
Exercises set to music on
phonograph records have
taken the buying population of the
country by storm. Everywhere you
turn there has been created a tre-
mendous demand for these exer-
cises, which are proving a sensa-
tional sales success for dealers.
Quick profits are assured — one
sale brings another, the purchaser
acting as a demonstrator to his
friends who show a quick interest
in the new idea.
Dealers the country over are re-
ceiving the benefit of our national
advertising. During the war the
"Daily Dozen" Exer-
cises were adopted by
the U. S. Army and
Navy. They were fea-
tured in the leading
magazines, such as Col-
lier's, Physical Culture, American,
Woman's Home Companion,
American Boy, Red Cross and
many others. Now the "Daily
Dozen" are set to music on phono-
graph records, with the commands
and instruction given in a clear
voice.
These Health Builders Records
are sold in sets, each set com-
prising five ten-inch double-disc
records with twelve charts con-
taining 60 real photographs and a
booklet of instruction written by
Walter Camp — the whole course
enclosed in a beautiful black and
gold album.
Sales everywhere are going big
— and the indications are they will
go even bigger. Our National Ad-
vertising Campaign brought the
Health Builder Sets in demand the
country over.
Where the "Daily Dozen" win-
dow strips are on display there you
will find the crowded shop. Keep
your store crowded — don't let busi-
ness languish for want of a novel
attraction.
Remember, the movement is
sweeping the country ! People
everywhere are showing a lively
interest in this new idea of build-
ing up health and pep by ten min-
utes' fun a day. Window demon-
strations and displays of the
Health Builder System attract
wide attention.
Be the First Dealer in Your Locality
The Health Builder System is
a quick-selling, profitable phono-
graph record proposition. Its suc-
cess is proven. Mail the coupon to-
day for sample 10-inch record, with
chart and full particulars of our
special offer. We will tell you all
about this profitable movement
that is making good everywhere.
All co-operation to boost sales
freely given. Send the coupon now
for sample outfit. There is no
obligation.
Health Builders, Dept. M
334 Fifth Avenue
New York
Health Builders, Dept. M.
334 Fifth Avenue, New York
Please send me, prepaid, one 10-inch double-disc
Health Builder Record, comprising four of Walter
Camp's "Daily Dozen," with four charts — and
your special proposition to dealers. I have the
privilege of returning the outfit.
Name . .
Address
12
THE TALKING MACHINE WORLD
April 15, 1922
iiiiiiiiiiiiiiiiiniiiiiiiiiiii^
I Increasing Sales by Analyzing Records andj
1 Playing Up the Beauty Spots by Arthur s. Garbett j
"Here's a record that ought to go better than
it does," said the dealer. "Galli-Curci's 'Maids
of Cadiz.' Can you suggest a way of populariz-
ing it?"
"Yes," answered the advertising expert, who
was a bit of a musician in his way. "Beat time
to it with a pencil."
"Huh?"
"Beat time to it with a pencil. Galli-Curci has
a fine voice; everybody admits that. But she
has also a wonderful sense of rhythm which
fewer people realize. She used to be a pianist,
remember, and possesses a fine sense of 'tempo
rubato' "
"Steady on there."
"I mean she has a delicate sense of time.
Xo stiff one-two-three, one-two-three for her.
Put the record on and I'll show you. There!
Notice how she speeds up, slows down and
always with a perfect sense of balance. It is like
a bird's flight. Even that high note at the end.
Listen !"
W hile the high note was in progress the ad-
vertising man beat a steady one-two-three, at
the average speed of the music. He did this
four times. On the word "one," beginning the
fifth measure, the singer's voice sank down to
the key-note in the most charming way.
"There! You see. She wasn't holding that
note till she ran out of breath, the way some
of them do. She was perhaps unconsciously
counting time all the while and gave the note
a perfectly proportioned rhythmic period. More-
over. "
" 'Nough said, old man. Thanks for the tip."
That same idea can be applied to a great many
records, but not to all. There are some artists
IIIIIIIIIIIIIIIIIIWIil
specially gifted in rhythmic expression. Galli-
Curci is certainly one of them and Fritz Kreis-
ler is another. The late David Bispham had it,
too, and much of the power of his "Danny Dee-
ver" is due to the "punch" he puts into the
rhythm of it. There are few records of the same
number which have that quality to so high a de-
gree— none known to the writer.
As a matter of fact, interpretative artists vary
■ There Is a Story Con- H
I nected With Every Se- m
H lection Which Can Be [
U Turned Into Profit by §j
■ the Clever Salesman ■
enormously in their rhythmic faculties. Many
of them seem to specialize on tone-quality to such
an extent as almost to ignore the rhythmic side
of the art. Names cannot be mentioned with-
out suggesting comparisons of an odious kind,
but a case can be given of an artist who has
plenty of rhythmic sense, yet in whom the tone-
quality is perhaps preponderant. That is Mischa
Elman. Few violinists will deny that for rich-
ness of tone-quality he is unequaled. The "pen-
cil test." however, will reveal that in his desire
1IIIIIIIIIIIIIIIII1IIIIIIIIIIIIIIIIIIIIIII1IIIIIIIIIIIIIIIIIIIIIIIIM
to make the most of the tonal qualities of a piece
of music he sometimes stretches out the rhythmic
proportions in a way peculiar to himself. Com-
pare his record of "Humoresque" with that of
Fritz Kreisler (also a master of lovely tone-
quality). There is a marked difference in the
rhythmic conception. Elman draws the piece
out like a love-song, while Kreisler treats it
lightly, crisply. The choice between the two
is purely a matter of taste, but it certainly will
do the salesman no harm to be able to point
out the difference to a customer without neces-
sarily giving his own opinion on the matter.
Every salesman will admit that a record sells
better if the piece has a "story" which he can
tell the customer. Not many compositions have
"stories" attached to them. Few salesmen real-
ize, however, that to a man with alert ears,
every record has a "story" of its own ger-
minating from the music itself, or resulting from
the artist's interpretative methods. Half the bat-
tle in selling a record is to get the customer
interested in listening for something that he can-
not help noticing when it is pointed out to him,
but which he cannot readily find for himself
without aid.
"That's fine dope," says the salesman, scorn-
fully. "All you need to put it into practice is
four years in a music conservatory and a few
more as a music critic on a newspaper!"
Not a bad equipment for any phonograph sales-
man, that. But not absolutely essential. All
that is really needed are a sharp pair of ears and
a little practice in analyzing the sounds or the
rhythms heard. The principle is really the same
as that used by a Boy Scout in training his
(Continued on page 14)
THE EMPIRE UNIVERSAL TONE ARMS
Will Give Your Product Individuality That Will Greatly Strengthen Its Selling Force
Bail-Bearing Tone
Arm and Reproducer
Made in Two Lengths :
8" and 9"
We invite a personal test. There is
nothing more convincing. Order a
sample arm and test it out. It will
win you on merit only. Our prices
are low and the quality second to none.
Write or wire us for samples and quo-
tations and give us an outline of your
requirements.
Pivot Base Tone Arm
and Reproducer
Made in Several Lengths.
THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.
Established in 1914
Manufacturers of High-Grade Tone Arms and Reproducers
W. J. McNAMARA. President
April 15, 1922
THE TALKING MACHINE WORLD
13
PHONOGRAPH
Q7i« Aristocrat of Phonographs
Widdicomb Console Phonographs in Period Styles are
faithful interpretations of the best designs of the old
masters of the art of mood-fashioning. The artistic
cabinet designs and finish are the handicraft of an organi-
zation ishich for three generations has enjoyed a reputa-
tion for leadership as designers of fine furniture.
Widdicomb console models have many distinctive features
of design. Chief among these are divided top, partitions
for albums, automatic stop and patented lone control. The
Widdicomb plays all records. All Widdicomb models
are note selling at pre-war prices. New prices range
from $90.00 to $260.00.
Why discriminating buyers
SHERATON
MODEL &
choose the Widdicomb
"DEOPLE of taste and refinement select
the Widdicomb as their phonograph
for two reasons:
First — Because of its unusual tonal qual-
ities and its surpassingly faithful repro-
duction of every subtle mood and varied
expression of the artist, whether vocal or
instrumental.
Every note of the chromatic scale from the
high, clear tones of the upper register to
the deep, rich bass notes, is given just the
proper emphasis, without metallic harsh-
ness or "blasting."
Second — Because the Widdicomb is an
exquisite article of period furniture, fitted
to take its place harmoniously — really to
"belong" — among the furnishings of the
most tastefully appointed home.
Into Widdicomb cabinets is built the ex-
perience of three generations of master
craftsmanship in the building of fine furni-
ture.
To a few merchants who are really inter-
ested in attracting a discriminating class
of trade, the Widdicomb franchise offers a
real opportunity to stimulate sales and to
increase prestige.
Write for complete catalog of Widdicomb
phonographs and information regarding
the Widdicomb franchise. Learn for your-
self the sales possibilities of the Widdicomb.
THE WIDDICOMB FURNITURE CO.
Grand Rapids, Michigan
Fine Furniture Designers Since 1 865
14
THE TALKING MACHINE WORLD
April IS, 1922
RECORD ANALYSIS INCREASES SALES
(Continued from page 12)
eyesight. A Boy Scout is taught to look into
a store window containing many small objects. He
looks into the window for perhaps thirty seconds
and at the end of that time closes his eyes and
specifies just how many things he saw, describing
them as nearly as he can remember. At first he
makes many mistakes, but he soon develops
astonishing skill.
Precisely the same thing can be done with a
record, save that one uses ears instead of eyes.
It doesn't make the slightest difference whether
the piece is popular jazz or a classic.
Take, for instance, such a number as "O, Sole
Mio," which everybody "knows," or thinks he
does. How many sales people are aware that
there are two rhythms employed in this piece :
one in the melody, the other in the accompani-
ment? Whenever the melody has a long note,
as on the word "mio," the accompaniment is
busy, and when the melody is divided into short
notes the accompaniment has long ones.
Surely this would give the unobservant cus-
tomer a new interest in a song he has heard over
and over again.
A tremendous possibility of opening up fresh
interest in even a jazz number is by noticing
details of the orchestra and pointing them out
to the customer. For instance, a year or so ago
"Whispering" was all the rage. There were
dozens of records issued, but no two were alike,
owing to the great variety of instrumentations
employed. In this number, as in all popular num-
bers, the principal melody was repeated, but
usually a different group of instruments was
used for each repetition. In this respect some
records of "Whispering" offered far greater
variety than others.
How many salesmen listening to that or any
other popular favorite among the dance records
could tell just how often the refrain is repeated
and just what instrument or group of instru-
ments is employed at each repetition? Ability
to do this very simple thing means ability at any
time to get and to hold the customer's interest.
Not only does such analysis make the popular
best seller of the moment more interesting, but
it offers an invaluable means of getting rid of
slow sellers, many of which lag in their sales
simply because neither the salesman nor the cus-
tomer knows just what to listen for.
The only danger in such a method is that the
salesman, in developing his critical faculties, may
find himself more alert to detect faults than to
find the good points. It is far easier, for example,
to detect a flat note or a bit of "bad" instru-
mentation (as when the flute sticks out far
louder than it has a right to do — which it often
does) than to find virtues. Strange as it may
seem, many a sale has been lost because the
salesman, eager to display his little stock of
knowledge, has pointed out some slight dis-
crepancy and failed to notice very obvious vir-
tues. That is simply a bad application of a good
sales principle. Look for the merits of a record,
not the faults.
While the foregoing relates specifically to the
sale of records, it applies as well to the sale
of talking machines themselves. After all, the
final test of a good instrument is the music it
reproduces, whether "jazz" or "classic." The
salesman who has learned to use his ears in
listening to a record can often find clinching
arguments which are far more impressive than
long technical discourses as to the mechanical
virtues, or the appearance of the machine he
wants to sell. If he knows a few quite ordinary
things about a violin, for instance, he can often
volunteer such information as this: "The vio-
linist is now playing on his G string — a few bars
later he will play the same passage again, but on
the D string; notice how faithfully the talking
machine reveals the difference in tone." As only
the really standard makes of machines will re-
veal fine points of this kind the salesman
promptly eliminates many of the competitive ar-
guments used by purveyors of some of the jerry-
built affairs which now clutter up the market —
remnants of the war period, when instruments
thrown together in the hurried scramble of
boom-times made their appearance and still re-
main on the market, though their makers have
gone down in the economic slump.
The development of the talking machine busi-
ness has been so rapid that there has been little
time for salesmen to study the fine points of the
game. From now on, however, every salesman
is up against increasing competition. Not only
are there more makes of reputable machines on
the market, but there are more dealers and sales-
men. The odds are on the man who uses his
brains. Both records and phonographs have
hitherto "sold themselves" in a way that has
not been wholly beneficial to the development of
the trade as a staple industry. Salesmen have
sold thousands of records whose merits they
could only dimly appreciate to customers little
if any better equipped. Such records have sold
by virtue of the artist's name, the familiarity of
the title, or the prestige of chance popularity.
The time is now at hand for some intelligent
methods of salesmanship and a better under-
standing of the musical qualities of the goods
we are selling.
JENKINS TO REMODEL TOPEKA STORE
Topeka, Kan., April 2. — Plans have been practi-
cally completed for the enlargement and re-
modeling of the local branch of the J. W.
Jenkins' Sons Music Co., at 833 Kansas avenue,
according to Clyde R. Faris, local manager.
The improvements include the addition of the
second floor to the quarters of the establishment
and the possible construction of a third story
to the building. Victrolas and Victor records
will be featured on the first floor, together with
sheet music, music rolls and small goods. The
second floor will be given over to the piano
department. When completed this store will be
one of the largest in the State and one of the
finest in the Jenkins' chain. The work will cost
approximately $20,000.
The Hecht Co., of 513-517 Seventh street, and
the Walker & Thomas Furniture Co., 1013 Sev-
enth street, N. W., Washington, D. C, have
secured the agency for Regal records in that ter-
ritory.
Here are the Tonepen
display box and the dis-
play cards supplied free
of charge to dealers.
Join the Army
of TONEPEN Dealers
A large number of dealers are now selling TONEPENS because
they are better than ordinary phonograph needles. A TONEPEN plays
loud, soft and medium. Our TONEPEN is good for at least one hundred
records without removing it from the reproducer.
As soon as a prospect hears the results obtained with the marvelous
TONEPEN he buys a set of three for fifteen cents — the retail price.
Display Cases and Cards
Every dealer who orders a gross of
TONEPENS receives free of charge
the TONEPEN display box and four
of the attractive display cards shown
on this page.
Attractive Dealer Offer
TONEPENS are sold at such a lib-
eral discount to the trade that it pays
to handle them.
Write today for our attractive
dealer offer. Let us send you a gross
of TONEPENS with the free display
box and the free display cards.
Sample Cards
FREE
With every initial order we give
cards (three Tonepens to each card)
FREE for distribution as samples.
TONEPENS are guaranteed. If
any dealer or user finds that TONE-
PENS do not live up to our claims
we will refund his money. No dealer
runs any risk in stocking up with
TONEPENS.
"TONEPEN
THE TONEPEN CO.
217A Center Street
New York
April 15, 1922
THE TALKING MACHINE WORLD
15
iiiiiiiiiiiiiiiiniiiiii
I How Much to Spend for Retail Advertising |
I and When and Where to Spend It - ByD.c.Baird |
A man of the "live-wire" type went into the
talking machine business in a large mid-West
city several years ago. He had one of the best
machines made and he had a good location. Busi-
ness was good. People were coming in and
asking for talking machines without being asked
to do so and many of them had the cash to pay
for their machines on the spot.
As already said, this dealer was aggressive.
He bought big space in the local papers and ran
attractive advertisements of his business. Busi-
ness improved. The public went on a buying
spree such as had never been known before
and our dealer advertised all the more. He be-
came intoxicated on prosperity and the more his
business^ grew the more he advertised. There
came a time when he actually bought a whole
page in a newspaper having a circulation of ap-
proximately a quarter of a million — space that
cost him more than $500 — and ran seven words
in that space; not a thing except his slogan in
all that space.
This dealer sold an almost unbelievable num-
ber of talking machines and records, and yet he
went broke. He had to sell out at a time when
he was doing more business than any other talk-
ing machine dealer in the city. He had gone wild
on expansion and undermined his capital.
Was all the money that this man spent for
advertising lost? Or perhaps we should ask,
rather, was any of it lost? It was not. True,
this wild advertiser was bankrupted, but a com-
pany was organized and his business was taken
over, and to-day that company is still reaping
the benefits of his advertising. The present
head of the company showed me his books about
the end of the past year. The company had done
more than three times as much business in De-
cember, 1921, as it did the same month of 1920.
Everyone knows very well that business was
not what one would call good last December.
And yet this company had done more than three
times as much business during that month as it
had done one year before. The reason? In ad-
dition to profiting by the heavy early advertis-
ing that had established the business this com-
pany spent several times as much for advertis-
ing in 1921 as it did in 1920.
Why We Have Business Depressions
Business experts are generally agreed that de-
pressions in business are caused by too much
lllllllillllllllllllllllllMllllllllllllll
prosperity, or, rather, that the unbusinesslike
methods used in business during prosperous
times brings on the depressions. When the
public begins buying freely business speeds up.
The factories increase production. They ex-
pand, build, hire, borrow, work overtime and ad-
vertise. The merchant does the same. He pours
oil on the already well-oiled selling machinery in
an endless stream of advertising. When the
public are buying of their own free will and
accord the merchant advertises his head off in
order to persuade them to buy. Business over-
reaches itself. Money becomes tight. Interest
rates soar. Those who have undertaken too much
go to the wall and take those who are implicated
IP
j Some Reasons Why
j One Should Advertise -
| More Heavily When
Business Is Bad Than ■
1 When It Is Active 1
along with them. There is a general movement
toward conservatism, and the depression is
started. As some one has expressed it, business
first curtails advertising, then it curtails pro-
duction, then it curtails advertising, then it hacks
at overhead, then it further curtails advertising,
it hacks again at overhead, it stops advertising,
then — it tries to explain the situation to the
bank.
In other words, when times are good the mer-
chant feels optimistic and he spends freely for
advertising, much of which is not necessary.
When times are bad he curtails his advertising,
or even ceases advertising at all.
People are not very much interested in adver-
tising when times are good, when their pockets
are bulging with money that they are determined
to spend. They are intensely interested in ad-
vertising when times are bad, when they must
llll!llllllllllll!l!ll!l!l!lllllllllllllllll!lll!llllllllll!i^
carefully husband their meager savings. Then
they buy what they can afford, and they know
that advertising tells them where to find it.
The year 1921 was one of general advertising
shrinkage. Business was dull and the majority
of advertisers curtailed their appropriations. A
few, however, took the opposite course. To take
a very well-known example, the Chicago Eve-
ning American spent about ten times as much for
advertising last year as it had ever spent in any
one year before. The result was that this paper
gained more than 500,000 lines of advertising,
while it is said that every one of its competitors
lost more than 500,000 lines.
When a train is speeding along over level road
at sixty miles an hour the engineer shortens his
valve stroke and partly closes the throttle. It
doesn't take very much steam to keep the train
going at the fast rate of speed. But when he
approaches a heavy grade he lengthens his valve
stroke and opens the throttle wider and wider.
His engine must have more power to negotiate
the grade without too great loss of speed. It
would probably stall if not given this added
power.
Merchants adopt opposite tactics. When their
business is going along at top speed, against lit-
tle resistance, they put on the full steam of ad-
vertising. They increase overhead. They are
prodigal in their expenditures. Then when busi-
ness hits a hard grade they cut down on the ad-
vertising, their overhead, their expenditures of
all kinds, and hope to make the grade on less
power than they have been consuming on the
level stretch. They slow up, of course, and many
of them stall dead still.
All of which is meant to emphasize the fact
that one should advertise more heavily when busi-
ness is bad than when business is good. It is
very true that the returns will not be so great,
but that is to be expected. Much of the busi-
ness enjoyed during prosperous times comes of
itself, while it takes advertising to pull it in dur-
ing times of depression. Therefore, now is the
logical time to advertise.
Where to Advertise
There are almost unlimited numbers of ad-
vertising mediums nowadays, but for the retail
dealer there is nothing to compare with the local
newspapers. Direct mail is good, if properly
(Continued on page 18)
REG. W.S.PAXOFT
TELEPHONE NUMBER
FITZROY 3271—3272—3273
A SAFE INVESTMENT
The value of an investment is judged by — first, its security;
second, its yield. The Victor retailer who places all his efforts
behind the Victor line exclusively has the safest investment in
the world and the yield is always proportionate to the efforts
expended.
Ormes Service is ideally qualified to assist you in gaining a
maximum yield from your Victor investment.
ORMES, Inc.
Wholesale Exclusively
15 West 37th Street
New York
16
THE TALKING MACHINE WORLD
April 15, 1922
Helping you turn your
The Sample Record Service enables you to
hear in advance all the records that are to
be released for the following month. You
decide which ones will be big sellers to
your trade and make up your orders ac-
cordingly. All guesswork as to new record
releases is eliminated.
April IS, 1922
THE TALKING MACHINE WORLD
17
record st
IF you, a Columbia Dealer, will bear in mind
that you and the Columbia Graphophone Com-
pany are in partnership, you will realize that we
are not merely concerned with selling you records,
but are anxious to help you sell them, speed up
your turnover, and increase your profits.
Some of the greatest selling helps offered by us
to Columbia Dealers are the Monthly Display
Service, Hearing-Room Hangers, Monthly Record
Supplement, and the Mid-month postcards. Deal-
ers who use intelligently and consistently these
aids to move records quickly find their sales going
up and selling costs coming down each month.
•
Advertising operates in the same way for deal-
ers as it does for other advertisers. The dealer
who spends $10.00 for advertising gets more than
double the return that another dealer gets who
spends $5.00 for advertising.
Intelligent buying is 50%
of intelligent selling
You know that's true, of course. The more in-
telligently you buy, the easier you can sell.
Now if you could hear, long in advance, the
records that are to be brought out later, how easy
it would be for you to pick the winners that
would go big for your trade.
That is just what we are enabling you to do
with our Sample Record Service.
The plan is this: We send you a complete set
of the sample records that will be released during
the following month.
»ck faster
That gives you plenty of time to play this con-
fidential set of advance releases, consult with
your salespeople, and decide which ones will
prove fast sellers in your store."
When you have picked the records that your
past experience tells you will move fast, make
up your order.
This plan relieves you of all guesswork in the
ordering of records. You know in advance just
what the new releases are, how they are rendered,
the technique — everything that contributes to the
sale of the record.
Business is there for
dealers who go after it
The man who sits back and waits for business
to come to him in these days has a long wait.
The man who by aggressive selling methods, good,
timely advertising, and real salesmanship goes
after business, finds plenty of it.
Take advantage of every selling help that is
available to you. Remember, we are behind you,
ready, willing, anxious to help you keep your
record stock moving quickly.
Write your regular Columbia Branch at once
for complete information concerning the Sample
Record Service.
COLUMBIA GRAPHOPHONE COMPANY
New York
18
THE TALKING MACHINE WORLD
April 15, 1922
The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED
SELECTING THEIR FAVORITES
To the Trade:
Our Record Album factory — all or any part of
it — is at your command. Hundreds of customers
can and will gladly testify as to the good quality of
our production.
Our large and growing business is due to satis-
fied customers and repeat orders.
Imprint (firm name or trade mark) stamped on
covers if desired when orders are sufficiently large
to justify it.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR,
COLUMBIA, EDISON, PATHE. VOCALION AND
ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA-
New York Office, 54 Franklin Street, Telephone, Franklin 1227, James E. Magnire, Representative
THE PERFECT PLAN
AMOUNT TO SPEND FOR RETAIL ADS
(Continued from page 15)
handled, but much direct mail advertising lands
in the waste basket without a friendly glance.
Billboards, car cards, catalogs and programs are
all more or less valuable advertising mediums
and these should be used some, but the wise ad-
vertiser to the general public will devote at least
75 per cent of his publicity to the local newspapers.
Use liberal space, and by all means use cuts.
I know a dealer who began running very small
advertisements and who lost money on his busi-
ness for more than a year. His friends advised
him to sell out and try something else, but he
had studied the situation very carefully and de-
cided that he knew the cause of his lack of suc-
cess. He doubled the size of his ads and busi-
ness improved. He added on a few more inches
to his space and business improved still more.
To-day he is one of the leading men in his line.
His first ads had been too small to attract atten-
tion.
There are, of course, many things that enter
into determining the amount of space one should
use, and it is therefore hard to say just how
much even the average talking machine dealer
should buy. Then, too, one should use larger
space in a paper that has a small circulation than
in one that has a large circulation. The cost
of the space depends on the circulation of the
medium and, while it seems pretty expensive
business to advertise in some of the larger me-
diums, it is always advisable to choose them in
preference to the cheaper ones that reach only a
few readers. The back page of a certain national
weekly magazine costs $10,000 per issue, besides
the cost of preparing the ad and the cuts, yet
California fruit growers find that it pays to buy
this space to advertise their raisins that sell for
10 or 15 cents a package. Why? Because their
ad in this magazine is seen by about ten mil-
lion people.
Use cuts. If it is worth while to spend any
money at all for advertising it is worth while to
spend a little more and prepare such ads as will
do the best work. A cut adds immeasurably to
the pulling power of an advertisement. And it is
far better to get people interested in illustrations.
Just a cut of a talking machine, while better than
no cut at all, is not of very great attractiveness.
People are interested in people, especially if those
people are doing something. Therefore, put peo-
ple into the ads and have those people doing some-
thing. Dancing is very good, though it has been
used a great deal. One manufacturer has adopted
a figure of a beautiful woman adoring the in-
strument. Another has a woman seated on the
floor, leaning her head against the machine. One
successful dealer features a deliveryman just ar-
riving before the door of a happy purchaser, who
is standing on the porch wearing a happy smile.
All of these are good, but if you can get some-
thing original, so much the better.
DOES IT MEAN ANYTHING TO YOU?
Patented
1914
Patented
1914
TO SELL ALBUMS THAT SATISFY YOUR CUSTOMERS? If it does it will pay
you to investigate the product of the BOSTON BOOK CO. BOSTON albums with
their Patented Wooden Backs, Interchangeable Leaves, scientific construction and work-
manship, are built to satisfy your customers. Satisfied customers mean a crowded
store. Four new BOSTON models to choose from. All made right and priced right.
BOSTON BOOK COMPANY
501-509 Plymouth Court CHICAGO, ILL.
It is seldom that a dealer a.sks, "How much
can I spend for advertising?" The question
usually is, "How little can I spend and get any
returns from my investment?" He really fears
that advertising will not bring him returns as it
does others, and he doesn't wish to lose any
more on it than he can help.
How Much to Spend for Advertising
There are five different methods commonly
used in determining how much to spend for ad-
vertising. There is, first, what may be called the
spasmodic method. It is usually adopted by the
little, one-man store, where the proprietor does
everything and not much of anything. He plans
no advertising work and he works no advertising
plan. He pays his advertising agency for what
it knows, but he doesn't let it know anything.
When he feels optimistic he runs an ad, when he
feels pessimistic he wishes he hadn't run it. This
plan is practically worthless.
Another plan is to spend the same amount for
advertising as for rent. This is a rather queer
plan on which to base an advertising budget, but
it is at least a plan, and the dealer who thinks
as much of advertising as he does of rent is on
the road to acquainting the public with his store.
It is an easy plan, because he can divide his yearly
rental by fifty-two and arrive at his weekly ex-
penditure for publicity. The objection to this plan
is that it is not based on common-sense mer-
chandising.
Remember, rent is rent and advertising is ad-
vertising, and the two are quite different. The
amount of rental is the same each week or month,
whereas the amount spent for advertising at dif-
ferent seasons should vary. Then, too, the ap-
propriation based on rental may be entirely too
small, or even too large.
Some firms, particularly large ones, set aside
all trade discounts for advertising. These houses
also receive advertising allowances from the
manufacturers, in many instances, but this fre-
quently leads to disagreements. One of the worst
features about this method is the temptation to
overbuy. The manufacturer offers a little bet-
ter discount, or a little larger slice of advertis-
ing, with a big order, and the dealer falls. Sta-
tistics show that more than 50 per cent of retail
establishments that fail do so because of over-
buying.
Last year's record is very commonly taken as
a basis for figuring the advertising budget for
this year. This is particularly inviting to the
dealer who has had a bad year and really fears
to invest anything at all in advertising for the
new year. The method is faulty because last
year may have been vastly different from what
this year will be. Not only so, but it assumes
exactly the same basis as does the rental plan,
inasmuch as it is arbitrary and makes no allow-
ance for conditions that may arise.
Probably the most common-sense method in
common use is that of taking the average sales
volume for a period of five or more years and
appropriating from 2 to 5 or more per cent of
(Continued on page 19)
Wallace
■qk» Records
Now Selling Through Dealers!
|HIS famous reducing course is
now available to the trade. It
has been advertised on a scale
that made it known throughout
America. The results it accomplishes
have done the rest.
Display a single window strip or
wall sign announcing that you have
Wallace Reducing Records, and you
will feel the full
voltage of the de-
mand which has
been established.
More than fifty
thousand sets of
these records have
been sold direct
while we have
been building to a
production basis which could handle
dealer volume. What people will write
for, send money for, wait for, they
want. The Wallace course is sold
with less trouble, in shorter time, and
at smaller cost than attends the sale
of one or two amusement records.
And each course sold means six
dollars profit for the store.
There is satisfaction in handling a
proposition of this high grade. Quality
is apparent in the Wallace course.
The value is obvious. It appeals to
discriminating people. It is novel,
of sparkling interest, and it does all
that is said of it. See following pages
for particulars, prices and terms.
This Window Keeps the Cash Drawer Busy
N Wallace records you are offered something
of wide interest, on which the pioneering
J has all been done. The Wallace reducing course
has already been advertised stronger than many
things which have been on the market for years. We
give you many sales helps; store and window mater-
ial of unusual attraction; tested plans for selling.
One day's results from a Wallace window will sur-
prise you. A small announcement sold 100 sets in a
Chicago department store. In an outlying Chicago
record shop where a window demonstration was made,
fifty sets were sold within the week. In a town of
6,000 population the dealer sold twenty-six sets in
four days.
You will find it true of Wallace Reducing Records
that they almost sell themselves. People have read
about them; heard them at their friends'
houses. They reduce men or women,
young or old, and they always make
good. Women offer the biggest market,
for forty" per cent of all women are
over the weight that fashions of
the day demand.
*>iMM
Bear in mind the ease with which sales of these
records are made. No need to play them over. No
bewildering list of numbers from which to choose.
No numbers out of stocks nor overstocks. The set is
a unit; there is just one kind; five records with charts
and full instructions in one, compact, sealed box. Wal-
lace records are ready sellers — hand out the box,
and ring up $15.
For the customer who asks questions, we supply
you a record that tells all about the course and an-
swers every query. The same full explanatory record
is on the back of the first lesson in every box. There
is nothing left for the dealer to do but sell the
courses, and each one represents six dollars profit.
The lessons themselves are intensely interesting.
Wallace, originator of the method, commands and
counts the full lesson through, and the full orchestral
accompaniment makes them irresistible. You will
have to hear a lesson played to ap-
preciate the enthusiasm the melody-
method of reducing arouses. The rec-
ords are of exceptional quality; you
will find that they are not excelled by
any in tonal clearness, durability,
or beauty of finish.
in
Everybody Knows Wallace
KINDREDS of thousands of
dollars have already been
|invested in advertising
Wallace Reducing Records —
and campaigns now under way
are even larger than all that has
gone before. As dealer distribution
is developed, local pressure is
brought to bear, connecting up the
Wallace dealer with national
advertisements.
Full-page advertisements of
these records have appeared, and
are now appearing, in almost every
big magazine of national circula-
tion. They have made Wallace
To show you how easy it is, I'll reduce you five
pounds FREE. I will do it in five-days' time:
in your home — and with your own phonograph.
You Eat
i free
Pi-oof
known wherever people are pride-
ful of appearance and concerned
for their comfort and health.
We reproduce some recent page
advertisements that have caused
thousands of persons to write and
inquire for the course. No doubt
scores of these are from the terri-
tory you serve, and would pur-
chase Wallace Reducing Records
from the store that has them con-
veniently at hand.
It's EASY to Get Thin to musk!
Full-Page Wallace Ads
Have Appeared in
These Publications:
Pictorial Review
American Magazine
Ladies Home Journal
The Delineator
The Designer
McCall's Magazine
Photoplay
Good Housekeeping
Shadowland
Woman's Home Com-
panion
Fashionable Dress
Harpers Bazaar
— and many other maga-
zines, and newspapers.
In Every Set of Records
$6 or more Profit
(ALLACE reducing courses retail for $15, and
the discount to the dealer is 40% and more.
So, there is a substantial profit in the sale of
eacFTcourse. When the number of courses you
can sell every month is considered, what you can
make handling them is seen to be well worth while.
We believe it quite conservative to state that any
dealer can readily realize enough through the sale
of these records to cover his rent and light; per-
haps the salary of a clerk or two.
Remember, the course is in ideal form for a store
sale. It is complete in itself, requires no explana-
tion except the one in the box, takes hold and gets
results so quickly that your customers are fully
"sold" on it before the next visit to your store, and
this novel method of reducing is one which is invar-
iably talked about, and its use spread far and wide
through word-of-mouth. Whole communities take
up Wallace soon as one set is introduced.
Send today for Wallace Reducing Records, and
window and store material for featuring them. You
need not place a large order; we prefer that you first
experience the real demand so sure to develop from
your first announcement that you have them. We
are prepared to handle your re-orders with dis-
patch, and can fill orders same day of their receipt.
We will include a selling record for store use.
List price $15 with discounts
to dealers as follow:
6 sets 40% $9.00
12 sets 40%- 5% 8.55
25 sets 40%-10% 8.10
100 sets 50% 7.50
Less TWO percent 10 days,
net 30, FOB Chicago
Address all orders to W. C. ECKHARDT, Sales Manager.
WALLACE INSTITUTE, 630 South Wabash Ave., Chicago, Itt.
NOTE: Wallace Is the originator of the music-method of physical exercise. Similar records are
imitations which will all be prosecuted with vigor. Dealers are urged — in their own interest as
well as ours — to decline to handle any of the pitiful substitutes being offered. Wallace reducing
records are scientifically sound.Wallace reducing recordsreduce. Each bears the signature" Wallace."
The Talking Machine World, New York, April 15, 1922
OUT FIRST ON
The Record of Quality
These sensational hits, the season's big successes, were out first on O k e h Records.
Okeh dealers get the hits while they are hits! That's why Okeh dealers turn their
stock over so quickly. They have what the public wants when it wants it.
CANARY ISLE
First introduced at the Winter Garden in
New York, this selection is now being played
by dance orchestras all over the country. It is
coupled with ROSEMARY, another big fox-
trot hit. These selections are the first record-
ings by Albert De Martini's Dance Orchestra.
Okeh Record No. 4555
ATTA BABY
One hundred vaudeville acts from coast to
coast are featuring ATTA BABY, the tre-
mendous song hit. This is a comedy song — and
a good one — sung as only Billy Jones can sing
it. It is coupled with AIN'T NATURE
GRAND (I Hold Her Hand and She Holds
Mine), another big comedy song hit, sung by
Elsie Clark, famous Vaudeville Star.
Okeh Record No. 4528
MUSCLE SHOALS BLUES
Muscle Shoals is much in the public eye nowadays. So is the MUSCLE SHOALS BLUES,
the sensational dance number that has taken the country by storm. Orchestra leaders are daily
receiving requests to play this popular selection. It is played by Harry Raderman's Jazz
Orchestra, and is coupled with I'VE GOT MY HABITS ON by Joseph Samuels' Jazz
Band.
Okeh Record No. 4477
Okeh dealers are the dealers who get the most rapid turnover on their record stock.
Ask us for the address of your nearest Okeh distributor. It pays to be an Okeh dealer.
General Phonograph Corporation
OTTO HE1NEMAN, President
25 West 45th Street, New York City
April 15, 1922
THE TALKING MACHINE WORLD
19
AMOUNT TO SPEND ON RETAIL ADS
(Continued from page 18)
this for the advertising budget. By basing the
appropriation on the sales volume for a period
of years one arrives at the general average dur-
ing both good times and bad and by allowing a
margin of 3 or more per cent variance in the
appropriations one is prepared to meet such con-
ditions as may arise. Are we actually entering
upon a period of assured prosperity? Are peo-
ple beginning to buy without being urged? Then
cut down the advertising gradually, reaching as
low a level as 2 per cent when business is at the
peak. Are we in the midst of a business de-
pression? Are people shopping around and buy-
ing reluctantly? Then increase the advertising
budget to 5 per cent or more.
For example, what was the outlook on Janu-
ary 1 of this year? Very gloomy. Professional
optimists were assuring us that prosperity was
just around the corner, that we would be enjoy-
ing good business by Spring, but we knew bet-
ter. We knew that business conditions were im-
proving, but that they would not be good for
some time to come. Then on January 1 'we should
have set the advertising budget for the year at
the maximum.
It may seem hard te pour money into adver-
tising when there seems to be little or no busi-
ness in sight, but that is the way to get busi-
ness and to keep the grand total somewhere near
an even level. When business is good and one
feels prosperous and doesn't mind spending for
advertising is the very time to ease up on the ex-
pense and to "salt away" some profits for the
dull times that are sure to follow later on.
Now is the time to advertise for all you're
worth. Keep that in mind!
piiiiiiiuiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiini^^
I Selling the Talking Machine as a Musical Instrument |
I Written for The World by L. C. FOSTER
i j i i ; ; . i . ^. i . , , 1 1 . 1 1 . i . , . 1 1 1 : i . 1 1 1 . i . i . i : i : : 1 1 i . 1 1 : i : . i : : 1 1 i i , ! i ■ i : 1 1 1 . , 1 1 1 1 ■ i . i ; . ; : 1 1 .1 1 ; i iiiiiiiiiiiiiiiiiiiiiiiiiiiiniiuiiii illlliiiliii iniiiiiiiiiiiiiaiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiii mi ml
ECLIPSE CO. TO BUILD FACTORY
Keyport, N. J., April 2. — Plans are under way for
the establishment of a talking machine factory
here by the Eclipse Phonogra'ph Co. Inglis M.
Uppercu, president of the Cadillac Motor Co., is
to be one of the directors oi the new concern.
From the early days of the talking machine
those members of the industry with vision and
definite ideas regarding the probable development
of the industry have emphasized particularly the
point that talking machines should be sold as
musical instruments — in other words, that the
public be impressed with the music the machines
produce, or reproduce, rather than with the gen-
eral character of the mechanism itself. The stead-
ily growing interest being exhibited in talking
machine cabinets of various designs, those that
follow period styles and the other general forms
of cabinet construction such as console or tabie
models, make the reiteration of the suggestion
that talking machines be sold for their musical
qualities particularly pertinent.
The talking machine, first and last, is a musical
instrument, and its attractiveness lies in the en-
tertainment it is able to offer rather than in
the fact that it adds to the appearance of the
apartment in which it is placed. There is no
question but that an artistic cabinet will have an
effect upon the ultimate sale of the instrument,
but the cabinet should by no means have the first
appeal. There have been and are being produced
most elaborate cabinet designs that reflect great
credit upon the artistry of the cabinet or furni-
ture maker, but these artistic designs, so far as
the talking machine is concerned, are incidental.
The first thing to do is to sell the customer the
musical instrument and let second consideration
be given to the physical form of the cabinet.
It has happened quite frequently that beautiful
examples of the cabinet maker's art have proven
unsatisfactory from a musical standpoint, more
attention being given to the outward appearance
of the machine than to the quality of its music-
producing equipment. There are, perhaps, manu-
facturers who will differ on this viewpoint, who
will declare that the public is tired of the set
form of cabinet construction and demands some-
thing that is both artistic and exclusive, but these
manufacturers fail to take into consideration the
fact that the basis of the talking machine business
to-day and all of its further development lies
primarily in record sales.
There can, as a rule, be sold only one machine
to a customer, but the opportunity for selling
that customer records is unlimited. If, therefore,
at the outset he buys simply a piece of furniture
without musical quality he soon becomes dis-
gusted and ceases his record purchases. If, on
the other hand, he is able to secure an instrument
that is of high quality musically, he is likely to
remain a record customer for an indefinite period
while at the same time enjoying the possession of
an artistic piece of cabinet work.
The value of the high-class period cabinet lies
in the ability of the dealer through featuring such
cabinets to increase the money volume of his ma-
chine sales. When a customer is finally sold on
the music-producing qualities of the talking ma-
chine it is up to the dealer to persuade him to buy
a period model at $200 or $300 in place of a regu-
lar model at $100 or less, but the chief idea is to
sell music first, then will come the adornments.
STAGE GRAFONOLA SELLS ON SIGHT
Wilkes-Barre, Pa., April 4. — The Snyder Music
Co., Columbia dealer in this city, recently loaned
an H-2 Grafonola to a local stock company ap-
pearing in this city, the Grafonola being used in
the production of the play and a Columbia record
being played in the second act. The day after
the show opened a prospective customer walked
into the Snyder Music Co.'s store and insisted on
buying the instrument used at the theatre. A
similar one would not do, and the dealer was
thereupon obliged to accompany the customer to
the theatre, where the H-2 changed ownership at
once.
YOU WON'T BE DISAPPOINTED
If You Always Insist on Getting
DE LUXE NEEDLES
Let the De Luxe Speak for Itself and Send for Samples, Discounts and Full Particulars
Duo.|one Company, Incorporated
Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.
DON'T FORGET THESE FACTS
Perfect Reproduction of Tone No Scratchy Surface Noise
PLAYS 100-200 RECORDS
I
I
Full Tone
Three for 30 cents (40 cents in Canada)
Medium Tone |
!
20
THE TALKING MACHINE WORLD
April 15, 1922
S. KAMINSHINE IS SALES MANAGER
Of Greater New York Novelty Co. — Appointment
Announced by President Cohen
N. Cohen, president of the Greater New York
Novelty Co., manufacturer of Wall-Kane needles.
Brooklyn, N. Y., has announced the appointment
of S. Kaminshine as sales manager of the com-
pany. Mr. Kaminshine is an energetic young
man of marked sales ability and was connected
with the Liggett Co. for the past four years.
S. Kaminshine
Mr. Kaminshine has a double relationship to
Mr. Cohen. In addition to being his right-hand
man in the selling of Wall-Kane needles he will,
in a short time, be his son-in-law as well. The
engagement of Mr. Kaminshine to the daughter
of Mr. Cohen was announced at a reception held
on March 25 at the Park Mansion, in the Bor-
ough Park section of Brooklyn.
Immediately after this affair Mr. Kaminshine
left on a trip which may possibly carry him as
far as the Pacific Coast. During the early part
of March he covered the New England States
and Pennsylvania and reported having found a
marked increase of business and an optimistic
feeling in these respective territories.
ARTIST HELPS RECORD SALES
Kiraly Erno, Columbia Artist, Helps Dealers Sell
Records — "Open House" Attracts Thousands
On his recent concert tour in this country
Kiraly Erno, popular Hungarian artist, recording
for the Columbia library, was the guest of L.
Fazekas, Columbia dealer, 1463 First avenue, New
York, who featured him in a special sales effort.
From ten in the morning until six in the evening
Mr. Erno held open house at Mr. Fazekas' store,
autographing his photos and presenting one to
every record buyer. Over 2,000 people visited
the store, and at times the crowd became so great
on the sidewalk in front that it was necessary to
have the police clear the way.
As a result of this sales effort Mr. Fazekas sold
450 Kiraly Erno records during the day. At
noon a luncheon was served in honor of the artist,
at which a number of Columbia sales representa-
tives were present. Mr. Erno expects to return
to the United States very shortly on another con-
cert tour, and at present is under contract to ap-
pear in Berlin and other European capitals.
SPRAVKA & TEBOREK ENTER FIELD
Berwyn, III., April 1. — A combination talking
machine and electrical store has been opened at
6224 Roosevelt road here, on the site formerly
occupied by the Gift Shop, by the firm of Spravka
& Teborek. While the concern handles both
musical and electrical goods, these two lines have
been separated in such a manner that the store
is in effect two establishments.
A branch store has been established in Yuba
City, Cat., by the Wiley B. Allen Co. A stock
of talking machines and pianos has been installed.
|^ SUPERIOR STEEL -»
RrilliantoNF
W RlCISTi'OCD THADC MARK ■ 1
NEEDLES
Uniform
Hardness
Uniform
Points
Uniform
Length
Guaranteed
BRIIUANTONE
STEEL NEEDLE CO., of AMERICA. Inc.
Selling Agents for MfH.Bagshaw&Co.
Factory, Lowell, Mass.
347 FIFTH AVENUE. NEWYOR.K
IMPROVED QUARTERS IN OAKLAND
Recital Hall and Additional Booths Installed by
Oakland Phonograph Co.
Oakland, Cal., April 3. — The Oakland Phono-
graph Co., 473 Twelfth street, has just completed
extensive alterations to several departments of
its store and now has one of the finest talking
machine establishments on the Coast. The
changes were carried out under the personal direc-
tion of Bernhard S. Goldsmith, proprietor of the
company, and include the installation of a com-
modious concert hall on the lower floor with a
seating capacity of 200, which is to be devoted to
educational work. Free lectures and musicales
will be given in the hall under the direction of
Pierre Marvin and a feature will be a series of
twenty-minute noonday concerts. A number of
new demonstration rooms have also been in-
stalled, bringing the number of rooms up to fif-
teen. The rooms are all of sound-proof construc-
tion and provided with special ventilating ap-
paratus.
55EARM&REPRODO
FEATURES
LARGE diaphragm
and long stylus bar
lengthens vibrations,
producing a deeper and
more natural quality of
tone.
Perfectly balanced in
accordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproduc-
er permits a freedom and
sweetness of tone hereto-
fore thought impossible.
Surface sounds almost en-
tirely removed.
Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.
' 1 1 i I i l li ill ll I ill li ill l 1 l l I I I I II 1. 1 ll l l I I I 1 I II 1 I l I
k
for
KNOWN the country over
its excellent quality of tone
and natural, life-like reproduction
of all musical tones, and its great
volume. This tone arm on your
machine spells success, because of
its high standing in the Phonograph
World.
Made only in 8^-inch length. Can
be furnished with or
without Mute Tone Mod-
ifier, with Mica or
THE JEWEL MUTE
CONTROLS volume just like the
human throat. Built in the repro-
ducer and functions in such a way
that the length of vibrations is minutely
regulated and the tone reproduced to a
softness and clearness that are remark-
able.
Operates by means of a thumbscrew
and is instantly adjustable. Tone has
free and unimpaired passage throughout
tone arm and chamber — Not "Muffled" or
"Choked" as with ordinary type of tone
modifier.
Perfect regulation without in any way
changing character of tone.
j ■ ■! I « i i i i I 1 1 1 1 I I I I 1^1;
JEWEL PH0N0PARTS COMPANY
154 Whiting Street
Chicago, 111.
April IS, 1922
THE TALKING MACHINE WORLD
21
"She's a Mean Job" and "II You Knew,
two wonderful fox-trots on one record for
May. Played by Frank Wesfphal and His
Rainbo Orchestra— a new addition to the
Columbia staff. Oh boy, can they play! A-3571
Columbia Grapiiophone Co
NEW YORK
OKEH FOREIGN LANGUAGE RECORDS WHY CREDITS SHOULD BE WATCHED
Important Activities Announced by A. Thall-
mayer — Now Issuing Records With Okeh and
Odeon Labels — Three Hundred Records in
Catalog — Sung in Several Languages
The foreign language record division of the
General Phonograph Corp. is making rapid prog-
ress in the introduction of these records to the
dealers throughout the country, and A. Thall-
mayer, head of this department, states that dur-
ing the past few months Okeh dealers have
evinced unusual interest in the sales possibilities
of foreign language records.
Since taking over the extensive Odeon library,
the General Phonograph Corp. has arranged to
9ke
Imported Record 7
Quiity ^/
The Okeh Label The Odeon Label
issue its foreign language records in two labels,
similar to those shown herewith. Okeh and
Odeon label records are now being issued in the
following languages: Bohemian, German, He-
brew-Jewish, Hungarian, Mexican, Polish, Rus-
sian, Scandinavian and Slovak. French, Turkish
and Greek records will be added to the library in
a few weeks bearing both labels. In the Italian
library three labels are used, as, in addition to
the Okeh and Odeon labels, the Fonotipia library
is included in this language.
At the present time over 300 records are listed
in the foreign language catalog of the General
Phonograph Corp. and new lists will be issued
the first of each month. Advance lists are going
out one month ahead of the releases so that the
dealers may have ample opportunity to anticipate
their requirements.
In a chat with The World, Mr. Thallmayer
stated that there was a very heavy demand for
the Jewish and Italian records in the catalog,
especially those records applicable to the Easter
season. One of the most popular records that
has been introduced in the foreign language rec-
ord field recently is the German record of "Butn-
roel Petrus," which has been one of the sensa-
tions of the General Phonograph Corp.'s foreign
language catalog, and which has met with a sale
far beyond all expectations.
RAINBOW MUSIC STORE OPENS
Lebanon, Ind., April 2. — The Rainbow Music
Store is the name of a fine new establishment re-
cently opened on Meridian street, this city, by
Armond R. Akers. Rainbow records and Starr
phonographs, as well as a complete line of pianos
and sheet music, are handled.
Among the things which make a man stand
out from his fellows in the business world are
grit, effort, the power of concentration and a
willingness to work incessantly.
Beware of the Prospect Who Has a Poor Repu-
tation With the Butcher and Grocer
There are many people in the average com-
munity who lack responsibility and the talking
machine dealer should exercise every possible
precaution to avoid losses by making sales to
irresponsible prospects. As a matter of fact there
are enough worthy prospects in any community
to warrant the avoidance of making sales on the
credit basis to such people as these.
The danger of losses by making sales to people
of such character can be avoided in a great meas-
ure if the dealer or credit man has a knowledge
of human nature. Probably the most effective
way is to prevent the salesmen or canvassers
from approaching these people. When the pros-
pect list is made up every available bit of in-
formation concerning the character of the pros-
pect should be noted beside the person's name.
Such information as the salary of the head of.the
house, etc., is important, but of far greater im-
portance to the dealer is information as to
whether the prospect is living above his means
and to find out if possible if there is another
source of income which would justify the mode
of living of the prospect. It certainly is extremely
poor policy to extend credit to a prospect who
lives a hundred-dollar existence on a fifty-dollar
income and who has a poor reputation with the
grocer and butcher. If a householder fails to
meet the bills of the butcher and grocer he surely
will be just as lax, if not more so, in making pay-
ments on a musical instrument.
On the other hand, the size of income does not
enter into the situation so much in the case of a
man whose reputation for integrity is sound.
The laborer who earns twenty dollars per week
and the business man whose income is one hun-
dred dollars per week are both good risks only
in proportion to their honesty and desire to meet
payments promptly.
BRING NOTED ARTISTS TO AKRON
Work of Windsor-Poling Co. Much Appreciated
by Music-loving Public
Akron, O., April 4.— The Windsor-Poling Co.,
exclusive Victor store here, has made possible
the appearance of some of the world-renowned
concert artists in Akron recently. The Eight
Famous Victor Artists appeared at the city ar-
mory under auspices of the music firm. Sousa
and his band appeared here on March 29 and
Schumann-Heink April 1. Mr. Poling told The
World representative that the people of Akron
were giving the concerts splendid support and in
all probability other artists would be brought here
next season.
FILE PETITION IN BANKRUPTCY
The Master Tone Phonograph Corp., of
Cohoes, N. Y., has filed a petition in bankruptcy,
listing liabilities at $57,575 and assets of $48,443.
Topham's Record Gases
are the Original and Standard
made from select lumber, covered
with a genuine book cloth, imita-
tion of seal grain leather. Metal
trimmings, corners, lock bolts, lock
and handle.
Index cards for fifty records and
printed list in lid.
Two sizes, 10 and 12 inches.
Cases for any purpose.
Write for New Prices
TOPHAM'S FACTORIES
WASHINGTON, D. G.
80 L STREET, N. E.
22
THE TALKING MACHINE WORLD
April 15, 1922
VOCALION
Phonographs
Queen Anne Period Model of the Vocalion
s^-m^ ^^Pzsr
Three Graceful, New Period Models
Period Vocalions are noted for faithfulness
to period detail. In the forty-five styles rep-
resented, every characteristic is reproduced
with expert care.
The attractive Queen Anne model illustrated
is one of three new types just completed. All
Vocalion period models are equipped with the
wonderful Graduola tone control.
ADVANTAGES AVAILABLE TO REPRESENTATIVES
OF THE VOCALION LINE
The Prestige that Aeolian-made instruments command.
Pre-war Prices on all 1922 Vocalion models.
Unequalled Tone Quality and distinctive Case Designs in Con-
ventional and Period types*
The advantages of the Graduola, exclusive tone-controlling device*
And the timely release of popular hits and tone-brilliancy of
Vocalion Red Records.
Complete information on the VOCALION line furnished upon request
NEW YORK
A E O
CINCINNATI
April 15, 1922
THE TALKING MACHINE WORLD
23
VOCALION
%ed %ecords
55
ROSA RAISA
The Great Dramatic Soprano makes
VOCALION RECORDS
Exclusively
PLAYABLE ON ALL PHONOGRAPHS
Rosa Raisa's voice is one of the most remarkable
dramatic sopranos in the world. This famous
artist has been a brilliant success in the Chicago
Opera Company's current season of opera
ROSA RAISA
The Great Dramatic Soprano
THE DISTRIBUTORS OF THE VOCALION
MUSICAL PRODUCTS DIS. CO.
37 E. 18th St., New York City
THE VOCALION CO., 1 90 Boylston St.,Boston, Mass.
WOODSIDE VOCALION CO.
154 High St., Portland, Me.
LINCOLN BUSINESS BUREAU
1011 Race St., Philadelphia, Pa.
GIBSON SNOW CO.
306 West Willow St., Syracuse, N. Y.
Vocalion Record Distributors
CLARK MUSICAL SALES CO.
324 N. Howard St., Baltimore, Md.
CLARK MUSICAL SALES CO.
505 Liberty Ave., Pittsburgh, Pa.
PENN- VOCALION CO. Lancaster, Pa.
O. J. DE MOLL & CO.
12th & G. Sts., N. W., Washington, D. C.
VOCALION CO. of OHIO
328 W. Superior St., Cleveland, Ohio
VOCALION CO. of OHIO
420 W. 4th St., Cincinnati, Ohio
LIND &. MARKS CO., 530 Bates St., Detroit, Mich.
THE AEOLIAN COMPANY
529 S. Wabash Ave., Chicago, 111.
LOUISVILLE MUSIC CO.
529 S. 4th St., Louisville, Ky.
HESSIG ELLIS DRUG CO. Memphis, Tenn.
Vocalion Record Distributors
THE AEOLIAN CO., 1004 Olive St., St. Louis, Mo.
GUEST PIANO CO. Burlington, Iowa
D. H. HOLMES CO. New Orleans, La.
STONE PIANO CO. Fargo, N. D.
STONE PIANO CO.
826 Nicollet Ave., Minneapolis, Minn.
CONSOLIDATED MUSIC CO.
Salt Lake City, Utah
COMMERCIAL ASSOCIATES
754 N. Spring St., Los Angeles, Cal.
THE MAGNA VOX CO.
616 Mission St., San Francisco, Cal.
Vocalion Record Distributors
Your correspondence is invited
i
CHICAGO
A N Company
ST. LOUIS
BOSTON
24
THE TALKING MACHINE WORLD
April 15, 1922
A Fair Knowledge of Music Is a Big Factor
in the Success of the Retail Record Salesman
urn
The salesman who aims to succeed in the re-
tail department of the talking machine business
can aid himself materially by acquiring a knowl-
edge of the music from the standard records,
both operatic, concert and popular, which he is
handling. The customer never fails to be im-
pressed with the standing of the salesman who
knows something about the history of the music
on the record, its composer and the artist who
records it. To acquire this knowledge necessi-
tates some time and concentration, but it is a
valuable acquisition to any salesman no matter
how competent he may be in the domain of
merchandising.
There is a fascination, anyway, in learning to
grasp music's full meaning, and the salesman
has a rare opportunity in this connection, be-
cause he has at hand vocal and instrumental pho-
tographs, so to speak, of the work of the great
masters as well as the popular hits of the day
rendered by great orchestras, singers and in-
strumentalists. It is not necessary for him to
attend concerts, or to hear or see in person the
great artists — although he should do so when-
ever he possibly can — but his knowledge of
music is no longer limited.
On this subject the writer came across a very
llllllllllllllllllllllllllllllllllllllllllllllllllllllllllll
good article in the New York American the
other day in which the writer discoursed on an
analysis of the method of association that makes
for a better understanding and appreciation of
( An A cquaintance With [j
( the History of Selec- (
■ Hons Appearing on |
M Standard Records Can (
I Be Turned Into Profit ■
music. It is worth reading by the salesman, and
by everyone who is interested in the talking
machine business, because, as we said before,
the salesman who has a knowledge of music
is best equipped to do a successful business.
The article follows:
The best value
on the market.
Look at the
price; then write
for particulars
A few valuable
sales agencies
and jobbers*
territories
still available
Seaburg Mfg.Co.
Jamestown, N. Y.
No.250T,List Price $195.00
Usual discounts to dealers
48"x28"x31" high. Finished all
around 4
Genuine Mahogany, Walnut or Oak
The Biggest Value'on the Market, A Trial Order Will Convince
"Hanging over my phonograph is a beautiful
landscape painted by a certain Rudolf Wilde. It
represents an approaching storm; the trees in
the background are wind-blown. In the right
foreground stands an old and stalwart oak tree
clothed in the florid beauty of Autumnal color.
A patch of sunlight floods golden yellow on the
greensward that carpets the earth like a thick
covering of velvet.
"The phonograph and a painted canvas! The
mediums of two interpretations of the beautiful.
The magic landscape that grew from under the
painter's brush; the liquid melody of music, that
gift to posterity of an inspired composer. Both
breathe their message with equal conviction, but
with a difference.
"This difference lies in the individual's under-
standing of the story each tells. If we take two
people and play the same selection for each
and then ask them to write down their impres-
sions the probability is that they will be at a
loss to properly describe them. The layman
cannot, as a general rule, understand and inter-
pret the theme of a composition that is new
to him.
"In the case of the painting one is almost
certain to describe it clearly, even in detail.
This is simply because it has familiar associa-
tions with something else he has seen. We
readily recognize a painting of a tree, a house
or an approaching storm because they are fa-
miliar objects to our vision. The rare beauty
of color and composition get their message
across because they are associated with and take
on forms that we know and understand.
"Music is an art more in the abstract as com-
pared with that of painting and does not take
on such well-defined and easily recognizable
forms. Much is left to the imagination, and un-
less we use this faculty it is difficult to grasp
the meaning of a composition. If we learn to
identify the distinguishing characteristics that
mark one form of composition from another it
will be of inestimable assistance.
"Perhaps the easiest way to learn is to follow
this rule of association. If we wish to take the
full measure of enjoyment from music we must,
by one system or another, learn to analyze and
classify its different forms.
"Let us liken a musical composition, in struc-
ture, to a tree. The trunk is the predominant
theme or motif; the branches are the variations
of this theme and the secondary movements;
the leaves are its color. The tempo may be
likened to the movement of the wind-blown
branches as in a storm, or the gentle swaying
as in a balmy Summer breeze, to the rhythm
of a lullaby.
"In a general sense this will give us a good
conception of musical construction. There should
be a certain adherence to form in music, and
this comparison illustrates their relative impor-
tance simply.
"When you listen to music, try to pick out
the predominant theme and classify it as- roman-
tic, dramatic, descriptive, poetic, and so forth.
Then distinguish the secondary movements and
the by-plays in its narrative. Note its tempo
for changes in the action or as a key to the
general character and disposition of the composi-
tion. Appreciate its color in the fine gradations
of expression, the contrasts and the effective-
ness of its arrangement.
"There is much more, very much more, but
if you will try to understand, and it is easy
enough, you will soon be rewarded by a keener
pleasure and a consequent broader horizon of
vision. The happiness we get out of life is
measured largely by our ability to appreciate
the beautiful, and appreciation is confined en-
tirely within the limits of our understanding."
Isn't this admirably presented?
April 15, 1922
THE TALKING MACHINE WORLD
25
Jewett
PHONOGRAPH S
A Message To Real
PK ono^rapk Merchants
There is room in the Jewett organization
for the very best phonograph merchant in
each locality.
Are you that man?
We want men who are real merchan-
disers—
Men who can do justice to a quality line —
Men who appreciate the wonderful sales
possibilities in a line that combines beauty
of design, superior tone quality and the
very best of workmanship at an amazingly
moderate price.
Never were dealers more carefully chosen
than those who are entrusted with the Jewett
franchise.
If you are interested in tying up with a
permanent, profitable business — if you are
looking for an organization that offers com-
plete dealer service — if you wish to have a
demonstration of the Jewett in your store —
Just write and say: "I'm interested" and
we'll lay the proof before you.
JEWETT PHONOGRAPH CO.
General Sales Offices: 9th Floor, Penobscot Bldg.
DETROIT
Style No. 7
Mahogany
26
THE TALKING MACHINE WORLD
April 15, 1922
Here's one lor your fox-trot customers.
Love Days" and "Little Thoughts," both
dances on one of the new records for May.
Paul Biese's Orchestra at the bat. A-3572.
Columbia Graphophone Co.
NEW YORK
Some Essential Points in Record Salesmanship
By MARK W. DUNCAN
The three essential points in record salesman-
ship— in fact, in any salesmanship — are confidence
of your merchandise speed in selling and knowing
when to close the contract. I never consider that
I have made a sale if my customer leaves the store
with only the record he asked for. When he
came into the store and asked for a certain rec-
ord it was nothing more than an invitation to me
to sell him something else. At least, I always try.
Now, to make these real sales it seems to me
that the whole secret is to inspire the customer
with lots of confidence in my ability to judge
good records. I do not consider the selling of
records any different from other lines of mer-
chandise in this respect. The psychology of the
thing is the same whether you are selling peanuts
or automobiles or records. The customer must
be led to have faith in my word first, last and all
the time. To get this result it is necessary to
make the customer feel that I have a personal
interest in him and his welfare. I honestly be-
lieve that a salesman has not only to pretend but
to be actually interested in each individual cus-
tomer. Make it as real as possible, however.
Some folks are very quick to detect insincerity,
so be careful. As soon as you can make him feel
that you are really interested in him and what he
wants the situation is in your hands.
Then get him in the habit of saying "Yes."
Make positive statements and follow them with
questions that will produce affirmative answers.
Don't talk dollars and cents any more than is
absolutely necessary, and don't pay any attention
to unfavorable remarks on his part until you are
forced to. Keep him in the affirmative mood, for
as long as he says "yes" to you he is feeling that
you are right. I have often noticed that the very
person you might imagine oversold is more likely
to come back for more than the man who simply
got what he asked for.
With regard to the more mechanical side of
record^ selling, my main suggestion would be to
make it snappy. Don't waste your time and the
customer's patience, or vice versa, in a long-
drawn-out history of the record. Tell just enough
to inspire curiosity and interest and let the record
do the rest. Don't bore him by playing the rec-
ord until the end if he does not give you a favor-
able idea of it. Make him think that he is getting
a "sample taste" of a future pleasure, and it is
only logical that he will want more.
Finally, close your sale definitely. When the
customer has reached the "boiling point" — to
quote the cook-book — pour at once; don't let him
cool off gradually. Take advantage of the confi-
dence he now has in you and make up his mind
A. BRUNS & SONS
50 RALPH AVE.
BROOKLYN
N Y.
Illll
BRuWMADERITE"
KM
Rubberized Phonograph
Dust Covers
Dealers have found it advantageous to advocate
the sale of BRUNS Rubberized Fleece-lined
Phonograph Dust Covers to their customers.
BRUNS MADERITE Dust Covers offer a
means of protecting phonographs from dust,
finger-marks, bruises incident to house-cleaning
and other unforeseen accidents to the highly
polished surface of the talking machine cabinet.
Send to us for complete details regarding
BRUNS MADERITE Phonograph Moving
Covers and Rubberized Fleece-lined Dust
Covers or consult your jobbers.
It will pay you to investigate.
If required, we can supply a cover of heavy
Tarpaulin material guaranteed rain-proof for
use on open delivery trucks.
A. BRUNS & SONS
50 Ralph Ave., Brooklyn, N. Y.
Manufacturers of Everything Made of Canvas
for him without hesitation or any appreciable
delay.
To summarize, be sincerely interested; work
fast and close with decision. Above all and
throughout all remember that the customer
wouldn't be there at all if he hadn't at least
slightly wanted to be sold. Convince him that
you are satisfying his wants to the best of your
ability and his interest.
PEDDLING RECORD MUSIC
Enterprising Individual in New York Carries
About a Small Machine and Several Records
and Furnishes Three Tunes for One Dime.
In the Bronx section of New York City a
rather aged individual has found a new way
for luring the nickels from the pockets of those
who are known to be careful of their expendi-
tures. This particular man travels about with
a small talking machine hanging suspended from
a strap around his neck while in a box below
are a half dozen or so of the latest records. He
makes his way into the numerous bake shops
and restaurants and when some generous-
hearted soul contributes a dime all the patrons
of the place are entertained with three talking
machine selections. There must be money in
the scheme for the music peddler has been at
it for some time.
SECURES QUARTERS IN COLUMBUS
New Goldsmith Music Co. Leases Store at 25
East State Street, That City
Columbus, O., March 21. — The Goldsmith Music
Co. has leased the storeroom and basement and
part of the second floor at 25 East State street
for a term of years, expiring July 1, 1927. S. W.
Goldsmith, who was formerly vice-president of
the Goldsmith Music Store Co., is president of
the new corporation, which will carry a complete
line of musical instruments of all kinds, sheet
music, rolls, player rolls and pianos. The specific
lines which the company will carry will be an-
nounced later. Mr. Goldsmith also announces
that the new store will carry a complete radio
department. The premises leased will be exten-
sively remodeled.
CENTURY PLANT DESTROYED BY FIRE
Business Recently Sold to Abe Chasin, of New
York City, Who Had Planned to Add Wireless
Apparatus to Output
Linden, N. J., April 1. — The plant of the Century
Phonograph Co. was completely destroyed by fire
recently. The business was housed in a two-
story frame structure on Linden avenue, and
damage is estimated at $10,000. Only partial
insurance was carried on the plant. The business
was recently purchased by Abe Chasin, of New
York City, with the intention of starting opera-
tions on a large scale by adding wireless appa-
ratus to the output. The plant has not been in
operation recently, pending the carrying out of
these new plans,
April 15, 1922
THE TALKING MACHINE WORLD
27
ailllllimilllffllllllllllllllNNIIIIIlM IIIIIIIIIIIIIIIIIIIIJ
Records
GRANBY PHONOGRAPHS
MASTER-TONE TALKING MACHINES
OUTING PORTABLES
Okeh
NEEDLES
— Truetone — Wall Kane
Tonofone — Gilt Edge
Delivery Bags, Accessories, etc.
j Complete Stocks — Prompt Service |
IROQUOIS SALES CORPORATION
Wholesale Distributors
I 210 Franklin St. BUFFALO, N. Y. |
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NEW POST FOR CLARENCE HAYES
Clarence Hayes, who was formerly connected
with the recording staff of Thomas Edison, Inc.,
for a period of ten years, is now acting manager
for the Newark Recording Laboratory, 15 West
Park street, Newark, N. J. This latter company
specializes in individual recordings as well as
commercial work.
"TALKER" SENDS MESSAGES BY RAIL
A European inventor asserts that he has con-
structed an electromagnetic talking machine on
the combined principles of the amplifying tube
and the telegraphone, by which a message may be
"spoken into" a rail and picked up by the engi-
neer of the following train.
EXCHANGE HOUSE TO OPEN BRANCHES
Wichita, Kan., April 1. — The Fuller Phonograph
Exchange, which has its headquarters in this city,
is planning to open branches in Newton, Hutch-
inson, Emporia and Salina in the Spring if suit-
able locations can be secured. This concern op-
erates an exchange business in talking machine
records and music rolls.
PROS AND CONS ON THE CIRCULATING RECORD LIBRARY
Recrudesence of Interest in the Circulating Record Library Despite the Fact That Many Dealers
Hold the Plan Impracticable — Some Developments in a Western City
The record library idea has again cropped up
in the West, this time in Fort Wayne, despite the
fact that various experiments made during years
past have demonstrated that the library idea is
not practical either from the standpoint of the
individual operating the library, in the matter of
profits, or from the standpoint of the machine
owner who is desirous of having records that
reproduce properly and are not worn.
In this case a department store has opened a
record library through which subscribers may
change their old records for new ones, each sub-
scriber being called upon at the outset to provide
three new records for the library. The service
charge is $1 per annum. The scheme does not
show any features that may be considered new
and, judging from past experiences, both the
store and the customers will be tired of the plan
before it progresses very far. Dealers in the past
have given thought to the record library idea, but
the chief drawback has been that the records are
bound to wear, and where they are not the perma-
nent property of the subscriber are likely to be
subjected to careless treatment. In case of the
early libraries it was found that after a record
had been into ten or a dozen homes its musical
qualities were not such as to prove a very strong
advertisement for the talking machine.
In the early days of the p'ayer-piano the library
question was tried out very extensively, and even
in the case of rolls, which are so made that they
can be played hundreds of times without show-
ing wear, it was found that the cost of operating
the service was out of all proportion to the in-
come that could be obtained from rental or service
charges.
It is probable that in the case of the Fort
Wayne department store the library plan idea is
being tried out for the purpose of bringing people
into the store on the assumption that once in they
will make purchases in either the talking machine
or some other department, but even under such
circumstances it is likely to be found that the
advertising will prove costly.
While the record library question is under dis-
cussion, the following rules adopted by the Fort
Wayne institution may prove of interest:
1. A nominal charge of one dollar ($1) per
annum is made to each member to help defray
the expense of handling the exchange service.
These membership dues are used to put new rec-
ords into your library.
2. Each member agrees to furnish three (3)
playable records from his home to start the
library. Each record furnished must be subject
to the approval of the secretary before it will be
accepted.
3. Each club member is entitled to remove
three (3) records from the library and keep them
in his possession for a period of twelve (12)
days. A penalty of three (3) cents per day per
record will be charged for each day over the
twelve days that the records are kept.
4. No telephone or mail selections will be al-
lowed.
TO RECORD FOR COLUMBIA CO.
Frank Westphal and Rainbo Orchestra to Re-
cord Exclusively for the Columbia Library
The Columbia Graphophone Co. announced this
week that arrangements had been completed
whereby Frank Westphal and his Rainbo Or-
chestra would record exclusively for the Colum-
bia library. Mr. Westphal's organization made
several records for the company on the recent
visit of the recording executives to Chicago, and
these records were successful beyond all ex-
pectations. Plans are being made to feature
Frank Westphal and his orchestra as one of the
leading dance organizations of the country, and
an intensive sales and advertising campaign will
be inaugurated very shortly.
Frank Westphal and his Rainbo Orchestra
constitute the principal attraction at the Rainbow
Gardens in Chicago, one of the leaders in Chi-
cago's amusement world, and since the installa-
tion of this orchestra at the Rainbow Gardens the
patronage has increased by leaps and bounds.
Frank Westphal is well known to theatre-goers
throughout the country, as for many years he
was a vaudeville headliner on the Keith circuit.
WANTS CRACKED RECORD FIXED
The United Talking Machine Co., Victrola and
piano dealer of • Willimantic, recently received a
letter from a resident of West Wellington, Conn.,
which emphasizes that the old tradition of Yankee
thrift is still translated into fact in Connecticut.
The letter reads: "Dear Sir — I would like to
know if a Victor record could be fixed. I have
one cracked on one side, and I'd like to have it
fixed if it could be done, and send me your list of
records. Yours truly."
Louis I. Brown, Columbia dealer at Broadway
and Thirty-seventh street, Bayonne, N. J., has
opened a branch store at Avenue C and Twenty-
fourth street, that city.
THE NEW PHILLIPS OCTAGON THROW BACK ARM No. 5
Pleasing to the Eye
and
Pleasing to the Ear
Also equipped with our regular
No. 3 Reproducer if desired
Tone Arm measures in., and
9 in. from centre to centre
Tone Arms and Sound Boxes
complete from $^.00 up
Quantity Prices on Request
The William Phillips Phono Parts Corp.
Manufacturers of Tone Arms for Portable, Medium and High Grade Machines
145 West Forty-fifth Street New York City
28
THE TALKING MACHINE WORLD
April 15, 1922
TheyVe
ALL like
John and
Jane
BANNER
RECORDS
50f
They're all record buyers who want
their money's worth! They all consider
price! They all buy when they can buy
for less — quality for less!
Give them that! Give them the same
fine records — the same widely known
artists — the same of everything that
goes into the making of a good record.
GIVE IT TO THEM FOR ONE-
THIRD LESS!
Play BANNER for them ! Let them
hear how good a record it is. Show
them that the hits are the biggest and
the latest — that the artists are all
"Broadway-known!" Tell them that
the price is 50c.
You will know then, why BANNER,
though practically a newcomer, was
big enough to arouse a tremendously
favorable interest from a great music-
buying public.
We suggest that you test the BANNER
proposition.
Write Us Today!
A Few Fast Moving Hits!
Pick Me Up and Lay Me
Down in Dixie
An Old Fashioned Girl
Bygones
Little Grey Sweetheart
Georgia
By the Sapphire Sea
'Gin, 'Gin, 'Ginny Shore
Tell Her at Twilight
California
Moon River
She's A Mean Job
Sweet Man o' Mine
Swanee River Moon
Carolina Rolling Stone
After the Rain
Lo-La-Lo
Venetian Love Boat
Dear Old Southland
Angel Child
Virginia Blues
Boo-Hoo-Hoo
Marie
Just A Little Love Song
Carolina Rose
In Bluebird Land
[IN ADDITION : — A complete list of Standard, Sacred, Concert and"!
Military Band, Instrumental, Comedy, Hawaiian and Operatic Records J
ApkilIS, 1922 THE TALKING MACHINE WORLD 29
pilllIIIIIIIM
[How Events of Current Interest Can Bel
I Turned Into Profits by Merchants:: Arthur a Y0Ung |
IllllllllllllllllUllllllllllllllllllllllllllllIIIIIIIIIIIIW^
The final argument in getting business is to
arouse the customer's interest. The headline of
all effective advertising aims primarily on get-
ting the customer so interested that he will
naturally read the rest of your advertisement.
Show windows that display a stunt of novel ap-
peal invariably attract the crowd.
Interest may be artificially stimulated by re-
peated presentation of the same article before the
public's eye. In many instances interest may not
be stimulated, as it will be found that the public
is already greatly interested in your particular
article. When the crest of such interest is at its
height it is time for you to seize the opportunity
and capitalize on it. Current events can be made
to bear fruit in money returns if you will only
take the trouble to look out for them and time
your advertisements and window dressing in har-
mony with their appeal.
When Edison's lists of questions were played
up all over the country publishers of encyclo-
pedias and dictionaries were alert to possibilities
and metropolitan papers carried miles of adver-
tising which showed how Edison's questions
could be answered. When musical comedies and
operas are in season interest in these amusements
has led dealers in talking machines and musical
instruments to invent novel methods of attracting
the public's attention to their wares.
One of the shops on Michigan Boulevard, Chi-
cago, presented a very beautiful display of talk-
ing machine records in the show window during
the opera season. In the background was a
graceful bamboo arch, from the ends of which
hung colored Chinese lanterns. To these were
fastened artificial sunflowers with a talking ma-
chine record in the heart of each. The floor was
covered with matting and there were several
boxes on which records were displayed. A talk-
ing machine in front bore a card which invited
passers-by to step inside and listen to the particu-
lar opera singer to be starred in the evening. The
card, which listed the number of records the
singer had made, was changed every day in
accordance with the opera program.
Another merchant appealed to his customers in
another way. He placed an advertisement in the
papers which said that records of the singers
could be heard through the telephone and thus
a selection made without any inconvenience.
A telephone is installed in close connection with
a talking machine. Whenever a request is made
the record is placed upon the instrument and the
horn is turned towards the transmitter. The
sound travels over the wire as perfectly as the
human voice.
Radio telephony is now very popular. Some
of the city newspapers have even started a de-
partment in which radio programs are printed.
A number of talking machine stores have broad-
casted their record lists by means of radio, and
in this way have cashed in on their progressive-
ness. Capitalizing this craze brought business.
PROVED RECORD COULD BE SOLD
ANOTHER KREISLER IN THE FIELD LARGER QUARTERS IN ALLIANCE, 0.
C. C. Baker and His Staff Give Demonstration
of Concentrated Effort in Disposing of Record
Believed to Be Slow Seller — Some Conclusions
Columbus, O., April 4. — "There is always a cer-
tain satisfaction in winning, a bet," said C. C.
Baker, Victor dealer, 43 South High street, in
commenting on the wager recently placed on his
salesmanship by two friends, also Victor dealers.
During one of his recent trips East Mr. Baker
was ascertaining the relative sales possibility of
a number of records. In coming across the rec-
ord "Moto Perpetuo" (Perpetual Motion), a
Heifetz record, Mr. Baker was told that it would
not sell well. That did not "listen good" to Mr.
Baker and he immediately said, "I'll show you
that it can be sold."
It happened that Mr. Baker had another friend
there who was listening in on this challenge and
who put up the bet.
Coming back to Columbus Mr. Baker called
his sales force together and asked them to con-
centrate their efforts on this particular record
until every last one was sold, but to sell it on its
merits only. He allowed them one week for the
work.
Every person in the sales force listened to this
record and wrote out the outstanding qualities
about it. Later they compared notes. Finally
they decided the best points about it and began
calling this record to the prospective buyers' at-
tention. To make a long story short, every one
of the forty-seven records that Mr. Baker had in
stock was sold inside of four and one-half days,
with additional orders to be filled.
"I learned a big lesson from this wager," said
Mr. Baker. "First of all, I am convinced now
that this is a popular record and that the public
can be educated to like it. Secondly, any record
can be sold provided the salesman knows what
he is selling to his customers. In other words,
he must know the qualities of the goods he is ask-
ing his patrons to buy. Last, but not least, I
found out that it takes a sales force that is in-
telligent and co-operates with you to put a thing
across. My friend probably would not have won
the bet had it not been for the excellent co-
operation I received from my people. The credit,
if any is to be given, should go to the young
men and women in my store."
DELAWARE CONCERN CHARTERED
The Keystone Recording Laboratories have
been granted a charter of incorporation under the
laws of the State of Delaware, with a capital of
$20,000. The new concern will engage in the
manufacture of records for talking machines.
One of the many interesting numbers featured
in the Victor Co.'s advance list of records for
May is the first recording by Hugo Kreisler, of
the "Serenade Espagnole" by Chaminade-Kreisler.
Hugo Kreisler is a brother of the more famous
(at least in America) violinist, Fritz Kreisler.
Meanwhile Hugo has won great fame abroad as
a violoncellist. This record demonstrates that his
popularity has been worthily won. It is interest-
ing to note that in this first record of Hugo
Kreisler he is accompanied on the piano by his
brother Fritz.
J. H. Johnson's Sons Music Co. Prepares to En-
large Its Music Department
DYER EMPLOYES HONOR OFFICERS
St. Paul, Minn., April 3. — An interesting special
souvenir musical program was recently prepared
by the Employes' Social Club, of W. J. Dyer &
Bro., Northwestern distributors of Victor talking
machines, as a compliment to the retiring officers
of the club — Bernard T. Mertens, president, and
Patrice Barrette, secretary. The program in-
cluded vocal and instrumental solos.
Alliance, O., April 6. — Expansion of business
has resulted in the acquiring by the J. H. John-
son's Sons Music Co. here of additional floor
space, which has been given over exclusively for
display and salesrooms for pianos and talking
machines, records and rolls.
This firm is one of the oldest in the city, start-
ing as a furniture business in October, 1905.
In January, 1913, was added a line of pianos
and phonographs as a sideline. So fast has this
department grown that additional floor space
became necessary and the owners decided sev-
eral months ago to make it a separate depart-
ment, under the supervision of W. B. Johnson.
In January, 1920, A. C. and W. B. Johnson
bought out their father's interest in the concern
and have since that time conducted business
under the name of J. H. Johnson's Sons. The
concern features many of the leading makes of
pianos and talk-ing machines.
ALBERT CA.MPB&LL
EIGHT FAMOUS
VICTOR ARTISTS
In Concert and Entertainment
Personal Appearance of
Eight Popular Victor
Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1921-1922
Sample program and particulars upon request
P. W. SIMON, Manager
1658 Broadway New York City
Famous Ensemblesiincluding
Campbell & Burr - Sterling Trio • Peerless Quartet
PRANX BAKTA
30
THE TALKING MACHINE WORLD
April 15, 1922
: S E L F I S H N ESS ::
By EDWARD FRASER CARSON
that it pays, for the day may come when you
yourself may need these things, and as a man
soweth so shall he reap.
Therefore, be not as the man who so closely
follows the cent that he cannot see the dollar that
is just ahead.
Illllllll!llll!llil!lll!!lll!lllll!llllllll!lllllillllllllllllllll
In the world there are two unforgivable sins.
They are Selfishness and Ingratitude.
And the basest of these is Selfishness, for
Selfishness is the base of Ingratitude.
If you are an em-
ploye, don't expect to
be paid in cash for
every time you turn
your hand. If you do,
you will get nothing
but cash — and cash is
cold. The youth who
starts life determined
(o do nothing for noth-
ing will find he is paid
in his own coin and
the measure of his pay-
ment will be generous.
Edward Fraser Carson Sometimes Selfish-
ness may seem to put a dollar in your pocket, but
when the dollar gets there it crowds out every-
thing else. For a man who only works to make
money will find that others will work for him
only for the same wages, and the greatest work
of the world is not done for money.
The worst thing you can say about a man is
that he is "close-fisted," for a miser never has a
friend and the friendless man is poor indeed,
whatever his wealth in dollars may be. The
business founded on Selfishness is as a house
built on sand, but the business that aims to help
the other fellow stands as on a rock.
All that money is for is to spend — but spend
it wisely, young man, and you may live in happi-
ness and comfort. Cling to it and these things
will shun you. For Unselfishness in business is
as bread upon the water. It is the secret of pros-
perity, and only upon it can be built real success
in life.
As you advance in years you will come to
realize more and more that in business a good
name is better than riches. It will bring Riches.
The Selfish man must haul his own load. Re-
member the wheel which turns. That which was
at the bottom becomes the top and what was at
the top becomes the bottom.
Remember, too, the story of the Lion and the
Mouse. The Boy you help to-day may be the
Man to whom you may have to look for help
yourself to-morrow.
With thy customer be fair, but better it is to be
generous. Hold thy head high and stand straight
— until you lean over backward if need be. For
a little more than a "Square Deal'' will be remem-
bered by your customer long after you have spent
the few dollars you would otherwise make. But a
little less than a "Square Deal" will never be for-
gotten.
Don't promise your customer more than you
can perform, but so guard your tongue that when
you are called upon to make good your word you
can do just a little more than that which you
promised. And when called upon to make good
your promises, act promptly, cheerfully. To do
justice grudgingly is but one step this side of not
doing it at all.
Therefore, I say unto you: Young man, Give.
Give of your time and of your experience. Give
sympathy. Give encouragement. Give a helping
hand. Help the other fellow. It is the greatest,
the only real joy in life.
And if there be no other reason, you will find
EIGHT VICTOR ARTISTS IN OHIO
Increased Record Sales Follow Appearance of
Artists in Various Cities
Canton, O., April 4. — Record sales were stimu-
lated at the stores of the George C. Wille Co.,
W. R. Zollinger & Co. and the Klein-Heffelman-
Zollars Co. as the result of the personal appear-
ance here recently of the Eight Famous Victor
Artists in the City Auditorium. The entertainers,
who have made an annual visit here for many
years, made good again, and their program in-
cluded many recent Victor releases. It is esti-
mated that fully 4,000 people heard the artists.
The Victor Artists appeared later in Akron and
Youngstown, and were also scheduled for a con-
cert in Wheeling, W. Va.
L. M. COLE VISITS NEW YORK
L. M. Cole, sales manager of the Iroquois Sales
Corporation, was a visitor to New York last
week, calling upon some of his friends in the
trade. Upon leaving New York he visited dealers
in several of the important up-State cities where
important deals were pending for Granby and
Okeh record agencies. Mr. Cole stated that con-
ditions were showing a steady improvement and
that the dealers were generally confident regard-
ing their future activities..
DUO APPLIANCE CORP. CHARTERED
A charter of incorporation was recently granted
to the Duo Appliance Corp., of New York City,
for the manufacture of talking machine record
protectors. It is capitalized at $5,000 and incor-
porated by E. B. Raymond and P. M. Boesen.
She
rman,
Hay& Go,
Pacific Coast Distributors
Victor Victrolas
Victor Records
Victor Accessories
Main Wholesale Depot:
741 Mission Street, San Francisco
Branch Wholesale Depots:
AAA So. Broadway, Los Angeles, California
45 Fourth St., Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.,
Seattle, Washington
427 West First Ave., Spokane, Washington
April 15, 1922
THE TALKING MACHINE WORLD
31
COLUMBUS
Dealers Tie Up Publicity With
Artists' Concerts — White's
Store Expands — Other News
Columbus, O., April 4. — An event of much local
interest during the past month was the first ap-
pearance here of Jascha Heifetz, the prominent
violin virtuoso and Victor artist, under the aus-
pices of the Women's Music Club, and although
no official "Heifetz Week" was declared the local
Victor dealers arranged eiaborate window dis-
plays to mark the event. One of the most attrac-
tive of the displays was that arranged by the C.
C. Baker Co., and in practically every instance
an increased sale of records was reported. Some
excellent newspaper publicity was obtained as a
result of the visit of the artist.
White Department Is Remodeled
With the change of ownership of the Z. L.
White Department Store, the Victrola department
has been completely changed and remodeled. F.
J. Connor, who for the past seven years has been
interested in the Victor trade, is the manager of
this department. At an expenditure of approxi-
mately $50,000 for remodeling and equipment one
of the most modern salons of music has been
created. There are ten sound-proof booths, each
nine feet by twelve feet, and because of the spa-
ciousness of these booths four different sizes of
Victrolas have been placed in each. This, ac-
cording to Mr. Connor, was done for the pur-
pose of enabling the prospective buyers of records
to listen to them on the same type of machine
they have in their homes. The entire woodwork
in the department is in ivory finish.
Throughout the department, which occupies the
major portion of the fifth floor of the Z. L.White
Co., there prevails the home atmosphere. The
fact that the picture and furniture departments
are also on this floor adds greatly to the at-
tractiveness of the Victrola department.
Just as soon as all the details are completed an
innovation in presenting concerts will be inaugu-
rated by this firm. Twice each week, on after-
noons desirable to the local public, records pro-
duced by the more famous artists will be offered.
The afternoons will be designated by the names
of the artists. Among the first artists whose rec-
ords will be demonstrated are Caruso, Alma
Gluck, McCormack and "Heifetz. On some after-
noons only dance music will be featured; on
others music characteristic of certain nations will
be given. These concerts are to be so arranged
that there will be distinct variety, and to add to
their popularity on frequent occasions artists in
person will come to entertain the audiences.
To Utilize Radio for Concerts
Business conditions are considerably improved
in the East, according to Leslie I. King, manager
of the Victrola department of the Morehouse-
Martens Co., who has recently returned from
New York City. Mr. King is particularly inter-
ested in radio apparatus, a receiving set having
been installed by the Morehouse-Martens Co.
During his stay Mr. King visited the larger firms
in New York and was very well pleased and
encouraged with the successful results of the radio
in presenting concerts. In the near future Mr.
King intends to offer radio concerts to the pa-
trons of the Morehouse-Martens Co.
To Give Victrola to Charity
On April 1 the Morehouse-Martens Co. gave
away a Victrola to the club, hospital, chari-
table institution, fraternity, school or aid society
receiving the largest number of votes in the
Morehouse-Martens contest. Customers coming
to the store, by signing their names, indicated
their preference of the above organizations which
they desired to win the Victrola. Men prominent
in Columbus business will count the votes at an
early date and will award the Victrola to the
organization receiving the greatest number of
votes.
W. F. Davisson at Association Meetings
W. F. Davisson, vice-president and general
manager of the Perry B. Whitsit Co., wholesale
Victrola distributor, 211 North Fifth street, went
to Chicago last month, where in the capacity of
secretary of the National Association of Talking
Machine Jobbers he met with the executive com-
mittee of the Association. Mr. Davisson also
went to New York City, following the Chicago
meeting.
Interested in Music Memory Contest
Word comes from Portsmouth, O., that much
interest is being shown in the music memory con-
test now being conducted there.
DON C. PRESTON OPENS BRANCH
Well-known Bakersfield, Cal., Music Merchant
Opens New Store in Center of Oil Fields With
John Macdonald in Charge as Manager
LAUNCH BIG ADVERTISING CAMPAIGN
The study course in salesmanship evolved by
William Maxwell, who recently resigned as head
of the phonograph division of Thomas A. Edison,
Inc., to devote his time to this project, has been
formally launched by a big advertising campaign
in Printers' Ink and other mediums. The course
is known as the William Maxwell Orientation
System of Scientific Salesmanship. The head-
quarters of the school, known as the William
Maxwell Institute, are at 353 Second National
Bank Building, Orange, N. J.
Bakersfield, Cal., April 3. — Don C. Preston,
who met with great success in opening his music
store here two years ago, handling a number of
well-known makes of pianos and players, together
with Victor and Sonora talking machines, musical
merchandise, sheet music, etc., has just announced
the opening of a new branch store in Taft, the
center of the West Side oil fields. The new
branch will be in charge of John Macdonald,
who has had long experience in the Victor talk-
ing machine field. Mr. Preston, before opening
his store, traveled for several years for the Chi-
cago Talking Machine Co. and Sherman, Clay
& Co., representing the wholesale departments.
The Utica Phonograph & Supply Co., of 261
Genesee street, Utica, N. Y., has secured new
quarters in the Kenmore Building, which it will
occupy in May.
The Phonograph with the "Golden Voice"
HARPONOLA
No Limit
There is no limit to the amount
of business available on HARP-
ONOLAS, and no limit on terri-
tory, for any jobber who will go
after business aggressively — in
territory not already assigned.
Consequently there is no limit
on the profits to be made.
We deal with the jobber on the
basis that his success is our suc-
cess. We are not independent of
him. The more territory he can
handle effectively, the more we
want him to handle.
Our restrictions are based only
on the interest of jobbers already
with us, and to safeguard the
future operations of all. Where
territory is open, we go the limit
with a jobber to make a deal that
will be continuously and increas-
ingly profitable.
Write for the Harponola propo-
sition today.
Harponolas have a wonderful tone,
are splendidly constructed and fin-
ished, and are equipped with the
finest mechanical units. The golden
spruce horn is a real asset as a sales
getter.
THE HARPONOLA COMPANY
101 MERCELINA PARK
CELINA. OHIO
Edmund Brandts, President
32
THE TALKING MACHINE WORLD
April 15, 1922
Style 901
SHERATON
$85.00
Style 903
HEPPLE WHITE
$90.00
ANNOUNCING NEW
PERIOD CONSOLES
Priced to meet the 1922 Business of
PHONOGRAPH SALES
Consider—
1. Exclusive Designs.
2. Perfect Cabinet Work and Finish.
3o Unsurpassed Tone Quality.
4. Popular Prices.
5. Exclusive Territory.
6. Liberal Discounts.
7. Big Profits.
Specifications
Height 34 Inches
Width 36 Inches
Depth 22 Inches
Phillips Universal Tone Arm and Reproducer,
Large No. 33 Heineman Motor, 12-Inch Turn-
table, Automatic Stop, Tone Regulator, Nickel-
plated Hardware, Including Automatic Cover
Support, Continuous Hinge, Domes of Silence,
Needle Rest, All-Wood Sound Chamber, Five
Shelves for Records.
Furnished in Mahogany Only.
Finished Dark Brown Dull.
Write for Catalogue and
Dealer's Discount
Saginaw Sectional Book Case Co.
Saginaw, Michigan
April 15, 1922
THE TALKING MACHINE WORLD
33
CREATING SALES FROM THE BROADCASTING OF RECORDS
How Thomas K. Henderson, of Munger & Long, of Camden, N. J., Hooked Up Profitably With the
Radio Craze — Gets Many Orders and a Flood of Letters From Near and Far
In contrast to those members of the industry
who regard the radio as a certain menace to the
talking machine business there are many who take
the other viewpoint and have made every en-
deavor to see how they may hook up profitably
with the radio craze and get some publicity for
themselves and the products they handle.
Among those who have taken advantage of the
radio for publicity purposes is Thomas K. Hen-
derson, manager of the Victrola department of
Munger & Long, Camden, N. J., who some months
ago responded to a request from John L. Hill, of
the Federal Institute of Radio Telegraphy, in that
city, to co-operate with him in the broadcasting
of record music, providing for that purpose a
small Victrola and some records.
The demonstrations proved successful and
aroused a great amount of interest, with the re-
sult that the Camden Daily Courier, one of the
progressive newspapers of the city, began to take
notice of the opportunity and opened a radio
department, publishing the various broadcasting
programs. At the suggestion of the newspaper
Mr. Henderson has for some time past been pre-
paring regular musical programs for each day,
featuring Victor records. These programs are
published each evening with the exception of Sat-
urday and are strictly adhered to. The operator
announces that the records are furnished by the
talking machine department of Munger & Long
and at the end of the selection announces the
number of the record for the benefit of those who
may desire to obtain it. As a matter of fact, the
practice of announcing record numbers started at
the suggestion of a radio fan who held the opinion
that many people might be interested in purchas-
ing the records they heard broadcasted.
Good Advertising Results
In discussing the publicity value of the broad-
casting of the record lists Mr. Henderson said:
"I am convinced that this is splendid advertising
and that the use of the radio will help rather than
retard our business. As evidence of this I might
cite the fact that one day recently a gentleman
wrote us to send him the records of the entire
program he had heard the evening before. Shortly
before that we had a 'phone call from a lady who
wanted the Caruso record that had been broad-
casted the previous evening. She had forgotten
the title, but, of course, we knew what she
wanted. These are only two of many similar in-
stances and show that a record demonstrated by
the radio will catch a customer just as it would
if ' demonstrated in a store in the regular way.
Demonstrations sell records, ergo, the more dem-
onstrations the more sales. It must be remem-
bered that the radio receiver will not play a
record, and if the fan likes the records he has
heard he will, in many cases, buy them.
"In constructing our programs I have -endeav-
ored to strike the happy medium in music — noth-
ing too high-brow and nothing trashy. The pop-
ular selections and dance music are not included
in the printed programs, but are added numbers.
IV ^ SUPERIOR STEEL . -»
BRILLiantoNE
■ fttCISTCRCD TRADE MARK "1 1-
NEEDLES
Extra Loud
Tone
Opera Tone
Full Tone
Half Tone
Light Tone
Dance Tone
BRILLIANTONE
STEEL NEEDLE CO., of AMERICA.Inc.
Selling Agents for W.H.Bagshaw&Co.
Factoiy, Lowell, Mass.
34-7 FIFTH AVENUE, NEW YOR.K.
So far our efforts seem to have given satisfaction.
"In our newspaper advertising we make known
the fact that all of the records used in the 3-Y-Q
programs from the Courier station can be ob-
tained at our store. We also have copies of the
programs in our books and they are good sales-
men. 3-Y-Q, which broadcasts on a 400-meter
wave, is one of the most powerful stations in the
East, having a radius of 1,000 miles. At times our
concerts have been heard at much greater dis-
tances, in one instance in the Saskatchewan dis-
trict in the Canadian Northwest, about 1,700 miles
from the broadcasting station.
Record Business Is Helped
"While our own record business has been helped
materially by these radio concerts, I have no
doubt but that dealers in other New Jersey cities
and towns have also been helped through our
efforts, and if such is the case all I can say is
that it is, in my opinion, a splendid way to tell
the world wrhat you've got.
"The radio is here to stay. Some think it will
injure our business, but I do not. The talking
machine as a home entertainer is a fixture, and
with the improvements which are bound to come
will prove even more popular in the future."
The following program, selected at random, is
indicative of the caliber of the records selected by
Mr. Henderson :
1.
2.
Waltz — "Blue Danube" Philadelphia Orchestra
'Where the Morning Glories Grow,"
Spencer and Sterling Trio
3. Bass Solo — "Till the Sands of the Desert Grow Cold,"
Glenn
4. Tenor Solo — "In Sweet Inniscarra" Miller
5. Monologue — "Virginia Judge" Kelly
6. Barcarolle (Tales of Hoffman) Gluck and Homer
7. March — "General Mixup" Pryor's Band
Added Popular Selections
Since the broadcasting of the Victor records
has been under way there has been received a
flood of letters from various sections commenting
enthusiastically upon the various programs or
numbers found therein. These messages come
from Walkerville, Out, in the North, and Wades-
boro, N. C, in the South, and from as far West
as Buffalo, affording- some idea of the broad terri-
tory covered by the radio service as a regular
thing.
PLAN SPRING BUSINESS DRIVE
Outside Piano Salesmen of Hahne & Co. to Co-
operate With Talking Machine Staff — Sales
Crews Will Take Weekly Trips
Newark, N. J., April 3. — The talking machine
and piano departments of Hahne & Co., Broad
street, this city, under the management of J.
Blake and W. O. Black, respectively, are planning
a co-operative campaign to boost the sales of talk-
ing machines and pianos. Extensive advertising
will be part of the campaign to stimulate the
Spring business and crews of salesmen will cover
outlying communities on trips covering a period
of one week. In this manner it is hoped to
cover a much larger territory than formerly. The
piano salesmen will endeavor to sell talking ma-
chines where the sale of a piano is impossible.
The Victor and Widdicomb machines are fea-
tured by Hahne & Co.
MISS JOHNSON IN CHARGE
Miss Christine Johnson, for some time past
hostess at the Vocalion Recording Studios of the
Aeolian Co., has been placed in charge of the
repair adjustment department of that company,
succeeding Miss Mazie Hurley, who left recently
to make her home on the Pacific Coast.
Many a man admits defeat and lies down on
the job before he is really finished, when, if he
had exerted just a little more effort, worked
just a little 'harder and held on with grim
determination for just a little while longer he
would have achieved success.
Recorded in Italy
by the best
LATEST RELEASES
SONGS -DANCES - COMICALS
00987x E Sbocciano Le Rose,
Cav. Uff. G. Godono
Addio Mia Bella, Addio,
Cav. Uff. G. Godono
00991x 1/ Altalena Cav. Uff. G. Godono
E 1/ Animore Cav. Uff. G. Godono
00993x Venerdi' F. Rondinella
'E Ssignurine D' 'O Palazzo,
R. Ciaramella
00997x Serenatona R. Ciaramella
Vipera J. Baroni
00999.x 'O Guarracino— Part 1 P. Mazzone
'O Guarracino — Part 2 P. Mazzone
001007.x lTn Balbuziente In Tribunale
(Scena Comica)
Cozzolino-Di Napoli-Mazzone
Pulrinella Ad Una Festa Da Ballo
(Seena Comica)
Cozzolino-Di Napoli-Mazzone
001009.x Dolores. Valzer. . Orchestra Napoletana
Joupe Goulotte. Two-Step,
Orchestra Napoletana
001013.x It Musiconiane. Polka,
Orchestra Siciliana
Fiocchi Di Neve. Gavotte,
Orchestra Siciliana
WITH EVERY RECORD WE GIVE
THE WORD SHEET SONGS FREE
We Are Also Manufacturers & Distributors of
Italian Popular Music Rolls
New Hits Released the 15th of Each Month
JUST OUT
xl95 — L.' America. Versi e Musica di E. A.
Mario. (World Roll) $1.85
xl«9 — 'A Cchiu' Bella D' 'O Sole. Versi di
S. Baratta. Musica di R. Falvo.
(Word Roll) 1.25
P67 — Arrivanno A Nnapule. Versi di G.
Camerlingo. Musica di F. Pen-
nine (Word Roll) 1/25
xl78 — Napule Ca Se Ne Va. Versi di E.
Murolo. Musica di E. Tagliaferri.
(Word Roll) 1.25
xl89 — Baciaini Ancora. Instrumental.
Waltz by H. Ciauri 90
P44 — Siciliana. Instrumental. Mazurka
by J. Gioe go
i
ITALIAN BOOK CO.
Music Dep't
145-47 Mulberry St.
New York City
DISCOUNT TO DEALERS — ASK FOR
CATALOGUES
34
THE TALKING MACHINE WORLD
April 15, 1922
Another home run for May! For waltz-
lovers. "Out of the Shadows/' Introducing
Southern Memories" and "Rio Nights"—
all on one record. Played by Prince's
Dance Orchestra. Stock it! A-3576.
Columbia Graphophone Co
NEW YORK
G. K. LORD NEW OK EH ARTIST
Prominent Singing Organist Will Make Okeh
Records Exclusively
It was announced this week by the General
Phonograph Corp., manufacturer of Okeh rec-
ords, that Gene Kenneth Lord, who is known as
pipe organs and in addition displayed his ability
as a baritone singer.
A few years ago the secretary of the Pennsyl-
vania State Spiritualist Association, while in Los
Angeles, was attracted by the quality of Mr.
Lord's voice and immediately arranged to have
him sing and play the organ during the Spiritual-
ist conventions since held in various cities
throughout the United States. At the Spiritualist
convention held in Detroit last Fall Mr. Lord
was appointed by Dr. Geo. B. Warne, president
of the National Spiritualist Association, as the
first and only "International Evangelistic Singer
and Organist."
Through the efforts of A. J. Heath, of Phila-
delphia, Mr. Lord arranged to record for the
Okeh library, and his first record is now being
offered to the trade. It features the following
two selections: "Gentle Angels, Pilot Me,"
Spiritualistic hymn, and "Only a Thin Veil Be-
tween Us," Spiritualistic hymn.
DROP PLAN TO CHANGE LIEN LAWS
Gene Kenneth Lord
the singing organist, has signed a contract to
record exclusively for Okeh records. Mr. Lord
has gained distinction through the skill with
which he has played some of the world's largest
Louisville, Ky., April 8. — 'Music dealers here
who had been planning to introduce a bill be-
fore the State Legislature providing for changes
in the lien laws have dropped the project. Under
the present laws instruments can be taken up im-
mediately following neglect to meet payments,
and the full amount paid is retained. A number
of dealers objected to paying the filing charge
on chattel mortgages. The tentative plan had to
do with changing this phase of the laws.
VELVET COVERED TURNTABLES
ADD TO THE QUALITY OF MACHINES
/ VELVETS
THE BEST TALKING MACHINES ARE EQUIPPED WITH
A. W. B. BOULEVARD VELVETS
GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION
WRITE FOR SAMPLES AND PRICES
A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York
ESTABLISHED 1845
PRACTICAL DEALER CO-OPERATION
Sales Promotion Department of Jewett Phono-
graph Co. Well Equipped to Serve Dealers —
Miss Agnes Nelson in Charge of This Impor-
tant Work — How the Department Operates
Detroit, Mich., April 5. — One of the most im-
portant departments in the organization of the
Jewett Phonograph Co., of this city, is the sales
promotion department, which is under the direc-
tion of Miss Agnes Nelson, who has been asso-
ciated with the talking machine industry for a
number of years.
In a recent chat with The World Miss Nelson
gave some interesting data regarding her ac-
tivities, as follows:
"This department was established mainly for
our dealers; to supervise each dealer's advertis-
ing which is done locally; to give them selling
ideas, make suggestions for more attractive ar-
rangement of stores and help them make sales,
which is often accomplished by a dealer writ-
ing this department and giving the name of a
prospect who is really interested in a Jewett,
but needs something which the dealer feels that
he is unable to say to decide him. They want
us to write some sort of a letter, and then a
letter goes out from this department to the deal-
er's prospect, saying that we are glad to learn of
his interest and so forth and we then proceed to
tell him why we feel that he would be making
no mistake to buy a Jewett. Several of our
dealers have actually made sales, they tell me,
wholly on the strength of letters from us direct.
We urge our dealers to give us the name of
every person to whom they sell a Jewett phono-
graph and a personal letter of appreciation for
their patronage goes out from this department.
This, we feel, makes the customers feel that we
are as interested as the dealer in the fact that
they have bought a Jewett and that we want the
good will of every Jewett owner.
"Very often dealers write in for a sample let-
ter which they would like to use in circularizing
their territory, or their collections are a little
poor and they Would like to find out some way
to ask for collections without offending their
customers and want us to help them out. This is
a service which this department also handles.
"This department is so closely in touch with
the Jewett dealers that they feel that it is the
natural thing to do to bring their troubles here.
We tell them new fields to sound out for busi-
ness, they tell me certain methods which they
are using successfully and which might help an-
other dealer.
"Booklets, posters, window trim and store
cards are all planned and bought by this depart-
ment, because this is material used by our deal-
ers and it is given special attention in order to
give them material they can use to best advan-
tage."
Attractive new display rooms have been opened
in the music department of the Tull & Gibbs
store, Spokane, Wash. Victor, Columbia and
Edison machines and records are handled here.
The Talking Machine World, Nczv York, April 15, 1922
1922
Other noted Operatic and Concert
artists of the day recording
exclusively for Brunswic\
RICHARD BONELLI
ELIAS BREESKIN
MARIO CHAMLEE
GIUSEPPE D ANISE
CLAIRE DUX
FLORENCE EASTON
LEOPOLD GODOWSKY
DOROTHY JARDON
THEO KARLE
ELIZABETH LENNOX
ELLY NEY
TINO PATTIERA
IRENE PAVLOSKA
VIRGINIA REA
MAX ROSEN
RICHARD STRAUSS
MARIE TIFFANY
IRENE WILLIAMS
WILLEM WILLEKE
ELSHUCO TRIO
BRONISLAW
HUBERMAN
Violinist
Exclusive
Brunswick Artist
Now on
GOLD LABEL
DOUBLE FACED
to
RECORDS
Following a long series of European tri-
umphs, his recent American tour was a
sensation of the musical season.
More than eight thousand people crowded
the New York Hippodrome to hear him play.
He has divided the world of critics into
two parts — those who say he is the great-
est violinist of all time, and those who say
he is one of the greatest. Like other great
artists of today, Huberman records exclu-
sively for Brunswick.
His recordings on Gold Label (double-
faced) Records are another Brunswick con-
tribution towards Better Music in Every
Home.
THE BRUNSWICK'BALKE-COLLENDER CO
Manufacturers — Established 1845
CHICAGO NEW YORK CINCINNATI
New England Distributors : Kraft, Bates & Spencer, Inc.
1265 Boylston Street, Boston, Mass.
Canadian Distributors: Musical Merchandise Sales Co.
79 Wellington Street West, Toronto, Ont.
I
-
April IS. 1922
THE TALKING MACHINE WORLD
35
JEWETT DEALER'S ATTRACTIVE STORE ONE DEALER LEARNS HIS LESSON
Walker Jewett Shoppe, of Detroit, Meeting With
Success — Using Aggressive Up-to-date Sales
Methods in Development of the Business
Woman Obeys Instructions to Buy Ten Dollars'
Worth of Records in Order to Get Machine at
One Dollar Down, but Buys Them at Another
Store, According to Story by Frank E. Edgar
Detroit, Mich., April 8. — One of the latest ad-
ditions to the. retail talking machine fraternity is
the new store recently opened by the Walker
Jewett Shoppe, of this
city. T. B. Walker,
owner of this establish-
ment, is an enthusiastic
Jewett dealer, and his
thorough knowledge of
the talking machine
business has enabled
him to build up a profit-
able clientele that is
steadily increasing. The
store is open until ten
o'clock every night, and.
although it is a neigh-
borhood store, it has cus-
tomers every night. The
furnishings are comfort-
able and restful and Mr.
and Mrs. Walker are al-
ways on hand to give a
hearty welcome to the
neighborhood visitors.
In a recent chat re-
garding business condi-
tions Mr. Walker stated
that he does not by any
Frank E. Edgar, of the wholesale department
of the Aeolian Co., and one of the best known
Partial View
means depend upon transient visitors as the foun-
dation for his trade, but has established a compe-
tent outside sales staff that is constantly "on the
job." This attractive store is meeting with a
considerable measure of success, which may be
attributed to the progressive sales methods that
are utilized and Mr. Walker's ready understand-
ing of the importance of utilizing the most up-to-
date merchandising methods.
of Interior of Walker Jewett Shoppe
travelers in the music trade, recently brought
back from the West the following interesting
story, for which he vouches.
According to Mr. Edgar an extensive advertis-
ing campaign on talking machines was being fea-
tured by one of the leading- stores in Columbus,
Ind., which boldly offered to sell them at "One
dollar down and the machine is delivered to your
home."
One morning a well-dressed, middle-aged woman
came in and was met by the proprietor in person.
"Is it true," she asked, "that one can have a talk-
ing machine for a dollar down?"
"Yes," he answered. "We do exactly as we ad-
vertise." She then looked around at the \arious
styles displayed and, indicating one, said, "I like-
that one very much," at the same time opening
her hand-bag to extract the dollar.
Whereupon the proprietor said, "The only other
thing that is necessary for you to do is to pur-
chase ten dollars' worth of records." "Oh,
really?" she asked, then hesitated a moment and
finally walked toward the door. "I'll be back
later, then."
Assuming that the lady had changed her mind
about the proposition, the manager concluded the
deal was off. However, about an hour later she
returned, her arms full of flat packages. "I have
the records," she said, "and would like to have
the machine sent up to my home, please." In a
word, she had gone down the street to another
store and had "purchased ten dollars' worth of
records" — from a competitor.
What happened? Just this: The proprietor
sent the machine to the lady and made good his
advertising.
Moral — Because you know all the details and
apparent curves in your sales or your goods, do
not expect the customer to be a mind reader*
The next customer was told "You must buy ten
dollars' worth of records from us."
It is possible for you to know your story so
well that you take it for granted everyone else
knows as much about it. Be specific and every
party to the deal gains, even the customers.
PARTICIPATE IN STYLE WEEK
Can-ton, O., April 4. — Retail music stores of Can-
ton joined with a hundred 'other 'merchants in
staging the annual Spring Style Exposition and
Spring Sales Week. All downtown shops offered
special window displays, resulting in many sales.
Callings & Co. And You
"Collings Service" means little to a Victor
dealer outside of New Jersey and Northeastern
Pennsylvania.
But in this territory, to which it is confined,
"Collings Service" means to Victor Dealers every-
thing that close convenience, skill and ample
resources in Victor Merchandising can afford.
"Buy Where You Sell."
"Collings Covers Your Wants."
COLLINGS & COMPANY
Victor Distributors for Northern New Jersey and Northeastern
Pennsylvania
Clinton & Beaver Sts.
(Plum Building)
Newark, N. J
36
THE TALKING MACHINE WORLD
April 15, 1922
Qlte longer you play it, the sweeter it grows
99
f
\
CENIUS IS BUT THE CAPACITY FOR TAKING INFINITE PAINS
It Takes Eight Gauges Just to Test
Holes in the Cheney Motor Frame
Considering the
quality of workman-
ship and materials,
Cheney prices are re-
markably low. Reg-
ularmodels retail from
$11 . to $325. Console
models in a variety ol
styles.
HERE are fifteen holes drilled in each
/ Cheney motor frame, and it is absolutely
essential that there be no variation in
excess of 5/1000 of an inch from the stand-
ard for each hole. More allowance than this
would result in loose bearings, noise and
pulsations — far from the standard of excel-
lence set up and rigidly protected in Cheney
motors.
Accordingly, eight gauges, as shown in the
above illustration, are required to test the
holes in this frame. There is only 5/1000 of
an inch diSerence in the diameter of the ends
of each of the gauges above. One end must go
into the hole, the other may not.
Such care is characteristic of the whole
process of Cheney manufacture. It explains
why The Cheney is the "master instrument" —
a profitable selling opportunity for every dealer.
The Cheney Talking Machine Company
CHICAGO
This is the third test of the Cheney
motor, and is mads under actual
playing conditions. Every require-
ment of strong pull and endurance is
present to which the motor will be
subjected when in use, and the motor
must meat a rigid standard of uniform-
ity of speed and duration of pull.
The first Cheney motor test is the
stethoscope test, to make sure that it
is free from unnecessary noise; the
second test, on a specially patented
Cheney tasting device, makes certain
that the motor will pull for a given
time at proper and uniform speed.
A fourth and final test is made in a
sound-proof room after the motor has
been installed in the cabinet.
^Cheney
The Master Instrument
April 15, 1922
THE TALKING MACHINE WORLD
37
(NO. IV)
Dear Bill:
I am extremely glad that your business has
now reached the stage where you find it neces-
sary to secure the services of several salesmen.
The selection of salesmen is of the utmost im-
portance to the continued success of your enter-
prise and, since I have had considerably more
experience in that line than has fallen to your
lot, I hope you will not take it amiss if I endeavor
to give you some pointers which I have found
to be essential in choosing the right men.
In the first place, it is best to always bear in
mind the fact that the constant hiring of sales-
men, similar to the labor turnover in any indus-
try or business, is an expensive proposition. No
matter how clever a man is he must consume con-
siderable time, for which you pay, in which to
become acquainted with the trade which you
cater to and, if he is an out-of-town man, the
various conditions under which you operate.
The second point which you should determine
upon is that the men you hire must be efficient
salesmen. They must possess all the qualifica-
tions which go to make up a live-wire. They
must be enthusiastically "sold" on the line of
machines and records handled by you or for
heaven's sake don't let them lose customers for
you. You may as well refrain from securing any
salesmen at all if you are not prepared to get
the right kind. It is obvious that a man who is
not "sold" on the line he represents certainly will
not have any great amount of success in "selling"
prospects on it. Enthusiasm and sincerity are
vital assets and no salesman can hope to become
successful if he does not possess them.
There is absolutely no economy in hiring a
cheap man. By cheap I mean a man who is
willing to work for a few dollars less per week
than a first-class salesman. A man usually asks
a salary commensurate with his own opinion of
his worth and you will find that a good man de-
mands, and is entitled to, a good salary. On
the other hand, the salesman who is lacking in
ability is invariably willing to work for con-
siderably less. The first-class salesman will be
instrumental in increasing the profits and pres-
tige of the house and the second will lose money
and customers for the firm hiring him.
Another class of salesman to steer clear of is
the "floater"; the type of salesman who jumps
from one job to another; the type of man who
soon sickens of a job, becomes restless and clears
out suddenly. As mentioned before, labor turn-
over is a costly proposition and no business
can afford to hire a man of this type.
It is a comparatively simple matter to determine
if the applicant is of this type by his credentials.
And right here I want to warn you to be sure
that you thoroughly investigate the references of
anyone applying for a position. It is much better
to be safe than sorry, and a few days' delay in-
volved in "looking up" an applicant is time well
spent. You cannot afford to make any mistake
in the quality and ability of the man you hire.
This does not mean, however, that simply be-
cause a salesman has made several changes that
he is a "floater." It is up to the prospective
employer to analyze and verify his record. If it
is found that a man has rendered faithful and effi-
cient service wherever he has been employed and
has only made changes where he improved his
position, or for wider experience, a dealer is safe
in hiring him. Wishing you all. kinds of suc-
cess, I am
Your friend,
Jim.
KIRKMAN CORP. ADDS RADIO LINE
Manufacturer of the K-E Automatic Stops and
Kirkman Record Cleaner Will Soon Place on
Market Tele-Radio Sets and Supplies
The Kirkman Engineering Corp., New York
City, manufacturer of K-E automatic stops and
the well-known Kirkman record cleaner, will
shortly place on the market Tele-Radio sets in a
wide range of models equipped with both head
sets and amplifying horns. The electrical line is
not new to the Kirkman Engineering Corp., as
it has for many years supplied the electrical trade
with fuses, switches and other parts. It is, there-
fore, well equipped to embark on this new under-
taking. Besides the radio sets it is the plan of
the Kirkman Engineering Corp. to also produce
radio parts. In order to take care of the large
demands incidental. to this new phase of its busi-
ness the corporation has secured the entire fourth
loft in the building in which it is situated, and
this extra loft is rapidly being equipped. Thomas
Kirkman, head of the organization, reports that
business is continuing in a very satisfactory
manner and looks for steady betterment.
M. S. WILSON CO. CHARTERED
The M. S. Wilson Co., Inc., of Providence,
R. I., has been granted a charter of incorporation
under the laws of that State to deal in talking
machines, records, etc. The capital of the con-
cern consists of 500 shares of non-par stock.
Mather S. Wilson, George C. Clinton and James
O. McManus are the incorporators.
FRED CARBERRY CO. INCORPORATED
The Frederick Carberry Co., of Milwaukee,
Wis., has been granted a charter of incorporation
under the laws of that State, with a capital of
$50,000 common stock and $500,000 preferred
stock. Incorporators are F. Carberry, W. Heise
and A. Glyis. The concern will deal in talking
machines, etc.
DAVEGA'S TIMELY SALES TALK
Pointers to Dealers on Best Method of Selling
and Displaying Horizontal Types of Victrolas
The new horizontal type of Victrola was the
subject of a special communication from Abram
Davega, president of the Knickerbocker Talking
Machine Co., addressed to the many Knicker-
bocker Victor dealers. It was headed "How to
Sell More Genuine Victrolas — Horizontal Type."
The best method of selling has been carefully
analyzed and propounded. One of the primary
requisites given for selling these talking machines
is having the complete line upon the floor. It is
pointed out that one or two of the models will
not do; the entire five should be displayed. Upon
the subject of display there is much to be said.
The indiscriminate mixing up of the horizontal
and upright types of Victrolas is confusing and
does not adequately display either type. Mr.
Davega states that it is better to devote a certain
section of the floor entirely to the new model,
showing the complete line side by side. It is
also suggested that it might be well to make these
models the subject of a window display. Mr.
Davega outlines the superior points of the new
Victrola models and urges that the dealer instill
his enthusiasm into the prospective purchaser.
AUTHOR PREDICTED "TALKER"
A prophecy of the talking machine may be
found in Cyrano de Bergerac's "Voyage to the
Moon." Cyrano's imaginary traveler tells of a
wonderful book presented to him by a lunar in-
habitant, which had neither leaves nor letters, a
book made wholly for the ears and not for the
eyes. "When anybody has a mind to read it he
winds up that machine with a great many springs,
then he turns the hand to the chapter which he
desires, and straight as from the mouth of a man,
or a musical instrument, proceed all the distinct
and different sounds which all the lunar grandees
make use of for expressing their thoughts instead
of language."
Wall-Kane Needles
Protect the Record
WALL-KANE NEEDLES
Used by 80% of the population, sold by the
leading jobbers throughout the world.
A nationally advertised article that hat been in ever-
increasing demand since it was established in 1913
WALL-KANE needles are packed in metal
display stands holding 60 packages, 24 loud,
24 extra loud and 12 medium.
They are also packed in cartons of 100 pack-
ages of a single tone, either loud, extra loud or
medium.
JOBBERS ONLY — APPLY FOR
SPECIAL PROPOSITION
The Greater New York Novelty Co.
Sole Manufacturers of
WALL-KANE NEEDLES
3922 Fourteenth Avenue
Brooklyn, N. Y.
38
THE TALKING MACHINE WORLD
April 15, 1922
For Progressive Dealers:
REGAL
A great record to play with
(List Price 50c)
WHY?
Because it is already known
nationally and has a sales
record that is jumping ahead.
Because it is a record of
tone quality and durability,
carrying brilliant recordings
of well-known artists.
Because it is distributed with
a service that is absolutely
reliable.
For full particulars about supplying
your immediate territory^ write or wire
Regal Record Company
206 FIFTH AVENUE .
NEW YORK CITY
April 15, 1922
THE TALKING MACHINE WORLD
39
Are you taking advantage ot our Dealer Help Service
that keeps you supplied with high-grade, timely
window display material? Your window is your
salesman. Keep him well dressed. Get in touch
with the Columbia Dealer Service Man.
Columbia Graphophone Co.
New York
RETURNS FROM SUCCESSFUL TRIP
A. A. Fair, Sales Manager of Jewett Phonograph
Co., Brings Optimistic Reports From Eastern
Trip — New Jewett Uprights Well Received
Detroit, Mich., April 4. — A. A. Fair, sales man-
ager of the Jewett Phonograph Co., of this city,
returned recently from an Eastern trip which in-
cluded a visit to New York City, Cleveland,
Philadelphia, Pittsburgh and Utica. N. Y. In all
of these points Mr. Fair visited Jewett dealers
and also started preliminary negotiations with
several important concerns which will probably
A. A. Fair
culminate in new Jewett agencies in the very near
future. Upon his return to Detroit Mr. Fair
stated that general conditions were very gratify-
ing, and that within the past few weeks over
twenty-five new accounts had been opened in
various sections of the country.
The new line of Jewett uprights recently an-
nounced to the trade has been accorded an enthu-
siastic reception from dealers who have visited
the Jewett factory, and shipments are now being
made. The dealers are particularly enthusiastic
regarding the quality of the cabinet work and the
distinctiveness of the cabinet designs. The fac-
tory is now working to capacity and the Jewett
sales staff is leaving nothing undone to co-operate
with the company's dealers throughout the coun-
try, all of whom report improving business.
SUFFERS LOSS BY FIRE
The Record Shop, Toledo, Sustains $2,000 Loss
to Stock From Flames and Water
Toledo, O., April 3. — The Record Shop recently
suffered severe loss from the fire which swept
the Orchestra Hall Building, 420 and 422 St.
Clair street, the damage being estimated at $2,000,
caused mainly by water and affecting the talking
machine stock. The business will be carried on,
however, while repairs are being made.
This store is one of four owned by Compton
Bros., who have in addition shops at Findlay,
McComb and Carey, O. Brunswick, Aeolian-
Yocalion, Kimball and Columbia machines are
handled.
FEATURING THE NEW VICTROLAS
Toledo Talking Machine Co. Attracting Attention
With New Models— C. H. Womeldorff Returns
From Meeting of Jobbers' Association
NEW QUARTERS IN MASSILLON, 0.
C. J. Duncan, Veteran Victor Dealer, Opens
Attractive New Store in That City
Toledo, O., April 4. — The Toledo Talking Ma-
chine Co. is displaying the new Victor horizontal
240, 260. 280, and they are receiving much atten-
tion. It is believed that as soon as the Victor
national advertising on these new instruments be-
gins to function the demand will speed up.
C. H. Womeldorff, general manager, has his
sleeves rolled up and is back at his desk after
attending the recent New York meeting of the
National Association of Talking Machine Jobbers.
The trip was both helpful and enjoyable, he re-
ports.
Warren E. Kellogg and W. B. Gannon, sales
representatives of this company, will hand back
to each other the territories traveled during the
month of March. They switched the first of that
month for the purpose of widening their ac-
quaintance and studying conditions.
W. B. Gannon will make a trip to Philadelphia
and the Victor factory about April 15.
We are living in an era of speed. Pep, real
ability, punch and quickness are necessary to-day
more than ever before. We are keyed to a
high pitch of mental and physical activity and
any man who desires to make a mark for him-
self must be just a little faster than his coni-.
petitor.
Massillon, O., April 4. — Ambitions of a quarter
century were realized this month when C. J.
Duncan, local Victor dealer, opened his new
store at 8 East Main street. It is among the
finest in the State and ranks with those of the
larger cities.
The exterior of the new three-story building is
ot Indiana limestone. The Victrola parlors oc-
cupy the entire second floor, directly above the
jewelry shop, and are approached by an attractive
stairway. To the rear are eight sound-proof
demonstration booths with a special overhead
ventilation system. The record department is at
the top of the stairs and the system of filing
makes it possible to obtain any record in stock
in remarkably short time.
Appointments of the salesroom of the depart-
ment are in harmony with the interior furnishings
and finish. Wicker furniture, ferns and unique
art specialties add to its homelike appearance. An
extraordinary stock of talking machines and rec-
ords is kept by the Duncan store considering
.the fact that the town has less than 10,000 popu-
lation. John Longheir is manager of the depart-
ment.
Mr. Duncan was the first Victor representa-
tive in Massillon and has featured this line of
machines and records for almost twenty years,
he told a representative of The World.
FELT
Turntable Felt
—Not Felt for Turntables
THERE'S A DIFFERENCE.
The special Felt offered by us as Turntable Felt is the result of intensive study in
which our technical people have had the co-operation of similar representatives of
famous Talking Machine manufacturers. Their joint efforts have embraced all require-
ments such as quality, density, surface, color. Absolute uniformity always guaranteed.
American Felt Company Turntable Felt is a factor in PERFORMANCE as well as
APPEARANCE in the most widely known Talking Machines. For prompt delivery you
can depend on
American Felt
Company
TRADE-
.MARK
BOSTON
100 Summer St.
NEW YORK
114 East 13th St.
CHICAGO
325 So. Market St.
40
THE TALKING MACHINE WORLD
April 15, 1922
MANY MOURN BERT WILLIAMS
Death of Famous Colored Comedian Deeply Re-
gretted by Music Lovers — Had Won Popularity
Here and Abroad — Exclusive Columbia Artist
Music lovers and theatregoers throughout the
country were greatly shocked at the death of Bert
Williams, the famous colored comedian, referred
to briefly in The World last month, who was
rated as a genius from one end of the country to
the other. As an exclusive Columbia artist Bert
demeanor so pleased the royal family that he re-
mained until his death a prime favorite with
Londoners.
Some of the most successful productions in
which Williams and Walker appeared as a team
were "Two Real Coons,': "The Gold Bug,"
"Senegambian Carnival," "Sons of Ham" and "In
Dahomey." George Walker died in 1907 and Mr.
Williams was featured alone in "Mr. Lode of
Coal." In 1911 he made a Ziegfeld contract un-
der which he appeared in the "Follies" for ten
years. At the close of the Ziegfeld contract he
starred in "Broadway Brevities" and at the time
preceding his death Mr. Williams was appearing
in "Under the Bamboo Tree."
While playing in Detroit Mr. Williams suffered
a breakdown and was brought to his home in
New York, where he died. Some of the selections
which he has made for the Columbia library and
which have become internationally famous are
"Nobody," "Woodman, Spare That Tree," "Every-
body Wants the Key to My Cellar" and "When
the Moon Shines on the Moonshine."
A NEW BANNER RECORD SERVICE
Attractive Series of Window Cards, Resembling
Oil Paintings, Now Ready for Dealers
The Late Bert Williams
Williams was known to talking machine enthu-
siasts everywhere, and many of his records were
phenomenal hits.
Bert Williams started his theatrical career with
a little company of minstrels and from the very
beginning progressed steadily, winning the good-
will of the public and the respect of his associates.
In 1903 when the Williams-Walker Company,
headed by Bert Williams and George Walker,
played in London Mr. Williams was invited to
attend a lawn party at Buckingham Palace at the
birthday celebration of the Prince of Wales. His
The Banner Record Division of the Plaza
Music Co. announces a new co-operative adver-
tising service for the retailer. In addition to
the regular monthly mat service the company is
preparing a very elaborate set of window cards,
beautifully illustrated in four colors of oil paint-
ing.
This promises to be a rather novel display, as
each card will have the appearance of being an
individual oil painting. This display will be fur-
nished to Banner record dealers at cost, and
should prove a great sales factor.
Elbert Jebb, formerly connected with F. S.
Dyke's store in Northfield, Vt, is now manager
of the A. L. Bailey music store in Lancaster,
N. H.
A Selling
Certainty
for
Victor
Dea lers
No. 400
SHERATON
Brown mahogany.
.34 iu. Width 36 in.
22% in. Average
crated, 115 pounds.
Height
Depth
weight
A genuine Victrola in a beautiful and
beautifully-made console cabinet is a combi-
nation which appeals to every music lover.
When the cabinet is a Udell period design,
like the Sheraton (illustrated) or the Udell
Queen Anne cabinet, and when your selling
price for cabinet and Victrola together is
less than $100, you have what every Victor
dealer who has seen these cabinets knows
to be a selling certainty. At this price
you can make your regular profit on both
cabinet and Victrola.
These cabinets are especially designed to
accommodate the Victrola VI. The instru-
ment is easily fitted into place and becomes
pert of the machine. The left-hand com-
partment has shelves for five record albums.
The grille doors are paneled in golden-brown
silk. Fine finish and workmanship are ap-
parent in every detail of construction.
Write at once for descriptive circular and prices
The UdellWorks
28th Street and Barnes Avenue, Indianapolis
Ik SUPERIOR STEEL — «
RriluantoNF
■ SICISTCRCD TCaDC HACK ■ 1
NEEDLES ^*
BRILLIANTONE
STEEL NEEDLE CO., of AMERICA.Inc.
Selling Agents for W.H.BagshawfiCo.
Factoiy, Lowell, Mass.
34-7 FIFTH AVENUE. NEW YORK
INTRODUCES NEW RECORD CLEANER
New Cleaner, With Specially Designed Celluloid
Back, Placed on Market by Plaza Music Co. —
An Excellent Publicity Medium
The Plaza Music Co., New York City, well-
known distributor of sheet music and a complete
line of talking machine accessories, recently in-
troduced a new record cleaner with a colored
celluloid back which is made of the finest work-
manship and materials. The backs carry all the
leading trade-mark names, including Victor,
Brunswick, Sonora, Edison, Pathe, Aeolian, Co-
lumbia and Okeh, as desired, and, on orders of
100 or over, the dealer's imprint is inserted in
addition. A specially designed back, if the dealer
prefers, in any selected color, can also be or-
dered.
The cleaner is three and one-half inches in
diameter and fits readily into the palm of the
hand, which greatly encourages its use and makes
it an appreciated accessory. Hundreds of orders
have been received by the Plaza Co. from both
dealers and distributors for this new record
cleaner, and letters of commendation have also
arrived from the trade on the value of this arti-
cle which carries a permanent ad of the dealer
ijito the home of the purchaser.
CIRCULAR ON SCHLOSS CABINETS
Several Leading Styles of Console Models Illus-
trated and Described
Schloss Bros., Inc., 801 East 135th street, New
York City, manufacturer of cabinets for talking
machines, records, player rolls and sheet music,
has in recent months made a special feature of
its console models for portable machines. The
company has just issued an illustrated circular
showing these feature models, also giving de-
scriptions and prices. These models are in ma-
hogany and walnut in Sheraton, William and
Mary, Louis XV, Queen Anne and Hepplewhite
styles.
SPENCER RETURNS TO DESK
Lloyd L. Spencer, sales manager of the Silas
E. Pearsall Co., New York, Victor wholesaler,
returned a few days ago from a visit to Pine-
hurst, N. C. Mr. Spencer recently recovered from
an attack of tonsilitis and this illness, coupled
with his efforts incidental to handling the ar-
rangements for the jobbers' meeting in the East,
necessitated his taking a rest.
A YONKERS INCORPORATION
The Proctor Phonograph & Furniture Co., of
Yonkers, N. Y., has been incorporated in this
State, with a capital of $100,000. M. Connolly
and J. and A. Gee are the incorporators.
NEW STORE IN FLATBUSH
Owen & Beers, talking machine dealers, have
just opened a new store on Flatbush avenue near
Cortelyou Road, Brooklyn, N. Y.
April 15, 1922
THE TALKING MACHINE WORLD
41
FLETCHER UNIVERSAL
TONE ARM and REPRODUCER
Gives Proper Playing Weights for All Records. No Adjustment Screws or Springs
SAMPLES $8.00 Specify 8M" or 9H" arm
FLETCHER -WICKES CO., 6 East Lake Street, Chicago, Illinois
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
Reproduce*^
Dealers, Send for
Prices and Terms
NEW EDISON
Plays all Records
FLETCHER. WICKES CO.
6 East Lake St., Chicago, 111.
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO. EXCLUSIVE CANADIAN AGENTS
SOMETHING ENTIRELY NEW IN TONE ARMS
THE FLETCHER "STRAIGHT"
i j|
STRAIGHT INSIDE— Taper Outside
BALL BEARINGS THROUGHOUT
NEW DESIGN NEW CONSTRUCTION
versal and equipped with the Regular Fletcher
, giving the same natural tone quality as heretofore
Made in two lengths, S'A* and 9]/2%
SEND FOR PRICES AND TERMS
FLETCHER- WICKES COMPANY
6 EAST LAKE ST.
CHICAGO
THE McLAGAN PHONOGRAPH CORPORATION. LIMITED. STRATFORD. ONTARIO. EXCLUSIVE CANADIAN AGENTS
42
THE TALKING MACHINE WORLD
April 15, 1922
orentzen
Manufacturer or
3
Exclusive Cabinet Hardware and Accessories
New York City
60 Grand Street
EDW. JOHNSON ENTERTAINS DEALERS
Talking Machine Men of Twin Cities Turn Out
to Hear Interesting Address oc. Edward John-
son at Dyer Victrola Concert in St. Paul
St. Paul, Minn., April 1. — The recent visit to
this city of Edward Johnson, Victor artist, in
Mr. Leavitt, of Howard Farwell & Co.; Mr. Po-
fahl and Mr. Zoller, of the Golden Rule, and Mr.
Kuncl, of the Cahle Company, St. Paul.
The following Minneapolis dealers are included:
Mr. Artz, of Donaldson's; Mr. Ebert, of Power's;
Mr. Benson, of Benson Music House; Mr. Roden.
of Power's; Mr. Porter, of the Metropolitan, and
Mr. Lang, of Dayton Co. Also pictured in the
Edward Johnson and Notable
connection with the appearance of the Chicago
Opera Company was eagerly welcomed by deal-
ers handling the Victor line of talking machines
and records both in St. Paul and Minneapolis.
Additional interest was given to the regular Fri-
day Victrola concert at the establishment of W.
J. Dyer & Bro., this city, by the appearance of
Mr. Johnson at the concert hall. Approximately
250 people listened to an address made by the
artist, who also made a short speech before the
Twin City retail dealers, entertaining and instruc-
tive, of his experience while shopping incognito
among Victrola dealers. -
In the picture Mr. Johnson w ill be observed in
the foreground, while behind him stand R. H.
Johnston, vice-president of W. J. Dyer & Bro.;
Gathering in Dyer's Concert Hall
group are Mr. Ells, Mr. Cox, Miss Stoner and
Miss Donaldson, of the W. J. Dyer & Bro. force.
STEAL "TALKERS" FROM SCHOOLS
Point Pleasant, N. J., April 1. — Crime hunters
hereabouts have turned their attention from bank
robbers, footpads and ordinary highwaymen to
burglars who seem to specialize in a new sort of
thieving. These burglars are paying visits to
unprotected school houses and carting away talk-
ing machines and records. Joseph Clayton, a
member of the Jackson Mills school board, said
that the talking machine thieves entered schools
at Jackson Mills, Hyson, Pleasant Grove, Lees-
v i lie and Cassville.
The General Phonograph Mfg. Go.
Model "E" Table Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
Plays All Makes of Records Superior Tone Quality
Write for our Proposition
The General Phonograph Mfg. Co., Elyria, Ohio
NEW OKEH RECORD CATALOG
Attractively Designed Catalog Now Being Dis-
tributed Among Okeh Dealers — Book Is Note-
worthy for Practical Arrangement of Contents
The General Phonograph Corp., New York,
manufacturer of Okeh records, has just issued a
new complete alphabetical catalog that empha-
sizes the phenomenal success attained by this
record in the past few years. The catalog con-
ta'ns fifty-two pages and cover, and is bound in
a rich dull green cover that makes it an attractive
addition to the dealer's library of literature.
The illustrations of the various Okeh artists
show up to excellent advantage, and the typo-
graphical arrangement is very attractive. The
titles of the Okeh records are listed alphabetically
and the entire contents are cross-indexed in order
to make the book a handy reference guide for
Okeh dealers and their patrons. The catalog is
being distributed to Okeh dealers throughout the
country, and intensive publicity plans have been
inaugurated to feature this book.
RECORD ALBUM _DEMAND IMPROVING
New York Album & Card Co. Reports Increase
in Production to Meet Demand
An optimistic report of conditions in the record
album field was given by Max Willinger, presi-
dent of the New York Album & Card Co.. of
New York and Chicago. Mr. Willinger reports
that his company has transacted up to date more
business than in the same period of 1921. He
states that although the buying in general is not
in as large individual quantities, the aggregate
totals more, and a steady, healthful demand for
albums is manifested. The buying in small quan-
tities, Mr. Willinger points out, is also indicative
that the dealer's supply of albums is not large
and that a marked improvement in business would
immediately result in greatly increased orders
for albums. The output in both the Chicago and
New York factories of the company has been
increased and orders are being filled promptly.
CLOSING HEALTHY BUSINESS
Val's Accessory House Reports Increasing Ac-
tivities— Will Soon Open New Store
St. Louis, Mo., April 5. — Val's Accessory House,
of this city, jobber of talking machine supplies
and parts, has closed an excellent business the
past few months. In fact, the company's activi-
ties have increased so rapidly it has been neces-
sary to lease a branch establishment at 1236
Franklin avenue, which will be open in the course
of the next few months.
The company recently received large shipments
of motors, tone arms and other repair parts, and.
its campaign to distribute this merchandise has
been so successful that additional stocks have
been ordered. The demand for mainsprings has
been one of the outstanding features of the sales
during the past two months, and a special de-
partment devoted to this product is kept busy
filling the orders of the trade.
McLEAN GOES TO THE COAST
Great Falls, Mont., April 1. — Allan McLean,
for the last seven years manager of the Great
Falls Edison Shop, has resigned his position to
enter the same line of work at Portland, Ore.,
according to a recent announcement. He will be
succeeded by F. S. Martin, late with the Montana
Phonograph Co., at Helena, who has arrived here
to assume his new duties. For the last several
years he has traveled for the Helena concern.
April 15, 1922
THE TALKING MACHINE WORLD
BRUNSWICK INTRODUCES
GOLD LABEL RECORDS
NEW FOREIGN RECORD HANGERS
Recordings of Double-faced Operatic Records
Will Be Known Under Above Title— Will Re-
place Green Label at Prices Nearly the Same
— Opening Gun of Great National Campaign
An announcement of wide interest to the trade
emanating from the headquarters of the Bruns-
wick-Balke-Collender Co., of Chicago, 111., con-
cerns the recording of double-faced operatic rec-
ords, to be known as Gold Label records. The
exclusive Brunswick artists whose recordings are
now listed under the Green Label Series will
make the new records, the first releases of which
appear in the lists for April and May. These new
records will retail at from $1.50 to $2.00, com-
paring with prices of from $1.00 to $1.50 asked
for the single-faced discs containing music of
the same character.
This is one of the opening guns of the Bruns-
wick Co.'s national campaign to popularize the
better class of music in American - homes.
Through the medium of the double-faced records
at a slightly greater cost than the single-faced
recordings the company states that it is hoped
"to bring the better class of music within the
reach of all talking machine owners. By this
plan inventories of dealers will also be reduced
while at the same time the assortment of selec-
tions is multiplied."
The numbers appearing on each side of the
Cold Label records are to be carefully selected
and only those of like character and appeal will
be placed on the same disc. Among the artists
who will record for the Gold Label records are:
Elly Ney, Richard Strauss, Ciaire Dux, Mario
Chamlee, Max Rosen, Bronislaw Huberman,
Florence Easton, Leopold Godowsky, Giuseppe
Danise and Tino Pattiera.
A plan has been worked out by the Brunswick
Co. to protect dealers from lo;s in the handling
of the Green Label records. In a handsome four-
page folder descriptive of the new records an
announcement is made that: "As scon as the
records of the above artists which have already
been released are double-faced an exchange plan
will be offered for dealers' stocks of the single-
faced numbers on hand at that time." In the
meantime the Green Label records will continue
to be handled as heretofore.
Announcement is also made by the company
that the Blue Label records, which were recently
reduced in price from $1.25 to $1.00, will be
listed under the Lavender Label classification
as soon as the catalog lists can be changed. This
step was also taken with the idea in view of
popularizing the better class of music.
Records made by the I sham Jones Dance Or-
chestra and the Criterion Quartet are now listed
at 75 cents, together with the Brunswick Black-
Label series, and all future records by these
artists will be classified as Black Label. Stocks
on hand at Brunswick dealers' establishments
are protected by merchandise rebate credits in
these changes.
CHANGES RECORD CLEANER DESIGN
New Cleaner Put Out by Knickerbocker Talking
Machine Co. Has Victor Red Seal Facsimile
The Knickerbocker Talking Machine Co., Vic-
tor wholesaler. New York City, is now producing
its record cleaners with a somewhat changed de-
sign. The company during the latter part of
last year placed these record cleaners on the
market and urged that dealers make use of same
for advertising purposes, space being provided
for the dealer's imprint. The back of the record
cleaner is now produced as a facsimile of a Victor
Red Seal record. This new design was originally
presented at the last luncheon of the Talking
Machine Men, Inc., at which everyone attending
found one of the new cleaners at his plate. A
special letter has been addressed to the trade
outlining the advantages of the cleaners as an
advertising medium for the dealer and how they
can be used to bring customers to the store.
Victor Co. Announces Preparation of New Pub-
licity for the Retailers
The Victor Talking Machine Co. announces that
a series of attractive hangers, of the same size
as the present domestic supplement hangers, are
now being prepared for the purpose of featuring
lists of records selected from the foreign record
catalogs and supplements. It is believed that the
new hangers will prove of distinct value in stimu-
lating the sale of records in the foreign lists,
inasmuch as they will bring to the attention of
the foreign record customers comparatively lim-
ited groups of records from which selections may
be made easily. The hangers will cover the Bo-
hemian, German, Hebrew, Italian, Polish and
Swedish lists, and will be distributed to whole-
salers.
PLANS EXTENSIVE IMPROVEMENTS
Wolf & Dessauer Department Store to Move
Victor Department to Larger Quarters on the
Second Floor of the Building
Ft. Wayne, Ind., April 4— The Wolf & Des-
sauer department store contemplates extensive
improvements and alterations in the Victrola de-
partment, which has occupied space on' the fourth
floor of the store and will be moved to the sec-
ond. The mezzanine will he a feature. New
equipment will be added and the scope of the
department will be greatly enlarged. Demonstra-
tion rooms will be one-half again as large as at
present and ample space will be provided for an
elaborate display of machines and service to the
customer. W. E. Cotter, manager of this depart-
ment, was recently married and is just back from
his honeymoon.
The N. W. Brown Piano Co., which has just
opened a store at 144 State street, Springfield,
Mass., is featuring Brunswick phonographs and
records in its attractive department.
A salesman should never forget that he repre-
sents an investment of his employer and that if
the investment proves to be a losing proposition
he will get rid of it and seek another.
•+
i
Built by Engineers
with the highest
Engineering Skill.
ESIGNED to stand the shocks of
hard usage.
PUILT to run smoothly and noiselessly
under varying conditions.
✓f^PERATED with uniformity, and
constant in speed.
Write for prices
Sphinx Gramophone Motors Lac.
21 East 40th St.
NEW YORK CITY
44
THE TALKING MACHINE WORLD
April 15, 1922
Give your customers and prospects a 1923 Columbia
Dealer's Calendar. It will work for you night and
day— a constant reminder of the need for a Graf onola
or the need of new Columbia Records. See the
Columbia Dealer Service Man about it.
Columbia Graphophone Co.
NEW YORK
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I Four-Minute Conference on Business Topics |
No. 1 — Your Liquid Assets
[This is the first of a series of four-minute conferences
on topics of direct interest to business men in the talking
machine trade which have been prepared for this publication
by Lester G. Herbert. — Editor.]
Your liquid assets are your cash or that which
you can turn into cash at a moment's notice.
Without cash or its equivalent a business
man is greath' handicapped. Therefore, he
should assume obligations very carefully re-
membering that cash will be wanted before
very long. There is a happy medium between
timidity and over-caution. Do not knowingly
put yourself in a position where there is a possibility
that the other fellow can squeeze you. Take the
worst possible view of the situation and face it,
as to what you would or could do in case the
worst should arise.
Successful men play as nearly safe as is
humanly possible. What seems perfectly feasible
when a clever salesman is talking, or when you
are figuring as to what your profits ought to
be — may prove quite impossible in the face of
an actual business depression or some entirely
unexpected circumstance. Assume obligations
with the expectation of making good — but leave
yourself every possible chance of doing it. Then
go forward and leave no stone unturned to
insure success.
Many an obligation which seemed reasonable
enough to assume has caused anxiety and
trouble, because of lack of liquid assets. A man
may be perfectly solvent and yet embarrassed
for funds. It is an unsafe thing to tie up too
much of one's capital or credit in stock or one's
business investment. One can never tell just
AUTOMATIC STOPS
The simplest and
Automatic Stop
most efficient
on the market.
They give excellent
service, are easily in-
stalled and are abso-
lutely guaranteed.
Send 50c. for
Sample Stop
SWEETEN THE TONE
with K-E
and Simplex
Circular Record
Cleaners
Reduced Prices
Big Profits
Write for
Particulars
NOW
KIRKMAN ENGINEERING CORPORATION
484-90 Broome Street
New York
what sudden demand there may be for cash.
When you go to the bank to borrow money,
you will in all probability be asked to put up
collateral of some kind, and even if you have
something so good to offer as Liberty Bonds,
you will be asked for a much larger deposit of
these than you can expect to get in cash. A
man's credit is one of his most valuable assets,
and it is poor business judgment to abuse the
use of credit — for that means its withdrawal.
It is this assuming of obligations without any
real knowledge of where the money is coming
from which is so likely to lead to disaster sooner
or later. Be careful then only to assume such obli-
gations as you are justified in doing, and for Safety's
Sake keep part of your assets liquid for emergency
use. The very confidence that this will give you
will express itself in an atmosphere- of prosperity
and well-being.
EXCELLENT SALES CAMPAIGN
Columbia Dealer in Southern Territory Sells
Twenty-two Instruments in Three Days and
Builds Up an Excellent Prospect List
New Orleans, La., April 3. — For over a year
D. Bienn, Columbia dealer of Bogalusa, felt that
by watchful waiting the tide would turn and
people would once more stream into his store to
purchase Grafonolas and records as of yore.
However, no such thing happened, and when com-
plaining to the manager of the local branch, he,
after diagnosing his case, decided to administer
a dose of 3,000 fliers, a Magnavox, truck, truck-
sign, a specially decorated window and a sales-
man for three days.
The cure was completely effected at the end of
three days and to-day this dealer boasts of the
fact that he cleaned off twenty-two instruments
in that time. Better still, there is a possibility of
getting ten to fifteen times as much business as
before.
The dealer is perfectly frank in stating that
if he had only had this dose administered to him
before he would never have gotten to the point
where he decided to wait for better days.
The last instrument was one that caused a very
unusual incident. Here's the story as Mr. Bienn
tells it:
"Sold a 'G-2' to a customer overnight, who dis-
covered the motor had a slight knock in it and
insisted on having another instrument in ex-
change for it. There was only one instrument
on the floor and it was a 'G-2.' This instrument
was put on the truck by the salesman and the
dealer and the exchange was made with the dis-
satisfied customer. On returning to the store
with the instrument for which the exchange was
made a party stopped them on the street and
asked regarding the sale. The dealer advised
the party that only one instrument was left and
that was the one they had on the truck. The
customer proceeded to climb onto the truck and
the instrument was demonstrated to the customer
on the truck, in the middle of the street. Sale
was made, same being delivered to the customer
that very day."
April 15. 1922
THE TALKING MACHINE WORLD
45
SEVEN LIVE VICTOR DEPARTMENTS
Cline-Vick Drug Co. Operates Successful Chain
of Stores in Southern Illinois Under the
Management of Fay Luyster— Doing Well in
the Educational and Concert Fields
The Cline-Vick Drug Co., which operates a
chain of seven stores in southern Illinois, the
stores being located in Herrin, Marion, Carter-
ville, Johnston City, Zeigler, Royalton and West
Frankfort, has paid particular attention to
the featuring of the Victor talking machine
departments in the several stores, having recently
placed Fay Luyster in charge as general manager
of the Victor departments. Mr. Luyster has had
considerable experience in the Victor business
and is a graduate of the Victor Salesmanship
School at Camden.
The store in Marion was remodeled recently,
new booths and record racks being installed,
and the feature of the formal opening was a
Victrola exposition with models to show the
development of the Victor talking machine during
the past quarter of a century. Special models of
machines were obtained from the factory for the
show which attracted much attention. A new
Victrola department in the Zeigler store of the
company was opened on March 16. on which
occasion souvenirs were distributed.
Manager Luyster has been doing considerable
educational work, going into the schools for the
purpose of giving demonstrations, and holding
children's hours at the stores on Saturday morn-
ing, when a special record program for the
little ones is offered. He has also had much
success in featuring Princess Watahwaso in
several of the towns, having the school children
sell tickets for her concerts with the returns
going back to the schools for the purchase of
Victrolas.
The Eight Famous Victor Artists have also
appeared under the Cline-Vick Co. auspices, and
Manager Luyster is now working on a program
for the Summer to include Harry Lauder, John
McCormack, Sallie Hamlin and the Victor Eight
who will further enhance their popularity.
The people in charge of the departments in
the different stores are Miss Ruth Mercer,
Marion; Miss Beulah Griggs, Carterville; Miss
Gertrude Galligan, Herrin; Miss Helen Smith,
Johnston City; J. W. Meshew, Zeigler; S. E.
Ross, Royalton, and Miss Kate Dunn, West
Frankfort, all capable and energetic.
FILES BANKRUPTCY PETITION
A petition in bankruptcy was recently filed by
the Master Tone Phonograph Co., of Troy, N. Y.
Liabilities'are estimated at $53,762 and assets are
given as $48,443.
The music business of Tom Graham, at Peoria,
III, has been purchased by J. R. Gavin and A. H.
Schmidt, who will operate it under the firm name
of Gavin & Schmidt. Vionola phonographs and
Baldwin pianos are handled.
'THE DMSTRUMEOT 07 QUALJTY
CLEAIPS AS A HELL
■BHJ The instrument that builds
Prestige and Sales
Greater Cttp $f)onograp
EXCLUSIVE SONORA DISTRIBUTERS
for New York, Staten Island and the lower Hudson Valley
311 SIXTH AVE. TEL. CHELSEA 9237 NEW YORK
ALSO JOBBERS FOR THE JONES MOTROLA
SPECIAL VOCALION RECORD RELEASE
"Old Timers Fox-Trot" and "Southern Medley"
Played by Bar Harbor Orchestra Represents
a Record of Unusual Appeal and Interest
HINTS FOR VICTROLA SALESMEN
New Booklet of Valuable Selling Arguments
Just Issued by the Victor Co.
The Aeolian Co. has just anounced as a special
release a most interesting new Vocalion record.
No. 14315, bearing on one side a clever arrange-
ment of old-time favorites in medley form
entitled "Old Timers Fox-Trot," while on the
other there is the "Southern Medley One-Step."
The old-time songs include such favorites as
"Hail, Hail, the Gangs All Here," "How Dry I
Am," "When Roses Bloom," "Georgia Camp
Meeting," "Dinah," "Banks of the Wabash,"
"Yama, Yama," and "Rings on My Fingers,"
while the Southern medley includes "The Swanee
River," "Massa's in the Cold, Cold Ground,"
"Kentucky Home," "Old Black Joe" and "Dixie."
The recording is by the Bar Harbor Orchestra
and has a vim and vigor to it that is distinctly
satisfying.
The Victor Talking Machine Co. has just
issued to the trade a particularly interesting little
vest pocket volume bearing the caption, "Hints
for Victrola Salesmen," and including a wealth
of material of great value to the retail salesmen
in discussing intelligently the features of the
Victrola and answering questions propounded by
customers. The booklet is the development of a
series of articles on Victrola selling that have
appeared in "The Voice of the Victor" with
much additional material included.
SAUL BLUESTE1N OPENS BRANCH
Memphis, Tenn., April 8. — Saul Bluestein, who
recently acquired Fortune's Music Shop, 111
Madison avenue, this city, has opened a branch
store on South Main street. The new store will
be known as the Melody Music Shop. Bruns-
wick and Sonora machines and a complete stock
of Brunswick records are handled.
REVISED NEW ZEALAND TARIFF
Important changes in the import duties made
by the New Zealand Government in its revised
tariff affect the importation of musical instru-
ments, according to statistics just made public
by the Bureau of Foreign and Domestic Com-
merce, Washington, D. C. in Commerce Reports.
The former duties on talking machines, records
and musical instruments consisted of 30 per cent
general and 20 per cent preferential. The revised
duties increase the general tariff to 35 per cent.
The preferential remains unchanged.
The man with a smile wins the race by a mile,
and the man with a frown goes down.
Quality
The
Distinction
"VICSONIA" Reproducer
Recognized for its Perfect interpretation of Edison Disc Records on
Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Note: The Vicsonia is made of Bronze, sand casted and machined to measure-
ment. Finished in heavy Nickel or Gold plate. Flexible stylus.
Meet the demand— Serve your customers
Sample Model "A" or "B" Vicsonia, nickel plated, will be sent on receipt of $4.50.
Retail price $7.50.
Note: Model "B" Vicsonia plays both Edison and Pathe records.
VICSONIA MFG. CO., Inc.
313 E. 134th STREET NEW YORK, N. Y.
46
THE TALKING MACHINE WORLD
April 15, 1922
Why You Should Sell
Sonora Phonographs
The Queen Anne
(Improved)
, ' $250
Beautifully finished in Walnut,
Brown Mahogany or Mahogany,
the Sonora Queen Anne is a
marked advance over previous
period model standards in cabinet
design as well as tone quality.
Reason Four —
Sonora Construction
THE new Queen Anne,
one of Sonora' s latest
and most striking achieve-
ments, splendidly illustrates
the wonderful features of
construction which lighten
the selling task of dealers
who sell the Sonora.
Here, at their utmost, are found
Sonora's matchless purity and warmth
of tone — Sonora's individual beauty
of cabinet design.
But back of these and underlying
them is sincerity of construction that
has no equal. The all-brass tone arm,
the many-layered wood amplifier,
the powerful, long-running motor,
the inch-thick cabinet walls, the auto-
matic stop that works — in selling
these exclusive Sonora features you
sell actual superiority, not just a
name.
That's why Sonora ranks highest in
cash sales and makes enduring good
will for dealers.
April 15, 1922
THE TALKING MACHINE WORLD
47
' 'The Highest Class Talking Machine in the World"
THE INSTRUMENT OF QUALITY
onor
CLEAR AS A BELL
List of Distributors
Gibson-Snow Co.,
Syracuse, N. Y.
State of New York with the excep-
tion of towns on Hudson River below
Poughlceepsie and excepting Greater
New York.
Griffith Piano Co.,
605 Broad St., Newark, N. J.
State of New Jersey.
Hessig-Ellis Drug Co.,
Memphis, Tenn.
Arkansas, Louisiana, Tennessee, Mis-
sissippi.
Kiefer-Stewart Co.,
Indianapolis, Ind.
State of Indiana.
Lee-Coit-Andreesen Hardware
Co.,
Omaha, Nebr.
State of Nebraska.
MS&E,
221 Columbus Ave., Boston,
Mass.
Connecticut, Rhode Island, Massachu-
setts, Maine, New Hampshire and
Vermont.
C. L. Marshall Co., Inc.,
514 Griswold St., Detroit, Mich.
Michigan, Ohio and Kentucky.
The Magna vox Co.,
616 Mission St., San Francisco,
Cal.
Washington, California, Oregon, Ari-
zona, Nevada, Hawaiian Islands,
northern Idaho.
BESIDES possessing im-
portant patents of
its own, Sonora is licensed
and operates under BASIC
PATENTS of the phono-
graph industry. Sonora's
future and the future of
Sonora's dealers' business
are secure.
Southern Drug Company,
Houston, Texas.
Southeastern part of Texas.
Southern Sonora Company,
310-314 Marietta St., Atlanta, Ga.
Alabama, Georgia, Florida and North
and South Carolina.
Southwestern Drug Co.,
Wichita, Kans.
Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
Panhandle.
Doerr-Andrews-Doerr,
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota.
C. D. Smith Drug Co.,
613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.
Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.
Moore-Bird & Co.,
1751 California St., Denver, Colo.
States of Colorado, New Mexico ami
Wyoming east of Rock Springs.
Stre veil -Pater son Hardware Co.,
Salt Lake City, Utah
Utah, western Wyoming and south
ern Idaho.
C. J. Van Houten & Zoon,
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Yahr & Lange Drug Co.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Sonora Co. of Phila., Inc.,
1214 Arch St., Philadelphia, Pa.
Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.
Sonora Dist. Co. of Pittsburgh,
4130 Jenkins Arcade Bldg.,
Pittsburgh, Pa.
Western Pennsylvania and Wcs:
Virginia.
Long Island Phonograph Co.
150 Montague St., Brooklyn, N. Y.
All of Brooklyn and Long Island.
Greater City Phonograph Co., Inc.
311 Sixth Avenue, New York
Counties of Westchester, Putnam
and Dutchess; all Hudson River
towns and cities on the west bank
of the river, south of Highland;, all
territory south of Poughkeepst" ,
including Greater New York, with
the exception of Brooklyn ant!
Long Island.
48
THE TALKING MACHINE WORLD
April 15, 1922
piiiiiiiiniiiiiiii
| The Value of the Postal Card as a Means |
| of Stimulating Record Sales » ey Frank v. Fauihaber |
;i: Oli'MilMHllMMIi! IH. I' i' M i. .1 II : !IM!!!ill
.-X i i old-time merchant recently observed, dur-
ing a business discussion, '*If you want to get
more trade than your competitor, go him one
better!" The soundness of this logic none will
question. It should convey something of import
to the talking machine dealer who has no plans
in mind whereby he can go his competitor one
better. I have in mind just now one energetic
dealer whose well-organized selling campaigns
are steadily increasing his profits.
This dealer is never beset with slack business.
The reason is simply that he keeps everlastingly
after his patrons, reminding them of the mer-
chandise he handles. Whereas other dealers
may be satisfied to mail out the monthly record
catalogs that are supplied them, this particular
merchant goes his competitors one better by
supplementing these very catalogs with postal
catalogs which he sees to it are mailed to the
proper prospects.
Let us show how this dealer does it. It is a
very simple idea when one comes to think of it,
yet it is not so insignificant that it is not worth
a trial by other talking machine men. In his
store everything is planned out carefully, nothing
whatever being overlooked that may in any way
contribute to the possibility of increased volume
of sales. He and his store-people try, in a word,
to sell the right article to the right customer.
By studying his clientele this talking machine
dealer is enabled to suggest possible sales, even
though the prospects he endeavors to interest
do not visit the store. He has instructed all of
his salesmen to keep a tab on the kind of pur-
chases made by the different customers. This
is of particular value, as regards the selling of
talking machine records.
People as a rule have a liking for certain
kinds of records, such as classical pieces, or
romantic, or popular. This the dealer and his
salesmen find out. He ascertain to a nicety
just what records sell b6st with certain cus-
tomers and he profits by this information. Some-
times prospective customers request selections
which do not happen to be in stock. This talk-
ing machine dealer capitalizes on his knowledge
in two wavs.
If the customer is a new one, it is deemed es-
pecially advisable to secure the requested record.
Otherwise that patron may be forever lost to
the store if he or she goes out without the
desired record. This dealer does not neglect
his opportunity here, but neither does he stop
at this point; he lists the prospective customer
down on his book, at the same time entering
a notation anent the kind of record asked for.
Let us assume it is a piece of music adapted to
dancing. Well and good. This dealer, naturally,
has a certain amount of assurance that the new
prospect is interested, or may be interested, in
other records of a similar character.
B Customers Who Stay jj
H Away From the Store [
( for a Long Period of m
B Time Can Be Placed ■
( Again on Buying List (
He finds out as much to his profit often
enough. And you will find that a great many
people who purchase music records from you
do so only occasionally. These customers may
stay away from your store for any of a number
of reasons. But the wise merchant makes all
of his prospects pay in the way of added busi-
ness as much as possible. He does this by
reminding his prospects of the merchandise he
handles.
All well-established businesses have a certain
number of well-paying clients; people who
are steady customers, the kind who can be
depended upon for a certain amount of trade.
No business can hope to maintain itself on a
successful basis if it must rely for support on
Ward's Khaki Moving Covers
Distributors
BRISTOL & BARBER. INC.
3 E. 14th St.. New York City
YAH R & LANGE ORUG CO.
207-215 E. Water St., Milwaukee. Wli.
COHEN t HUGHES. INC.
Washington, D. C.
BECKWITH-O'NEILL CO.
Minneapolis, Minn.
STREVELL-PATERSON HARDWARE CO
Salt Lake City, Utah
C. L. MARSHALL CO., INC.
Beckman Bldg., Cleveland, 0.
Butler Bldg.. Detroit, Mich.
THE REED CO.
237 Fifth Avenue. Pittsburgh, Pa.
C. J. VAN H0UT0N & ZOON
140 S. Dearborn St.. Chicago. III.
SONORA DISTRIBUTING CO. OF TEXA8
Dallas, Texas
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St.. Denver, Colo.
CH AS. H. YATES
31 1 Laugh lin Bldg., Los Angeles. Cal.
W. 0. & C. N. ANDREWS
Buffalo, N. Y.
SACHS II CO.
425 So. Wabash Ave., Chicago
SHERMAN.
741 Mission St.,
CLAY & CO.
San Francisco. Cal.
Grade "D" Cover with
No. 1 Straps
THE C. E. WARD CO.
(Well-Known Lodge Regalia House)
101 William Street New London, Ohio
Also Manufacturers of Rubberized Covers
and Dust Covers for the Wararaam
JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
1500 South Boulevard, Charlotte. N. C.
630 Washington St. Jacksonville. Fla.
ORTON BROTHERS MUSIC HOUSE
Butts. Mont.
GRAY 4 DUDLEY CO.. Nashville, Tenn..
ASSOCIATED FURNITURE MFR8.
St. Louis. Ho.
W. J. DYER 4 BRO- St. Paul, Minn.
AMERICAN PHONOGRAPH CO.
Burlington. Vt.
JOSEPH BARN ETT aV 00., Cedar Rapids, la.
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiuiiiii
transient customers. A proprietor of such a
business would indeed have a small sense of
security.
Whenever a customer enters your store to
purchase some music records capitalize on the
information you secure. Keep a record of all
purchases made, the sort, the quantity, etc., by
the different patrons. It will pay you in the
long run. Then, when a customer stays away
from your store you can send out postal cards
in addition to the usual monthly music record
catalogs. Some people do not accord the cata-
logs adequate attention. Many throw them
away without looking them over.
Postal cards sent to your prospects naturally
can be made much more specific by the simple
matter of a little more work on the part of
some assistant in your store. But this work
should be done well if at all. With all the
information available you can construct the
postal cards accordingly.
The expense involved in the postals can safely
be disregarded, for it will prove a wise invest-
ment later. As our talking machine dealer goes
about it, he sees to it that the writing is done
in a neat hand, understandable by all. He mails
these postal cards regularly. One person will
receive a card with the suggestion to buy such
and such a record, a record, naturally, in which
he or she may very possibly be interested.
Let us cite a number of specimens that will
serve as inspiration for others. The following
is the kind that may go to a certain class of
customers who have shown themselves to be
interested in this kind of record:
Dear Madam : We've got a record in stock now in
which we think you may be interested. It's a fox-trot — ''All
By Myself." This piece is making a great hit, and we are
sure it will appeal to you as well as it does to others.
Step in some time this week and let us put it on the
machine for you.
The foregoing is not very much and will go
easily on the ordinary postal. Naturally it is
more effective by means of the hand-writing,
thus catering direct to the prospect. It tells of
a certain song, suggests a certain sale, and, as
results prove, tends to augment the number of
sales of that piece.
To such customers as have manifested an
appreciation for good music, this talking ma-
chine dealer suggests sales in which they may
be interested. The succeeding will illustrate:
Dear Madam: We have just received a record which we
are positive will appeal to one of your taste. Would you
let us play it for you? We should be only too pleased.
It is called "Fantaisie Impromptu" (Chopin), a pianoforte
solo, by Leopold Godowsky. This is a piece of music
you will be impelled to take home with you, once you hear
it. Come this week!
The foregoing is another that will indicate the
kind of cards that can be mailed to your pros-
pects. It confines itself to discussing one piece
of music, one, naturally, in which the prospect
is almost sure to be interested. It is a specific
appeal, and for that reason alone should develop
many sales.
When a customer receives such a card it makes
an added impress by the personal touch that is
conveyed through the hand-writing. Were the
card printed, carrying more text but less specific
suggestions, it might not prove so effective.
Such postals will receive more attention when
written by hand, and it is sure to impel action
in a number of cases if the pieces of music
which the talking machine dealer tries to in-
terest the prospect in are really of the same
character that have been purchased on former
occasions. By calling attention to certain rec-
ords in which the customer has shown he or she
may be interested, you will find that many sales
will develop that otherwise would not accrue
to the benefit of your store.
By means of such postals the customer is
April IS, 1922
THE TALKING MACHINE WORLD
49
Here Is The
GILT EDGE
Silent Salesman
brought face to face with something of interest
without having to go about searching for it in
the monthly catalog received. And by sending
the cards regularly each month as the enter-
prising dealer does, the prospect will learn to
look for them. That prospect, moreover, will
be decidedly impressed by reason of the fact
that the talking machine dealer is calling atten-
tion repeatedly to music records which really
appeal. Added volume of business is the in-
evitable result of a practice such as this.
The postal cards, too, will prove the means
whereby you can encourage former patrons to
pay more visits to your store. Don't make the
mistake of letting a prospective patron go out
of the store without procuring the record re-
quested and without making an effort to secure
the given record. Let the patron know you are
ready to serve. And the postal cards, as sug-
gested, will serve to assure the customer that
you are really trying to please by furnishing
records that appeal. Specifically, the use of
postals will mean more patrons and more
patronage.
GALLI=CURCI AT GRINNELL BROS.
The accompanying unusual pose of Madame
Galli-Curci shows the popular operatic star in
the Victrola department of Grinnell Bros., De-
Mme. Galli-Curci in Detroit
troit, on the occasion of her last recital in that
city. It shows the singer standing at the side
of a period Victrola and displaying a distinct
interest in the papier mache model of the Victor
dog. It would seem as if he were enjoying the
golden voice of the diva.
NEW YORK CONCERN IN BANKRUPTCY
A petition in bankruptcy has been filed against
Talking Motion Pictures, Inc., of 203 West For-
tieth street, New York City. Liabilities of the
concern are said to be $120,537 and assets of un-
known value. A. Ferron has been appointed re-
ceiver. The corporation has been featuring syn-
chronized motion pictures under patents granted
to Orlando B. Kellum.
The business man who begins to feel sorry
for himself and loses his aggressiveness and
optimism has reached the last stages on the
downward path to failure.
THE BROOKS INBUILT AUTO-
MATIC REPEATING
PHONOGRAPH
The most wonderful Talking
Machine on the market. All but
human, will play any part or all
of any record from one to eight
times. Set the dial and have
music throughout the meal or
during the dance. It is justly
termed the "wonder" instrument,
exquisite in cabinet design and
marvelous in tone Send tor deal-
iscount. Distributors wanted.
ers' d
BROOKS MFG. CO.
Saginaw Mich.
FEATURES VICTROLAS FOR SCHOOLS
Inaugurates Teachers' Day and Sends Out Pam-
phlets Illustrating Value of the Victrola in
Educational Work — Plan Boosts Record Sales
Marion, III., April 1. — Fay Luyster, manager of
the talking machine department of the local store
of the Cline-Vick Stores, has greatly stimulated
the sale of Victor records and aroused consider-
able interest in the Victor line of talking ma-
chines through the medium of "School Teachers'
Day."
A circular letter, accompanied by a small, hand-
somely illustrated folder, was sent to the school
teachers in the city. The letter o£ invitation ex-
plained that the plans of the educational authori-
ties in the study of music were a matter of in-
terest to all teachers and a visit to the store would
result in an explanation of the value of the Vic-
trola in the school and the records best suited
to this work. The folder showed children at play
and study with the aid of the Victrola. The fol-
lowing titles of a few of the illustrations are self-
explanatory: "Instrument Study," "School March-
ing," "Group Singing," "Games on the Lawn"
and "Music Appreciation."
USES RECORD FOR ROULETTE WHEEL
Police Raid Discloses Roulette Wheel Made From
Record, "Home, Sweet Home"
Key West, Fla., April 5. — Maybe they've stopped
making roulette wheels, or perhaps Manuel Gon-
zalez, operator of a coffee shop here, didn't have
a catalog showing where one might be obtained.
Anyway, such inconveniences didn't bother Man-
uel when he decided to install one in the rear of
his place recently.
Officers raided the shop, seized the layout and
upon examination discovered that the wheel was
home-made, manufactured from a talking machine
record. The record had been painted, had num-
bers from 1 to 30, and officials who scraped some
of the paint away discovered it was originally
a vocal rendition of "There's No Place Like
Home."
Gonzalez failed to tell the court whether the
title of the hidden song was a warning to those
who bucked the wheel or whether he regarded it
as a lucky omen for the "house."
COLUMBIA CUT-OUT ANNOUNCED
At the monthly meeting of the Talking Ma-
chine Men, Inc., held last month, a letter
was read by Irwin Kurtz, president of the
Association, which he had received from the
Columbia Graphophone Co., stating that a cut-
out of 525 Columbia records would be announced
to the trade Very shortly. Geo. W. Hopkins,
who signed the letter, also advised the Associa-
tion that the specific details as to the cut-out
would call for a very liberal method of exchange
that would undoubtedly please the dealers.
LOANS "TALKER" TO FOOD SHOW
Syracuse, N. Y., April 1. — Godard's Music
House, of this city, featured the Victor talking
machine in the Food Show held here recently.
The company loaned the talking machine and a
piano to the show to furnish music while the
event was in progress. The talking machine de-
partment of this house, although only in opera-
tion a few months, has built up a nice business
in Victor machines and records.
GIVE THE BUYER A CHANCE
Some salesmen have such a fluent flow of
flowery language that they don't give the pros-
pect a chance to close the deal. Firmly en-
trenched in their conceit, they bombard the pros-
pect with a barrage of adjectives, hoping thereby
to overcome resistance and emerge victorious
from the field with a sale to their credit. Some-
times even a customer would like to ask a ques-
tion concerning an instrument which represents
an investment of considerable money.
THIS handsome all-
metal counter dis-
play in colors is spe-
cially constructed to
hold and display 100
packages of Gilt Edge
Needles, in assorted
tones, through openings
in the front of the dis-
play stand. The pack-
ages can be taken out
of the reverse side
only. This prevents un-
desirable tampering
and loss of needles.
The Gilt Edge Silent
Salesman will sell phon-
ograph needles for you.
Just place it on your
counter — -and watch it
work.
Gilt Edge phonograph
needles are made from
start to finish in the
U. S. A. The point of a
Gilt Edge Needle is
treated by an exclusive
Reflexo process. This
minimizes friction and
eliminates the scratch-
ing sound. The chem-
ical layer on the needle
not only produces a
more beautiful tone but
actually prolongs the
life of the record.
Write today for
samples and prices.
REFLEXO
PRODUCTS CO., Inc.
347 Fifth Avenue
At 34th St. Suite 601
New York City
t , : • a
50
THE TALKING MACHINE WORLD
April 15, 1922
MR. EDISON MAN
Don't say
"KANT" say "KENT
Write for Catalog of Complete Line
THE KENT SPECIAL
For the
NEW EDISON DISC
Is Especially Recommended
Needle Insertion IV sitii n
F. C. KENT CO.
Plaving Position
Reg. U. S. Pat. Off.
IRVINGTON, N. J., U.S.A.
"OPERA BOOK MONTH" A SUCCESS
Mickel Bros. Co., Des Moines, la., Sponsors
Unique Publicity Campaign — Drive Sells Vic-
tor Books of the Opera and Red Seal Records —
H. B. Sixsmith in Charge of Campaign
Des Moines, Ia., April 6. — Under the auspices of
the Mickel Bros. Co., Victor wholesaler at Des
Mo'nes, la., "Opera Book Month" was introduced
Display of Baas' Music Shop, Rock Island, 111.
in this territory during the month of February
and proved a signal success. This enterprising
wholesaler co-operated with the Victor dealers to
excellent advantage, and the Victrola Book of the
Opera, which is published by the Victor Talking
Machine Co., was the subject of one of the most
interesting and effective publicity campaigns that
have been introduced in recent years.
Victor
Wholesalers
The House
of
Mellor
in
Pittsburgh
since
1831
Mickel Bros, prepared a series of letters which
were mailed to Victor dealers at regular intervals
in order to keep their enthusiasm at the highest
point. A rubber hand stamp bearing the words
"February Is Opera Book Month — Push It" was
used on every piece of literature sent out to the
dealers, and a bright-colored sticker was placed
on all parcel post and express packages. The
jobber also supplied small circulars the same size
as the supplement, which it gave to the dealers
in large quantities, and, in addition, large window
posters were supplied to every dealer.
According to the records of Mickel Bros. 1,520
Victrola Books of the Opera were actually sold
to the dealers during the month of February, and
this figure becomes more impressive when it is
realized that the average jobber's sale of this
ceptional beauty were also prepared during
"Opera Book Month" by the following Victor
dealers: L. A. Murray, Davenport, la.; M. W.
Duncan, Albia, la., and T. D. Boothby, Chero-
kee, Ia.
The entire campaign was personally supervised
and directed by H. B. Sixsmith, sales manager
o! the Mickel Bros. Co., who deserves unlimited
commendation for the co-operation and service
that he extended to the Victor dealers. It. is safe
to predict that the "Book of the Opera Month"
will be an annual institution, as the results of
the first campaign well warrant its regular con-
tinuance.
A BUSINESS CHANGE IN DETROIT
Goldberg Phonograph Co. Sells Branch Store in
That City to Markowitz & Zuroff
Detroit, Mich., -April 4. — The branch store of
the Goldberg Phonograph Co., at 2813 Hastings
street, this city, was sold recently to Markowitz
& Zuroff, who will make extensive improvements
in the store and enlarge the scope of the business,
Display of Iowa Mercantile Co., Newton, Ia.
book amounts to something like 500 during the
year. One of the most important features of the
campaign is the fact that Victor dealers report a
marked increase in the sale of Rod Seal records
during the month of February. This can un-
doubtedly be traced to the direct influence of
"Opera Book Month," and in quite a number of
cases complete sets of operas were sold during
the campaign.
Mickel Bros, suggested to the dealers that they
prepare attractive window displays during the
"Book of the Opera Month" and feature this
book as effectively as possible. As a result of
this suggestion, many handsome window displays
were prepared by the dealers, and among the most
attractive were the three shown in the accom-
panying illustrations. Window displays of ex-
Display of Davidson Co., Waterloo, Ia.
catering largely to the foreign population in this
section. The Victor line will be handled exclu-
sively.
Mr. Markowitz was for a number of years asso-
ciated with Max Strasburg, Victor dealer, who
also had a Jewett store on Hastings street.
Mr. Zuroff was formerly connected with the
Northwestern Talking Machine Co., which like-
wise conducted a store on Hastings street, han-
dling the Columbia. Mr. Goldberg will now de-
vote all his attention to his main store.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS ARE BETTER
COST LESS
RENE MFG. CO. Montvale, N. J.
The Talking Machine World, New York, April 15, 1922
(IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIN
JUST OUT!
TWLKINO
MACHINE
DIRECTORS
1922
EDWARD imm BILL'Ki
575 FOURTH AVENUE
1ST EfSV °^OR,K
Here is the handbook of the talking
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would otherwise consume much of
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ONLY 50 CENTS
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names controlled, policy of marketing
product, etc., etc.
ONLY 50 CENTS
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ONL Y 50 CENTS
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ONLY 50 CENTS
It is the only book of its kind ever
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ONL Y 50 CENTS
USE THIS
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Send Cash, Stamps or Check
EDWARD LYMAN BILL, Inc.,
373 Fourth Ave., New York City.
Gentlemen :
Please send me postage prepaid a copy of the 1922 edition of The Talking
Machine World Trade Directory, in payment for which I enclose 50 cents.
Name
Firm
Street
City and State
II
April 15, 1922
THE TALKING MACHINE WORLD
51
TO LIMIT LIFEOF PATENTS
New Bill Would Invalidate Patents in Five Years
in Cases Where the Patentee Fails to Make
Use of His Invention During That Period
Washington, D. C., April 3. — A bill to limit
the life of patents to five years where the patentee
fails to make use of his invention has been intro-
duced in the Senate by Senator Ladd, of North
Dakota. The bill further provides that the life
of a patent when sold by the patentee and not
utilized by the purchaser shall be two years. The
measure aims at the practice of corporations buy-
ing up patents affecting products which they may
manufacture in an attempt to stifle competition
and to prevent the development of improvements.
The bill has been referred to the Senate Commit-
tee on Patents and will be made the subject of
public hearings before any action is taken to
bring the bill before the Senate for adoption.
Under the law as at present written the life of a
patent is seventeen years, no matter whether it
is made use of or not.
NEW VOCALION RECORD SIGNS
Large Metal Replicas of Vocalion Red Records
Now Ready for Dealers' Use
The Aeolian Co. has ordered and had delivered
a large supply of new model outdoor display
signs, featuring the Vocalion red records. The
signs are made entirely of metal, equipped with
hangers and braces, so arranged as to suspend
the record over the sidewalk. The sign proper
is 19 inches in diameter and an exact replica of
the Vocalion record, though entirely of metal. A
number of dealers have already ordered the signs
and it is expected that the majority of those han-
dling Vocalion records will take advantage of the
opportunity for calling attention to the line.
The Victor Phonograph Shop, of Ellenville,
N. Y., was recently sold at auction in a bank-
ruptcy sale.
ANNOUNCES NEW EMERSON ARTIST
Lajos Shuk to Record for Emerson Library —
Well Known Here and Abroad
The Emerson Phonograph Co. announced re-
cently that arrangements had been closed where-
by Lajos Shuk, well-known Hungarian 'cellist,
would record exclusively for the Emerson li-
brary. Mr. Shuk's first Emerson record will be
announced in May, and judging from the de-
Lajos Shuk, Hungarian 'Cellist
mands from Emerson dealers for this type of
record it will receive a hearty welcome.
Mr. Shuk has appeared on the concert stage
both here and abroad, his appearances including
the following: Soloist with the Berlin Philhar-
monic Orchestra, soloist with the Budapest Or-
chestra, Munich Orchestra, Sofia Orchestra and
Constantinople Orchestra. He has also appeared
on the concert stage in New York, Pittsburgh,
Youngstown and other cities, where his play-
ing won the enthusiastic approval of the news-
paper critics.
It is not how much ability you have, but how
you use it that counts.
MANAGERS SEE EXPORT BOOM
Normal Basis in Exports Will Be Restored This
Year, Predict Speakers at Annual Meeting
A great boom in the country's export trade this
year was predicted by export managers at the
annual meeting of the Export Managers' Club,
at the Hotel Pennsylvania, New York.
Leland R. Robinson, assistant director of the
United States Bureau of Foreign and Domestic
Commerce, who was a speaker at the recent din-
ner of the club, said that last year's slump was
one of values and not of volume. "There is every
reason to expect that we have passed the most
critical period in our economic readjustment," he
said, "and I believe the next two years will show
a steady rise in both volume and values of our
exports."
Speakers at the meeting emphasized the slogan,
"This Is the Year," printed at the head of the pro-
gram. "We are looking for a great comeback
this year," said B. Olney Hough. "Many have
forgotten that our export trade, even last year,
was just as great as it was before the war. This
year we are going to get back on a normal basis.
Trade all over the world was demoralized last
year, but this year it is coming in faster and
faster."
Export managers declared that they were get-
ting two and three times as much business as they
were three months ago. One manager was
quoted as reporting that his January export busi-
ness was double that of December, his February
business doubled his January business and his
March business greater than his February busi-
ness by a fairly good percentage.
PURCHASES MUSIC STORE
Tom Graham's music store, at 228 Court street,
Peoria, 111., has been purchased by J. R. Gavin
and A. H. Schmidt, who will operate the business
under the firm name of Gavin & Schmidt. Bald-
win pianos and a good line of talking machines
will be handled.
Flexitime Signs
Make Your Store Front Earn Money
The space at the front of your store has a cash value any advertiser
would gladly pay for, but it is worth far more to you than to anyone else.
The way to get your money out of it is to install a Plexlume Electric Sign —
the kind with the raised, snow-white glass letters. It will actually increase
the money which comes into your cash register each day.
Flexlumes have raised, snow-white glass letters standing out from a
dark background. They are perfect day signs as well as night signs —
greatest reading distance, lowest upkeep cost, most artistic designs.
Let us send you a sketch showing a Flexitime to meet your particular needs.
FLEXLUME CORPORATION
36 KAIL STREET BUFFALO, N. Y.
Flexlumes — Electric Signs Made Only by the Flexitime Corporation
52
April 15, 1922
PUBLICITY BY MEANS OF PAMPHLETS
Four-page Folders Containing News Items of
Local Interest Can Be Made to Pay Big Divi-
dends in the Way of Increased Patronage
The constant reminder to the public of the
name and location and the line carried by a busi-
ness house is an invaluable asset to any concern.
In the talking machine business the competition
is particularly keen and the dealer who would
remain in the race for existence must utilize every
legitimate means of increasing his sales. Pub-
licity is probably the greatest factor in bringing
this desirable condition about.
A plan which has been used by several dealers
with outstanding success is a personal message
from the house to the public through the medium
of a monthly bulletin or pamphlet. This pam-
phlet can be prepared in the shape of a four-
page folder of small size. Part of the text of
the folder should be given over to local news
items of wide public interest. Sufficient space
should also be allotted to items concerning four
or five records which the dealer is anxious to push
each month and a paragraph should be devoted in
each issue to the proper care of the talking ma-
chine. The cost of publicity such as this is ex-
tremely small and the results, when the pam-
phlets are mailed to a selected clientele, should
make the expenditure a first-class investment.
DAYTON, 0., STARR CO. TO MOVE
Attractive New Quarters Will Afford Greater
Floor Space for the Steadily Expanding Busi-
ness of Prominent Music House
Dayton, O., April 7. — The Starr Piano Co., of
27 South Ludlow street, this city, will soon be
quartered in its fine new building at 116 North
Main street. The new store is being thoroughly
remodeled to meet the needs of the steadily ex-
panding business of the company and in addition
to a considerably enlarged floor space the com-
pany will have the most up-to-date appointments
that it is possible to obtain. A much larger stock
of Starr phonographs and Gennett records, as well
as pianos, will be handled at this establishment.
The difference between a real merchant and a
storekeeper is that the merchant uses his brains
to devise ways and means of increasing his busi-
ness and the storekeeper sits in his store like a
spider in its web waiting for the customer to
come in.
NEW COLUMBIA DIRECTORATE
Important Changes Made in Columbia Grapho-
phone Mfg. Co.'s Directorate — H. J. Fuller Now
Chairman of the Board — Prominent Industrial
and Financial Executives Elected Directors
The annual meeting of the stockholders of the
Columbia Graphophone Mfg. Co. was held at
Bridgeport, Conn., on March 27, a large majority
of the stock being represented. At this meeting
important changes were made in the directorate
for the coming year, and the new board of direc-
tors is as follows: H. J. Fuller, chairman Gillette
Razor Co., chairman of the board; M. N. Buckner,
chairman, New York Trust Co.; G. L. Burr,
Guaranty Trust Co.; C. W. Cox, Robert Win-
throp & Co.; W. C. Dickerman, vice-president,
American Car & Foundry Co.; Van Horn Ely,
president, American Railways Co.; G. H. Kinni-
cutt, Kissel, Kinnicutt & Co.; F. W. Shibley,
vice-president and industrial representative of the
Bankers' Trust Co.; E. E. Thompson, Crane,
Parris & Co., Washington, D. C; T. F. McClel-
land and Douglas Parmentier, of the Liberty
Industrial Corp., and H. L. Willson, president,
Columbia Graphophone Mfg. Co.
Francis S. Whitten, formerly chairman of the
board of directors of the Columbia Graphophone
Co., is no longer a member of the directorate, and
is succeeded as chairman of the board by H. J.
Fuller.
H. L. Willson, president of the company, in
outlining its policies, stated as follows: "It will
be the policy of the Columbia Graphophone Mfg.
Co. to establish itself firmly with the dealer
through _ superior product, sound merchandising
policies and extended advertising activities, with
a view to further stimulating public demand for
phonograph music generally, but through the
medium of Columbia instruments and records
specifically. It will be the company's particular
aim to further establish its good will with the
dealer through perfect service and intimate co-
operation. Close contact with the dealer and
sympathetic knowledge of his problems are of
prime importance at this time, in view of the
many companies which sprang into existence dur-
ing the inflation period, which have placed in
competition with the high-grade, nationally ad-
vertised products cheap and inferior merchan-
dise. The management recognizes the necessity
of strictest economy in every department of the
organization. Much has been accomplished in
this direction in the past thirty days through a
reduction of overhead."
JOBBER'S OPTIMISTIC REPORT
C. L. Marshall, Sonora Jobber in Detroit, Gives
Interesting Resume of Conditions — Dealers Are
Advertising Consistently and Effectively
Detroit, Mich., April 6.— J. H. Heinsman, sales
manager of the C. L. Marshall Co., of this city,
distributor of Sonora phonographs, accompanied
by E. D. Coots, field representative from the
Sonora executive offices in New York, returned
recently from a trip through Michigan and Ohio.
In a chat with The World Mr. Marshall com-
mented upon this trip as follows:
"We are pleased to say that we are feeling
greatly encouraged over business prospects for
the balance of the year since receiving these re-
ports. The trade shows more of a mind and the
mood to do something to get things moving, in-
stead of the attitude of calm acceptance of condi-
tions as they are and waiting for business to
make its recovery unassisted. Discussions of
plans and suggestions for creating business have
taken the place of the previously much-talked-of
subject, 'Bad Business,' and as a whole it seems
we are awakening to the realization that the rem-
edy is in our own hands if we apply it. This is
one of the best indications, because all that is
necessary is the spirit of co-operation and work,
and to get the mental wheels revolving in the
right direction and the rest will follow.
"While we are not as yet being burdened with
orders for machines, we have been successful in
selling our dealers the advertising idea, and their
activities in this direction are already showing
results. The newspaper campaign now being car-
ried on in Detroit and Cleveland papers, which
will be continued the balance of the year, indi-
cates the attitude adopted by Sonora dealers to-
ward the 'Go After It if You Want It' business
condition of to-day. Sonora dealers are now
doing more advertising in our territory than ever
before, and it is being done to greater advantage,
because it is being done more carefully and with
more consideration as to the results to be ob-
tained. The Sonora Phonograph Co.'s policy in
regard to service, its strong belief in the advan-
tages of well-managed advertising and its lib-
eral co-operation along these lines are of very
great help to Sonora dealers.
"With few exceptions our dealers have their
stocks down to normal, and we are anticipating
a steady increase in business from now on. Sam-
ples of the new period model Lafayette have just
gone forward to the dealers, and this will be
followed with the new Queen Anne in a few
days."
NEW YORK DEALERS ADD V0CALI0N
Among the recent dealers to take on the Vo-
calion line of machines and records in New York-
City are Schleicher & Sons, piano dealers at 402
East Fourteenth street, and the Broadway Art
Stores, with headquarters at 1389 Broadway. The
latter concern operates a chain of stores through-
out the city. Wm. Kreutzer, of 328 West 125th
street, and Marconi Bros., 126 Fifty-ninth street,
have also added the Vocalion to their stocks.
BARRINGTON CO. OPENS IN BERKELEY
Berkeley, Cal., April 4. — The Barrington Music
Co., Columbia and Pathe dealer, was recently
added to the fine music stores in this city. G. C.
Barrington, formerly associated with Sherman,
Clay & Co. and Eilers Music House, is at the
head of the new concern and personally manages
the store, which is one of the best in the city
and has the advantage of a fine location.
NEW YORK INCORPORATION
The Capitol Phonolier Corp., of New York
City, has been chartered in New York State,
with a capital of $15,000. H. and M. Michaelson
and L. Potter are the incorporators.
The Music Shop, 237 Main street, Johnson City,
N. Y., is featuring Victor products in an effective
advertising campaign.
"EFFICIENCY"
To Our Customers We Owe All— To Them We Give All
COHEN & HUGHES
Wholesale Exclusively
BALTIMORE WASHINGTON
April IS, 1922
THE TALKING MACHINE WORLD
53
\1
i
i
All models equipped with
automatic stop; universal
tone arm, furnished in Eng-
lish brown mahogany and
figured American walnut.
Model H. Louis XV, $115
Model J. Queen Anne, $135
Model L. Colonial, $185
Model M. Louis XVI, $250
Noteworthy Designs in the
Hallet & Davis Phonograph
THE four new models of the Hallet &
Davis Phonograph are destined to be
the most popular ever shown.
Characterized by the rare beauty of design and finish
and by fineness of construction, these instruments
portray the quality so long associated with the name
Hallet & Davis.
Nothing has been considered unimportant, no detail
too small, which would make for perfection in the
construction of these phonographs. The reproducer,
tone arm and sound amplifier are especially con-
structed along the highest scientific principles of
carrying sound waves. The motor designed by leading
engineers is strong, durable and silent; the whole
mechanism is in perfect balance and tested to the
thousandth part of an inch.
The cabinets are of the finest woods made with the
high piano finish, and are of charming designs which
will appeal to the most discriminating buyers. These
phonographs present the highest type of artistic
blending of a musical instrument into fine furniture.
Dealers Write Today!
Exclusive territory now being assigned to the
right dealers. Write for full information. You
will want this valuable agency.
Hallet & Davis Piano Co.
Phonograph Division
146 Boylston Street Boston, Mass.
<*7Jte <fi/ion ojrraf)/v beautiful
THE TALKING MACHINE WORLD
April 15, 1922
REGAL PUBLICITY ACTIVITIES
Hanger Featuring Current Releases Added to
Dealer Helps — New Comedy Song Will Be
Widely Featured in Publicity Campaigns
PATENT OFFICE RAISES FEES
President Signs Bill Providing for Salary In-
creases for Patent Office Employes, Additions
to Staff, Boosts in Fees — Some Other Changes
EFFECTIVE WINDOW DISPLAYS
Attractive Service Arranged for the Benefit of
Vocalion Record Dealers
The advertising department of the Regal Rec-
ord Co., New York, has just prepared a special
window strip featuring a comedy song entitled
"Mr. Gallagher and Mr. Shean," which promises
to be one of the most popular numbers issued
in recent months. This song, which is dedi-
cated to the two vaudeville headliners whose
names are mentioned in the title, was recorded
for the Regal library by Irving and Jack Kauf-
man, and judging from all indications Regal
dealers are planning to feature this selection as
the basis for their current publicity campaigns.
For the first time Regal dealers were fur-
nished this month with a hanger listing cur-
rent Regal records. This hanger is suitable for
use in windows and booths, and forms a wel-
come addition to the Regal sales helps. The
company is planning to issue these hangers regu-
larly, and E. H. Davis, advertising manager of
the company, is personally directing the prepara-
tion of the designs.
A new form of envelope for Regal records
was placed in the hands of the dealers a few
weeks ago and has been the subject of favorable
comment by Regal representatives throughout
the country. It is durable and attractive, and
is being used to excellent advantage.
H. P. KERLER NOTES TRADE RISE
Henry P. Kerler, vice-president of Ilsley-
Doubleday & Co., New York City, reports a
noticeable increase in business in the talking ma-
chine field. This company has long specialized
in the production of greases and lubricants for
the talking machine. The quality of their prod-
ucts has built up for them a large clientele
throughout the trade.
Washington, D. C, April 8. — The bill provid-
ing for an increase in the salaries of Patent Office
employes and an in-
crease in the person-
nel of the office, as
well as a boost in the
prices charged for the
liling of patent "appli-
cations, furnishing
copies and abstracts of
patents, etc., has been
passed. It is hoped
that the reorganiza-
tion will enable the
Patent Office to bring
its work up to date.
Following the pas-
sage of the bill the
Patent Office an-
nounced that the fee
for filing each origi-
nal application for a
patent, except in de-
sign cases, will be $20
instead of $15, as at
present. The act also
provides, in addition
to the present fees
for recording assign-
ments or other papers,
The wholesale Vocalion department of the
Aeolian Co. has just completed arrangements for
a comprehensive window display service for the
One of the Vocalion Window Displays for Dealers
that there shall be paid for each additional patent
or application included or involved in one writ-
ing 25 cents additional. The new fees are effec-
tive on and after April 19, 1922.
Barringer's Victrola Shop, of Kokomo, Ind.,
has moved to 118 West Mulberry street from its
former location on North Main street.
Super Service
for Victor
benefit of the retailers featuring Vocalion records.
The displays consist of a number of hand-painted
cards of various sizes featuring the latest and
most popular record releases in a manner that is
bound to attract attention. Retailers who have
already taken advantage of the service are enthu-
siastic over the possibilities and over the excellent
effects that may be obtained through its use.
The accompanying illustration shows one of
the latest window display sets arranged for dem-
onstration purposes, and affords an excellent idea
of the attractive window treatments that may be
carried out through the use of the display cards,
the accompanying records and various effective
"properties." Each of the displays consists of
five cards and are furnished to the dealer at cost.
LEAVES EDISON ORGANIZATION
H. R. Skelton, Former Territorial Supervisor for
Thomas A. Edison, Inc., Resigns
H. R. Skelton, for many years territorial
supervisor for Thomas A. Edison, Inc., has an-
nounced his resignation to become effective im-
mediately. The move will be regretted by his
associates, for Mr. Skelton joined the Edison
association in the old days of the cylinder ma-
chine. Recently Mr. Skelton's supervisorship
has included Pennsylvania, New York, New
England States and all of Canada, although most
of his activities were confined to the East.
Mr. Skelton entered the talking machine in-
dustry in 1899 with the Columbia Phonograph
Co., and became field representative for the
Edison laboratories in 1909. He took up his
work as supervisor in 1914.
FRENCH INCREASE CUSTOMS DUTIES
A decree relative to customs duties increases
for France and Algiers, which was published re-
cently in the French Journal Officiel, affects mu-
sical instruments as follows: Pianos, upright and
grand, also organs, harmoniums, etc., pneumatic
apparatus, etc., 70 per cent general tariff, 35 per
cent minimum; violins, bows, etc., 90 per cent
general tariff and 45 per cent minimum; phono-
graphs, cylinders, records, 50 per cent general
tariff and 25 per cent minimum.
William Luscher, a talking machine dealer on
Third avenue at 144th street, New York City,
has purchased the building which houses his
business.
April 15, 1922
THE TALKING MACHINE WORLD
55
MOVES INTO FINE NEW QUARTERS
New Victrola Department of Griswold, Rich-
mond & Glock Co. to Be One of the Finest
in New England When Completed
Meriden, Conn., April 8. — The Griswold, Rich-
mond & Glock Co. has moved into the attractive
new quarters which have been under course of
construction here for some time. The new store
consists of one main floor comprising 12.000
square feet, with nearly 5.000 square feet of
floor space on basement and mezzanine floors.
A feature of the establishment is an exceed-
ingly fine Victrola department, which is so
arranged that the other departments are entirely
shut off from it. Two rows of record demon-
stration booths line both sides of the department
and in the rear there are two large rooms for
the demonstration of talking machines. At
present the finishing touches are being put on
this department, which is expected to be one of
the best Victor sales rooms in New England.
HEMPEL SINGS WITH ORCHESTRAS
Cincinnati, O., April 6.— Frieda Hempel, Edison
artist, was soloist with the famous Cincinnati
Symphony Orchestra, Eugene Ysaye conducting,
on April 7 and 8. On May 19 the prima donna
will bring her season of eighty recitals and
Jenny Lind Concerts to a close by singing with
the Chicago Symphony Orchestra. Frederick
Stock conducting, at the Ann Arbor May Fes-
tival, Ann Arbor, Mich.
C. D. M. TRADING CO. MOVES
The C. D. M. Trading Co., which recently
took over the distribution of the Spraytone
phonograph, has moved its executive offices from
59 Fourth avenue, New York City, to 109 La-
fayette street.
GXzL RECORDS ARE OKeiL
We are giving you a chance to grow with us in handling the
Famous QK^ Product. OK^ Records are equal to any on
the market to-day, in fact it is The Record of Quality. We are
anxious to serve you. It would pay you to investigate the
OKt)L Agency.
Yours for GKelL Service,
INDEPENDENT JOBBING COMPANY Goldsboro, N. C.
DANCE RECORDS BY YERKES ORCHESTRA GROW IN FAVOR
One of the real features of the Vocalion record
catalog is the series of dance records recorded by
the Yerkes S. S. Flotilla Orchestra, which pro-
vides the dance music for the popula"r S. S. Flotilla
records that reproduce all the characteristics of
rhythm and clever orchestration which are in
popular demand at present.
Vocalion record dealers generally throughout
The Members of the Yerkes S. S. Flotilla Orchestra
Restaurant in New York and records exclusively
for the Vocalion.
The Yerkes Orchestra produces a brand of
dance music that is both distinctive and fasci-
nating and enjoys the reputation of being one of
the best of the many dance orchestras in New
York, a distinction of no little significance.
Moreover, the organization is capable of making
the country report a most substantial demand for
the Yerkes dance records, some of the most pop-
ular of which in the Vocalion catalog include:
"Blue Danube Blues," "Good-bye, Shanghai,"
"Ty-Tee," "Tell Her at Twilight," "Angel Child,"
"Somewhere in Naples," and the latest dance hit,
"Cutie," from the musical comedy "The Blue
Kitten."
F. W. WYATT JOINS JEWETT STAFF
Detroit, Mich., April 5. — It was announced this
week that Fred W. Wyatt would represent the
Jewett Phonograph Co. in Northern Ohio. Mr.
Wyatt assumed his new duties the first of the
month and is already working in close co-opera-
tion with Jewett dealers in this territory. Mr.
Wyatt has been in the Michigan and Ohio terri-
tory for six years, having been connected with
the C. L. Marshall Co., of this city, Sonora jobber.
He is therefore well known in this section of the
country, and has a host of friends in the trade,
who will welcome him as a Jewett representative.
56
THE TALKING MACHINE WORLD
April 15, 1922
Easter Music
Through the Starr's Singing
Throat of silver grain spruce
— the music wood of the
famous Stradivarius violins
—comes Easter music in
its purity.
The Starr betters all records
—Hearing is Believing. Ask
the Starr dealer for a hearing.
THE STARR PIANO CO.
Richmond, Indiana
New York — Chicago— Los Angeles — Birmingham
Detroit — Cincinnati — Cleveland — Indianapolis
Boston — Jacksonville— London, Canada
April 15, 1922
THE TALKING MACHINE WORLD
Here are Van and Schenck again with two
new hits! "Virginia Blues" is on one side
oi this new May record and "Carolina Roll-
ing Stone" is on the other. Every Van and
Schenck fan will want this one. A-3577.
Columbia Graphophone Co
NEW YORK
MEETINGS OF VICTOR JOBBERS' EXECUTIVE COMMITTEE
Various Phases of the Business Situation Discussed at Committee Meetings Held in Chicago and
New York — Close to 100 Per Cent of the Membership of the Association in Attendance
The executive committee of the National
Association of Talking Machine Jobbers held
its annual mid-Winter meetings last month from
March 12 to 16, inclusive, the first session being
held at the Drake Hotel, Chicago, on March 12
and 13, for the benefit of the Western members
of the Association who were admitted to the
executive committee meeting, and on the 15th
and 16th at the Hotel Commodore, New York,
for the benefit of the Eastern members.
Both the Chicago and New York session were
well attended, close to 100 per cent of the Asso-
ciation being represented at one or the other of
the sessions. From all accounts, the meetings
were among the most successful and enthusiastic
in the history of the organization, enthusiastic
because of the success of the new Association
program established under the direction of Pres-
ident Buehn, which called for constructive effort
to meet the general business conditions and to
keep the Victor business on the high level that
it has maintained for many years.
Aimless discussions have given way to earnest
consideration of sales and exploitation problems,
with the realization that these problems exist
in every line of business and demand attention.
At the Chicago meeting, in addition to the con-
sideration of various matters by the jobbers
themselves, there was an address delivered by
Gilbert H. Montague, counsel for the Associa-
tion, who outlined the existing legal situation as
it affected the business of the wholesalers and
also called attention to various pending legisla-
tive matters. Later, L. A. Graham, counselor
for the Reincke-Ellis Co., Chicago, delivered a
lengthy talk on "The Possibilities and Develop-
ment of Advertising." On the evening of March
13 the jobbers were the guests of the Mid-West
Victor Dealers' Association at the second annual
meeting of that body at the Drake Hotel.
The Meeting in New York City
The program of the New York meeting was
practically the same as that in Chicago. The
same topics were discussed by the jobbers, and
Mr. Montague also talked on legal matters. In
New York, J. J. Davin, of the Reincke-Ellis Co.,
took the place of Mr. Graham and delivered a
talk on "The Possibilities and Development of
Advertising."
At both meetings it was declared the jobbers
were very frank in the presentation and discus-
sion of ideas and questions and much valuable
information was thus obtained.
On Wednesday evening, March IS, the visiting
jobbers were the guests of the New York
wholesalers at a dinner at the Palais Royale,
FELT
and VELVET TURNTABLE COVERS
UKULELE PICKS
WASHERS
BUMPERS
"If It's Felt or made of Felt"
MONARCH FELT WORKS
39-45 YORK ST.,
BROOKLYN. N. Y.
where the jobbers and their ladies danced to
the music of Paul Whiteman's Orchestra, fol-
lowed by a theatre party at the Selwyn Theatre,
where was witnessed a performance of the musi-
cal comedy hit, "The Blue Kitten."
Among those members of the Association who
attended either the Chicago or New York meet-
ings, or both, were, of the officers: Louis Buehn,
Louis Buehn Co., Philadelphia, president; Ar-
thur A. Trostler, Schmelzer Co., Kansas City,
vice-president; W. F. Davisson, Perry B. Whit-
sit Co., Columbus, secretary; George A. Mairs,
W. J. Dyer & Bro., St. Paul, treasurer; and of
the executive committee: L. C. Wiswell, Lyon
& Healy, Chicago; George E. Mickel, Mickel
Bros. Co., Omaha; J. N. Blackman, Blackman
Talking Machine Co., New York; J. C. Roush,
Standard Talking Machine Co., Pittsburgh;
Thomas F. Green, Silas E. Pearsall Co., New
York; W. H. Reynalds, Mobile, Ala.; George
A. Dodge, Eastern Talking Machine Co., Bos-
ton; C. H. Grinnell, Grinnell Bros., Detroit, and
Fred H. Putnam, Putnam-Page Co., Peoria, 111.
Of the general membership attending were
H. A. Goldsmith, of the Badger Talking Ma-
chine Co., Milwaukee, Wis.; V. K. Tremblett,
C. W. Hyde, Walter Geissler and G. F. Denig,
of the Chicago Talking Machine Co.; R. P.
Curtice and C. R. Morres, of the Ross P. Cur-,
tice Co., Omaha; E. R. Lewis, of the Elyea
Talking Machine Co., Atlanta, Ga.; F. Jenkins,
Jr., of the J. W. Jenkins' Sons Music Co., Kansas
City, Mo.; Clarence Campbell, of the Knight-
Campbell Music Co., Denver, Col.; H. E. Roche,
of Lyon & Healy; H. B. Sixsmith, Mickel Bros.
Co., Des Moines, la.; A. D. Geissler, of the
New York Talking Machine Co., New York;
George E. Stewart, Stewart Talking Machine
Co., Indianapolis, Ind.; Lester E. Noble, Ru-
dolph Wurlitzer Co., Cincinnati; A. R. Reincke,
T. J. Davin and L. A. Graham, Reincke-Ellis
Co., Chicago, 111.; Edwin C. Rauth, of the Koer-
ber-Brenner Co., St. Louis; H. J. Shartle, Cleve-
land Talking Machine Co., Cleveland; T. H.
Towell, P. J. Towell and E. B. Lyons, Eclipse
Musical Co., Cleveland; R. H. Morris, American
Talking Machine Co., Brooklyn, N. Y.; C. N.
Andrews, Buffalo; W. D. Andrews, Syracuse;
Emanuel Blout, New York; W. J. Haussler and
Jerome Harris, C. Bruno & Son, Inc., New York;
L. W. Collings and J. L. Spillane, Collings &
Co., New Jersey; C. B. Snow, Cressey & Allen,
Inc., Portland, Me.; P. E. W. Carlson, Chas. H.
Ditson & Co., New York; George H. Rew-
bridge, W. F. Frederick Piano Co., Pittsburgh;
E. C. Gallo, Horton-Gallo-Creamer Co., New
Haven; Chas. B. Mason, H. B. Merritt and Dan
Creed, New York Talking Machine Co.; L. L.
Spencer, Silas E. Pearsall Co., New York; Rob-
ert Steinert and Kenneth Reed, M. Steinert &
Sons Co., Boston; H. W. and A. C. Weymann,
H. A. Weymann & Son, Inc., Philadelphia; C.
L. Price, Ormes, Inc., New York; T. W. Barn-
hill and H. Miller, Penn Phonograph Co., Inc.,
Philadelphia; G. T. and S. W. Williams, G. T.
Williams Co., Inc., Brooklyn; W. C. Dierks and
T. E. Evans, C. C. Mellor Co., Pittsburgh; W.
A. Eisenbrandt, H. R. Eisenbrandt & Sons, Inc.,
Baltimore, Md.; I. Son Cohen and F. S. Harris,
of Cohen & Hughes, Inc., Baltimore; Paul S.
Felder, Philip Werlein, Ltd., New Orleans; O.
A. Piesendel, Oliver Ditson Co., Boston; Charles
Womeldorff and C. A. Ericson, Toledo Talking
Machine Co., Toledo; John Fischer, Rogers &
Fischer, Washington, D. C; O. N. Neal, Buffalo
Talking Machine Co., Buffalo; W. T. Haddon,
Ohio Talking Machine Co., Cincinnati; Mar-
quette Healy, Lyon & Healy, Chicago; Eugene
Stern, Talking Machine Co., Philadelphia;
George C. Homberger, Elmira Arms Co., El-
mira; R. H. Morris and Messrs. Morrison, Offer-
man and Heineman, American Talking Machine
Co., Brooklyn; Abram Davega, Max Berlow and
Joe Schwetz, Knickerbocker Talking Machine
Co., New York; Fred P. Oliver and C. L. John-
ston, Blackman Talking Machine Co., New
York; C. R. Wagner, Musical Instrument Sales
Co., New York; Ernest Urchs, Phillips & Crew,
Atlanta; F. W. Schwoebel, Corley Co., Rich-
mond, Va., and Gilbert H. Montague, counsel
for the Association.
BUSINESS OPPORTUNITY IN SPAIN
Washington, D. C, April 7. — A mercantile house
in Spain is in the market for talking machines,
records and musical instruments, according to a
request received by the Bureau of Foreign and
Domestic Commerce here. Quotations should be
given c. i. f. Spanish port and catalogs and price
lists are requested. Payment will be made by
cash against documents. References are offered.
Further information can be secured by communi-
cating with the Bureau or any of its district
offices and mentioning opportunity No. 1158.
G. A. Pralle is in charge of the first of the
chain of stores to be opened by the United Pho-
nograph Stores, Inc., in the City Club Building
on G street, Washington, D. C. Columbia Grafo-
nolas and records are featured.
it iiiiiiiiiiiiiiiiiiiiiiiiiiiiisP
fcy ^ SUPERIOR STEEL ,
RRlLLIANTONF
^^LW ■ RICI5TERED TRADE MARK ■ 1
NEEDLES
Here's the
needle that
plays a new
"Sales
Record".
BRimANTONE
STEEL NEEDLE CO., of AMERJCA.Inc.
felling Agents for W.H.Bagshaw6:Co.
Facfoiy, Lowell, Mass.
34-7 FIFTH AVENUE, NEW YORK
58
THE TALKING MACHINE WORLD
April 15, 1922
Q U A L. I T "V*
HANOVER, PA., U.S. A, 7 1
For Spring Trade
LONG
CONSOLES
WILL PRODUCE SALES
There has been no let-up in the
demand for our Consoles, and in fact
the orders received for immediate
delivery indicate that LONG CON-
SOLES are proving more popular
than ever.
LONG CONSOLES are pioneers in
the Console Cabinet field, and our
thorough familiarity with the require-
ments of the talking machine dealer
has enabled us to produce a line of
CONSOLES that meet with ready
sale.
You will find it distinctly profitable
to carry a complete line of LONG
Cabinets, including our standard line
of record cabinets, as well as our
Consoles.
Write for Complete Catalog
The Geo. A. Long
CabinetCompany
HANOVER, PA
Style 600
Sheraton
Style 601
Colonial
Style 602
Louis XV
Style 603
Chippendale
Style 604
Hepplewhite
April IS, 1922
THE TALKING MACHINE WORLD
59
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
llIIIIffllllllllllM
Little Ideas That Will Make Bi£ Sales \
MOTION never fails to attract the eye. Here's an excellent way
to take advantage of this fact. Get your local card writer to
make a heavy cardboard hand about 15 x 24 inches, painted in the
natural colors. The index finger should point direct to your door.
In this card screw two small hooks of the type used to hang up
tooth-brushes. On these hooks a sign is hung which can be changed
as often as desired. Hang the hand near the front of your window
with two black silk threads, one at the wrist and one at the index
finger, suspending it from the ceiling. On the changeable card
advertise "specials," such as new records, song hits from the show
playing in your local theatre, used talking machine bargains, etc.
Your salesman can give this large hand a push now and then, and it
will keep in motion from six to seven minutes, like the pendulum of
a clock. From the street it is hard to see how the hand is suspended
and what caused it to move. The message on the card is a direct
suggestion to the customer, and the finger pointing to your door
urges immediate action.
THE talking machine manufacturers supply you with handsome
record supplements every month, beautifully printed on good
stock. Yet a great deal of their effect is lost if you use a rubber stamp
to put your name on them. Stamping generally falls to the office boy's
lot, and that young gentleman, in his careless way, puts it on crooked
or upside down or with so little ink that it is entirely illegible. Get
your local printer to put on your name and address in type. The cost
is so small and the improvement in appearance so great that it is
foolish economy to do it the rubber stamp way. Insert above your
name two or three record hits from the bulletin. A dealer who tried
this method found that the records he featured above his imprint
sold in large numbers.
% % +
THERE is no reason why one cannot afford to devote a window
display periodically to talking machine accessories. In fact,
such a window display used now and then proves conclusively to the
public that you are truly rendering service. The following idea can
be employed : Make a shelf or low platform running the entire
length of your window, about 18 inches from the floor and 15 inches
deep. Cover this with white crepe paper, both on the front and on
the top. Divide this every 12 inches with a strip of blue ribbon or
narrow blue paper. These strips go over the top, as well as the
front. This divides your shelf into sections. On top of the shelf,
in the center of each section, place one accessory. In the first, put
albums ; in another, automatic stops ; in another, a record light ; in
another, an electric winding device; in another, record repeater;
in another, record cleaner, oil, polish and graphite; in another, a
display of needles, etc., etc. Below each accessory, in the square on
the front of your platform, place a card 9 inches x 12 inches with
a red border. This card bears the name of the accessory shown on
top of the platform, followed by a few words telling what it is,
and ending with the price. Quote a bargain price on every item,
a few cents under the regular price, and, in small type under the price,
print "during this display." Above the long platform set a sign
15 inches high by 6 feet long which reads : "Bargains in Accessories
for Your Talking Machine." Back of this display set several talk-
ing machines with the accessories attached. Streamers should lead
from the accessories on the machine to the accessories on your
platform.
* * *
A TALKING machine shop in New York State, which enjoys
a phenomenal business in records, considers its success due
chiefly to the self-service idea it uses in the record booths. The
device is simply a slanting shelf fixed to the back of the record
booth, just high enough to clear the machines. Each record has a
separate space of its own on the shelf, which holds from six to eight
records in a row, depending on the width of the booth. Construct
your shelf as follows : Across the back of the booth fix a strip of
wood on which the records rest. On the front of this nail a flange
to keep the records from sliding off. Below this shelf place a
V-shaped piece to brace the shelf against the wall. At the point
■vhere the top of the records rest against the wall fix another strip.
running the entire length of the booth. Between each record space,
leading from this top strip down to the flange, an upright strip should
be set slantwise. In back of these upright strips and halfway up
fix a strip running the entire length of the shelf. When the record
is put in place this last strip supports it. All of. the wood that is;
exposed should be covered with felt, which looks well and protects
the records. When planning your shelf figure how many 10 or 12- j
inch records your wall space will hold with ^-inch space between ;
each record. Make more 10-inch spaces than 12-inch because of
the greater sale in small-size records. Above each record space fix
a card lettered with a selling talk, each card being devoted to one
general class of records, so that it will do for any record of this
class. Here are some suggestions :
(For violin records:) "We have sold over a thousand copies of this;
violin record. Try it !"
(For popular songs:) "It's easy to find out why this popular hit,
is popular ! Do it now." - --— - '
(For dance records:) "E>@ you dance? Here's one they are all
playing now." - t
(For operatic records:) "A great artist — a great song — a great suc-
cess! Try it!"
(For quartets:) "There are thousands of quartet records, but this
is one in a thousand."
(For comic records:) "Frowns are plentiful, but laughs are scarce.
That's why everybody is buying this comic hit."
THAT "air space" up under the ceiling of your store should earn'
something for you, instead of being a dead loss. Here's a way
to put it to work : From stiff cardboard cut out a circle 24 inches
in diameter. It should be bright in color — orange- is good. Put a
little wooden peg through the center, then place a record over the
peg on either side of your orange circle flat against the card. Rub-
ber bands, wrapped around the peg, will hold these records in place.
Above the record, letter its title in black or dark blue. Below put
the words, "Just hear it!" Letter the back in the same way. Now
hang this orange and black "bull's eye" from the ceiling in the center
of your store, about ten feet from the floor, where it will get a good
light. Hang it with two black threads, instead of one, so that it
will not twist sidewise. Everybody coming in will see your sign
and record sales will show the result.
^ ^
YOU probably handle half a dozen or more different kinds of
talking machine needles — loud, medium and soft steel needles ;
also fibre needles, semi -permanent needles, etc. Here's a little
wrinkle that will simplify your selling and make for quick service.
It also makes it unnecessary to tear open packages to show the goods.
Take a heavy card, about 8 inches wide by 6 inches deep. Across the
'top letter these words, inserting your name in the blank space :
THE NEEDLE CHART
In a row across the center of the card fasten one sample of each of
your needles, with its name and price. Then put these words across
the bottom:
HELPS YOU COME QUICKLY TO THE "POINT"
Mount the card on a dark mat, so it won't show fingermarks when.,
handled. When a customer can't explain the kind of needle she '
wants hand her the chart and she'll "come quickly to the point."
* % %
MONEY talks., and there is nothing like seeing the actual cashl
to impress people with the price of an article. Also, the sight ;
of real money is always interesting. Therefore, if you are featuring
terms put several favorite models in your window. On each machine
is a card that reads: "You can buy this model for $5 per week.":
To the card attach a new five-dollar bill. Follow the same plan for
all machines in the window, changing the amount of money accord-
ing to the terms on each model. Instead of the terms you can feature
the amount of the first payments, if you prefer, or display vour
machines as complete outfits, grouping each machine with the rec-
ords, albums, needles", accessories, which are included in your offer
and covered by the terms mentioned. The total amount of money on
display is not large, and each night you can put the signs away for
safekeeping.
EDITORS NOTE — Mr. Gordon will publisb on tbis page any good ideas submitted by you for tbe benefit of tbe trade,
and will also answer any questions you ask Lim concerning mercbandising problems. Use tbis department as mucb as you like.
It is intended to serve you — to be a forum for tbe discussion and excbange of ideas of interest.
60
THE TALKING MACHINE WORLD
April 15, 1922
The examples shown are by
1— BURLINGTON WILLOW WARE SHOPS
2— WEMYSS FURN. CO.
3— DAVIS-B1RELY TABLE CO.
4 — YAWMAM &. ERBE MFG. CO.
5— THE HODELL FURN. CO.
A few of the manv who consider "Domes of Silence"
Standard Equipment for Furniture
DOMES of SILENCE
The Perfect Footwear for Furniture
Ideal for every piece of furniture except pianos. Last indefinitely because made of high grade
hardened steel specially treated to give frictionless surface. These simple slides enhance
the value of your furniture.
HENRY W. PEABODY & CO.
17 STATE STREET NEW YORK CITY
Specify DOMES OF SILENCE
A mark of BETTER Furniture regardless of its cost
F8
What we say above about Furniture applies also
to Phonographs
April 15, 1922
THE TALKING MACHINE WORLD
61
TAKES OVER FLORIDA T. M. CO.
French Nestor and Harry W. Nethken Take Over
Victor Wholesale Business in Jacksonville, Fla.,
Which Will Be Operated Under the Name of
the French Nestor Co. — Important Move
Pittsburgh, Pa., April 3. — French Nestor, for
the past five years associated with the Stand-
ard Talking Machine Co., Victor wholesaler in
this city, as vice-president and general manager
and for several years before that connected with
the W. F. Frederick Piano Co., in charge of that
company's talking machine department, resigned
on April 1 for the purpose of taking over the
Florida Talking Machine Co., Victor whole-
saler in Jacksonville, Fla., which will be oper-
French Nestor
ated in the future under the title, "The French
Nestor Co.," with Mr. Nestor as president.
Associated with Mr. Nestor in the new com-
pany as vice-president and treasurer will be
Harry W. Nethken, prominent business man of
Pittsburgh and particularly active in the various
departments of the coal business.
Mr. Nestor is well acquainted with the busi-
ness situation in Florida from the fact that he
has during the past few years made numerous
trips to that section. Mr. Nethken has a Winter
home at St. Petersburg, Fla., and is likewise well
acquainted in that section.
Immediately upon severing connection with the
Standard Co. Mr. Nestor went to Jacksonville,
where he will make his permanent home. The
headquarters of the company will be continued
at the present address, 226 East Forsythe street,
and plans are under consideration for remodel-
ing the premises and making them strictly up to
date in every particular.
NEWARK HOUSEADDS REGAL LINE
Newark, N. J., April 6. — The Broad & Market
Music Pub. Co., of this city, has just taken on the
Regal line of records, which it will handle exclu-
sively in the future. This concern is one of the
busiest sheet music and talking machine record
establishments in the city.
No. 35217
BAS KET
Filled with Flowers ;
each, 75c; per dozen,
$7.50.
Write to-day for my
SPRING CATA-
LOGUE No. 35 of
Artificial Flowers,
Plants, Vines, etc.
MAILED FREE
FOR THE ASKING.
FRANK NETSCHERT
61 Barclay Street
New York, N. Y„
FEW "TALKERS^JN FORT WAYNE
Canvass of Assessors Discloses the Fact That
Lucrative Territory Is Open to Energetic Mer-
chandisers Who Are Alive to the Situation
Fort Wayne, Ind., April 6. — The result of an
investigation made by county assessors here re-
cently disclosed the interesting fact that in 664
homes in this city canvassed by the assessors
only 190 talking machines were found. This is
considerably less than one-third. In the rural
districts only thirty-nine talking machines were
found in a canvass covering 556 homes.
This report is of special interest to talking
machine dealers here and indications now point
to a move on the part of the merchants to adopt
more energetic selling methods in order to in-
crease their sales in this territory.
SEALED PARCEL POST PACKAGES
Enclosure of Written Matter Makes Them Liable
to First-class Mail Rates
Washington, D. C, April 8. — Amendment of
the postal regulations recently so as to provide
for the sealing of parcel post packages where the
contents are indicated on the wrapper did not
permit inclosure of instructions or other written
communications which have not in the past been
considered permissible additions to fourth-class or
parcel post matter. Officials of the Post Office
Department have received a number of reports
indicating that persons and concerns mailing
sealed packages have adopted the practice of in-
closing written matter.
Such unauthorized inclosures, it is pointed out,
properly subject the entire parcels to postage at
the first-class rate, and postmasters at all offices
have been instructed to maintain a careful watch
for matter of this nature. When it is desired to
accompany a package with a written communica-
tion it should be in the form of a letter in an
envelope properly sealed and stamped, which may
then be attached to the outside of the parcel.
ST. PATRICK'S DAY AIDS DEALERS
Window Displays and Advertising Featuring
Irish Melodies Bring Profits to Merchants
Talking machine dealers throughout the coun-
try took advantage of St. Patrick's Day to push
the melodies of "Old Erin'' and as a result many
of these records were sold. Window displays in
which green was the predominating color and
the shamrock was in evidence and advertising
which featured Irish songs brought extra profits
to many merchants. The plan of special adver-
tising and window displays during holidays is
always a profitable one. Decoration Day is the
next holiday and an unrivaled opportunity is of-
fered to dealers to feature patriotic records in
window displays and suitable advertising.
GIGLI VISITS BLOUT ESTABLISHMENT
Benjamino Gigli, Victor artist and tenor of the
Metropolitan Opera Co., was a recent visitor at
the establishment of Emanuel Blout, Victor
dealer, at 2799 Broadway, New York, according
to A. J. Levine, manager of the store. Mr.
Gigli purchased a quantity of talking machine
supplies which he will take with him on his
annual visit to Europe in the near future.
ROOS HEIR ARRIVES
Nestor Roos, well known in the wholesale
traveling field, is receiving the congratulations of
his friends upon the arrival at his home last
week of a baby boy. Mr. Roos is now the
i wner of a "millionaire's couple," as a baby girl
has been an heiress to the Roos fortunes for
several years past.
The talking machine department of Bry's
Music Shop, Memphis, Tenn., has been greatly
enlarged and a complete stock of Victor and
Edison machines is on display.
The ordinary steel needle {left),
being tapered, increases in diame-
ter and wears the sides of the
record grooves. The Sonora
Semi-Permanent needle {right)
has parallel sides, increases the
record's life and plays many times
without changing.
Demonstrate
With
THE INSTRUMENT OF QUAU
onor
CLEAR AS A BELL
Semi-Permanent
NEEDLES
No matter, what phono-
graph you sell, Sonora
Semi - Permanent Needles,
used in demonstrating in-
struments and records, have
a double advantage — they
bring out the full beauty of
the music and thus help
sales — and they sell easily
and rapidly themselves.
These economical, long-
lived needles also save your
demonstration records be-
cause they do not score the
grooves. (See comparison
above.)
No dealer who prides him-
self on quality merchandise
can neglect to stock Sonora
Semi - Permanent Needles.
Phonograph owners prefer
them.
Sonora Phonograph
Company, Inc.
GEORGE E. BRIGHTSON
Preaidmt
279 Broadway New York
Canadian Distributors:
I. Montagues & Co., Toronto
f* AITTIAMt Bewar« of similarly
tAU 1 iUIl i constructed needles
of inferior quality
62
THE TALKING MACHINE WORLD
April 15, 1922
ASK TO HEAR /Tf
ppiiiiiiiiiiiiiuiiraiiiiiiiiiiiiiiiiinin
I Need of Discarding Apathy for Hard Work (
By J. H. TREGOE, Secretary-treasurer, National Association of Credit Men
BiiiiiinitniiuiiiiiniiniininiiininiimiiiiiniiiiiiwioMiM
the situation with the best of cheer and thus
I believe it is peculiarly our responsibility just
now to work harder than ever. Nothing would
be so hindering to our restoration and so out of
tune with the needs of the business situation as
to become apathetic and simply say that progress
cannot be made because conditions are against it.
Man}- commercial fatalists at the present time
are, I believe, slumbering in this delusion. We
© Underwood & Underwood
J. H. Tregoe
are prone to accept any excuse when we are in
the grip of the state of mind which assumes that
certain things cannot be done. In these days we
must be up and at it everlastingly. We have
some of the most serious economic problems of
all world history to solve: they cannot be solved
except in the most constant diligence and a sin-
cere belief that it is within our powers to hasten
the day of revival and to help to get things right.
The credit and sales departments of every en-
terprise should be in the closest alignment, should
work out all kinds of plans for the acceleration
of business and for joint activities that will meet
achieve the highest of results. He who waits
for the revival of business will wait a long, long
time. He who becomes apathetic is nothing more
or less than a fatalist; and the fatalist eventually
drifts into a dangerous slumber. The gospel of
work should be constantly on our lips and should
be expressed in our actions. Never was it so
necessary for our people to be alert, to be scan-
ning the horizon, to be thoughtful, to be just
and to be at it eternally.
The power of human effort is immeasurable.
The sluggishness of human apathy is immeasur-
able also. One is pitted against the other. We
hope most fervently that throughout the entire
nation there will soon be a springing to the
colors and a determination to get the business of
this country of ours once again into normal
channels.
CALL FOR RECORD-CARRYING CASES
Washington, D. C„ April 3. — The campaign on
record-carrying cases conducted by Topham's,
Ltd., is attracting much attention among talking
machine dealers. A number of retailers have
found these record-carrying cases possess great
sales possibilities. Many report a decided demand
on the part of the buying public for a carrying
case of this character. Topham's, Ltd., is excep-
tionally well qualified to produce carrying cases,
due to its many years' experience in the produc-
tion of trunks and general leather goods. It is
intended to energetically continue this campaign
during the future.
VAN NUYS FIRM OPENS NEW STORE
Van Nuys, Cal., April 1. — The Van Nuys Fur-
niture & Undertaking Co. here has secured an
attractive location on Sylvan street, in which the
music department of the concern will be housed.
Installation of record demonstration booths and
record racks is under way. The department will
be in charge of Miss Mary Johnstone, who is
well known in this vicinity as a musician of
unusual attainments.
PHONOGRAPH CASES
1
Reinforced 3 -ply Veneer
The Standard Case for Talk-
ing Machines and Records
Let us figure on your requirements
MADE BY
PLYWOOD CORPORATION, Goldsboro, N. C.
Mills in Va., N. C. and S. C.
Phonographic Epigrammatics
By
HAYWARD CLEVELAND
"Brevity is the soul of wit," but it is also
the life of business. Say it in the fewest
words consistent with clarity and courtesy.
The orderly plan of the universe sets a
high example for us in the conduct of our
mundane affairs.
"All is lost save honor" might be changed
to — Honor secure, nothing else really mat-
ters.
Never to be recalled : Life — yesterday — a
dishonorable act — the spoken word, and par-
ticularly the written word, after you have
mailed it!
He who harnesses time harnesses for-
tune.
Do not locate on the wrong side of the |
right street, for if you do you may pay a |
part of the other fellow's rent. |
Mere volume does not mean prosperity ; it i
mav camouflage disaster. I
The dullest trade hour should be the liveli- §
est introspectively and constructively. I
Answer letters promptly. You would not j
I insult a man, would you, by replying to a 1
1 verbal inquiry to-morrow or next week?
"Hitch your wagon to a star." That is, 1
aspire ! You will reach a higher level by so §
doing. |
Yes and no. The two most powerful |
1 words in the English language. Anything |
I added to either but detracts therefrom. |
^ii iiiiiiiiiiiiraiiniiiiiniiniiniiiiniiiritiiitiiiniiitniiiitiiiiiiniiiiiHiiitHiiHiiiHiiiiii iimiiiiiiiiiimnmii nmimiiiiiiiimniiiniiis
F. W. CLEMENT VISITS NEW YORK
F. W. Clement, manager of the Emerson
Phonograph Co.'s branch in Chicago, was a visi-
tor to New York recently, conferring with the
executives regarding plans for his Spring cam-
paign. Mr. Clement spoke optimistically of the
general situation in Chicago territory, stating
that the dealers were reporting a steady im-
provement in sales which he believed would con-
tinue throughout the year.
A first-class salesman must necessarily be an
executive. He must meet and surmount diffi-
culties constantly. This means he must do his
own thinking. Which naturally leads to the con-
clusion that a salesman who does not use his head
will eventually become a "has been,"
April 15, 1922
THE TALKING MACHINE WORLD
63
The ORSENIGO PERIOD
PHONOGRAPH
\X 7K present on this page
* * an opened and closed
view of one of our moderately
priced cabinets. Can be re-
tailed at a figure that the
average buyer will not pro-
test in paying.
The floral decorations are in oil,
painted by artists. The grill has a
silk backing, daintily shirred, which
hides the horn, which has so often
been considered an eyesore.
The cabinet will harmonize with
almost any furnishings and will un-
doubtedly enhance the appearance of
any living room.
Can be had with spring
and electric motors.
THE ORSENIGO COMPANY, inc
FACTORY
Skillman Avenue and Rawson Street
Long Island City, N. Y.
Hi
64
THE TALKING MACHINE WORLD
April 15, 1922
H. A. YERKES IS VICE-PRESIDENT
Elected to This Position With Columbia Grapho-
phone Co. at Recent Meeting
RED SEA DISTRICT A GOOD MARKET PLANS FOR FOREIGN TRADE MEETING
At a recent meeting of the stockholders and
directors of the Columbia Graphophone Co., held
at the company's executive offices in New York,
several changes were made in the executive per-
sonnel and directorate. One of the most impor-
tant of these changes was the election of H. A.
Yerkes as a vice-president of the company. Mr.
Yerkes, who has been assistant general manager
of the Columbia Graphophone Co. for a number
of years, now becomes vice-president and assist-
H. A. Yerkes
ant general manager. He is one of the most pop-
ular members of the talking machine trade and
has a host of friends who will be delighted
to know of his well-deserved promotion.
F. J. Ames, who is secretary of the Columbia
Graphophone Co., has been elected a member of
the board of directors, and the complete direc-
torate of the company is as follows: F. J. Ames,
H. C. Cox, G. W. Hopkins, H. L. Willson and
H. A. Yerkes.
The executive personnel of the Columbia
Graphophone Co. is the following: H. L. Will-
son, president and general manager; H. A.
Yerkes, vice-president and assistant general man-
ager; H. C. Cox, vice-president and treasurer;
G. W. Hopkins, vice-president and general sales
manager; F. J. Eames, secretary; John J. Brands,
assistant secretary and assistant treasurer, and
J. J. Munro, assistant treasurer.
Hard work isn't of much use unless it is
directed in the proper channels.
Talking Machines, Accordions and Mouth Or-
gans Supplanting Indian Pipe and Drum in
That Section — Room for American Instruments
Many Experts to Be Present at Annual Con-
vention to Be Held in Philadelphia in May
Washington, D. C, April 8.— The Red Sea
district, says Consul Cross at Aden, in a report
to the United States Department of Commerce,
presents a market for American musical instru-
ments which is capable of extensive develop-
ment.
The African natives in this region, says the
Consul, have no music of their own except a
rhythmic handclapping accompanied by chant-
ing, and the Indian community, which composes
20 per cent of the population of Aden and
spreads down the coast, has only Indian pipes
and drums of a peculiar type. But they all like
phonographs and mouth organs. Practically no
instruments have been imported since before
the war and the old ones are worn out. It is
possible to obtain German mouth organs, which
retail at Rs. 1-8-0 (Rs. 3.45 =$1.00), and Indian
harmoniums can be specially ordered from Bom-
bay to sell at Rs. 120. A few old Australian
phonographs, which get out of order very easily,
sell at Rs. 65. Otherwise, Aden is devoid of
music except of the most primitive type, and
performers on harmoniums, accordions, mouth
organs and phonographs are looking to America
for supplies. Records will sell at an average
of Rs. 3-8-0, or a little over a dollar. Sheet music
will sell among the European residents.
The chief considerations as to instruments are
cheapness, durability and ease of playing. At
present only one firm is dealing in music, but
several others have indicated to the Consul
their desire to take on this business.
The program is being rapidly completed for
the Ninth National Foreign Trade Convention
to be held in Philadelphia on May 10, 11 and 12,
when, in addition to many experts in foreign
trade representing the U. S. Government, there
will be present some of the leading business men
of the country, together with foreign traders
from all parts of the globe. Secretary Hoover,
of the Department' of Commerce, is showing a
particularly active interest in the forthcoming
convention, in which the representatives of his
department will play a prominent part.
HOLDS FORMAL OPENING
Fairmont, W. Va., April 4. — The Kelly Music
Co. recently held the formal opening of its new
store, where Columbia Grafonolas and records
will be handled exclusively. A reception was
held for three hours in the evening and it is esti-
mated 5,000 people visited the store during this
time. The store is ideally appointed, with eight
attractive demonstration rooms and a handsome
display floor which may be used as an auditorium
seating 500 people. Mack's Orchestra enter-
tained at the opening.
PAUL S. FELDER VISITS NEW YORK
Secretary and Treasurer of Philip Werlein, Ltd.,
New Orleans, Has Good News of New Orleans
Paul S. Felder, secretary and treasurer of
Philip Werlein, Ltd., New Orleans, was a visitor
to New York recently. He came on to attend
the executive sessions of the National Associa-
tion of Talking Machine Jobbers in New York
City, as well as to attend to several other busi-
ness matters of importance.
In chatting with The World Mr. Felder said
that business in New Orleans has at no time suf-
fered a severe depression; that 1921 was a good
year for his company and that 1922 has every
promise of being as good, if not better. He said
the agricultural sections of the State of Louisiana
have suffered somewhat, but that the general sit-
uation is improving.
CHILIAN FIRM DESIRES AGENCY
Washington, D. C, April 10. — A mercantile
firm in Chile wishes to secure an agency for the
sale of talking machines, records, needles and
accessories, pianos, player-pianos and sheet music,
according to a request received by the Bureau of
Foreign and Domestic Commerce here. Quota-
tions should be given c. i. f. Chilian port and
correspondence should be in Spanish. References
are offered. Further information can be obtained
by corresponding with the Bureau or any of its
district offices by referring to opportunity num-
ber 1080.
SPECIALIZES IN DEALERS' REPAIRS
Kansas City, Mo., April 1. — The National Talk-
ing Machine Repair Co., 603 East Twelfth street,
this city, although in existence but a short time,
has built up an attractive business in the repair-
ing of all types of talking machines for retail
talking machine dealers. The concern does not
handle any work but that secured through retail
dealers.
Snap judgments are sometimes necessary in
business, but any important move should be well
thought out before action is taken.
Celina Console Cabinets
There Are No Better Consoles
For Style, For Finish, For Price
Naturally you want the best consoles it is possible to
buy. A great and growing number of the leading
Phonograph manufacturers believe the best to be the
Celina Consoles
To-day Celina Cabinets are better than they have
ever been before. By every reason of quality and
economy you should use them for your Phonographs.
THE CELINA SPECIALTY CO.
at CELINA, OHIO
"Where Better Furniture Is Built."
Louit XV Period Model
April 15, 1922
THE TALKING MACHINE WORLD
65
Model
502
$125
El
the finest reproducing
Phonograph in the World
THE greatest achievement of
a phonograph is to reproduce
music as it was originally played
— with all the sparkling vivacity of
voice or instrument. And this is the
attainment of the incomparable Steger
which creates to perfection the illu-
sion of reality. Every note that issues
from the Steger is true to life, a faith-
ful echo of the human voice or instru-
mental skill of the master.
Its many exclusive features, the
wonderful Steger tone-arm, the scien-
tifically-designed sound chamber of
even-grained spruce and the get-at-
able record file, have won universal
recognition for the Steger as the finest
of reproducing phonographs.
WIN SALES WITH THE STEGER
From the standpoint of sales the
beautiful Steger offers great possibili-
ties to the aggressive dealer. It is
backed by an extensive and profitable
merchandising plan that adds im-
measurably to the value of Steger rep-
resentation.
There is still desirable territory
open. Write for the Steger proposi-
tion today !
Phonograph Division
STEGER & SONS
Piano Manufacturing Company
Established 1879
Steger Building, - - CHICAGO, ILL.
Factories: Steger, Illinois, where the "Lincoln"
and "Dixie" Highways meet.
"// it'saStefer—it's the most valuable Piano in the world."
Model
505
200
^\\\iiiiiii-c--
= rm
Model
504
$150
Model
501
66
THE TALKING MACHINE WORLD
April 15, 1922
BISHOP JOINS BLACKMAN FORCES MADAME LASHANSKA AT DITSON'S
Former Manager of Loeser's Victor Depart-
ment Added to Blackman Staff— Will Visit
Talking Machine Trade in New York City
Popular Opera Soprano and Red Seal Artist Ap-
pears in Informal Recital at Chas. H. Ditson
& Co. Auditorium for Benefit of Victor Dealers
J. N. Blackman, president of the Blackman
Talking Machine Co., New York, Victor whole-
saler, announced, recently that W. H. Bishop,
formerly manager of the Victor department of
Fredk. Loeser & Co., Brooklyn, N. Y., has been
appointed a member of the company's sales staff.
Mr. Bishop, who has been identified with the
Victor industry for a number of year, will visit
the trade in New York City, working in co-
operation with Walter Grew, of the Blackman
sales force, who also covers New York City.
With the addition of. Mr. Bishop to its staff,
the Blackman Talking Machine Co. now has five
well-trained men on its traveling sales force. C.
L. Johnston, sales manager of the company, is
also visiting the trade frequently, and Fred P.
Oliver, vice-president and general manager of
the Blackman Talking Machine Co., has been
spending quite some time away from his desk
in order to co-operate with the Blackman clien-
tele in every possible way.
Chas. H. Ditson & Co., New York, the well-
known Victor wholesalers, gave the second of
their series of informal recitals by prominent
Victor artists for the benefit of Victor dealers
on Friday afternoon, March 24, the star of the
OPENS MANY NEW OKEH ACCOUNTS
Sales Manager of J. K. Polk Furniture Co.
Closes Successful Trip — New Dealers
sonality and made a distinct hit with the big
crowd of metropolitan Victor dealers who turned
out to hear her sing, presenting many of them
with her photograph duly autographed. The pro-
gram was opened with a violin and harp duet by
Miss Constance Carla and Miss Anna Welch,
head of the Ditson harp department, and was
greatly enjoyed.
P. E. W. Carlson, head of the wholesale Vic-
tor department of Chas. H. Ditson & Co., is mak-
ing arrangements for a number of recitals by
prominent Victor artists in the near future, in
view of the wide interest that has been aroused
in the recitals already given.
PATENTS A NEW INSTRUMENT
Levi J. Wing Invents Phonograph Operated by
Power Plant of Player-piano
Atlanta, Ga., April 6. — D. C. Brockman, sales
manager of the wholesale phonograph division
of the J. K. Polk Furniture Co., of this city,
distributor of Okeh records, returned recently
from a two weeks' trip to some of the princi-
pal points in Southern Georgia and along the
eastern coast of Florida. Mr. Brockman reports
the opening of a number of new Okeh accounts,
among which are the following: Burton & May
Music Store, West Palm Beach, Fla., handling
Okeh records exclusively; Burns Music Co.,
Daytona, Fla.; J. W. Miller Co., Augusta, Ga.,
and the Murphy Music Co., Savannah, Ga.
Madame Hulda Lashanska
occasion being Madame Hulda Lashanska, popu-
lar soprano of the Metropolitan Opera Co., who
recently joined the Victor staff of artists. Madame
Lashanska's first records appeared in the Feb-
ruary Victor record supplement and she sang one
of the numbers, "Canzonetta," for the benefit of
the Ditson audience, together with "Annie
Laurie," to her own accompaniment, and several
other lighter selections.
Although suffering from the after effects of a
severe cold Madame Lashanska disclosed a voice
of superb quality. She has an attractive per-
Levi J. Wing, of East Orange, N. J., has just
been awarded a patent on a new type of talking
machine to be operated in conjunction with the
player-piano and by means of a motor, con-
structed on a vacuum principle, and which may
be connected directly with the power plant of a
foot-driven player-piano. Suitable means are pro-
vided for regulating the speed of the turntable
of the talking machine. The new instrument is
also provided with receptacles for holding both
talking machine records and music rolls for
player-pianos.
In the patent papers it is stated that means are
provided for playing the talking machine and
player-piano in synchrony, when desired, although
it is also possible to operate both instruments in-
dependently.
WASHINGTON, D. C. INCORPORATION
A charter of incorporation has been granted
to the Associated Talking Machine Co., of Wash-
ington, D. C, for the manufacture of talking
machines there, with a capital of $250,000. In-
corporators of the new concern are W. L. Palmer,
IJ. L. McLeod snd F. S. Packard, Jr.
A New Model in the Natural
Voice Line
To the models already manu-
factured to meet the needs of
the trade we have added this
new style.
The NATURAL VOICE is
a high-quality product selling
at a popular price. It is a com-
plete line including several
period models.
Manufactured by expert
cabinet makers it has achieved
a position of prominence as a
sales creator and profit maker.
Also a Full Line of
Cabinets Without
Equipment.
Write for Prices
It will pay you to investigate
our proposition.
ST9
H50W23D24
The New Style No. 9 is a worthy addition to this
complete line
Natural Voice Phonograph Co.
ONEIDA, NEW YORK
April 15, 1922
THE TALKING MACHINE WORLD
67
INDIANAPOLIS
Business Betterment Continues—
Cheery Report — New Lines jo
-Lyradion Scores — Stewart Co.'s
r Collins — News of the Month
Indianapolis, Ind., April 9. — Talking machine
dealers in this city express general satisfaction
with the business transacted during the month
of March. They believe that a steady and sure
progress can be found in most lines and they
attribute this to a slight lifting of the business
depression. A large number of the retailers
report the greatest volume of sales in the larger
and higher-priced machines, which seem to move
much more quickly than the medium-priced lines.
Sonora Period Models in Demand
"Business, on the whole, is fairly quiet in our
department," says C. H. Becherer, manager of
the Sonora department of Chas. Mayer & Co.
"The boom which I have anticipated for this year
has not arrived yet. However, the period models
are selling better than ever and the people ap-
pear to be gradually educating themselves to an
appreciation of this type of machine."
Advertising in Theatres
H. E. Whitman, of the Circle Talking Ma-
chine Co., says: "Business is slowly but steadily
growing and quite an improvement is to be
noted over the February business. The higher-
priced and the portable types of machines have
been our best sellers lately. We have opened a
new medium of advertising through the Lyradion
and Radio Concert Grand phonograph, which will
play our Victor records the first of every month
at the Colonial Theatre. The newest releases
will be featured by this machine, which is able
to reach the farthest corners of the big motion
picture house."
Lyradion Concert Grand in Theatre
The Colonial Theatre is the first Indianapolis
Theatre to install the big concert grand phono-
graph which is manufactured by the Lyradion
Sales & Engineering Co., of Mishawaka, Ind.
Arrangements have been made between the thea-
tre management and various talking machine
dealers to have hew record releases placed on
the theatre program periodically for musical num-
bers which supplement the regular musical fea-
tures of the theatre. The audience is given an
opportunity in this manner to become acquainted
with the releases and to hear also selections
which they may desire to have played. The first
week of the innovation was advertised as Bruns-
wick Music Week.
Public Buys Expensive Victrolas
According to Miss Minnie Springer, manager
of the Victor department of the Taylor Carpet
Co., business in March was good, particularly in
the sale of dance records. "An increase in the
sale of high-priced machines is evident," Miss
Springer said. "We did an unusually good rec-
ord business during weeks we featured Caruso
and the 'Follies'."
Brunswick Shop to Install Radio
Walter J. Baker, manager of the Brunswick-
Shop, reports that business, on the whole, was
better in March than during the corresponding
month of last year. The Stratford model of ma-
chine is selling especially well. Mr. Baker is mak-
ing arrangements to have a radio receiving set
installed in the store in the near future.
Columbia Artists Boost Record Sales
W. G. Wilson, manager of the Widener Grafo-
nola Shop, was responsible for an entertainment
given by Van and Schenck, Columbia artists, at
a luncheon of the Kiwanis Club at the time when
the two artists were here in official capacity with
the "Follies." As a result the Widener store had
an exceptionally good "Follies" week. Mr. Wil-
son says that his best-selling machines at present
are the higher-priced Granby models.
Reap Profits From Columbia Ads
An unusually fine example of the returns to be
had from added sales effort is to be found in the
success which has come to the Columbia Grafo-
nola department of the Hook Drug Co., the
managers of which are Frank Heuber and N. J.
Drummond. This department consists of only
three booths, a salesman and two record clerks.
It recently won the second prize in an advertis-
ing contest conducted by the Columbia Co. The
prize was awarded on the basis of wording, spac-
ing and general effectiveness created by the
amount of advertising used. The department is
doing a good regular business in records, the
managers report, although the machines them-
selves are moving a bit slowly.
Baldwin Sales Picking Up
"Business is gradually improving so that some
increase is to be noted over our sales during the
early part of last year in spite of the fact that
our store is suffering yet from the effects of the
fire last November," said C. P. Herdman, man-
ager of the talking machine department of the
Baldwin Piano Co. "The bad effect of the con-
fusion incident to the work of remodeling and
redecorating the store has been so slight that we
feel very optimistic over the future. Machine
sales are good, particularly among the more
costly models. Business of two years ago was
with all classes of trade, but now it is confined
largely to persons of means. This difference in
the type of trade is reflected in the business of
the record department, as the persons who buy
the higher-priced machines in turn buy more
costly records. As an example ■ of the sort of
business we are doing, I can say that one day
last week we sold three Brunswick machines
the total price of which amounted to $1,190."
Ties Up Window With Movies
J. B. Ryde, of the Fuller-Ryde Music Co., says
that his business has been fairly successful
through co-operation with the Circle Theatre, a
motion picture house, in special window displays.
During the last week of March the window
featured "Freckles" Barry in "School Days," and
instruments dear to a boy's heart were displayed.
During the previous week the store obtained
marked results by decorating in honor of Boy
(Continued on page 68)
Here's the new cabinet with the
flat top that enables you Victor dealers
to sell a real Console model phonograph
— it's the beautiful and practical
CONSOLETTE
Built especially to hold the Victor VI
Top 36 in. x 21 in. — height 34^4. A true-to-period, superbly
constructed, flat top cabinet ; designed, built, packed and shipped by one
of the largest phonograph cabinet factories in the U. S.
The Console is the cabinet of today. It sells while the upright
models outstay their welcome and eat up overhead. This new flattop
Consolette is an actual, visible, unmistakable value, is a guaranteed
product and is offered at a moderate price and a discount which allows
you to make 100% profit on the complete outfit. The Consolette
will be sold only through selected dealers in restricted territory. Write
for full information.
Manufacturers Phonograph Co., Inc.
95 Madison Ave., New York
GEO. W. LYLE, President
68
THE TALKING MACHINE WORLD
April 15, 1922
ISMS-
My home
►73
j&EORGIA
Mi^^IrrGsistible Fox Trot -Full of Rhythm and Snap - It s a Hit
"you can't go Wong
u/lth dny ye/st' song "
Proved Instantly Popular in Vaudeville
— A Great Favorite with Dancers.
HEAR IT NOW.
/
TRADE NEWS FROM INDIANAPOLIS
{Continued from page 67)
Scout Week and featuring drums, bugles and
other instruments which are used by the Boy
Scout troops.
Mr. Ryde is a believer in window display for
music stores to the extent of changing at least
once a week, and, on special occasions, two or
three times a week. "Music dealers should be up
to date and show an interest in current events
if they would get the best results through inter-
esting the public," Mr. Ryde says.
W. E. Hopkins Visits Edison
W. E. Hopkins, of the Edison Shop, reports
that his March business was by far the best
month's business of the year, with the record busi-
ness showing an especially healthy increase. Mr.
Hopkins spent the 16th and 17th of March with
Thomas A. Edison, having, as he says, a very
enjoyable visit with the famous inventor before
the latter departed from his home for a trip to
Florida.
Pathe Demand Improves
C. S. Dearborn, of the Mooney-Mueller-Ward
Co., Pathe distributor, says: "Business has
picked up for us and our sales in March were
most encouraging. Machines are selling bet-
ter; that is, the high-grade machines. The lower-
priced machines are not selling at all, but there
is an increase in record sales."
Starr Phonograph Demand Quickens
According to T. H. Bracken, manager of the
Starr Piano Co., business in Starr phonographs
during March was better than during March of
last year. The increased business was noticeable
especially in the more costly machines and in
dance records.
Collins Co. Adds Jewel and Meteor Lines
Charles E. Collins, manager of the Collins Talk-
ing Machine Co., announces that he has discon-
tinued the Emerson line and will concentrate
hereafter on the Jewel and Meteor lines. Mr.
Collins believes in "doing one thing well" and his
company is making no effort at retail business,
but is directing its attention to fully protecting
its retail agents. As a result of this policy, Mr.
Collins says, the company has very few changes
in its retail associates, whether in dull or pros-
perous seasons.
In connection with factory experts Mr. Collins
is working out the unique feature of radio re-
ceiving equipment for his machines. "This," he
says, "will be the greatest step fo-rward in the
development of phonographs since the invention
of the phonograph itself. It will mulitply a mil-
lion times the pleasure and utility to be got out
of the machine. Our dealers are awaiting with
almost breathless interest the outcome of the
laboratory trials. With the successful completion
of the trials one no longer will be limited to the
records he will buy, but he will have always avail-
able concerts, speeches, sermons, weather pre-
dictions and thousands of other events. A defi-
nite announcement will be made soon — in a very
few days, we expect — because the radio attach-
ments for reproductions have already been per-
fected."
Record Demand Exhausts Red Seal Supply
George Stewart, of the Stewart Talking Ma-
chine Co., Victor distributor, says that reports
received from Victor dealers throughout Indiana
indicate that their March record business was
very brisk. "We have enjoyed the same expe-
rience," he said, "as our stock of several March
records, especially the Red Seal, has been en-
tirely exhausted. We have had numerous re-
quests from other jobbers asking for shipments
of March records, which indicates that the de-
mand is general throughout the country."
A small shipment of the new Victrola No. 280,
in red mahogany, was received by the Stewart
Co. early in March. Within ten hours after the
arrival of the machines they were sent to retail
stores and immediate sales were reported. Addi-
tional orders for the machines were placed.
Dealers Support Music Memory Contest
The Music Memory Contest featured in the
public schools of Indiana is meeting with enthu-
siastic support throughout the State. Newspapers
are giving a large amount of space to publicity
and talking machine dealers are taking full ad-
Do NOT Delay Ordering the Lea
Phonograph and Talking Machine TRUCK,
if you expect to reduce your overhead, as we may
not be able to ship promptly later in the season.
With this truck one man is able to demonstrate the
largest machines in the home, the best place ever
to clinch a sale.
We have a circular for you. Ask for it.
Also
Piano Trucks, Hoists, Covers and Straps
Made only by
Self Lifting Piano Truck Co.
FINDLAY, OHIO
vantage of the opportunity to promote the sale of
records adapted to the contest.
Regarding the contest, the house organ of the
Stewart Talking Machine Co. says: "It is with
a feeling of pride and not in a boastful or ego-
tistical manner than we inform dealers that the
State Music Memory Contest was 'put across' by
Caroline Hobson, head of the Stewart educational
department. Through the efforts of Miss Hob-
son, the State Board of Education and Indiana
Federation of Music Clubs were approached on
this proposition and they readily promised to give
their fullest co-operation and assistance in making
this a complete success. You, Victor dealers, are
'on the ground floor' — the State of Indiana is the
first one in the Union to make it an annual State
movement, so get busy, push the Music Memory
Contest in your community and reap some of the
harvest which is rightfully yours."
"Made to Order" Re-Creations Popular
As to Edison business in Indiana, H. G. Ander-
son, general sales manager of the Kipp Phono-
graph Co., reports: "Our March business showed
a very pleasing increase over February. This we
believe is due not only to the reduction in the
Edison prices on Re-Creations, but also to the
general improvement in business conditions
throughout the territory. A new venture of the
Edison laboratories in the making of 'Made-to-
Order' Re-Creations has proven a decided hit and
this is helping considerably to increase the busi-
ness of all dealers."
The Latona Talking Machine Co., of Evans-
ville, has issued $50,000 of preferred stock.
PREPARING BIOGRAPHY OF CARUSO
Pierre V. R. Key, Editor of the Musical Digest,
Writing History of Deceased Tenor
Admirers of the late Enrico Caruso, world-
famous tenor and Victor artist, are to have avail-
able an authorized biography which is now being
written by Pierre V. R. Key, editor of the Musi-
cal Digest, who was for many years music critic
for the New York World. Bruno Zirato, who
was secretary to the singer, is collaborator in the
biography, which will be published by Little,
Brown & Co., of Boston.
ASSETS EXCEED LIABILITIES
Alliance, O., April 4. — Assets of the Drake &
Moninger Co., large dealers in Victor talking ma-
chines and records, last week declared bank-
rupts, will exceed the liabilities by $23,982.34, ac-
cording to a report of the receiver filed this week
in the Common Pleas Court at Canton. The
receiver was appointed last week on petition of the
principal stockholders, who ask that the company
be dissolved. The store expects to weather the
situation, officials remarked, and this week an
effort will be made to reorganize the business.
The talking machine establishment of Joseph
Cohan, 719 North street, Springfield, Mass., was
slightly damaged in a recent fire.
April 15, 1922
THE TALKING MACHINE WORLD
69
JOHN H.WILSON, Manager
324 WASHINGTON ST., BOSTON, MASS.
BOSTON
ENGLAND
Boston, Mass., April 8.— March was not a very
good month in the talking machine world of New
England largely because of labor troubles, which
have disturbed such centers, first, as Pawtucket
and Providence, and latterly Lawrence and other
places. Some concerns have not been materially
affected by these untoward conditions, but they
are- few. For the most part, there has been
stagnation, which is not surprising with so many
people idle. On the other hand, in localities
where business in general has been reasonably
good the talking machine trade has shown some
advance over March of last year. The business in
machines has scarcely kept pace with that in
records, all things being equal, for many houses
reporting a fairly good call for records have
been selling comparatively few machines. There
is a general feeling that April is going to make
a much better showing; in fact, that May, too, is
going to come to the fore with an encouraging
total.
Anent That Proposed Luncheon
Sorry there is nothing definite to report on
the proposed luncheon of the New England Music
Trade Association. President Frank S. Horn-
ing, of the Boylston street store bearing his name,
has been working hard, in conjunction with Sec-
retary Merrill, to create enough interest so that
the trade can get together for a noonday meal,
with some good speaker, presumably at the En-
gineers' Club. It is certainly to be hoped that
the executive committee can soon announce
some date for this month.
After Chamber of Commerce Members
At a luncheon given a few days ago by Presi-
dent Everett Morss, of the Boston Chamber of
Commerce, to a body of Boston merchants at the
Copley-Plaza Ernest A. Cressey, of the C. C.
Harvey Co., which carries the Victor, Edison
and Brunswick, was appointed one of the mem-
bers of the membership committee of the Asso-
ciated Bureaus of the Boston Chamber of Com-
merce. Mr. Cressey made a special appeal to the
music trade in a letter which has just been sent
out. This statement is made:
"Through the very large work being accom-
plished by the Chamber it has evidently been
necessary for them to solicit not only moral, but
financial, help in carrying on the tremendous
work which they are accomplishing, and also new
work to follow for the betterment of our vicinity.
The directors are now going ahead with the new
building project, which you are, no doubt, famil-
iar with, and pushing forward every effort to not
only hold the business of Boston and New Eng-
land from getting away, but to develop still fur-
ther all business now in progress. It is, no doubt,
a most worthy work and cannot but enhance
the business possibilities of every concern com-
ing within its scope. May I ask you to con-
sider this project seriously, as you may expect
to receive a personal call relative to your deci-
sion as to the amount you will subscribe."
C. F. Von Euw, Jr., Engaged
The many Boston friends of Charles F. Von
Euw, Jr., of the Steinert staff, are congratulat-
ing him on his engagement; his fortunate fiancee
being Miss Helen F. O'Connor, of Roxbury,
where Mr. Von Euw also resides. Mr. Von Euw
is in charge of the record stock room of the
Steinert house, and he is widely known to the
trade that is supplied by this large company.
The marriage of the young couple will not take
place before the early Fall.
Henderson Co. Opening New Store
The Henderson talking- machine department
in the Gilchrist Co.'s store, at the corner of Wash-
ington and Winter streets, has been given up.
The Henderson Co. in the meantime is opening
another store on Federal street close to Dewey
square, an excellent business center.
E. F. Carson Pushing Granby Line
Edward F. Carson, whose series of articles
in The World is attracting much deserved at-
tention, is pleasantly located at 21 West street,
from which headquarters he is pushing the
Granby proposition into much new territory. Mr.
Carson possesses all the qualifications for leader-
ship in the industrial world and he is destined to
win for the Granby much deserved popularity.
Making Fine Display of Brunswick
Harry Spencer is now pleasantly established in
his new quarters in the Vose Building, as it was
recently announced he was to be, and for dis-
play purposes he has on exhibition as many as
fifteen types of Brunswick machines, four of
which are of the console type. Since opening
Mr. Spencer has received a great many visits
from prospective dealers who can study the vari-
ous types of Brunswicks under the most pleasant
conditions. These headquarters have been found
extremely convenient for Brunswick dealers who
do not carry the full line of styles themselves.
Robert C. Harlow, who manages the John E.
Our constant aim — the growth
and development of Victor
Dealers in New England.
Eastern Talking Machine Co.
85 Essex Street
BOSTON MASS.
/ / I I I I \ \ \ \
s
s
\
Jordan Co., opposite the Post Office in Plymouth,
and who carries the Brunswick line, was a Bos-
ton caller a few days ago. His establishment in
that historic town is ninety-six years old. He
says the Brunswick is fast gaining in favor down
along- the South Shore.
Fred E. Mann Making Extensive Trip
Manager Fred E. Mann at this writing is in
the New England field making a thorough can-
vass of the Columbia agencies. He is making the
trip by automobile and he plans to be away sev-
eral weeks, which means that for the present he
will be at the Boston office very little. Mr. Mann
began his trip in the southern Massachusetts ter-
ritory and from there he was to work up into
{Continued on page 70)
aninuniininmniinnaiininiiininn iDimniini um n inn luillii iiiliilliniiilimiiiiilliiiiiiUNiiiiiiiiin iiiiiiiiiiiinniiiiiiiiiiiii uummim iiin imiiuii imiiiii iiiiimi mill mm mm imiiimiimiimimmiiiimimiiiimiimiiiiiimiimiiii i miimimnmimiimii im imimmimmimn mnnmiiiiiimiinmiiiiiiiimiiiimimiiiiiiiimiis
1835
OLIVER
DITSON
COMPANY
BOSTON
Eighty-seven Years of Experience
in the merchandising of music and
musical products is back of
DITSON SERVICE.
This experience enables us to antici-
pate and meet the problems of the
retailer to the fullest degree and offer
much beyond the simple delivery of
goods.
VICTOR EXCLUSIVELY
1922
CHARLES H.
DITSON
& CO.
NEW YORK
THUtliiiimpijniii! mimiimiiiimi uimi imii immimmiimii um mill iimmminiH mwuimmiimiiimmmwimmiMmimiimmiimi'iimimmiim immimum iiimmimiinimimmmiiimiimmmimimmmimiimmiimimiimiimiiii immiiii imiimimnmmmimmimiiiimiii iiiiiiiiiiiuiuiiiiiiiiiiiiiiimimiuuiiiniiiiiiuiiuuiiil
70
THE TALKING MACHINE WORLD
April 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 69)
Vermont and New Hampshire. At the local head-
quarters of the Columbia one learns that the
record movement has been very satisfactory, the
cut-out plan having done a lot toward populariz-
ing the catalog.
Political Honor for Col. Kincaide
Friends of Colonel Henry L. Kincaide, of the
Quincy talking machine establishment bearing his
name, are urging him to become a candidate for
the Republican nomination to the State Senate
from the Norfolk-Plymouth district. Colonel
Kincaide, who is widely known in military cir-
cles, was three times a candidate for Congress,
twice on the Progressive ticket and once on the
Republican.
R. O. Ainslie Returns From Trip
R. O. Ainslie, of the Hallet & Davis Co., re-
turned to-day from an extended trip through the
West and South, which took him into many large
cities. Going west he was accompanied by his
wife and child, whom he left at Lexington, Ky.,
which is Mrs. Ainslie's home city, and there she
remained, visiting her family. Mr. Ainslie got as
far South as New Orleans and while away he
was able to interest many dealers in the new
Hallet & Davis talking machine, details of which
may be found in another part of this issue of
The World.
Sonora Lafayette Model Admired
The Lafayette model of Sonora, which has
been eagerly awaited by Manager Joe Burke, of
the Musical Supply & Equipment Co., has
reached Boston and he is exhibiting the model to
everyone who drops in. The model is a very
handsome one and the Jordan Marsh Co., which
carries the Sonora line, has ordered a large con-
signment of this type. Mr. Burke says business,
which was rather quiet early in the month, picked
up very, appreciably toward the end of March.
J. O. Morris, president of the Musical Supply
& Equipment Co., was over in town a short time
ago and held a business conference with Joe
Burke, the local manager; T. E. Burke and R. V.
AT YOUR COMMAND
ANYWHERE IN NEW ENGLAND
TEINERT
ERVICE
E R V E S
Our Unswerving Policy
for
1922
To Protect — to Develop — to Serve
To the Limit of Our Ability
The Victor Retailers of New England
Already Established
Our Entire Stocks and Personnel At Your Disposal
84% of Domestic Records in the Victor Catalog now in our stock
M. STEINERT & SONS
35 Arch Street
New England Victor Wholesalers
BOSTON
Keyes, of the company's local staff. Details of
business pertaining to Manager Burke's en-
larged territory were gone into very thoroughly.
Many Concerns Take on the Outing
The E. B. Shiddell Co., Inc., which is now
located at 221 Columbus avenue, is meeting with
great success in handling the Outing product,
which is a portable machine finding wide favor.
Lately Mr. Shiddell has been able to interest a
number of outside houses in the Outing and the
machine is now carried by some large concerns
in Springfield, Worcester, Fall River, Lawrence,
Mass.; Portland, Biddeford and Lewiston, Me.;
Portsmouth, N. H., and Hartford, Conn. Wide-
KRAFT-BATES^SPENCER
NEW ENGLAND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
The Phonograph Found Where Good Taste
Predominates
The satisfaction derived from handling Brunswick Phonographs and
Records is twofold.
For it not only means offering your trade a line of admitted leader-
ship, but one which also proves most profitable to you.
Fewer Brunswick dealers mean less competition in handling the
business created by Brunswick unsurpassed national advertising.
KRAFT - BATES and SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.
1 1 1
Steel Needles
NEW ENGLAND DISTRIBUTORS
Albums Record Brushes
Khaki Covers
April 15, 1922
THE TALKING MACHINE WORLD
71
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 70)
ner's, Inc., at 23 West street, has lately taken on
this machine and is disposing of a great many of
them. Manager Shiddell lately was over at the
factory of the Outing Co. at Mt. Kisco, N. Y.,
spending several days there.
New Vocalion Agents in Boston
R. M. Kempton, manager of the Vocalion
department of the Aeolian Co. at New York, was
over in Boston the middle of March conferring
with Manager Wheatley. The latter has been
able to interest the Winter street house of F.
Yorenburg & Co. in the Vocalion proposition,
with the result that this will be one of the im-
portant downtown distributing points for this
machine. Another downtown house to take on
the Vocalion is the Richardson Drug Co., 645
Atlantic avenue.
New Strand Representatives in New England
The Strand bids fair to be widely represented
throughout New England before very long and
with Arthur W. Chamberlain now associated with
Arthur C. Erisman in the wholesale distribution
of this new popular-priced instrument there is a
combination of intelligence, enthusiasm and ac-
tivity that is sure to make a big name for the
Strand. New accounts which have lately been
opened up by Mr. Chamberlain, who devotes his
time to traveling about the field, are: The
Biddle Piano Co., at Keene, N. H.; B. S. Canner
Furniture Co., East Boston; A. McArthur & Co.,
Boston; Symphony Talking Machine Co., Bos-
ton; J. E. Heidner & . Son, Holyoke, and En-
field Pharmacy, Enfield, N. H.
Good Reports From Steinert Territory
Manager Kenneth Reed is enthusiastic over the
fact that in the Victor territory served by the
Steinert Co. there has been a 20 per cent increase
in business for the month of March over the same
period of a year ago. This increase, Mr. Reed
says, is in spite of the fact that in those places
where there have been labor troubles naturally
the business has been below normal. This popu-
lar Victor man has the sympathy of his friends
in the accident that befell his wife lately, when
she fell and injured herself so that she was con-
fined to her room for a couple of weeks.
Charles Shaw With Widener's
Charles Shaw, lately with the Granby Phono-
graph Co.'s wholesale department, having for his
territory the New England States east of the
Connecticut River, is now manager for Widener's,
Inc., at 23 West street, succeeding Otto Zer-
rahn. Widener's carries the Columbia and
Granby lines of merchandise.
'Twas a Success and They Know It
It looks from this distance as though the
executive meeting of the Victor jobbers over in
New York was a great success and for verifica-
tion of this statement one has but to ask Bob
Steinert or George A. Dodge or Ken Reed
or Otto Piesendell, for with these the three
Boston jobbing houses of Steinert, Eastern and
Oliver Ditson Co. were well represented.
Some Recent Visitors
Fred Gardner, head of the Gardner Temple of
Music of Lawrence, was a welcome caller on the
Boston trade the latter part of last month.
Harry Russell, manager for the Outlet Co.,
of Providence, R. I., spent a day or two in Bos-
ton lately and the Victor distributors in par-
ticular were glad to give him a handshake.
Doing Well With Khaki Covers
The manufacture of the khaki covers which the
Lansing Sales Co. made such a success of is
COMBINATION
now being conducted at 2 Hudson street by
the Henry Smith Co. It will be recalled
that Mr. Smith formerly was with the Lansing
Co. and became so well acquainted with the de-
tails of this branch of the business that when
Boston, Mass., April 4. — After long and careful
experiments carried on along highly scientific
lines the Hallet & Davis Co., of Boston, is now
able to make an announcement to the trade which
is of the greatest importance, and concerns a
product which is sure to find widespread favor,
namely, a new talking machine which takes the
honored name of this famous house. Into these
machines has been carried all the conscientious
workmanship that has made the pianos of this
house widely and favorably known, and when
these models are given close scrutiny they will
be found to be everything that is claimed for
them. It is further claimed for them that they
are destined to play an important part in raising
the general tone of the talking machine and cer-
tainly from the artistic standpoint it will be
agreed that these Hallet & Davis models are
hard to beat. Three things that, of course, were
kept closely in mind in getting ready to present
these models to the public were artistic cases,
the most approved mechanical construction, and
tone, which perhaps is the most important of all.
The cabinets are constructed of the finest se-
lected woods, with a high piano finish. In the
English and Colonial models the charm of sim-
plicity is shown to splendid advantage, while for
those desiring a more elaborate case there are
the graceful and exquisite Louis styles.
The reproducer, tone arm and sound amplifier
are specially constructed on highest approved
scientific laws for carrying sound waves. The
the Lansing Co. branched out into wider fields
he took this manufacture of the covers over on
his own account and he is deserving of the
marked success with which he is meeting in his
present enterprise.
dustry is strong, durable and silent. Every part
of it is mechanically perfect to the thousandth
part of an inch. Since there are many different
makes of records, a universal tone arm and repro-
ducer are used for playing all kinds of records
without attachments, thereby giving access to all
the great record libraries of the world. For fur-
ther convenience each style is equipped with an
automatic stop so simple it can be operated by
a child.
Model H is of Louis XV style in English
brown mahogany and figured American walnut;
height, 43 inches; width, 20 inches; depth, 22
inches; equipped with universal reproducer for
playing all records, twelve-inch turntable, auto-
matic stop, tone modifier, trimmings nickel plated.
$115.
Model J, Queen Anne, is in English brown
mahogany and figured American walnut; height,
34% inches; width, 36 inches; depth, 21 3% inches;
equipped with universal reproducer for playing
all records, twelve-inch turntable, automatic stop,
tone amplifier, trimmings nickel plated. $135.
Model L, Colonial, is made in English brown
mahogany and figured American walnut; height,
34^4 inches; width, 38% inches; depth, 22%
inches; equipped with universal reproducer for
playing all records, twelve-inch turntable, auto-
matic stop, tone amplifier, trimmings nickel
plated. $185.
Model M, of Louis XVI type, is in English
brown mahogany and figured American walnut;
motor designed by leading engineers in the in- (Continued on page 72)
The "Perfection" Ball-Bearing Tone Arms
and
The "Perfection" Reproducers
For the New Edison
Excel in Clarity and Sweetness of Tone. Best quality of
material and workmanship. Descriptive catalog, terms
and discounts sent on request.
Manufactured by
NEW ENGLAND TALKING MACHINE CO.
16-18 Beach Street Boston, Mass.
Factory Representative
L. A. SCHWARZ, Inc., 1265 Broadway, New York City
HALLET & DAVIS CO. NOW MAKING TALKING MACHINES
Well-known Boston Piano Manufacturers Announce the Hallet & Davis Phonograph — Machines Are
Made in Three Models, English, Colonial and Period — Will Play All Records
For 1922 that cannot be beaten.
Same'TONG QUALITY ' ' CABINETS ,
Same "PEERLESS" ALBUMS,
Same "GOOD SERVICE",
Same New England Representative,
with "the smile that won't come off."
L. W. HOUGH
20 SUDBURY STREET BOSTON, MASS.
72
THE TALKING MACHINE WORLD
April 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND —Continued from page 71 )
height, 34 inches; width, 39^4 inches; depth, 21^4
inches: equipped with universal reproducer for
playing all records, twelve-inch turntable, with
royal purple plush covering, automatic stop, tone
modifier, trimmings gold plated, five albums for
filing records. $250.
In no case have the details been considered too
small to carry out to perfection. The reputation
for producing nothing but the best in the re-
nowned Hallet & Davis pianos (which, during
over three-quarters of a century, have been
awarded 139 gold medals throughout the world)
has been zealousljr guarded in the production of
the Hallet & Davis phonograph.
An underpaid employe does not give the best
returns. Profits accrue in proportion to the ef-
fectiveness of the sales staff and the other units
of the business organization. If there is no en-
thusiasm there are no effective results and there
will be no enthusiasm where an employer refuses
to recognize the worth of his help by adequate
compensation.
LANSING KHAKI
COVERS
The Pioneer Moving Cover
High
Grade
Govern-
ment
Khaki
Dealer's Prices NOW :
$gQQ
ic 50
medium
size
43nx20nx23Kn
6.
$7 35
large size
49nx23"x243^
extra large
52nx22Hnx23H"
Fitzall Leather or No. 3x Strap
$2.50
Piano Moving Covers $18.00
SLIP AND RUBBER COVERS
FOR PHONOGRAPHS AND PIANOS
DISTRIBUTORS
1 70 Harrison Avenue
BOSTON, 11, MASS.
DEMONSTRATING THE GRADUOLA
Unique Electric Device Invented by E. M.
Wheatley for Window Display Purposes
Boston, Mass., April 3. — E. M. Wheatley, man-
ager of the Vocalion Co., of Boston, is the in-
ventor of a unique electric device which is on
exhibition in the window of the Vocalion head-
quarters at 190 Boylston street, and which is at-
tracting much deserved attention. By this device
IntterafsiooiA
Window Display That Attracted
adequate demonstration is given the complete
operation of the Graduola, which is the Vocalion's
exclusive feature for controlling tone.
Encased in a small cabinet which is mounted
on a stand beside a Vocalion are a pair of small
wax hands which electrically operate the Gradu-
ola in a very human manner. Just above the
hands is a dial with a pointer which moves back
and forth simultaneously with the movement of
the hands, showing clearly how the volume of
tone can be controlled. The entire device with
its accompanying Vocalion is exhibited within
handsome yellow curtains and the very setting
itself invites the passer-by to stop. Once he has
stopped he finds something worth while to care-
fully study. Mr. Wheatley is to be congratulated
on his ingenuity.
STEINERT CO. IN ATHOL, MASS.
Paige Establishment Taken Over, Renovated and
Formally Opened by Manager Goddard
Athol, Mass., April 3. — Saturday, March 25, was
a big day in this town, for it marked the opening
of what is practically a new talking machine shop,
namely, the M. Steinert & Sons Co., which estab-
lishment lately was known as C. F. Paige & Co..
which the ,Steinerts bought out. Manager God-
dard, who is well acquainted with the Victor line
of merchandise, had his hands full on the opening
day entertaining the throng of visitors. Each
woman was made happy through receiving
flowers and a pocket mirror, and it is of double
interest that the first day was productive of a
number of sales of more or less expensive Victor
outfits.
The interior of the shop has been much im-
proved by a series of booths installed by the
Unit Construction Co., and with the interior re-
decorated and refurnished the shop will make a
pleasant rendezvous for the musical people of the
town, who will be sure to appreciate such an up-
to-date store in their midst.
W. H. AVERY OPENS BRANCH STORE
Concord, N. H., April 1. — William H. Avery, one
of the most progressive talking machine dealers
in this State, has purchased a building in Laconia
in which he has opened a branch store. Mr.
Avery's business in the local store has increased
with such rapidity that he has been compelled
to install a larger record rack. Approximately
8,000 records are kept in stock at all times.
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NEW CAROLA READY FOR TRADE
Machine Introduced Six Years Ago Makes Re-
appearance— Has Been Developed Along Inter-
esting Lines — N. I. Schwartz General Manager
Cleveland, O., April 3. — The Carola Co., of this
city, will shortly return as a factor in the Middle
West talking machine industry. The Carola Co.
first appeared in the trade in 1916, when it placed
a small metal machine upon the market and did
some sensational advertising.
Recently the company was reorganized under
the direction of N. I. Schwartz, who is treasurer
of the Carola Co. of to-day, and the machine once
more makes its appearance in talking machine
circles. The new Carola is now in production
and is rapidly being placed in the dealers' hands
in all parts of the country. The machine stands
22 inches high when closed and 31 inches high
when open. It is l\l/2 inches in width and 13
inches deep. The new Carola is finished in ma-
hogany only and is furnished with or without
albums, which hold some thirty-six records.
The officers of the company are: H. Geltman,
president; A. E. Riester, vice-president; N. I.
Schwartz, treasurer and general manager, and
W. A. Stinchcomb, secretarv.
VOCALION ARTISTS TO APPEAR
John Charles Thomas, Marie Sundelius and
Yerkes Orchestra to Be Present at Annual
Banquet of Talking Machine Men, Inc.
E. G. Brown, secretary of The Talking Machine
Men, Inc., announces that in addition to the artists
already scheduled to appear at the annual banquet
and entertainment of that organization on April
20 the Aeolian Co. has arranged for the appear-
ance of John Charles Thomas, popular baritone,
Marie Sundelius, grand opera soprano, and the
Yerkes S.S. Flotilla Orchestra, all notable Vo-
calion record artists, at the Pennsylvania during
the course of the evening.
Morris Grossman, formerly connected with
Szilagyi & Co., 1580 First avenue. New York,
Columbia and Sonora dealer, sailed recently for
Europe. He plans to engage in the import and
export business in Bratislava, Czecho-Slovakia.
Words hastily spoken are often regretted. Com-
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FOR SALE BY ALL LEADING JOBBERS
April 15, 1922
THE TALKING MACHINE WORLD
73
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74
THE TALKING MACHINE WORLD
April 15, 1922
C L E V E L AND
Broadcasting Records by Radio — Edison Dealers Convene — May
Co.'s Entertaining Stunt — Talented Columbians — News of Month
Cleveland, O., April 8. — Linking of the talking
machine trade and radio activities here is recog-
nized with the turn of this month. Though in
its present form radio has been in progress in this
district only since the beginning of the year, that
it is a fixture is admitted by leaders in the talking
machine industry. T. W. Wade, of the Vocalion
Co. of Ohio, for one, points out that the tre-
mendous hit made by certain records has been
inspired by the music broadcasted from the
Cleveland station.
This station is operated by the Cox Labora-
tories, Warren R. Cox, head of the enterprise,
having recently returned to Cleveland with Gov-
ernment sanction. The station WHK uses a
260-meter wave length and serves a radius of 200
miles. Victor machines and records supplied
by the Buescher Co. are used, as well as talent
from local theatres.
Standard machines for this purpose, and rec-
ords as well, points out E. H. Poad, head of the
Cleveland Radio Association, serve the purpose
best, because they have less surface noises.
New Cheney Agencies
New outlets for Cheney products have been
created by the Cheney Phonograph Sales Co.,
the latest being the Boggs & Buhl Co. and the
National Phonograph Co., at Pittsburgh. The
significant development of the last few weeks,
in the opinion of T. R. Buhl, secretary-treasurer,
is the steady improvement in demand for the
higher-priced and console models.
J. L. DuBreuil Recovers
J. L. DuBreuil, district manager of the Bruns-
wick Co., is back on the job after a brief illness,
voicing his now well-known phrase about being
"full of pep and never better," which, of course,
inspires the energetic E. F. Hughes, service
manager; Miss Florence Turner, secretarial ex-
pert, et al., to still greater achievement. Mr.
DuBreuil was spending the early part of April
in a tour of the territory, notably in the vicinity
of Buffalo.
Market Music Co. in New Home
The Market Music Co. is now completely in-
stalled in its new quarters. Every week during
the past month parties of a get-together nature
have been held. J. H. Schulhoff, manager, is
enthusiastic about the new location and says
that record sales have been doubled since the
new store was occupied.
Columbia Home Talent Entertains
The latest get-together party of the members
of the Cleveland Columbia Graphophone Co. staff
brought forth the Columbian Jazz Orchestra,
operated by Geo. E. Krauslick, service department
manager at the branch. There was plenty of
home talent to sing and dance to the strains
of said band, notably the work of Miss Frances
E. Miller, secretary to Branch Manager S. S.
Columbia Branch Has Jazz Orchestra
Larmon. Be that as it may, it looks as though
the band were going to be a permanent addi-
tion to the good family spirit at the branch.
Convention of Edison Dealers
One of the most important events in local
phonograph circles during the past month was
the convention of Edison dealers of Ohio held by
the Phonograph Co. Over 100 dealers from all
parts of the State were present and a sure-fire
entertainment was staged by the local offices.
Luncheon at the Cleveland Athletic Club
started the affair and immediately afterward a
session was held at the rooms of the Phonograph
Co. L. M. Bloom, treasurer, welcomed the dif-
ferent delegations and spoke along lines impress-
ing the different plans for the coming year and
asking for the same co-operation on the part of
dealers that the Phonograph Co. has had in the
past. ,
The winners in the annual sales contest were'
introduced. They were: J. H. Barnes, the George
E. Buss Co., New Philadelphia; William Snyder,
the T. S. Porter & Sons Co., Lima; A. B. Sauer,
the George .E. Clarke Co., Lorain. The winners,
with the exception of Mr. Barnes, were called
upon to tell of the methods they had found most
efficient in closing sales. Mr. Barnes was pre-
vented from attending by the sickness of his
father.
T. X. Dunigan, prominent local attorney, with
offices in the Citizens' Building, was introduced.
In his address he dwelt on the legal end of the
business, calling attention to both the rights and
limitations connected with selling machines and
explaining fully the methods of replevin and the
different angles of chattel mortgages. That the
speech was well received was shown by the
numerous questions asked Mr. Dunigan when
he announced an open forum. The idea of thus
throwing light on the legal aids at the command
of the phonograph man is original and well
worth copying.
The meeting adjourned to the Carleton Ter-
race, where an elaborate banquet was served.
B. F. Keith's vaudeville theatre was the final
stopping place — although rumor has it that a
few kept right on celebrating after the show.
A Clever Entertainment Stunt
Score another for Dan E. Baumbaugh, whose
efforts as manager make the Cheney, Brunswick
and Victor lines break real records in the phono-
graph department of the May Co. The May Co.
is the largest department store in Ohio and boasts
of a manager in this particular department who
doesn't need to doff his chapeau to the best in
the country.
But that's getting away from the story. On
St. Patrick's Day the May Co. staged a gigantic
masque ball at the Chamber of Commerce rooms
and the duty of evolving the entertainment fea-
ture fell upon Mr. Baumbaugh. Local talking
machine circles are still telling the story of how
he did it, and at the same time created a tie-up
that scored.
The 300 couples at the affair were all invited
into the main ballroom, where, to the strains of a
large orchestra, the incarnation of "The Sheik,"
"Peggy O'Neil" and other record characters
strode across the stage amid "Ohs" and "Ahs"
from the crowd. Each character wore a num-
ber and -the audience was outfitted with slips
which had blank spaces meant to be filled in with
the name of the record represented by each dif-
ferent character.
Mr. Baumbaugh as "The Sheik," James Scho-
field as "Dapper Dan," Miss F. Nolish as "Strut,
Miss Lizzie," Mrs. Dowling as "Rebecca," Miss
Marquad as "April Showers," Miss Shrive as
"Sahara Rose," Miss Lewis as "Sally," E. H.
Mills as "Patches," Miss Hebrown as "Marie,"
Miss Lotz as "Granny," Miss Gehring as "Peggy
O'Neil," they kept the crowd guessing. And we
mustn't forget Miss Elsie Baer, manager of the
talking machine department of the M. O'Neil
Co., of Akron. She caused a riot as "Pretty
Baby." When the stunt was over and the gray-
haired judges solemnly surveyed the 600 masqued
dancers present to select the best costume Miss
Baer's rig won on a walkaway. And it's also
interesting to note that Mr. Baumbaugh's imper-
sonation of "The Sheik" scored first among the
men. It was a great impersonation.
Monthly Magazine on Records
William Murstein, manager of the Alhambra
Music Co., is publishing a monthly magazine
which he circulates throughout his district. The
leaflet is gotten up in a breezy, readable fashion
and tells interesting points about the latest rec-
ords. Mr. Murstein is rated as one of the best
Brunswick men in the district and has originated
many window displays of records that have been
copied elsewhere.
Opens New Retail Store
The Smerda Music Co. recently celebrated the
opening of a retail store at East Fifty-eighth
street and Broadway, by distributing photographs
of famous Victor artists, some of which were
autographed. The Smerda Music Co., which is
under the direction of Frank Smerda, does a large
business among foreign-born people, specializing
on foreign records.
Music Memory Contest Ends
The Music Memory Contest came to an end
with the final trials in the Masonic Hall. The
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April 15, 1922
THE TALKING MACHINE WORLD
75
THE TWIN CITIES
Jobbers and Dealers in Northwes
Business, Present and Prospective-
t Sanguine and Alive Regarding
— Columbia Campaign IViyxs Out
Minneapolis and St. Paul, Minn., April 4.—
Spring is coming apace in the Northwest, but the
pace is too slow to find approval with the music
merchants. They had none too much out of the
past Winter and they are hoping that the advent
of Spring may brighten up things a little. With-
out question the people wiil respond promptly to
any general revival of trade and industry and the
entire Northwest will react quickly to well-
directed impulses with a general scope. Rail-
roads are showing marked signs of life and this is
the most hopeful indication for some time. It is
believed that the farmers will do all that may
reasonably be expected of them and as the wise
men declare that there is an upward tendency in
farm product prices the Northwest should be on
an even keel again some time next Fall, after
the crops have begun to move in large quantities.
A canvass of the jobbers in talking machines
in this territory finds the managers sanguine and
wide-awake. George A. Mairs, head of the Vic-
trola department of W. J. Dyer & Bro., states
that after conferring with jobbers from other
parts of the United States he is satisfied that the
Twin City field is in as good condition as any
part of the country.
"The new types of Victrolas are moving most
satisfactorily," remarked Mr. Mairs. "We re-
ceived nice orders at the start and already have
received numerous 'repeat' orders. This indicates
that the Victor dealers can do business when they
can meet the public taste and the public purse.
We are very confident that the year will prove
remunerative to all dealers who are willing to do
a little work to get business."
The radical reduction in the price of Edison
records has given a veritable boom to the rec-
ord trade in the St. Paul and Minneapolis retail
stores, according to the officers of the Minne-
sota Phonograph Co. The new model machine
to compete with the $150 class of other makes
also has been of material aid to the local mer-
chants. Discussing the wholesaling of Edison
machines and records, Laurence H. Lucker, gen-
eral distributor, states that it could be better,
but all in all it is jogging along very nicely.
Manager H. F. Sharar, of the phonograph de-
partment of G. Sommers & Co., expected to see
business fall off in March and April, but to his
surprise each month showed better totals than
its respective predecessor. The record business
would have been regarded as phenomenal a year
ago. An increase in machine sales of Pathe
phonographs is partly due to the special prices
that have been quoted to the trade.
One of the most extensive publicity campaigns
ever conducted through the newspapers of the
Northwest in the phonograph field is being con-
ducted by the Columbia Graphophone Co., under
the direction of W. L. Sprague, manager of the
Northwestern service. It is bound to bring re-
sults, as the Columbia product has a substantial
fc llowing in this part of the country.
A "jumbo" talking machine made by Edward
Lenz, 199 West Robie street, St. Paul, is attract-
ing the attention of phonograph devotees. It not
only is a giant size, but the tone volume is said
to be seven times that of the ordinary machine.
The explanation given by Mr. Lenz for produc-
ing his phenomenon is that he wanted one so
large that the children could not reach the
mechanism to tamper with it.
TRADE HAPPENINGS IN CLEVELAND
{Continued from page 74)
gigantic auditorium looked like a section of a
football field, with school banners on all sides.
The Cleveland Symphony Orchestra played a
selection of strains and the contestants were re-
quired not only to tell the composer, but also to
tell his nationality and the work from which
the piece was taken.
B. Dreher's Sons Co. had a unique display of
posters advertising the affair. These posters,
which were made by the Lakewood, O., school
children, represented different records.
Escapes Damage From Fire
The Vocalion headquarters had a narrow escape
recently when the concern occupying the floor
above had a serious fire. Despite the fact that
the fire department had quite a job to put out
the blaze the Vocalion rooms escaped without
damage.
Installs the Brunswick Line
The M. O'Neil Co., of Akron, has recently in-
stalled a complete line of Brunswick machines,
according to announcement from the local
Brunswick offices. Much interest in the Queen
Anne console and the Stratford model featured
the opening.
Good Work for the Columbia
Miss Ellen Marlock, educational representative
of the Columbia Graphophone Co., has been doing
record work throughout the northern part of
Ohio. Ashland, Upper Sandusky, Harpster,
Zanesville, Tiffin, Findlay and Cleveland have
been the various scenes of her speeches before
teachers and her demonstrations of the practi-
cability of talking machines in the schools.
AKRON DEPARTMENT ENLARGED
More Room for Display of Talking Machines in
M. O'Neil Co. Store
Akron, O., April 4. — To take care of the increased
business, extensive alterations are being made to
the talking machine department of the M. O'Neil
Co., largest department store here, which has
added the Brunswick line. When improvements
are completed the department will have much
needed space at the disposal of its sales floor and
four more demonstration booths, which will bring
the total number up to twenty. According to
Miss Elsie Baer, manager of the department,
business has topped all other departments in the
store, and for this reason officials of the store
allotted the additional floor space.
HIGH CLASS PHONOGRAPH
RECORDING
FOR THE TRADE AT EX-
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Estimates furnished on complete reeorda in any
quantity
Newark Recording Laboratory
15 West Park St. Newark, N. J.
VICTOR LINE FOR M'MAHON
Youngstown, O., April 3. — The McMahon Piano
Co. announces the opening of an exclusive Victor
department in its store, 112-114 East Federal
street. The Victor line of talking machines and
records was added this week and the department
is experiencing an excellent volume of business,
store officials report.
SELLS RECORDS IN PUBLIC MARKET
That the public is interested in talking machines
and records even while marketing for the Sunday
dinner is proven in the case of F. Baumgarten,
manager of the Camera & Music Shop, Youngs-
town, O., which is located in the public market
of that city. The record business done by the
shop is said to be the largest in Youngstown.
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76
THE TALKING MACHINE WORLD
April 15, 1922
SELLING MUSICAL
MERCHANDISE
BY JAMES R.FREW
This book does something for the progressive music dealer that no
volume ever attempted before. It gets right down to the dollars and
cents basis of how to increase your profits —
(1) By Starting a Musical Merchandise Department.
(2) By Running One Already Established at Bigger Profits.
A Practical Business Book
It is a practical book of hard, cold facts.
"SELLING MUSICAL MERCHAN-
DISE" is a plain, business-like description by
a successful music dealer of the ways, methods
and plans he found to work out profitably in
his own stores. Every page of this remarkable
volume contains some definite suggestion that
you can turn into dollars and cents — some sales
or advertising method you can put right to
work for yourself.
It covers every routine problem that will come
up in conducting a profit-making department
in your store.
Meets Today's Business Needs
It is published now because the retail music
trade today is anxious to cash in on the de-
mand for musical merchandise. There are
sound business reasons for this: A musical
merchandise department requires small in-
vestment, gives quick turnover, involves no
risk, increases the sales of pianos, players and
talking machines and helps make a given store
the music center of its community.
Dependable Methods to Increase
Sales
The practical information Mr. Frew gives
you in "SELLING MUSICAL MER-
CHANDISE" is thoroughly dependable. He
knows every angle of the business from prac-
tical experience. His book really places at
your disposal the extensive merchandise
knowledge of a remarkably able dealer which
you can consult at any time, any day, on any
problem of buying, displaying, selling, adver-
tising musical merchandise and making your
own store the acknowledged musical center of
your city.
Wide Range of Topics Covered
Thousands of dealers have wanted just such
a helpful volume for some time.
Read over the wide range of topics that you
will find in this work, a marvel for retailers.
CONTENTS
THE PROBLEM OF BUYING— buying in general— importance of quality
in buying — where to buy — future buying — buying for special sales — some don'ts
for buyers.
THE PROBLEM OF PUBLI CITY— Advertising in general— space or dis-
play advertising — advertising by personal contact — advertising through service —
direct or mail advertising — advertising through musical attractions.
THE PROBLEM OF MANAGEMENT— Management in general— stock dis-
play— the care of stock — inventory and sales analysis — the question of credit —
the repair department — the value of co-operation.
THE PROBLEM OF SELLING— Celling in general— the sales organization
— psychology of salesmanship — collective selling — organizing a band or orchestra
— the used instrument problem.
INSTRUMENTATION — Musical organizations and their instrumentation—
the principal instruments of the band and orchestra.
APPENDIX- — List of principal musical merchandise products.
Edward Lyman Bill, Inc.
373 Fourth Ave.,
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Please send me a copy of "Selling Musical Merchandise," in payment
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State
April IS, 1922
THE TALKING MACHINE WORLD
77
OK, play that 'Song of In-di-a a - gam.
5
There's some-thing so ap-peal-ing in..eacH strain,-
LAY THAT
Song of India A
AGAIN J
A Hit Vocally and Instrumentally
ASK TO
HEAR IT
AKRON, 0.
Trade Trend Is Most Grati-
fying— Price Stability Is As-
sured — What Dealers Say
Akron, O., April 1. — Talking machines, pianos
and practically all musical merchandise has now
reached a standard rating, according to Akron
dealers who are now starting to make a display
of their newest merchandise. Prices vary but
little from those which have obtained during the
past few months, and this, they believe, is going
to have a healthy effect on trading, for buyers
realize that the period of constant price changing
is now practically past.
April looms as an active month for music deal-
ers of Akron. Money is easing up, and in nine
of ten stores visited this week by a representative
of The World collections were reported better
and prospects more plentiful.
Little Damage by Fire
Business continues good with the A. B. Smith
Piano Co., South Main street, probably the larg-
est distributor of musical merchandise in the
city. This store, damaged by a recent fire, suf-
fered less actual loss than was first reported, ac-
cording to officials. Sales in March were of a
satisfactory volume.
"In my opinion business is on the upward
trend," said Ray Porter, head of the sales depart-
ment at the store of George S. Dales. "While
March has been nothing startling, there is every
reason to believe that April will be much better,"
he said. From his observation he declared that
most people are buying machines ranging in price
from $100 to $200.
Concerts Help Business
Presentation of two concerts this month,
Sousa's band and Schumann-Heink, at the city
armory, has given the Windsor Poling Co., ex-
clusive Victor dealer, considerable prestige lo-
cally. This firm has done much to stimulate
record sales by offering the concerts, which in
each instance were largely attended.
Rockwell Installs Radio
E. G. Rockwell, proprietor of Akron's only ex-
clusive small goods music store, in South Main
street, has installed a radio outfit, and his store
these nights is the Mecca of hundreds of music
and radio fans. Eventually he intends to carry
a complete line of radio accessories, he told a
representative of The World. Mr. Rockwell,
some months ago, opened this store with the in-
tention of making it a complete musical merchan-
dise emporium, and to this end he has accom-
plished much.
M. O. Neil Co. Sales Big
Talking machine sales with the M. O. Neil Co.
have been very brisk during the month of March.
The month's volume was boosted by a special sale
of a popular-priced machine, of which a carload
was disposed of in less than a week, according
to Miss Elsie Baer, head of this department.
The console type of machine is meeting with
much favor and record sales are keeping up well.
The fiscal year for the music department of the
store ended in January, 1922, and, according to
Miss Baer, last year was the biggest year from a
standpoint of sales in the history of the store ex-
cepting 1919, when all records were shattered.
Starr Co. Doing Well
Manager Currie, of the Starr Piano Co., reports
business on the up trend and says that with con-
tinuance of existing industrial conditions his store
this year will exceed the business of a year ago.
Special record sales are helping the month's busi-
ness volume, and outside piano salesmen are
doing a nice business.
Retail Merchants Meet
Music dealers of Akron affiliated with the Akron
Retail Merchants' Board of the Akron Chamber
of Commerce joined with merchants of other
lines at the annual banquet of the association
April 4 at the Portage Hotel. Retailers of na-
tional prominence discussed topics of the day of
interest to retail merchandising.
CHAS. H. MURRAY CO. INCORPORATES
Plans to Manufacture a Combination Radiophone
and Talking Machine at Early Date
A New York State charter has been granted
by the Secretary of State to Charles H. Murray,
Inc., to manufacture, buy and sell musical in-
struments, etc.
C. H. Murray, who was advertising manager
of the Pathe Freres Phonograph Co., resigned
from that organization last September, taking ef-
fect on December 31 last. Mr. Murray announces
that there will be little to say for two or three
months in regard to his company except that it
is the plan to market a high-class combination
radiophone and talking machine at a price even
lower than is asked for the ordinary straight
phonographs.
RICE AUDISCOPE CO. CHARTERED
A charter of incorporation was recently granted
to the Rice Audiscope Co., of New York City,
under the laws of New York State, to deal in
talking motion pictures, with a capital of $200,000.
Incorporators are: M. Spero, G. I. Wiley and W.
Kessler.
NEW MANAGER IN CANTON
Canton, O., April 6. — Wilbur E. Pyle, until re-
cently identified with the music department of
the May Co., Cleveland, is the new buyer and
manager of the talking machine department at
the William R. Zollinger & Co. store, it was an-
nounced Saturday. Mr. Pyle, who assumed his
duties a week ago, succeeds A. E. Jones, who
left the Zollinger Co. January 1, after several
years as head of the department, to become man-
ager of the piano department of the George S.
Dales Co., Akron.
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78 THE TALKING MACHINE WORLD
IN PITTSB URGH
Improved Industrial Conditions Help Trade — Great Welcome for De-
Foreest — French Nestor Leaves for Florida — Budget of Live News
Pittsburgh, Pa., April 6. — Trade conditions in the
talking machine shops in the Pittsburgh district
are showing signs of improvement. Several ot
the downtown talking machine dealers made the
statement that sales for March showed a slight
increase over the same month a year ago. There
is, on the whole, a better tone to business of all
kinds. While there is no rush business or any-
thing like a boom the improvement in sales is
taken to be rather steady and sure. As one talk-
ing machine dealer stated: "It is better to take
business this way than to have it on a big boom
and the bottom fall out suddenly, just when you
think you are on the highway to a splendid
season."
The industrial situation -is clarifying rapidly
and the building trades arc exceptionally busy.
Since January 15 last more than $6,000,000 worth
of dwelling houses and apartment houses has
been contracted for and this Spring promises to
be the busiest in construction circles since 1915.
Live talking machine dealers are watching house
construction and are ready to "talk business" to
the prospective occupants of the new houses and
apartments with a view to seeing that a talking
machine is in every home.
Cheney Line for Boggs & Buhl
Henry Wood, manager of the talking machine
department of Boggs & Buhl, leading Northside
department store, has announced the opening of
a Cheney phonograph section in his department.
A complete stock of Cheney instruments is on
display and Mr. Wood anticipates a brisk sale
of that line. In the Pittsburgh newspapers of
March 29 the B. & B. service on the Cheney
was well advertised.
Welcome for M. V. DeForeest
A rousing welcome-home reception was ten-
dered to M. V. DeForeest, of Sharon, Pa., the
president of the National Association of Music
Merchants, at the Lincoln Club, this city, under
the auspices of the Music Merchants' Associa-
tion, of Pittsburgh. Over thirty music dealers
from Pittsburgh and various sections of west-
ern Pennsylvania turned out in response to a
cordial invitation extended by the local Associa-
tion. A dinner preceded the meeting. Win. C.
Hamilton, president of the Pittsburgh Associa-
tion, presided and acted as toastmaster. The
principal address was made by Mr. DeForeest,
who was given an ovation when he concluded his
tale of the wonderful trip to the Pacific Coast and
return. Mr. DeForeest said that in every city
visited the Association idea was stressed to the
music men, talking machine men and others to
get in line with the organization idea. He said
that the National Association was growing and
emphasized the fact that every music dealer in the
country, talking machine men included, was
needed in the Association to make it powerful
and influential. He told of the wonderful soli-
darity of the music trade interests he found in
some of the cities he and his fellow pilgrims
had visited. Mr. DeForeest also -referred to the
Jubilee Convention of the National Association,
which will be held in the Commodore Hotel,
New York, the week of June 5. He stated that
the leading talking machine companies would
play an important part in the entertainment of
the music merchants who will be in Gotham that
week.
Among the talking machine dealers who at-
tended the meeting were: E. B. Heyser, of the
W. F. Frederick Co., Victor distributor; H. H.
Fleer, of the C. C. Mellor Co., Victor distribu-
tor; Wm. C. Hamilton and Burt Hengeveld, of
the S. Hamilton Co., Victor dealer; Theodore
and Edward Hoffman, of the J. M. Hoffman
Co., Brunswick dealer; D. L. Aaron and W. L.
Bingaman, of Kaufmann's, Victor dealer; Jacob
Schoenberger, L. S. Schoenberger and Arthur O.
Lechner, of the Lechner & Schoenberger Co.,
Victor, Columbia and Edison dealer, all of Pitts-
burgh; J. E. Hardwick, Jr., of Uniontown, Pa.,
Aeolian-Vocalion dealer; S. R. Pollock, Indiana,
Pa., Victor dealer; E. N. Markley, Warren, O.;
William DeForeest, G. S. Mitchell, R. A. Cur-
ran and Guy B. Wooster, all of Sharon, of the
DeForeest organization, which handles the Vic-
tor, Edison and Brunswick lines.
Thomas T. Evans Is Optimistic
Thomas T. Evans, manager of the wholesale
Victor department of the C. C. Mellor Co., is
back at his desk after an extended Eastern trip,
during which he visited New York, Philadelphia
and the Victor Co.'s plant at Camden, N. J. Mr.
April 15, 1922
Evans said: "As far as I can venture a predic-
tion, the outlook for Victor business is showing
an improvement. It is my candid opinion that
the enterprising Victor dealer who will com-
mand business will be the dealer who will take
unusual methods to obtain business. He will not
stay in his Victor shop and wait for business to
come drifting in. He will go out and force
the issue, interview prospects and see that no
opportunity is overlooked that will land a custom-
er for a Victrola. The old-time method of
knocking at doors is not obsolete by any means,
and I believe that the successful Victor dealer
of the days to come will use this as one of the
methods of securing business. It can be done
if the honest, everyday persistency is kept up in
dealing with prospective buyers."
French Nestor Goes to Florida
The Standard Talking Machine Co. has an-
nounced that French Nestor, who has been with
the company since April 1, 1917, has severed his
connection with the company, to take possession
of his own Victor distributing house at Jackson-
ville, Fla. J. C. Roush, president of the com-
pany, in referring to the matter, said: "We make
this announcement with much regret, as Mr. Nes-
tor's connection with our company has been
marked always by most conscientious effort for
both the dealers' and our own best interests,
and for the most cordial relations in the trade.
It has been a very great pleasure to have him in
our organization. Every member of the Standard
staff joins in congratulating Mr. Nestor and in
wishing him unbounded success in his new ven-
ture in the sunny South. I have so arranged
my own outside affairs as to devote all my time
hereafter to Standard's business and I will have
the assistance of Wallace Russell as my right-
hand man and manager; J. E. McCormick, as ac-
countant, and Miss Minnie I. Watson in charge
of the record department."
Optimistic Over Trade Outlook
The offices and warerooms of the Cheney
Phonograph Co. and the Record Sales Co. are
located at 806 Penn avenue, with Marion Cheney
in charge as manager. A full and complete line
of the Cheney instruments is on display, as
well as a complete assortment of Okeh records.
Mr. Cheney is quite optimistic relative to the out-
look for the Cheney trade in the Pittsburgh terri-
tory, which goes as far east in Pennsylvania as
the Susquehanna River.
Doing Well With the Brunswick
One of the most comfortable and quiet demon-
stration rooms is that of the J. M. Hoffman Co.,
the well-known Brunswick dealer, who has a
large building at 537 Wood street. There the
latest console and period styles of the Bruns-
wick phonographs are shown, as well as the
upright line. Being far from the street and also
away from the section of the building devoted
to repairs and business operation, there is a
quiet obtained that makes it a pleasure and a
delight for the hearer to listen to the playing
of the Brunswick records. Mr. Hoffman said
that sales of the Brunswick line were most grati-
fying and that the demand for the late numbers of
the Brunswick records was quite brisk.
J. A. Scanlan With Cheney Co.
J. A. Scanlan, Jr., former manager of the
Brunswick distributing agency here, has resigned
and is now associated with the Cheney Phono-
graph Co. as manager of the Rochester, N. Y.,
distributing house, which covers all of New
York State except the southeastern and metro-
politan districts.
The Eight Victor Artists appeared at Connells-
ville, Pa., on March 21 before a large and en-
thusiastic audience in the High School auditorium,
under the auspices of the Aaron Co., Victor
dealer. The Connellsville News had this to
say of the concert:
"It would rather be impossible to attempt to
pick the 'star' of the evening, because every mem-
ber of the party proved a real 'star' before the
program had progressed very far."
Miss Gertrude Droegemeyer, of Ft. Wayne,
Ind., has moved her talking machine and musical
instrument business from 407 W. Berry street
to 209 W. Berry street.
What Is YOUR Percentage of Profit?
Suppose we could show you — and
PROVE— that
— with Granby you can make up to THREE TIMES
your Present Percentage of Profit at a Merchandise In-
vestment up to 30 Per Cent less.
Would you be interested?
Why not ask us — Today — to prove it?
GRANBY PHONOGRAPH CORPORATION
General Sales Office
21 WEST STREET
BOSTON
t'jtTf?$C$*TWf'eSX'ffd*~»<i it'sti jr.nl. .
April 15, 1922
THE TALKING MACHINE WORLD
79
1
Traveling In High!
Something really individual — something exclu-
sive— something totally differerent to the run of talk-
ing machines offered the public by competitive man-
ufacturers.
Not buffets — not drawing tables — nor "kitchen
tables" — but real. musical instruments, distinctive in
stvle. That's what every Victor Dealer has in the new
horizontal types, Nos. 240, 260, 280, 300 and 330.
Give these convincing, clinching arguments to
the buying public — to your prospective accounts —
and then watch them register.
Nothing to hold us back, Mr. Victor Dealer — we
have a wide berth — so let's go to it !
C. BRUNO & SON, Inc.
351-353 Fourth Avenue New York
Victor Wholesalers to the Dealer Only
80
THE TALKING MACHINE WORLD
April 15, 1922
^DOMINION Of (Mfm
g ' 5—^— —
TORONTO CONTINUES QUITE AN ACTIVE TRADE CENTER
The Past Month Was Marked by Numerous Changes in the Talking Machine Field — George C. Heintz-
man Sails for Europe — Phinney's, Ltd., Plans New Department — The Month's News
Toronto, Ont., April 8. — George C. Heintzman,
president of Heintzman & Co., Ltd., and Mrs.
Heintzman have sailed for Europe, planning to
spend some time in southern France before tak-
ing the Mediterranean trip.
B. J. Philp, the well-known Brighton, Ont.,
resident, has been appointed local representative
for Brunswick phonographs and records, suc-
ceeding F. C. McMaster, who is retiring from
the business.
Among those present at the nineteenth annual
convention of Grinnell Bros.' managers, held
recently in Detroit, were the Canadian branch
managers from Sarnia, Chatham, Windsor and
Sault Ste. Marie, Ontario.
Phinney's, Ltd., of Barrington street, Halifax,
has opened up a "His Master's Voice" depart-
ment, carrying a complete line of records and
Victrolas.
Sir John Eaton, president of the T. Eaton Co.,
Ltd., this city, Winnipeg, Moncton, and many
other points, is so pleased with the new portable
Yictrola No. 50 that he has had one installed in
his private motor car, which, together with a
supply of "His Master's Voice" Victor records,
provides him with music whenever he is in the
mood.
Edwin A. Stevenson, formerly head of the
Regal Phonograph Co., Ltd., states that he plans
to enter the retail phonograph field in the
Queen City. His location and plans will be
announced shortly.
The National Piano Co., Ltd., "His Master's
Voice," Starr and Sonora dealer, has completed
its removal from the former quarters at 266-268
Vonge street to its new home at 15 Bloor street,
West.
"Why not get busy and run a 'Children's
Hour' after school or Saturday morning, and
make your store the center of attraction in town?"
This question has been asked "His Master's
Voice" dealers by the promotional and service
department of "His Master's Voice," Ltd.
Few members of the music trade know that
Fred J. Robson, the local Brunswick representa-
tive, was at one time the foremost skater of
Canada and the United States. For some
twenty-two years he held that distinguished
position.
A. G. Wolfe, who for years was an Ontario
representative for the Music Supply Co., and
more recently with the Brunswick organization
in New York, has just joined the sales staff of
the Musical Merchandise Sales Co., distributor
ot Brunswick phonographs and records. Mr.
Wolfe brings back with him a wealth of new
ideas that should be of material assistance to
dealers, especially during this year when original
sales effort is more than ever necessary. He
will represent the Musical Merchandise Sales Co.
n Western Ontario and the Niagara Peninsula.
R. S. Williams & Sons Co., Ltd., have just
sustained the loss of a faithful employe in the
death of George Muirhead, who had been with
the firm for over six years. He was held in
high esteem by his fellow employes.
The recent appearance of Leopold Godowsky,
the renowned pianist and exclusive Brunswick
artist, in recital at the Patricia Theatre, London,
Ontario, afforded the local Brunswick represent-
atives an opportunity of giving prominence to
the various Brunswick records made by
Godowsky. Similar recitals were lately given by
Godowsky in Hamilton and Belleville, when
Brunswick records also came in for considerable
publicity.
Burn's Pharmacy, Cornwall, Ont., is working
up a nice record business and is disposing of a
goodly number of Starr-Gennett records, for
which it finds a splendid outlet.
The Jewett Phonograph Co. of Canada, Ltd.,
has been incorporated, with a capital of $950,000,
with headquarters at Windsor, Ont.
General regret is felt in Canada over the death
of Bert Williams, exclusive Columbia artist,
whose records had a great following and were
increasing in popularity every month.
The Starr Co. of Canada, Ltd., London, Ont.,
BERLINER EMPLOYES HOLD CARNIVAL
Five Hundred Present at Masked Skating Car-
nival and Dance — C. W. Lindsay Staff Hold
Banquet — Ties Up Window With Theatre
Montreal, Can., April 7. — About five hundred
employes and friends of the Berliner Gramo-
phone Co. were present at a masquerade skating
carnival and dance given by the management at
its plant recently. Later the scene was shifted
to the second floor of the company's new build-
ing on Lacasse street, where almost an entire
floor had been set apart for dancing. The guests
were welcomed by E. M. Berliner, vice president
of the firm; G. J. White, assistant sales manager;
J. P. West, advertising manager; W. Walker,
office manager, and J. Dumochel, branch
manager.
A banquet was given recently to the sales staff
of C. W. Lindsay, Ltd., Columbia and Sonora
representatives, by J. A. Hebert, general man-
ager of the company, at the Ritz Carlton Hotel
in recognition of the exceptional success attained
by them during the 1921-22 fiscal year. The
honored guest of the evening was C. W. Lindsay,
president of the firm, who took the opportunity
of congratulating the staff upon their wonderful
work and volume of sales produced. There were
a number of optimistic sales talks by other
members of the house.
In conjunction with the Mark Twain satire,
"A Connecticut Yankee in King Arthur's Court,"
screened at the Allen Theatre this week, C. W.
Lindsay, Ltd., under the direction of Leopold A.
Poulin, display manager, have linked up their
handsome show windows with artistic taste, and
many appreciative comments have been heard in
this direction.- The windows represent the repro-
duction of a room in Louis period furniture, the
center of attraction being a Sonora Elite table
model. A card in close proximity bears the
following text: ''If the Connecticut Yankee could
have had the wonderful Sonora to entertain King
Arthur in the year 528 A. D., his happiness would
have been complete."
The Compo Co., Ltd., Lachine, Que., has in-
corporated with a capitalization of $100,000.
The Montreal Gramophone & Cabinet Store
reports a decided improvement in wholesale
trade. Business is picking up both in phono-
graphs and records and dealers are sending in
orders more freely and for very much larger
amounts. The sales organization has been ma-
terially increased by additional travelers.
At a special meeting of the directors of Regal
Phonograph Co., Ltd., Bruce Riordan was elected
president of the company and W. N. Martin was
appointed manager, succeeding Edwin A. Steven-
son, who, as reported elsewhere, is going into
the retail talking machine business.
I. Montagnes & Co., Ltd., Canadian distributor
for the Sonora phonograph, announces a new
retail price of the Sonora Etude model, which is
now priced at $125, the original figure being $155.
will shortly remove from 1264 St. Lawrence
boulevard to No. 794 on the same street, occupy-
ing the old premises of S. Fianz.
The Happy Six Columbia dance orchestra is
delighting large audiences in Montreal at the Bus-
tanoby & Castellani restaurant and cabaret.
"Caruso Week," as arranged by the Berliner
Gramophone Co., Ltd., was a great success
among "His Master's Voice" dealers, and a large
number of this artist's records were disposed of.
S. J. O'Donnell, manager of the local branch
of the Musical Merchandise Sales Co., Toronto,
is covering the large centers of the Maritime
Provinces, and is expected back in a couple of
weeks' time.
H. R. Braid, of I. Montagnes & Co., Ltd.,
Toronto, Sonora distributors for Canada, has
been in town in conjunction with Sonora Week,
which his firm is featuring.
Considerable interest was recently shown in
the Marconi wireless telephone demonstration in
Layton Bros.' show windows. Concerts took
place at the head Marconi station, and were,
received at Layton Bros, every alternate half
hour during the afternoon. An expert Marconi
operator was in charge at Layton Bros. The
Marconi Co. has selected the Edison Diamond
Disc Phonograph and a Layton Bros, player-
piano for all demonstrations.
Layton Bros, have sold a Brunswick phono-
graph model No. 207, retailing for $185, to the
Westmount High School, which will be used
for educational purposes.
The coming to Montreal to appear in concert
recitals of Alberto Salvi, "His Master's Voice"
artist, should stimulate interest in this artist's
harp records.
TRADE ACTIVITIES IN WINNIPEG
Stanwood's, Ltd., Expands — W. Hughes Pro-
moted— Artist Stimulates Record Sales
Winnipeg, Man., April 7. — Faith in the expan-
sion of the talking machine business in Winnipeg
is demonstrated by the extension now under way
to the premises of Stanwood's, Ltd., at 390
Portage avenue. The leasing of the adjoining
(Continued on page 82)
TALKING MACHINE^SUPPLIES AND REPAIR PARTS
The superiority of RENE MADE SPRINGS and PARTS
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THE RENE MANUFACTURING CO. Montrale, New Jersey
See page SO
April 15, 1922
THE TALKING MACHINE WORLD
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82
THE TALKING MACHINE WORLD
April 15, 1922
HAPPENINGS IN CANADIAN TRADE
{Continued from page 80)
store gives this concern twice as much floor
space as at present.
W. Hughes has been made manager of the
talking machine department of the J. A. Ban-
held Co., here.
Reinald Werrenrath, baritone, exclusive "His
Master's Voice" artist, recently made his first
appearance in Vancouver at the Men's Musical
Club. Mason & Risch, "His Master's Voice"
dealers, secured the exclusive sale at the regular
retail price of a limited number of this artist's
records, which he specially autographed for
them as a souvenir of his first Canadian appear-
ance. A large number of records of this artist's
selection were added to various record col-
lections.
When lecturing on the history and study of
music in his address of "Fifty Years of My Life
in Music," Professor Laubach, of Regina, Sask.,
recently used a talking machine on which to
illustrate certain selections to convey the im-
pression that this instrument also had its own
place in music history.
The Public Drug Co.. Edmonton, Alta.,
partners, H. E. Merrick and Norman Watson, is
successor to A. L. Kean. 10310 Jasper avenue.
This concern is now pushing the sale of Victrolas
and "His Master's Voice" records.
The Brunswick Shops report the sale of a
Colonial Console model to the attorney-general
of Manitoba. They also announce a marked
interest in these new models.
Charles Kent, father of Herbert Kent, head of
Kent's Edison Store in Victoria, and grandfather
of Daryl Kent, manager of the Kent Piano Co..
Vancouver, died in Victoria recently.
Miss Kathleen Parlow, exclusive Columbia
artist, scored a great success in a violin recital
at Saskatoon, Sask., recently.
"TALKER" MARKET IN CANADA
Montreal Newspaper Investigation Discloses the
Fact That Comparatively Few Own Machines
and Many Want Them — Time to Get Busy
Montreal, Can., April 6. — An exhaustive survey
of the market for manufactured goods, including
talking machines, has just been completed by the
Family Herald & Weekly Star, a local news-
paper. The survey comprised an investigation of
the articles owned and desired in the 142,000
homes to which this paper goes. Of these homes
115,000 are in the farming districts, scattered over
practically the entire country. The investigation
disclosed the fact that there were only 42,895
talking machines in these homes and upon inquiry
23,150 families expressed the desire to own a
machine.
THE RESURRECTONE
"Even pressure fulcrum"
Trade-Mark
Registered
Patented
June 15th.
1915
June 22nd.
1915
Jan. 21st.
Our new Tuning-fork and june919,,lst
Single Prong models are 1921"
standards of simplicity
and perfection. Superb quality — increased volume.
Order sample, return if not satisfied. Reasonable prices.
HOFFAY PHONOGRAPH CO.. 160 Pearl St.. New York City
Makers of the "air-tight/' Tone-arm and Hoffay Phonograph
Patents Pendlnn
KILLING INITIATIVE BAD BUSINESS
No Set of Rules Which Retards the Development
of Employes Is Profitable From the Standpoint
of Business Efficiency
THE PASSING OF M. E. STANDFIELD
Toronto, Ont., April 7. — Melville E. Standfield,
well-known talking machine dealer of this city,
passed away recently at his residence, 310 Bruns-
wick avenue. The deceased was for a number of
years connected with the StandfieldiMacpherson
Co., Ltd., Starr distributor, as secretary-treas-
urer, and in addition was president of the local
Phonograph Dealers' Association.
COLUMBUS CONCERN INSTALLS RADIO
Columbus, O., April 1. — The talking machine
department of the Morehouse-Martens Co., of
this city, has installed one of the most complete
radio sets in this section of the State, according
to an announcement by Leslie I. King, manager
of the department. In addition to giving con-
certs the concern is planning to furnish concert
dates of various Victor artists to the public
through the medium of the local newspapers ten
days in advance of the actual broadcasting.
The merchant or manager of any business enter-
prise who runs his business and directs his em-
ployes by any set of hard and fast rules which
allow no freedom of action or thought on the
part of his salesmen is working along lines de-
signed to kill what latent ability the members of
his staff may possess. No business which makes
of an employe a soulless machine can hope to
reach the topmost rung of the ladder of suc-
cess. On the other hand, a set of general work-
ing rules which will aid employes in developing
their initiative will do much to arouse that en-
thusiasm which is so necessary to the best re-
sults.
A merchant who is far-sighted enough to help
those with whom he comes in contact is helping
himself to happiness and success.
William Waldman, a talking machine dealer, at
601 Ninth avenue, New York City, has purchased
the building in which his business is housed.
HIGH HONOR FOR RIMINI
Giacomo Rimini, well-known baritone of the
Chicago Opera Company, has recently been hon-
ored by the King of Italy by being appointed
Cavaliere of the Crown of Italy. Sig. Rimini,
together with Rosa Raisa, the dramatic soprano,
has made a number of most interesting records
for the Vocalion, their latest being a record of
Faure's "Crucifix," which is highly spoken of by
the musically elect.
50c
List Price
50c.
List Price
10-INCH DOUBLE DISC
Puritan Records have met with instantaneous success. The
recording is excellent — the price is right, and the catalogue
covers a wide variety of selections.
The real reason why Puritan Records have gone over so big
is found in our SERVICE. Our policy of four new selections
every week enables you to get hits while they are hits — no
need to wait a month.
We are confining our shipments to a territory east of the Ohio
and north of the Potomac. Dealers in that territory are invited
to write for our proposition.
THE BRIDGEPORT DIE AND MACHINE CO,
170 ELM STREET
BRIDGEPORT, CONN.
NONE
BETTER
MADE
The Talking Machine World, New York, April 15, 1922
— nr
BEST
PHONOGRAPH NEEDLES
DEAN
UNIFORM
POINTS
UNIFORM
LENGTHS
PERFECT
REPRODUCTION
Territory
Open for
Live Distributors
Write for
Our 1922
Prices
Manufactured by
GENERAL PHONOGRAPH CORPORATION
OTTO HEINEMAN. President
25 West 45th Street, New York
April 15, 1922
THE TALKING MACHINE WORLD
83
Sharpen the Fibre Needle
Without removing it from the
Tone Arm of the Phonograph
It's 5 years ahead of the times
CONVENIENT
MECHANICALLY RIGHT
Very Simple
LIDSEEN
FIBRE NEEDLE
CUTTER
LIDSEEN PRODUCTS
832-840 So. Central Ave.
CHICAGO
RECORD TRADE SATISFACTORY
Samuel Steinfield Secures Good-sized Orders for
Cotton Flocks — Conditions Improving Generally
Samuel Steinfield, president and treasurer of the
Claremont Waste Mfg. Co., manufacturer of cot-
ton flocks, was a recent visitor to New York
after making a trip through the Middle West. In
a chat with The World Mr. Steinfield stated that
business in general was improving steadily, and
that he found optimism throughout the territory
he visited. Building activities on a large scale
were apparent throughout Ohio, Wisconsin,
Michigan and Illinois, and unemployment showed
a material decrease. Record manufacturers vis-
ited by Mr. Steinfield were making plans for an
active year, and he secured some good-sized or-
ders for cotton flocks.
INSTALL COMPLETE EQUIPMENT
Meriden, Conn., April 3. — The entire work on
the extensive equipment made by Van Veen &
Co., Inc., in the warerooms of the Griswold, Rich-
mond & Glock Co., Victor retailers, of this city,
was completed on the first of the month. The
entire construction was in charge of experienced
men sent from the New York headquarters of
Van Veen & Co., Inc. T. H. Glock, general
manager of the company, in an enthusiastic letter
sent to Van Veen & Co., Inc., complimented the
company on the efficient work of its men and
praised the manner in which they carried out
every suggestion.
A NEW RECORD DISPLAY FIXTURE
G. L. Bailey, New Jersey salesman for the New
York branch of the Columbia Graphophone Co.,
is the inventor of a record display fixture which
is being marketed under the trade name "No-
Warp." Mr. Bailey has spent several years in
the development of this product and announces
that he feels he has accomplished in the "No-
Warp" a window display or counter fixture that
will keep records from warping and at the same
time display them in a most attractive manner.
The manufacturer of the device is the Display
Fixture Co., of Newark, N. J., and it is being
distributed by several leading Victor Talking Ma-
chine Co. jobbers, the General Phonograph Corp.,
the New York branch of the Columbia Grapho-
phone Co. and several accessory branches.
LOS A N GELES
iU.it
Evidences of Confidence and Expansion Prevail — Trade Is Tying Up
With Musical Events — New Stores and Changes Recently Announced
Los Angeles, Cal., April 6. — The approaching
visit of the Chicago Grand Opera Company dur-
ing the week of April 10 is being looked forward
to by the music-loving public here, and music
dealers are planning to have attractive window
displays during the preceding week. The reper-
toire of operas which will be given — namely, "The
Love of Three Kings," "Thais," "Le Jongleur
de Notre Dame," "The Jewels of the Madonna,"
"Romeo and Juliet," "Tannhauser" and "Salome"
— is not very well represented by talking ma-
chine records, but the idea which is being put
forward is that by encouraging the love of opera
as a whole people will naturally want records of
all operas. The motion picture people have now
realized that it is not good policy to feature their
stars only, leaving the name of the picture in the
background — they now feature the story first and
the star second. And therefore, similarly, it
would seem that talking machine dealers should
try to educate the public more and more along
the lines of greater appreciation of good music,
mentioning in a secondary way the names of
great artists — the sales of the latter's records will
take care of themselves.
Sherman, Clay & Co. Appoint Representative
Miss Donzella Cross was appointed early in the
month as special representative for the educa-
tional department of Sherman, Clay & Co., Victor
distributor for the Pacific Coast. Miss Cross
accomplished important work in this territory
{Continued on page 84)
Here they are
The two new BABBLE 3®OICS
that are going to boost your sales
1 1
No. 13 is based upon Robert Louis Stevenson's
immortal verses. Bed in Summer, The Swing, and
My Bed Is a Boat. This new number gives you
an opportunity to introduce Bubble Books to a
new audience — lovers of classic literature. It con-
tains the three verses mentioned above with the
musical settings that have come to be accepted as
the most beautiful and appropriate for them.
No. 14, The Chimney Corner Bubble Book, in-
cludes three old favorite songs that appeal to every
youngster and grownup. These songs, North
Wind Doth Blow, Sandman, and Lullaby, are made
doubly interesting by the sound of rushing wind,
buzzing bees, chirping birds, and mewing kittens
that are a part of the records.
These two new books don't mean
just two more Bubble Books. They
mean a new chance to push the whole
line.
All purchasers like novelty, chil-
dren particularly, and those who buy
for them are on the lookout for
something new.
And it's a well-known fact that a
customer who is attracted by a new
display is more than likely to buy
the regular line, too.
That's what these two new Bubble
Books will do for you. They will not
only prove good sellers themselves,
but they will boost the sales on the
whole series.
Order your supply of these new
numbers today — feature them — and
remind your customers of the new
low $1.00 price.
Mother Goose Cut-Outs
Any child who owns a Bubble Book will
be delighted with the Mother Goose Cut-
Outs. Here are characters from the first
three Bubble Books, colored daintily and
ready to be cut out and mounted on the
record, where they dance gayly as the record
plays. This book sells for sixty cents. Prop-
erly pushed, it should be a big seller wher-
ever Bubble Books are sold.
When you sell one you sell a habit, and when
you sell a habit, you're business building
HARPER & BROTHERS, BUBBLE BOOK DIVISION
Established 1817
Franklin Square
New York
84
THE TALKING MACHINE WORLD
April 15, 1922
TRADE HAPPENINGS IN LOS ANGELES
(Continued from page 83)
while she was a member of the educational de-
partment of the Victor Talking Machine Co., and
Victor dealers are much gratified at her appoint-
ment by Sherman, Clay & Co. They realize the
immense possibilities in this line of endeavor, but
also feel the constant need of an expert to direct
them.
Bartlett Music Co. Enlarges
The Bartlett Music Co., on West Seventh street,
has enlarged its store by an additional 6,000 feet.
Last week the company announced that it has
taken on the Brunswick line of phonographs
and records. E. E. Searles, general manager,
state, that sales are ahead of those for the cor-
responding period of 1921, but that with much
improved facilities a still larger increase is
expected.
Jack Ray Goes to Arizona
Jack Ray, who has been covering the Los An-
geles County territory as special representative
for the Columbia for several months, has gone to
Phoenix, Ariz., where he will probably later take
up similar work. He is at present, however, suf-
fering from the effects of a recent illness. Mr.
Ray was well known in New York, where for a
number of years he was assistant to H. L. Will-
son, general manager of the company.
New Victrola Department
Bullock's, one of the best-known high-class de-
partment stores on the Pacific Coast, will open a
Victrola department some time this month. This
is a new departure for Bullock's, which has
hitherto been without a music department. The
appointment of the manager of the department
has not yet been announced, but Miss Raka John-
son, who is well known here, will have charge of
the record department.
Barker Bros. Install Station
An immense radio station, claimed to be larger
than any which has yet been put up in Los An-
geles, has been installed on the roof of Barker
Bros.' store. It is connected with the music de-
partment and lively interest is being shown in it
by the public. But the most interesting innova-
tions are the wireless attachments which are being
installed in Sonora phonographs. Wireless re-
ceiving apparatus and the Magnavox are placed
in the cabinets of period and large upright models
of the Sonora at an additional cost of $75 to $250.
The wire connecting the Sonora with the receiv-
ing equipment can be easily concealed under a
carpet or rug, and the Sonora is then equipped to
play regularly with records as a phonograph or
in a few moments the wireless can be brought
into play and concerts or talks from distant sta-
tions can be listened to through the radio. J. W.
Boothe, general manager of the music depart-
ment, has this new department in his charge. He
states that the orders and demands for wireless
attachments and lor wireless-equipped Sonoras is
simply overpowering and far in excess of the
present supply.
New Wightman Co. Sales Manager
Irving C. Franklin has received the appoint-
ment of sales manager of the Wightman Music
Co., Long Beach. This concern is one of the
oldest music stores in Long Beach and occupies
one of the most unique and beautiful quarters in
the country. Mr. Franklin has had eleven years'
experience in the talking machine field. He has
been connected at various times with the Edison,
Pathe and Brunswick companies. He was -also
a sales manager for the Burnham Phonograph
Corp., and previous to that, manager of the San
Francisco branch of the phonograph division of
the Brunswick-Balke-Collender Co.
Nordskog Recordings Well Received
Arne Nordskog, general manager of the Nord-
skog Phonograph Recording Co., of Los Angeles
and Santa Monica, has been receiving many com-
pliments upon the excellence of the recordings
which have been made at the Santa Monica lab-
oratories. It is expected that the first commercial
records will be released in the near future. Per-
sonal recordings have already been made in
large numbers.
Harry A. Beach in Los Angeles
Harry A. Beach, vice-president of the Unit Con-
struction Co., of Philadelphia, was in Los Angeles
this week and left for San Francisco. He expects
to return here for a second visit within the next
few days.
New Edison Manager at Fitzgerald's
H. C. Braden, general manager of the Fitz-
gerald Music Co., announced that W. A. Callahan
has taken over the management of the Edison
department. Mr. Callahan has been identified
with the sales end of Edison's, both wholesale and
retail, for a number of years.
New "Talker" Store Opened
A music store has been opened in Eagle Rock
and will be known as Hancock Music Store No. 2.
Milton T. Hancock, brother of Newton Hancock,
of Pasadena, is in charge. Brunswick phono-
graphs and records will be carried exclusively.
Nelson & Schooler, who recently sold out their
store in Whittier, have opened very attractive
new quarters in Fullerton, where they are han-
dling Brunswick phonographs.
Don C. Preston, the well-known talking ma-
chine man of Bakersfield, paid the sunny South-
land a few days' visit recently.
Congratulations
Los Angeles, on its way toward the 3,000,000
mark, has just had another big addition to its
population, weighing seven and one-half pounds —
and it's a girl! The census man, in his dull,
methodical way, will probably record it as only
one in number. But to Harold Jackson, manager
of the phonograph department of the Wiley B.
Allen Co., it's a mighty important addition. "In
fact," says Mr. Jackson — who, by the way, is al-
ready the proud father of two lusty native sons —
"Los Angeles would never have been quite com-
plete without this new citizen!" Both the mother
and daughter are doing nicely. And in the mean-
time Mr. Jackson's many friends are enjoying
some good "smokes" in honor of the great event.
WHY THERE ARE OPTIMISTS
Business men who are optimistic usually have
good reason for being so. Their optimism is
the result of good business and good business
is the direct result of hard and effective work.
Qualiti
one
AS GOOD AS THE NAME IMPLIES
For the discriminating
buyer of a small Pho-
nograph, who wants a
genuine reproduction of
tone — the Qualitiphone
answers every require-
ment. It is the ultimate
in perfection, the choice
of the prospective pur-
chaser of a table, or port-
able phonograph.
Retail Price
$15.00
Solid hardwood cabinet,
mahogany finish. Genu-
ine mica sound box —
heavy silent motor — start
and stop device — auto-
matic speed regulator —
all parts nickel plated.
Fully guaranteed.
Jobbers and Dealers — Write for Particulars
QUALITIEPHONE SALES CORP.
17 EAST 42nd STREET
NEW YORK CITY
April 15, 1922
THE TALKING MACHINE WORLD
85
ifnllADELPnlA
and
IPCALITX
Philadelphia, Pa., April 4. — While noticeably
increased Spring business has not as yet been
manifested, generally good conditions prevail in
the retail talking machine trade in this city and
locality. The betterment in weather conditions
has brought increased numbers of shoppers on
the thoroughfares and local retailers have not
been backward in enticing these shoppers into
their warerooms through the medium of pub-
licity in the daily press and attractive window dis-
plays. Along Chestnut street the approaching
Easter season is the motif of a number of at-
tractive window displays. Among the most at-
tractive is the window of the retail store of the
Talking Machine Co. adjoining the Adelphia
Hotel. In this window a huge open egg holds
an upright Victrola, surrounded by the special
Easter Victor records attractively arranged. In
the wholesale section the window of the Louis
Buehn Co. on Arch street furnishes a valuable
suggestion for an Easter trim and on the next
block the Penn Phonograph Co. has also given
much thought to the attractive arrangement of
its window. Dealers in all lines seem to have
caught the spirit of Spring and are making in-
creased efforts. In Victor retailing circles the re-
cent Educational Convention is much talked of
and the universal question seems to be: "When
will there be another?'' The new horizontal type
Victrola to retail at $115 has been delivered to
the Victor dealers throughout Philadelphia. This
new model has found much favor and the gen-
eral opinion expressed is that it will be one of the
biggest sellers of the Victor line.
O. F. Jester Succeeds R. M. Nelson
O. F. Jester has succeeded R. M. Nelson and
has been given charge of the Philadelphia city
territory for the Brunswick. Mr. Jester was for-
merly in charge of the Southwestern Pennsyl-
vania territory, which hereafter will be in the
hands of W. J. Lorenz, who was formerly with
the Columbia Co.
The Talking Machine Co. Makes Its Debut
Arch street, which has for a number of years
housed the headquarters of the Louis Buehn Co.
and the Penn Phonograph Co., has lately wel-
comed another Victor wholesaling house, the
Talking Machine Co., of Philadelphia. This Vic-
tor wholesaling firm has secured the large and com-
modious quarters formerly occupied by the
George D. Ornstein Co., at 1025 Arch street. Ex-
tensive alterations have been made and every
effort has been exerted to most efficiently lay out
the new quarters of this progressive house. Ade-
quate space has been provided for the storage
of machines and the filing of records and the
front part of the street-level floor is devoted to
the offices of the company. Harry A. Ellis,
wholesale manager of the company, who is in
charge, is a thoroughly experienced Victor man
and numbers many friends in Victor retailing
circles. The Talking Machine Co. is rapidly tak-
ing possession of the new quarters and is mak-
ing good use of its facilities in taking care of
its steadily increasing business.
Artistic and Interesting Unico Folder
The Unit Construction Co., of this city, has
recently issued an attractive six-page folder on
its equipment. The center spread of this folder
depicts twenty-one actual installations recently
made in widely separated sections of the
country and which are destined to serve admir-
ably in the way of a suggestion to the dealer
for the improvement of his warerooms. Half-
tone illustrations are presented of various designs
and suitable space is also devoted to the acces-
sory and service tables, specials racks and the
efficiency repair bench.
Budget of Columbia News
The value of the window display service issued
by the Columbia Graphophone Co. was empha-
sized recently by the experience of C. C. Baer,
Columbia dealer at Oxford, Pa. Mr. Baer de-
cided to cut down expenses on January 1 and
canceled his window display service. However,
after going one month without it he found that
the service was a necessity and not an expense,
and he re-ordered it immediately, stating that he
intended to use it regularly despite any adverse
business conditions.
Robert Porter, field sales manager of the Co-
lumbia Graphophone Co., was the principal
speaker at the monthly meeting of the Philadel-
phia Columbia Grafonola Dealers' Association
held on Tuesday, March 28. Mr. Porter gave an
interesting discourse on general business condi-
tions, which was received with keen interest by
the dealers.
Dolly Kay, exclusive Columbia artist, recently
completed an engagement of several Philadelphia
theatres. Practically every local dealer featured
this artist in window displays, and her theatre
engagements, coupled with these displays, stimu-
lated the sale of Miss Kay's records materially.
Columbia dealers in adjacent Philadelphia ter-
ritory are enthusiastic regarding the special Graf-
onola advertising allowance made by the Colum-
bia Graphophone Co. Over twenty dealers are
already using the advertising campaign, and the
Philadelphia branch expects many additions to
(Continued on page 86)
EVEN HEAVEN HAS TO BE SOLD
TO MOST PEOPLE
Great as is the natural demand for Victrolas and for
Victor Records, don't expect quantity sales of a quality
product without quantity and quality of sales effort.
Dealers buying in Philadelphia need not be without the
information or inspiration necessary to increase sales.
Every member of this organization works continually
for the Dealer's interest.
The Louis Buehn Company
of Philadelphia
m
1ZI
86
THE TALKING MACHINE WORLD
April 15, 1922
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 85)
the list as soon as the dealers appreciate its sell-
ing possibilities.
Among the recent visitors to the Philadelphia
branch were: S. Kline, Philadelphia Supply Co.,
Bridgeton, N. J.; S. E. Meister, Lancaster, Pa.;
S. B. Speigle, Woodbury, N. J.; I. N. Sortman,
Wilmington, Del.; H. B. Newkirk, Salem, N. J.
Weymann & Son Happenings
H. W. Weymann, president of H. A. Weymann
& Son, Inc., Victor wholesalers of this city, re-
ports that dealers are achieving exceptional re-
sults in the sales of the new Victor Models Nos.
240, 260, 280 and 300. A suggestion was re-
cently made by this firm to its dealers that they
display these new horizontal models separately
from the upright models of the Victor line. It
has been found through actual experience that
the dealers who followed this suggestion and
made a separate extensive display of these models
achieved the greatest results and were most suc-
cessful in the merchandising of the models.
A shipment of the new type No. 240, retailing
at $115, was received from the Victor factory on
the last day of March and was promptly shipped
out to the dealers. In commenting on this popu-
lar new model Mr. Weymann stated: "I consider
the No. 240 which we are shipping out to-day an
instrument of the greatest value. The advance
illustration of this model did not do it justice at
all. It must be seen to be fully appreciated. As
proof of this I might mention that a number of
dealers who personally visited our headquarters
and saw the model on display here and who had
ordered only one of the model immediately in-
creased their orders to four, five and six of the
same number, with requests to ship immediately.
I believe that this model is going to prove an
exceptionally popular one and will produce very
heavy sales." Mr. Weymann continued: 'We
have just finished our weekly staff meeting. It
has long been a policy of this house to hold
these meetings on each Saturday afternoon, when
all of our traveling staff are in town. They have
proved of exceptional benefit in solving prob-
lems beneficial to us and the dealers' inter-
ests in increasing the sales of Victor products.
The sales promotion department, in charge of
Charles Paulson, is doing very good work in pro-
moting the sales of Victor merchandise. One of
the recent features inaugurated by this depart-
ment which is proving so successful is the mid-
month hanger of suggested numbers selected
from the Victor catalog. This is resulting in
increased sales of records everywhere and has
been especially beneficial in moving record stocks.
H. A. WEYMANN & SON, Inc.
1108 Chestnut Street Philadelphia, Pa.
VICTOR WHOLESALERS
PLAYER ROLLS
^TEY^ANN "KEYSTONE- STATE* $TRHfc lfaKNT<5
Our Organization is constantly alive to
the individual requirements of our Victor
Dealers, our Sales Promotion Department
being at your service to help you with
your merchandising problems.
All Victor Dealers in our territory should be on
our mailing list and receive our "Mid-
Month Suggestions'' Hangers.
This is one of tha many.
!Mfk features of our
UllllnV Victor S3r^ic
In fact, we have invited suggestions from deal-
ers, in making up these mid-month lists, so that
we might include on this list such numbers as
dealers might be particularly well stocked with.
This mid-month suggestion hanger combats a
somewhat growing tendency among the consum-
ing public to only buy each month as the new
releases are issued and from the new list, whereas
there are so many excellent numbers in the Vic-
tor catalog which should be in the home of every
talking machine owner. This hanger is doing
much in attracting the attention of the general
public to the gems to be found in the general
catalog."
Under the able direction of Mr. Weymann the
wholesale business of H. A. Weymann & Son,
Inc., has enjoyed exceptional growth. Perhaps
a secret source of inspiration to Mr. Weymann in
his , work is to be found in a photograph which
On
Guard
Vj c t or)
Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.
Sold by most Victor Distributors.
Write them or us for prices.
Penn Phonograph Company
913 Arch Street
Victor Wholesale Only
Philadelphia, Pa.
occupies a conspicuous place upon his desk. This
photograph depicts Harry Power Weymann, Jr.,
his grandson and son of H. Power Weymann,
also connected with H. A. Weymann & Son, Inc.
Young Harry is a bright-eyed, laughing youngster
of less than two years and is particularly fond
of his grandfather. Mr. Weymann proudly points
to Harry Power Weymann, Jr., as one of the
future executives of the house of Weymann.
Ornstein Estate Appraised
The appraisal of the estate of George D. Orn-
stein, Victor jobber, whose interests were pur-
chased by the five leading distributors of this
city, has been appraised at $354,998.14. Mr. Orn-
stein's share in the enterprise is valued in the
estate appraisal at $123,000. Other of his hold-
ings included 500 shares Bethlehem Steel, $28,625;
500 Consolidated Cigar Co., 100 American Suma-
tra Tobacco Co., 28 Atlantic Refining Co., $29,400,
and 121 United Cigar Stores Co., $15,246. The
Ornstein holdings of real estate have not yet
been appraised.
Now for Pennsylvania's Music Week
The program for Music Week which will be
celebrated in Pennsylvania under the auspices of
the State Department of Public Instruction from
April 30 to May 7 is practically completed and
will include community singing, choral and- or-
chestral concerts, music memory contests and
music festival competitions. Music Week is being
promoted in a very liberal way by Weymann's
sales promotion department, which has sent out
a letter to dealers enclosing a pamphlet which
has been issued by the State Department. It is
up to the dealers to co-operate in every way
possible in this movement — to tie up their stores
with this great campaign for music which has
aroused the enthusiastic support of the Governor
April 15, 1922
THE TALKING MACHINE WORLD
87
5 AlRCH
1025,
THE TALKING MACHINE CO.
1025 ARCH ST.
PHILADELPHIA
VICTOR DISTRIBUTORS
OT THIS ADDRESS DOWN
ON YOUR MEMO PAD
Many Victor dealers have benefited by
our experience in Victor Merchandising.
You can do the same.
When you come to "Philly" be sure to call
at our new home, we will make your visit
a pleasant one.
LET PHIL FILL 'EM
Id
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 86)
of the State, who has issued a letter in which he
urges that the people of the Commonwealth join
hands in making Pennsylvania's Music Week a
success to the end that there shall be better music
in the homes and churches — that schools, indus-
tries and business houses, civic, fraternal, pa-
triotic and welfare organizations shall join in
playing and listening to music.
"Prove It With Profits"
Sonora dealers in Pennsylvania always look
forward with a great deal of interest and con-
siderable profit to the sales tips which E. S.
White and F. H. Owens, of the Sonora Co.,
Philadelphia, circulate when they either reach
them in person or when they hear from them in
the form of literature. For instance, here is a
recent letter which ranks with the famous Garcia
message:
"The Message That Went Over the Wire. It
was a real message; it was a man's message. It
went from the general manager to a branch man-
ager. We think it is worth repeating. 'Close
your prospects or close your doors.' That was
the message.
"Every Sonora dealer has some prospects that
need closing. There always is a possibility of a
competitor closing them first. Make April a
closing month. Get those prospects in a corner,
but, before you do it, go carefully over all the
features of several models and don't forget the
Elite and Grand. They are two good models to
close prospects with. If you do not have them
in stock, order at once.
"There is business. It is a little harder to get
now, but it can be done. The two models sug-
gested eliminate most competition and give you
strong-closing talking points. You can get busi-
ness. One big man recently said: 'You can, but
will you?' Your business will increase greatly
if you realize on Sonora prestige. There are
more high-priced Sonora phonographs sold than
any other make. Tell the Elite or Grand story.
Prove it with profits."
Broaden Equipment Scope
The Unit Construction Co., of this city, manu-
facturer of Unico equipment for talking machine
warerooms, has added rugs to its line. The Unit
Construction Co. has built up an enviable reputa-
tion in the quality of its equipment and, in an
endeavor to completely serve the dealer in demon-
stration room equipment, some months ago added
service tables, self-service record racks, lighting
and ventilating fixtures. With the addition ot
rugs it is now possible to secure the entire equip-
ment for the demonstration room at one source,
thus assuring entirely harmonious fittings.
United Music Stores Expand Lines
The United Music Stores, of this city, report
generally satisfactory business. It is announced
that this company has lately added the Pianostyle
word roll to the lines which it distributes. The
Pianostyle word roll is now handled in addition
to the Connorized word roll, which the company
will continue to distribute as heretofore. Joseph
Wexler, representative of the company through-
out the State of Pennsylvania, has opened a num-
ber of new accounts in various parts of the
State. This company also distributes a number
of well-known talking machine accessories.
Now the Reliable Phono Supply Co.
Robert Stein, proprietor of the business for-
merly known as the Keen Talking Machine
Supply Co., has announced the change of the
name of that company to the Reliable Phono
Supply Co. This company will continue to
wholesale and job talking machines, records,
parts, etc., as in the past, and from the same
address, 109 North Tenth street.
Mr. Stein states, in a general announcement
recently made to the trade, that the name of
Keen was abandoned because of a tendency on
(Continued on page 88)
mi k
Italian Music Rolls
Largest collection of Italian and other foreign
music rolls in the United States. Catalogs and
discounts on application.
UNITED MUSIC STORES
619 Cherry Street Philadelphia, Pa.
225 W. Mulberry St. Baltimore, Md.
April
Showers
Produce
Results
Records
Produce the results you want.
Sales and profits. Write today
for agency.
Sonora Co. of Phila.
1214 Arch St., Phila., Pa.
1 <- v^}^:n, <?M**^±S&
88
THE TALKING MACHINE WORLD
April 15, 1922
CABLE ADDRESS REG'D
"FILASSE — PHIL.A."
Send for Samples and Special Quantity Quotations
LONG DISTANCE 'PHONE
BARING 535
IMICO INDIA RUBY MICA DIAPHRAGMS
INTERNATIONAL MICA COMPANY
GENERAL OFFICES AND FACTORY: 37th and BRANDYWINE STS., WEST PHILADELPHIA, PA.
MIDWEST OFFICES
106-110 W. LAKE ST.,
CHICAGO, ILL.
MFRS. SALES COMPANY
330 FIFTH AVENUE
PITTSBURGH, PA.
V. T. SCHULTZ
CLEVELAND, OHIO
RAYSOLO SALES CO.
LANCASTER. PA.
JORDAN & COMPANY
305 BROADWAY,
NEW YORK, N. Y.
SAMUEL TOOLE.
336 BURGESS AVE.,
INDIANAPOLIS, IND.
WALTER 8. GRAY
SAN FRANCISCO, CAL.
ARTHUR BRAND & CO.
CINCINNATI, OHIO
FRANK G. SCHOFIELD
320 KING STREET W.
TORONTO. CANADA
H. A. BEMISTER
122 ST. ANTOINE ST.
MONTREAL, CANADA
STANDARD T. M. SHOP
VANCOUVER, B. C, CANADA
8TEINOLA COMPANY
KANSAS CITY, MO.
ARTOPHONE COMPANY
1103 OLIVE STREET
ST. LOUIS, MO.
PROVIDENCE PHONO. CO.
95 FOUNTAIN STREET
PROVIDENCE, R, I.
DAVENPORT ACCESSORY CO.
DAVENPORT. IOWA
S. RAKUSEN & COMPANY
SHANGHAI, CHINA
THE TRADE IN PHILADELPHIA AND LOCALITY — (Continued from page 87)
the part of a number of dealers to associate this
company with a company of similar name, the
Keen-O-Phone Co., which failed some time back.
Mr. Stein announced it will be the endeavor of
the company to live up to the name "Reliable"
closely in the conduct of this business.
New Victor Horizontal Styles Popular
The headquarters of the Louis Buehn Co., Vic-
tor wholesaler, has been the scene of much activ-
ity during the past month. The new horizontal
type of Victrola No. 240 was received during the
latter part of the month and displayed in the
warerooms of the company. This new model at-
tracted much attention and a good volume of
orders has been received for this type.
William H. Nolan, of the Buehn sales staff, is
still hearing many complimentary expressions
from Victor retailers upon Mrs. Nolan's excep-
tionally fine rendition of "Spirituals." At the re-
cent banquet tendered by Philadelphia jobbers to
the retailers Mrs. Nolan obliged by singing sev-
eral "Spirituals" which were appreciated.
New Brunswick Dealers
Among the important recent Brunswick dealer
appointments is that of F. A. North & Co. piano
stores in Chester and West Philadelphia and
Daniel L. Green, of Kennett Square. These
stores are prominently located and will undoubt-
edly dispose of a great number of Brunswick ma-
chines and records.
Why G. Dunbar Shewell Is Enthusiastic
There are few more enthusiastic men in the
trade here than G. Dunbar Shewell, president of
the Cheney Sales Corp., who is building up a very
fine business in this territory for the Cheney.
During the past month he has opened a number
of new accounts and his business is from five to
six times as large as the same month a year ago.
Penn Phonograph Co. Expansion
The headquarters of the Penn Phonograph Co.
at 913 Arch street was visited by a number of
out-of-town dealers during the month. Posses-
sion has been taken of the second floor of the
building for office purposes, thereby allowing the
entire third floor for increased storage space.
The constantly increasing business of the firm
has made this move imperative. The Penn- Victor
dog continues in popularity and is doing its share
in providing the dealer with an excellent means
for getting prospects into the wareroom. A local
dealer has featured these dogs in a large Ferris
wheel for a window display.
Harry A. Beach on Pacific Coast
Harry A. Beach, vice-president of the Unit
Construction Co., is now on the Pacific Coast in
the interest of the company. Mr. Beach reports
To the Jobber and Retailer
We want you to try "SUPERB," the
Perfect Semi-Permanent Needle.
So send for samples and discounts.
Plays 100 to 200 Records.
Loud Medium Soft Tone
4 for 30c.
Mellowtone Needle Co.
Ansonia, Conn.
remarkable activity in various commercial cen-
ters on the Coast and has secured contracts for
a number of extensive installations in talking
machine warerooms.
Congratulations for Harry Fox
Harry Fox, popular general manager of the
Emerson Philadelphia Co., of this city, is receiv-
ing the congratulations of his friends upon the
arrival at his home on March 30 of a baby girl.
This heiress to the Fox fortunes has been chris-
tened Barbara Ann, and Harry Fox is so de-
lighted that he is buying cigars for all of the boys.
Gimbel Bros.' Pathe Sale
Gimbel Bros, have had tremendous success with
the special sale of Pathe machines. Many thou-
sands were sold and in this connection the talk-
ing machine department was kept open almost
every night until nine o'clock for three weeks.
Finds Improving Business Conditions
Ben Witlin, of the Witlin Musical Instrument
Co., distributor of Starr phonographs and Gen-
nett records, has just returned from an extended
trip, which included Washington, Baltimore and
surrounding territory. He found a much better
feeling existing than for months past, and is quite
optimistic regarding the future of Starr products
in this territory.
Increasing Call for Edison Records
Herbert E. Blake, who, as announced in The
World, took possession of his new store at 20
South Tenth street last month, is doing an ex-
cellent business in Edison phonographs and rec-
ords. The latter, owing to the new reduced prices,
are in great demand.
B. H. Rogers Tells of Vocalion Popularity
B. H. Rogers, of the Lincoln Business Bureau,
is very optimistic regarding the demand for Vo-
calion records. He says that general business is
steadily improving and this is manifested in the
demand for Vocalion phonographs and records.
Pleased With Outlook
Oscar W. Ray, general manager of the whole-
sale Vocalion record department of the Aeolian
Co., recently visited the Lincoln Business Bureau,
Vocalion distributors in Philadelphia, and reports
that for February and March, the first full
months in which the new distributors handled the
line, the sales exceed those of any previous month
ir the Philadelphia territory. The result is that
B. H. Rogers, of the Lincoln Business Bureau,
who has charge of Vocalion distribution, was en-
thusiastic regarding the possibilities for the de-
velopment of that business.
SONORA DISTRIBUTOR MOVES
Pittsburgh, Pa., April 8. — H. Milton Miller,
manager of the distributing agency of the Sonora
phonograph, has moved his offices and show-
rooms to the original quarters on the second
floor of the Jenkins Arcade, where he is welcom-
ing his Sonora dealers daily. Mr. Milton is quite
"sold" on the Sonora line and is positive that this
season will show a large gain in sales of the
Sonora, especially the period models.
SLIGHT DAMAGE FROM FIRE
The Brunswick Phonograph Shop, West Jack-
son street, Macomb, 111., was slightly damaged
recently in a fire which broke out in an adjoin-
ing building.
CELEBRATE INDUSTRIAL WEEK
Columbia Dealers in Philadelphia Participate in
Celebration and Parade
Philadelphia, Pa., April 4. — During the early
part of March retailers of all lines of merchan-
dise from York street and Allegheny avenue and
Broad street to Sixth street held an "Industrial
Week," under the auspices of the Central North
Philadelphia Business Association. Monda>
afternoon an unusual parade was made up ot
bands and floats, in which Columbia dealers par-
ticipated.
Myers F. Hall, Columbia dealer, had his truck
decorated with the national colors and a Mag-
navox attached on the hood kept playing popu-
lar airs. All of the retailers' windows in the
vicinity were dressed up and among the most
artistic windows were those of G. J. Older-
wurtle and Mr. Hall. Both attracted consid-
erable attention and were well worth the time
and attention bestowed upon them.
Among the recent visitors to the Columbia
branch in Philadelphia were: J. W. Maus, Sha-
mokin, Pa.; H. B. Newkirk, Salem, N. J.; L. M.
Paul, Pottsville, Pa.; E. O. Lockwood, credit
manager from the executive office in New York,
and H. L. Pratt, branch service manager.
APPOINTED PRODUCTION MANAGER
J. N. Foreman Joins Deca-Disc Factory Execu-
tive Staff — Company Is Increasing Its Produc-
tion Rapidly to Meet the Demand
Hanover, Pa., April 6. — J. N. Foreman, formerly
production manager and superintendent of the
Landis Tool Co., of Waynesboro, Pa., has taken
full charge of the factory production activities of
the Deca-Disc Phonograph Co., of this city, manu-
facturer of the Deca-Disc automatic phonograph.
This company is planning to increase its factory
production materially, and Paul D. Bodwell, gen-
eral manager of the company, states that the
dealers throughout the country are evincing un-
usual interest in the company's sales plans..
STARR POPULARITY IN PITTSBURGH
Pittsburgh, Pa., April 8. — H. C. Niles, secretary
of the Starr Phonograph Co., of Pennsylvania.
Starr phonograph and Gennett record distributor
in this territory, states that Starr phonographs
and Gennett records are steadily increasing in
popularity and the outlook for this line in the
Pennsylvania territory is exceedingly bright.
VALUES
TALKING MACHINES
COMPLETE— or if desired
—CABINETS ONLY.
Brown and Red Mahogany,
Golden and Fumed Oak Low
Prices.
. Write jor Further Information Tcday
THE H. LAUTER COMPANY
Indianapolis, Indiana
April 15, 1922
THE TALKING MACHINE WORLD
89
Most people like to add a good 'cello solo
frequently to their collections. Here's a new
one to push! "Sweet Evening Star," from
Tannhduser, played by Pablo Casals, the
master 'cellist. 49813.
Columbia Graphophone Co
NEW YORK
EDISON PITTSBURGH DEALERS MEET
Conference at the Fort Pitt Hotel Attended by a
Great Array of Dealers — N. W. Russler Elected
President of a Permanent Organization
Pittsburgh, Pa., April 3. — Edison dealers in the
Pittsburgh zone held an all-day conference at the
Fort Pitt Hotel on March 23, which was attended
by a majority of the retailers in the district, who
were welcomed by A. A. Buehn, of the Buehn
Phonograph Co., local Edison jobbers.
Steps were taken during the meeting for the
formation of a permanent organization of local
Nelson W. Russler
Edison dealers, the following officers being elected
for the first year: President, N. W. Russler, of
the Russler-Chadwick Co., Cumberland, Md.;
secretary-treasurer, J. C. Dilts, Sr., of Wheeling,
W. Va.; executive committee, J. E. Bumbera,
Swissvale, Pa.; H. H. Findt, Steubenville, O.;
S. A. Phillips, Morgantown, W. Va.; P. P.
Brooks, Altoona, Pa., and George J. Carney,
Parkersburg, W. Va.
The entire day was taken up in discussions
of matters of importance to the Edison dealers,
during which there was a full and free inter-
change of opinions. The afternoon session was
exclusively for dealers, the Edison jobbers not
being in attendance.
In the evening there was the usual dinner and
dance. This proved to be a most interesting so-
cial event, with the handsomely gowned women
and gallant men dancing to the music of a fine
orchestra. The menu that was served was up to
the notable standard of the Fort Pitt Hotel.
Those who attended the affair were: C. Ament,
Apollo, Pa.; T. Anderson and H. McMillen,
Blairsville, Pa.; Mrs. N. Aughenbaugh and Miss
A. McGeary, Monaca, Pa.; P. Brooks and Miss
McConville, Altoona, Pa.; J. E. Bumbera, Swiss-
vale, Pa.; George Carney, Parkersburg, W. Va.;
R. J. Commons and J. H. Miles, Patton, Pa.;
Miss M. Little, East Liverpool, O.; Carl Dufford,
Newcastle, Pa.; D. C. Feather, Pitcairn, Pa.;
H. Findt, Steubenville, O.; Miss Ruth Bowers,
Kittanning, Pa.; R. Gerecter, Mt. Pleasant, Pa.;
C. Hempstead, Masontown, Pa.; A. Ohringer, A.
Goldsmith, Burton Goldsmith, J. Groff, William
B. Wagler and Mrs. Fetterhoff, Braddock, Pa.;
C. H. Hutson, New Bethlehem, Pa.; R. B. Keefer
and Miss B. Verner, Irwin, Pa.; H. O. Keefer,
W. O. Altman and Miss Ethel Wegley, McKees-
port, Pa.: F. A. Knouff, J. B. Vaughan and H. W.
Schneider, Crafton, Pa.; John Haggerty, Pitts-
burgh. Pa.; Louis Luxenberg, Barnesboro, Pa.;
J. Hayes and Miss Marcella Castner, Marietta,
O.; Miss A. Fisher and Miss Ruth Mytinger,
Ambridge, Pa.; H. Levine and Frank Boyd,
McDonald, Pa.; W. J. McKnight, Brookville, Pa.;
Victor Nelly, Miss Catherine Nelly and G. Jewell,
Carnegie, Pa.; M. S. Nimrao, Nanty-Glo, Pa.;
C. A. Nessler and Miss Irene Herron, Monon-
gahela. Pa.; J. C. Dilts, Wheeling, W. Va.; S. G.
Patterson, Beaver Falls, Pa.; S. A. Phillips, Mor-
gantown, W. Va.; J. M. Stewart, R. K.. Houck
and H. C. Trader, Indiana, Pa.; C. A. Puffmburg
and Miss Florence Kountz, Wilkinsburg, Pa.;
Mrs. S. Leyton, Coraopolis, Pa.; H. L. Rosenberg,
South Fork, Pa.; N. W. Russler and J. W. Slat-
tary, Cumberland, Md.; R. D. Stephens, Barnes-
ville, O.; Clarke W. Wright, Miss A. Miller and
Miss McAllister, East Pittsburgh, Pa.; A. R.
Webber and W. F. Jenkins, Lisbon, O.; Miss E.
A. Dunn, Connellsville, Pa.; W. E. Sharps, Union-
town, Pa.; L. H. Fullerton, Miss Elizabeth Bux-
ton and Miss V. Dickinson, Burgettstown, Pa.;
A. A. Buehn. Jas. McKelvie, E. J. Patterson,
C. C. Latus, T. A. Dillon, D. S. Hartley, C. W.
English, J. K. Nichol, L. A. O'Neill, Miss Mar-
garet O'Neill, Miss Helen Hughey, Miss M.
Lergenmiller, Miss M. Toole, Miss Lillian Scholl,
Miss Ethel Chillay, Miss A. Raida, Arthur Chil-
cott, R. P. Chilcott and A. J. Boehm, Pittsburgh.
WILL INTRODUCE NEW LINE
Harponola Co. Will Have New Models Ready
July 1— Consoles Will Be Featured
Celina, O., April 6. — The Harponola Co., of this
city, is bringing out an entirely new line of talk-
ing machines. The date for the introduction of
the new machines is set for July 1. H. J. Beam,
secretary of the Harponola Co., says that the new
machines are to be popular in price and will in-
clude five new consoles which will embrace some
novel ideas in distinctive styles. The company
will continue the use of the golden spruce horn
amplifier, as this feature has been one of the
most popular in the Harponola line.
NOW OCCUPYING LARGER QUARTERS
The Magic Phono Supply Co., formerly of 67
Debevoise street, Brooklyn, N. Y., has just leased
quarters at 261-273 Lorimer street. The new
home gives the company greatly increased floor
space to care for the growing demand for its
popular-priced two-spring motors. The company
now manufactures the Markel motor under the
trade name Magic, as well as the Butterfly motor.
If you lack faith in the worthiness of your
business, go into some other business where this
insurmountable obstacle does not hold you down.
IN THE SPRING
MR. VICTOR DEALER
You can lay the foundation for a healthy,
active business for the entire year.
Victrola and Victor Record sales will
undoubtedly be healthy and active this
Spring, as industrial conditions are
steadily improving.
Mickel Service is ideally
equipped to make this
Spring your banner season.
MICKEL BROS. CO. ^oss-
VICTOR WHOLESALE EXCLUSIVELY
DES MOINES, IOWA
(Wi"
"SS&ii..:
Unimii" llliii!'!
*5 ""•„,
lllln in,,., |lTi> " '
" 'in. ' '
90
THE TALKING MACHINE WORLD
April 15, 1922
SAN FRANCISCO
High-Class Musical Entertainments Help Trade — Officers of Lo-
cal Association Elected — Business Steadily Improves — The News
San Francisco, Cal., April 3. — It is conserva-
tively estimated that over 400,000 tickets to high-
class musical entertainments have been sold in
San Francisco and vicinity during the present
music season. That such a showing can be made
in the San Francisco Bay region, which has a
population of about a million people, fully justifies
the claim that this community regards good music
as one of the prime necessities of life. Visiting
artists love San Francisco, and when they appear
before San Francisco audiences they are inspired
to do their very best because they know their
offerings will be appreciated and that apprecia-
tion expressed by unstinted and enthusiastic ap-
plause. Data is not available for the sales volume
on classic records, but it is safe to say that the
demand is fully in proportion to the patronage
of the great musical performances. This week,
which marks the opening of the Chicago Grand
Opera season in San Francisco, the leading talk-
ing machine dealers are featuring opera records
in their show window and newspaper advertising.
Handling Radio Equipment
Blossom time is here again, yet business has
not revived enough to make the trade gloat over
its profits. Conditions are steadily improving,
however, and interest in talking machine mer-
chandise is alive. The radio interests have some-
how become closely allied to the talking machine
interests and some of the talking machine con-
cerns are already handling radio equipment with
success. The San Francisco trade, quite gener-
ally, sees benefit to the talking machine business
in this radio music, for the reason that a wider
interest in mechanically recorded music is stimu-
lated among a class of people scientifically in-
clined.
Northern California Association Meets
The Music Trades Association of Northern
California held its second annual meeting and
luncheon on March 14 at the Hotel Stewart in
San Francisco. The following were elected direc-
tors for the ensuing year: C. H. Hanson, Han-
son Music Co., San Francisco; Henry Grobe,
San Francisco: Shirley Walker, Sherman, Clay
& Co.; Bernard Goldsmith, Oakland Phonograph
Co.: F. A. Levy, California Phonograph Co.;
RECORD DEALERS AND SHIPPERS
Send for Your Sample Today
RECO-R APS
A Transportation Package for Talking
Machine Records
cxoss-sfcr/m y/fw
DFSCX/PTION
' 8 Cen ter-PosJ m Use.
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PREVENTS BREAKAGE
Write for Particulars and Samples
THE RECO-RAP CO., Inc.. 104 N, 12th St., St. Louis, Mo.
George R. Hughes, Wiley B. Allen Co.; Gibson
McConnell, Gibson McConnell Co.; Walter Gan-
non, Kohler Industries; M. V. Thompson, Bald-
win Piano Co.; W. A. Craven (for Sacramento),
Hauschildt Music Co.; S. S. Hockett (for Fresno),
Hockett, Bristol & Cowan; Fred E. Turner (for
Stockton), Stewart School Supply Co., and W. B.
Reilly (for San Jose), Robinson & Sons Co.
Following the regular meeting these directors
unanimously elected the following as officers:
George R. Hughes, president; Shirley Walker,
first vice-president; S. S. Hockett, second vice-
president; F. A. Levy, treasurer, and M. B. Bow-
man, secretary.
Excellent Progress During the Year
The Association has made good progress in its
first year and Mr. Hughes, who was re-elected
president, was congratulated for his activity in
promoting the welfare of the music trades. It
was decided at the meeting that hereafter there
would be a special committee, composed of talk-
ing machine dealers, to take up matters pertain-
ing to this branch of the industry. Owing to the
many new concerns which have entered the talk-
ing machine business there is still much need for
getting together on important issues. One of the
chief problems is that of handling instalment
sales. The policies of certain houses in making
fantastic instalment sale inducements have tended
to lower the dignity of the business, it is claimed.
The Nathan Dohrmann Co., of San Francisco,
large dealer in household merchandise, is to add
a talking machine department. The Blue Bird
machine will be featured.
To Distribute Vocalion Records
The San Francisco wholesale branch of the
Aeolian Co. has been discontinued, and Manager
Hull has returned East. The Magnavox Co. has
taken the agency for handling Vocalion records
in northern California and the Northwest. The
popularity of these records is growing fast on the
Coast.
Morley Somers, manager of the Phonograph
Shop, San Francisco, finds March business fully
up to last year's record, both in the wholesale
and retail ends. The Sonora line has been just
placed with Lowell Dixon, jeweler, 1512 Seventh
street, Oakland, and with the Garrett Owen Co.,
which operates two stores in Berkeley.
J. W. Boothe, manager of the talking machine
department of Barker Bros., Los Angeles, was a
business visitor in San Francisco this month. He
reported business good in the South.
Encouraging Increase in Business
The Wiley B. Allen Co., San Francisco, is en-
joying an encouraging increase in business. The
record sales are fairly heavy and the movement
of machines is much brisker. Practically the full
line of Brunswick machines is now in stock by
reason of new shipments from the factory.
Andrew McCarthy, of Sherman, Clay & Co.,
says the wholesale Victor business is satisfactory
on the Coast and that the exclusive Victor deal-
ers are certainly getting their full share of the
retail business.
Victor Line for Phonograph Studio
The latest San Francisco establishment to take
on the Victor line is the Phonograph Studio at
O'Farrell and Powell streets. W. H. Quarg, the
manager, is delighted with the increase in sales
this month. The Phonograph Studio caters
largely to the night trade in the downtown dis-
trict and keeps open until 11 p. m. Two shifts
of employes are required. The shop also carries
the Columbia line. An enlarged show window
has been put in adjoining the O'Farrell street
entrance.
Walter King, the Ellis street phonograph dealer,
has closed his establishment.
Edison Artists in Recital
Helen Davis, the well-known soprano, and Vic-
tor Young, the pianist, gave a recital at the
Hotel St. Francis on the evening of March 24
under the auspices of the Edison Shop, San
Francisco. Admission was by special invitation.
A large audience attended to hear the tone test
of Edison Re-creations.
The Victor department of the Emporium, in
this city, has been removed to a more favored
position in the large department store and it is
now directly facing the elevators on the third
floor and very convenient for callers.
"JACK" BLISS WITH U. S. MUSIC CO.
Popular Music Roll Executive Opens Offices for
U. S. Music Co. in New York — Sales Efforts
Already Producing Results
George H. ("Jack") Bliss, one of the best-
known members of the music roll trade, recently
opened an Eastern branch for the United States
Music Co., of Chicago, at 122 Fifth avenue, New
York. A complete stock of U. S. player rolls has
George H. Bliss
been installed at this branch, and results to date
indicate that Mr. Bliss and his staff will meet with
unlimited success.
Mr. Bliss, who has rounded out fourteen years
in the music roll business in various capacities,
came East eight years ago to establish a branch
for the Q R S Co. in New York. He was one
of the organizers of the Greater New York Music
Publishers' and Dealers' Association, and acted
as secretary for that organization for four years.
He has also been active in the National Piano
Travelers' Association, of which he is at present
first vice-president.
The opening of Eastern headquarters for the
United States Music Co. is expected to increase
materially the demand for this company's rolls
throughout the Eastern territory, and it is prob-
able that further steps, including possibly the
opening of a branch factory, will become neces-
sary in the future to meet the requirements of the
trade.
The music store of McCauley & Powers, Adel,
la., has been taken over by Clarence E. Powers.
In the future Victor products only1 will be
handled at this establishment.
Columbia Grafonolas are being featured in an
extensive sales drive by the Automatic Music
Shop, 844 Grand avenue, New Haven, Conn.
ATTENTION
Cabinet Manufacturers
who are in a position to manufacture cabi-
nets of a new and most desirable kind (Pat-
ents pending) , upon a basis either of royalty
or of straight order, and at reasonable prices,
should write immediately to
TRIPLEX ARTISTIC PHONOGRAPH CO.
Pershing Road and Ridgeland Ave.
BERWYN, ILLINOIS
Dealers will be delighted with the TRI-
PLEX on the floor. Customers say that it
is the best they have ever seen.
April 15, 1922
THE TALKING MACHINE WORLD
91
°the effect produced by the
Hall Fibre Needle is most pleasing.
cIhe music becomes mellow, en-
riched. I believe that it is realty' the
best to use in order to obtain the
most from a talking machine record"
— Fritz Kreisler
iiimnn i hi i i i i i f 1 1 in 1 1 1 1 1 1 1 ! 1 1 1 1 1 iTLTiiLiiDii'iiiTTirrTrrnTi i i in nun nun
Mr. Dealer: —
The above speaks for itself. This beautiful display card, size 18y2" by \2y2" , repro-
duced in sepia may be had upon application to your jobber or direct to us — supplying the
name of your jobber.
HALL MANUFACTURING CO.
Successors to B & H Fibre Mfg. Co.
33-35 West Kinzie St. Chicago, III.
HI
92
THE TALKING MACHINE WORLD
April 15, 1922
M I L W A U K E E
Trade Conditions Reviewed — Carberry Heads Association — Many
Xezv Dealers in Evidence — Participants in Style Week — The News
Milwaukee, Wis., April 6. — The talking machine
trade here is making good progress in the sale of
machines as well as records, despite a number of
unfavorable factors, chief among which is the re-
crudescence of strong and injurious competition
from "gyp" dealers. In the past two or three
weeks it appears that a large number of instru-
ments of more or less doubtful origin have been
"dumped" into this market and offered at prices
that can hardly represent even cost, regardless of
the cheapness of the make. There also has been
considerable selling of cheap records at starva-
tion prices, although this competition is probably
less severe on dealers than the marketing of in-
struments without regard to cost.
There is. of course, always a class of people
which will buy the "gyp" machines and make it
.worth while for those who market such goods
to take on lots of instruments. But in the case
of records it is somewhat different, for even the
biggest bargain hunters seem to realize that a
cheap record is not much good, nor will it last.
But, on the other hand, it seems that certain
people will buy cheap machines and then buy
good records, because the cheapest machine is
willing to play a good record.
The orderly merchandising of trustworthy in-
struments is going forward in an encouraging
way, notwithstanding the strenuous competition
of cheap merchandise. Talking machine dealers
who value the prestige they have built up and
decline to enter into the merchandising of cheap
stuff are getting more and more business. Sales
so far in April command respect. March was a
good month — better than February or January —
and the improvement in business apparently is
not only sustained, but being accentuated. This
view is borne out both by jobbers and retailers.
Easter Season Speeds Victor Sales
"Business is good, and it- is getting better right
along," is the cheery word from Sam Goldsmith,
vice-president of the Badger Talking Machine
Co., Victor jobber. "We had a good month in
March, and April so far has developed some ex-
cellent orders. The Easter season in recent years
has come to be more and more a season of music,
and people are buying musical instruments in a
way that is reminiscent of the Christmas and
New Year's periods. We have no complaint to
make — in fact, business is so satisfactory that we
are rather inclined to point to earlier predictions
of constantly improving trade and being able to
prove that these are coming true."
Brunswick Popularity Increasing
The Brunswick, which in the last year or two
has come to be regarded as one of the real big
sellers in this territory, is continuing its march of
progress, a statement which is borne out by the
actual sales records in the office of- Thomas I.
Kidd, manager of the local branch of the Bruns-
wick-Balke-Collender Co. But the biggest step
forward has been made by the Brunswick record,
the sale of which, by Milwaukee and Wisconsin
talking machine shops privileged to handle this
line, is something truly remarkable. In a few
years' time the Brunswick record has established
rank as one of the very best sellers, and the
popular numbers especially are enjo3'ing a vogue
that is making some of the "old-timers" look up.
Local Association Elects Officers
Frederick W. Carberry, head of the Frederick
Carberry Co., who recent^ added a Brunswick
talking machine department to his Chickering
piano business, was elected president of the Mil-
Frederick W. Carberry
waukee Association of Music Industries at the
annual meeting held late last March. Hugh M.
Holmes, sales manager of the J. B. Bradford
Piano Co., featuring the Victor, Sonora and Vo-
cation, was elected vice-president. The new sec-
retary is R. H. Lanz, of the musical merchandise
division of the Yahr & Lange Drug Co., Sonora
and Okeh record distributor. Adam C. Schroeter,
manager of the piano department of Gimbel Bros.,
is the new treasurer. The Association has re-
cently undergone a complete rejuvenation and is
engaged in some very practical work for the ad-
vancement of music which undoubtedly will work
greatly to the benefit of the sales of instruments,
records and other musical merchandise.
Edison Dealers Kept Busy
Sales of the New Edison phonograph and Edi-
son records have been of splendid proportions
during the past month and business is of a most
satisfactory character, according to members of
the Phonograph Co. of Wisconsin, distributor of
the Edison line in Wisconsin and upper Michigan.
Yahr & Lange Pushing Sonora
The Sonora is steadily increasing in popularity
due to the vigorous promotion of the Yahr &
Lange Drug Co., distributor in the Wisconsin and
northern Michigan territory. "The Highest Class
Talking Machine in the World" is emblazoned on
most of the best-known and tallest buildings in
this section, and the advertising.it is receiving in
this and many other ways is helping a great deal
to make sales. The Sonora dealer organization
in the city of Milwaukee embraces some of the
most prominent retail stores, and the Yahr Co.
is making it a point in its local advertisements to
tell where the instruments can be purchased.
This, naturally, is a dealer aid that makes many
sales. There are eighteen dealers listed in Sonora
advertisements, these including the Wm. A. Kaun
Music Co., Gether Piano Co., Joe Goldman,
George Durner, Kunzelman-Esser Co., Luebtow
Music Co., E. Eggert & Sons, M. B. Barkan,
Charles Gitzel, Carl Euler, A. W. Fuchs, Edward
J. Jensen, A. Kittleman, Wm. Klug & Sons, Noll
Piano- Co., Thien-Pentler Co., Winter Piano Co.
New Vocalion Dealers
Harry M. Hahn, for many years associated with
Milwaukee wholesale and retail talking machine
concerns, who recently opened a wholesale busi-
ness in general musical merchandise here, is now
featuring the Aeolian-Vocalion. Mr. Hahn has
furnished the Aeolian Co. with some excellent
outlets in a retail way in the past month. One of
his newest acquisitions is Rcinhold Hille, jeweler,
at Menomonie Falls, Wis., who has been handling
several other lines for a number of years, but is
making the Vocalion a distinctive seller in his
territory. James Kleiner, 2810 North avenue, this
city, "is now an exclusive Vocalion dealer and is
planning the entire remodeling of his shop t6
meet the service required for proper representa-
tion of the Vocalion franchise. Edward Karl
also is a dealer who has decided to concentrate
on the Vocalion phonograph and records, a line
that is producing a very gratifying amount of
business in the exclusive Hi-Mount Boulevard
residence district.
A. Kittleman Enlarges Store
A. Kittleman, who handles the Columbia and
Sonora. has recently remodeled his store and
built an addition to accommodate his increasing
trade. It is now the largest- music store in the
extreme Northwestern section, and this is the
result of more than three years of intensive
cultivation of a fertile field.
Dealers Take on Starr Products
The Hoeffler Mfg. Co. reports a steady increase
in sales to the retail trade of the Starr phono-
graph and Gennett records. The record depart-
ment has been especially active and the list of
dealers handling this line has ' been augmented
recently by the addition of some of the best-
known stores in the Wisconsin territory.
Changes in Badger Shop
The Badger Music Shop, of Fond du Lac, Wis.,
which is conducted by the same interests as the
Badger Victrola Shop, is now under the manage-
ment of J. A. Sandee. vice-president, who has
Imported Homokord Records
"A Better German Record "
More profit in selling Homokord Records.
Let us send you details regarding agencies.
A. G. KUNDE
Importer and Distributor
, 344 E. Water Street Milwaukee, Wis.
April 15, 1922
THE TALKING MACHINE WORLD
93
Al Jolson hitting on all six cylinders sings
"Angel Child"--his newest pet Coupled with
Al Jolson's solo is "Angel Child," played as
a fox-trot by the Columbians. A sure-fire
seller. A-3568.
been transferred from Milwaukee to Fond du Lac
following the retirement on April 1 of E. R.
Sweeney. Mr. Sweeney will take a month's vaca-
tion in California before making new connections,
which will be in the West. President L. C. Par-
ker has been devoting considerable time to the
Fond du Lac store, but with the installation of
Mr. Sandee as manager in the up-State city Mr.
Parker will again concentrate his attention upon
the rapidly growing retail business here. Both
stores feature the Victor line and are also build-
ing up extensive piano departments.
J. M. McLaughlin Resigns
J. M. McLaughlin, for several years vice-presi-
dent and general manager of the Wisconsin Cabi-
net & Panel Co., New London, Wis., one of the
principal members of the Edison industries group,
has resigned to become associated with the O'Neil
Oil & Paint Co. as vice-president and sales man-
ager. The New London plant is one of the main
sources of supply of Thomas A. Edison Co., Inc.,
for talking machine panels and complete cabinets.
Passing of G. B. Hancock
George B. Hancock, vice-president of the A. J.
Farnham Co., Inc., distributor of the Edison dic-
taphone, died March 23 after a long illness, at
the age of forty years. The deceased had many
friends here who mourn his passing.
E. A. Heaney Loses Daughter
Edward A. Heaney, president of the General
Mfg. Corp., a large manufacturer of talking ma-
chines, is mourning the loss of his daughter, Mary
Eileen, who died March 17 at the age of thirteen
years. She was a girl of great promise.
A. G. Kunde Plans European Trip
A. G. Kunde, importer and distributor of musi-
cal merchandise, and formerly a widely known
Columbia dealer of this city, expects to leave
within a short time for another extended tour of
Europe, accompanied by his family. His present
trip is for pleasure and recreation.
Dealers Participate in Style Week
During Style Week, March 20 to 25, most of
the talking machine shops were decked out in
gala attire. This stimulated business to a con-
siderable extent, although the real results are just
becoming apparent. One of the handsomest win-
dow displays on this occasion was that featuring
the Cheney phonograph by Edmund Gram, Inc.
Mr. Gram made an exhibit of pianos at the Audi-
torium, where sixty-seven local merchants staged
an elaborate exposition of wearing apparel of all
kinds. This was in the nature of a replica of the
famous Board Walk of .Atlantic City and at-
tracted nearly 80,000 visitors, who paid on an
average of 50 cents to gain admission to the
Auditorium.
Manufacturing New Needle
George E. Bernecker, president of the Standard
Accessory Corp., is bringing out a new type of
talking machine needle which is claimed to cover
a multitude of purposes and eliminates the need
of using more than one style of needle to obtain
different gradations of tone. He has obtained
a patent on his invention and is now engaging in
quantity production. The Bernecker needle does
its work by being rotated in the receiver of the
reproducing device.
Columbia Graphophone Co.
NEW YORK
COLLINGS & CO.'S STRONG DRIVE
New Horizontal Type of Victor Machines Grows
in Favor — L. W. Collings' Educational Cam-
paign in Behalf of These Machines
L. W. Collings, head of Collings & Co., Victor
distributors for northern New Jersey and north-
eastern Pennsylvania, is very enthusiastic over
the new horizontal type talking machines manu-
factured by the Victor Co. Mr. Collings has
made it a point to visit every dealer in his terri-
tory and on numerous occasions has addressed
the sales organizations of the various retailers
regarding the possibilities of these new products.
In speaking of these new musical instruments
Mr. Collings said: "At first our efforts met with
resistance. However, when the various models
were placed upon the dealer's floor and the perti-
nent features of the new product were brought
before them the response was most pleasing."
Collings & Co. are making a special drive in
their territory in behalf of these new products
and besides the personal attention given to bring-
ing the merits before the dealers the campaign is
being supplemented by letter and by a feature
article in The Record, the monthly house organ
issued for Victor dealers. In this latter publica-
tion many points that dealers might have a ten-
dency to overlook are brought out and methods
of creating as well as closing the sales are out-
lined.
Following the initial release of these new
models, the retailer is giving an enthusiastic re-
sponse in the way of sales and orders.
PLAUT=CADDEN CO. IMPROVEMENTS
Norwich, Conn., April 3. — The Plaut-Cadden
Co., of this city, recently placed a contract with
Van Veen & Co., Inc., of New York City, for
the construction of a complete talking machine
department, consisting of eight hearing rooms and
a record department, with a capacity of 20,000
records. It is expected that work will be com-
pleted on this job in record time.
TONE QUALITY
par excellence
Purity, resonance, volume, individuality,
sweetness, mellowness, nuance, color — all
these qualities are faithfully reproduced by
the Violin Spruce Diaphragm. Nature's
perfect resonating medium — violin spruce —
scientifically adapted, is free from all the
inherent faults of mica and other vibrating
mediums.
Wins Instant Approval
The following excerpts are from letters in
our files:
A famous artist, under exclusive contract xvith a
maker of phonograph records, says:
"... that is the most perfect, the most beau-
tiful reproduction of my playing I have ever
heard."
From a phonograph manufacturer :
"... it proves to be first-class and the best
we have heard on classical records."
From a builder of special designs only:
"We have concluded our tests . . . it is su-
perior to any we have tested heretofore . . .
we intend to use your tone arm."
From household owners :
"... is the most wonderful I have ever
heard."
"... it has brought out tones from my
records I never heard before."
"... I tell my friends it is the perfect
reproducer."
From a sales executive, fourteen years in the talk-
ing machine business :
"... I have tried it (the reproducer) on
- every kind of record imaginable and the re-
production is excellent."
Violin Spruce Diaphrag
illustrated, retails
Attachment For
Edison Phonographs
Our new attachment for Edison phono-
graphs is equipped with Violin Spruce
Diaphragm Reproducer ; plays lateral cut
records only. Designed with a single
ball joint for lateral movement, and a
spring tension that automatically main-
tains correct pressure on needle-point.
Patents have been applied for.
Of Special Interest to Manufacturers
We are prepared to furnish in any quan-
tity, the following items adapted to any
make of phonograph: Tone Arm, equipped
complete with Violin Spruce Diaphragm
Reproducer; \ iolin Spruce Diaphragm Re-
producer; or Violin Spruce Diaphragm
alune to assemblers in 2-0/16" diameter
only.
m Reproducer as
for $7.50
THE DIAPHRAGM COMPANY
Cleveland
Violin Spruce Diaphragm
94
THE TALKING MACHINE WORLD
April 15, 1922
April IS, 1922
THE TALKING MACHINE WORLD
C I N C I N N A T I
Improving Conditions Prevail — Radio Grows in Favor — Edison
Dealers Meet — Musical Events Help Trade — News of the Month
Cincinnati, O., April 8. — Business in talking
machines, records and auxiliary lines in the Cin-
cinnati district looked up considerably during
the month of March. Practically all dealers re-
ported a business much greater than that of the
preceding month and some said that trade in
all lines of the business was immeasurably bet-
ter than that of March last year.
Some of this increase is ascribed to the large
number of high-class musical events held in the
city during the month. In addition to four
regular concerts and one popular concert of the
Symphony Orchestra, Sousa's Band, Kreisler
and Schumann-Heink appeared on the concert
stage — occurrences which always are followed
by a greater or lesser demand for records made
by these artists. Building and other business
conditions are, too, somewhat better in this sec-
tion and the special efforts being made by some
houses to exploit their goods along various
publicity lines are bearing fruit.
Many Stores Talking on Radio
The radio is growing rapidly here in popu-
larity. Thousands of receiving sets have been
sold to individuals and hundreds of others made
by ingenious persons out of a receiver, a coil,
a bit of wire and the bed springs or other ready
conductor of radio waves. The Precision In-
strument Co. has been doing a good business
along this line, in addition to holding regular
concerts for the benefit of its patrons. The
Crosley Manufacturing Co., dealer in talking
machines and supplies, also is exploiting the
radio, broadcasting sermons, speeches, vocal and
instrumental music and news bulletins in co-
operation with the Cincinnati Enquirer.
Several talking machine dealers in Cincinnati
and vicinity also have installed, or plan to install,
sending and receiving radio sets. Several deal-
ers have made arrangements for equipping their
Main-Springs
For any Phonograph Motor
Best Tempered Steel
% Inch x 10 feet for all small motors $
1
1
jar/ "
i
1% ••
i
i
i
i
1 3/16
1% •"
x 10
X 10
X 11
x 13
X 15
x IS
x 12
x 10
X 13
x 16
X 18
x 23
Each
.30
Pathe. Columbia, Heineman 35
Columbia -40
Columbia with hooks 50
Victor, old style 45
Victor, new style 50
Victor, new or old style 70
Heineman and Pathe 45
Saal, Silvertone, Krasberg 45
Saal. Silvertone. Brunswick 50
Sonora, Brunswick, Saal 60
Heineman and Pathe 75
Edison Disc 1.50
SAPPHIRES— GENUINE
Pathe, very loud tone, each 15c, 100 lots $11.00.
Edison Loud-tone, each 15c; In 100 lots. $11.50.
TONE-ARMS
The very best, loud and clear, throw-back $4.50
With large reproducer, very loud, Universal 4.00
With smaller reproducer, but loud and clear 2.50
PHONOGRAPH NEEDLES
We can elv« you best price on BrllUantone, Magnedo. Wall-
Kane, Tonofone, Nupolnt, Gilt Edge, Incas and Velvetone
Needles.
ORDER RIGHT FROM THIS AD
Send for price list of other repair parts and motors.
Terms — F. O. B. St. Louis, Mo. Send enough to cover
postage or goods will be shipped by express.
The Val's Accessory House
1000-1002 Pine St. St. Louis, Mo.
stores with radio supply outfits in addition to
their regular machine and record business.
Among these are the Chubb-Steinberg Music
Shop, East Sixth street, and the Victrola de-
partment of the John Shillito Co., Race street.
The Shillito Co. plans to conduct its radio de-
partment separately from the regular Victrola
department. Howard L. Chubb, of the Chubb-
Steinberg Co., announced, however, that he
plans to install a complete radio receiving set
for the entertainment of his patrons and to
include a special department for equipment to
sell to customers.
A receiving set already has been installed in
the Victrola department of the H. & S. Pogue
Co. and also in the Columbia Record Shop, con-
ducted by T. J. Shepherd, Orleans, Ind.
Tie Up With Better Homes Week
Good advantage was taken by one talking
machine dealer of Better Homes Week, ex-
ploited by the Cincinnati Enquirer in an attrac-
tive special supplement, and including a "Better
Homes Exhibit,'' for four days at Music Hall.
This enterprising dealer was Ross H. Wilson,
manager of the Dealer Service department of
the Columbia wholesale branch in this city. Mr.
Wilson contrived to "sew up" the privilege of
exhibiting a musical instrument and had on dis-
play, among the many other home furnishings,
some Columbia machines.
How Record Albums Were Moved
A feature that is working exceptionally well
for the Victrola department of the Baldwin
Piano Co., West Fourth street, is the "one
cent" sale of record albums. This month the
sale brought a repetition of the success recorded
earlier in the year — all the albums in stock were
sold out, both ten and twelve-inch. The plan
is to sell one ten-inch album for $1.25, two for
$1.26, three for $1.27, etc.; one twelve-inch al-
bum for $1.50, two for $1.51, etc. Four gross
of each size of album were sold during the short
duration of the sale.
Rowbotham Opens in Lexington, Ky.
Mr. Rowbotham, for some time manager of
the Victrola department of the Baldwin Co.,
has resigned that position and has gone to Lex-
ington, Ky., to engage in business for himself
in partnership with Robert M. Morris. Mr.
Rowbotham is president of the Morris & Row-
botham Music Shop and Mr. Morris is. secretary
and treasurer. The store occupies a good loca-
tion in Lexington and is capitalized for $10,000.
Edison Dealers Meet
Early in the month district dealers in Edison
phonographs met at a meeting held at the Ho-
tel Sinton. No changes in policy or plans were
announced. New models were shown and a
tone test was conducted with the aid of Glen
Ellison, comedian, and Miss Hill, pianist.
"Our business for March," reported Mr. Oel-
man, of the New Edison Co., West Fourth
street, "was very good. It showed a good im-
provement over trade for the previous month
and over March, last year. Lower prices for
records have increased business materially."
Widener Shop Finds Outlook Encouraging
The Widener Grafonola Shop, West Fourth
street, did an excellent business during March.
"Business," said Morris Fantel, manager, "is on
the upgrade, I am sure. Everything is encour-
aging. Although we made no special efforts
to sell, beyond the usual advertising and dis-
play, our business was splendid. It made Feb-
ruary business look very small and was five
times as great as business done last March.
Brunswick for Steinway Retail Stores
One of the largest and most important ac-
counts opened by the Brunswick Co. in the
Cincinnati district was contracted for last week,
when S. Reis, district manager for Brunswick
products, completed arrangements assuring that
all retail stores of Steinway & Sons in Ohio,
Indiana and West Virginia will handle exclu-
sively Brunswick products. These salesrooms
are to be equipped with Unico booths, record
racks and an exhaustive line of Brunswick prod-
ucts to make a thoroughly up-to-the-minute
machine and record store. These salesrooms
are located in Cincinnati, Dayton, Columbus,
Ohio; Charleston, Huntington and Wheeling,
W. Va., and Indianapolis, Ind.
Mr. Reis reported that business done during
March by Brunswick dealers was very good
and that he was encouraged to look forward to
still greater improvement.
Increase the Sales of Ponselle Records
The Civic Music Commission of Evansville,
Ind., conducted a pretentious musicale on March
17, with Rosa Ponselle as the headliner. The
city made a great deal of this festival, a situa-
tion that gave Columbia dealers, who sell Miss
Ponselle's records, an opportunity to exploit
their wares. C. E. Hall, Columbia salesman in
that territory, made the very most of this
chance and dealers in Evansville benefited great-
ly by his clever window displays and his very
effective advertising.
Other Columbia Brieflets
Mrs. Nell I. Sharpe, educational representa-
tive of the Columbia Co., has been confined in
the Jewish Hospital, Cincinnati, for two weeks,
following an operation for appendicitis.
A new account for the Columbia people is
the Guttman Furniture Co., which opened its
shop March 18.
Starr Co. Pleased With Business
Business in the talking machine department'
of the Starr Piano Co. has been very good dur-
ing March, according to E. I. Pauling, Cincin-
nati manager of the company. Mr. Pauling re-
ported that the business in machines was good
and that in records exceptionally so.
The Gregory Music House, of Saginaw, Mich.,
has moved from the West Side to a more advan-
tageous location on Jefferson street, the East
Side. The Unico equipment, with which the new
store is fitted, makes this one of the most attrac-
tive establishments in the city.
H. N. McMenimen
Consulting Engineer
Announces that a client has just
perfected an
IMPROVED
AUTOMATIC
PRESS
that will make from two to three
records per minute, and which
will eliminate all the bad fea-
tures of the modern automatic
press.
It will not only increase produc-
tion, but will cut down pressing
rejections and the overhead
while the presses are idle.
For Further Details
'Phone or Write
Laboratory:
Scotch Plains, N. J.
Tel. Fanwood 1438
Offices :
2 Rector Street, New York
Tel. Rector 1484
96 THE TALKING MACHINE WORLD April is, 1922
an 1 1 mm minium iiiiiiiiiiiiiiiiiiiiiiiiiniiiii miimiiimiiimiiimiimiiiiiiiimiiiiiiiiiiiiiiimiiimiiiiiiiiii 111111111111111111 111111111111111 miiiiiiiiiimiiiimiiiiiiiimii mini 1 1111111111111111111111111111111111 1 HMilliHB
Announcing
SOPHIE
TUCKER'S
First Release
on
SOPHIE TUCKER, Exclusive Okeh Artist
QKe^ Records
The Records of Quality
4565 ^ HIGH BROWN BLUES (Jack Yellen-Milton Ager) SOPHIE TUCKER f Contralto
10-in. L { With
75C J SHE KNOWS IT (Jack Stern-Clarence J. Marks) SOPHIE TUCKER [ Orchestra
Okeh dealers will reap rich harvest in the sale of Okeh Records by Sophie Tucker, vaudeville's greatest
headliner.
Millions of people who have heard Sophie Tucker on the vaudeville or musical comedy stage will welcome the
opportunity of hearing her in their own homes, through the medium of the famous Okeh Records.
Every Okeh dealer in the country has a splendid opportunity for sales with the announcement of her exclusive
Okeh Records.
If you are considering an agency proposition, if you want to promote your record sales, if you would like to
know how to make an agency a producer of big profits, communicate with us. Let us serve you. Consolidated
service is famous for its efficiency and promptness.
Wholesale Distributors for QK^ Records
Consolidated Talking Machine Co.
227 W. Washington St.
Chicago, 111.
Branch: 2957 Gratiot Ave., Detroit, Mich.
■Sii
April 15, 1922
THE TALKING MACHINE WORLD
97
5
-Vir- gin -ia Blues,
IRGINI
You cant ^owron^
with any Feist song
A NEW FOX TROT BY THE AYKTTER O
HEAR IT
NOW!
BUFFALO
Exhibitors at Better Homes
Expositi o n — Trade Sho zvi n g
Betterment — News of Month
Buffalo, N. Y., April 3. — Talking machine deal-
ers made the most of the opportunity presented
by the "Better Homes" exposition, held in the
Broadway Auditorium during the week of March
25, to show how better and happier homes are
created by the presence of a musical instrument.
Many leading machines were shown at the ex-
position. In addition to a number of sales that
were made outright, dealers report the develop-
ment of new prospect lists from which much is
expected this Spring and Summer.
The John G. Schuler Co. attracted thousands
of exposition visitors to its booth by offering
one of the most popular Sonora models free to
the person guessing nearest the number of talking
machine needles contained in a glass jar. Thou-
sands of guesses were made and it will be some
time before these are tabulated and the result
of the contest made known. A number of the
most popular Sonora models were shown by this
firm.
An especially tasteful and well-arranged dis-
play was that of the Utley Piano Co., which
showed an extensive line of Edison and Bruns-
wick machines. This firm also placed an Edison
machine in an exhibit showing an ideal home.
Neal, Clark & Neal showed Victor machines
exclusively, giving demonstrations of various
models throughout the exposition. Some of the
latest records were played in the firm's booth,
which was constantly filled with visitors through-
out the exposition.
The Larkin Co. had one of the choice locations
of the show and exhibited Symphonola talking
machines.
Many talking machine dealers attended the
"Get Acquainted" meeting of the music group of
the Buffalo Chamber of Commerce, held late in
March. C. N. Andrews, wholesale Victor dealer,
presided at the meeting, which followed noon
luncheon at the Buffalo Chamber of Commerce.
Following, brief remarks by Andrews A. A.
Van DeMark, managing director of the National
American Music Festival, told of the history and
aims of the Festival. He was accompanied by
two of the Festival soloists, Miss Marguerite
Kraemer and Miss Florence Reid, both of whom
sang delightfully.
After the meeting and program opportunity
was provided for dealers to become acquainted
with each other.
Dealers report that while March business did
not show a sensational spurt, it was quite satis-
factory and there is a general feeling that April
and May will see volume of sales steadily in-
creasing. Medium-priced machines are the best
sellers just now, while standard records have the
call in this line.
Collections are showing some improvement and
the general condition of the market is one of
slow but apparently steady improvement. Job-
bers report dealers placing substantial stock or-
ders for Summer models, and dealers are hopeful
that portables will prove good sellers during the
next few months.
Columbia dealers in the Buffalo district have
entered whole-heartedly into the international
sales contest and are keeping the local agency
near the top in this drive to rejuvenate trade.
Dealers taking part in the contest in this dis-
trict are: Household Outfitting Co., M. Turchin,
Variety Music Co., Seeber & Hofheins and Ver-
beck Musical Co., Buffalo; Pritchard & Ropelt,
O. Provenzano, John Gugino and Carfi Bros.,
Rochester; Jacob Weinheimer & Sons, Syracuse;
Claude Buckpitt, Elmira; G. F. Schafer, Batavia;
J. A. Goldstein, Niagara Falls; Swanson Piano
Co., Jamestown; Jones Bros., Lockport; George
L. Traver, North Tonawanda; McNall & McNall,
Albion; N. H. Vasbinderm, Corning; Allen Music
Store, Ithaca; Overton & Hall, Westfield; M. A.
Meagher Co., Skaneateles; Conservatory of Mu-
sic, Portland.
The M. A. Meagher Co., of Skaneateles, is the
latest addition to the ranks of Columbia dealers.
It is composed of live wires and they propose to
make the agency an important one.
Sascha Jacobsen, violinist, delighted his many
Columbia record friends at his recent appearance
at Shea's Hippodrome.
A Grafonola and Columbia records were used
recently in a wireless telephone demonstration
given before the Engineering Society of Buffalo
by McCarthy Bros. & Ford.
Harry Barsuk has moved his talking machine
and record store at Batavia from 43 Ellicott street
to 59 Jackson street. He recently purchased the
building which he now occupies.
Another Batavia dealer who recently moved is
Samuel C. McRoberts, who has moved his place
of business from 32 Main street to quarters in the
old postoffice building at 16 Jackson street.
After a chase extending across several States
Sam Poindexter, of Boston, was arrested in Buf-
falo charged with the theft in Boston last Christ-
mas of a talking machine and a number of rec-
ords. He presented the machine to a lady friend
and she and the instrument later disappeared.
The building in which the new Kurtzmann
store is to be located is now nearing completion
and removal will be completed late in April or
early in May, it is expected.
Removal of the McClellan Music House from
732 Main street to 678 Main street will take place
early in May, it is expected.
J. N. Adam & Co. will open an exclusive music
shop in the building now occupied by the U. S.
Rubber Co., on Washington street, opposite the
company's present department store, some time
in May. In the new store, which will consist of
three entire floors devoted to instruments and
accessories, extensive space will be devoted to the
talking machine department.
A Machine Stock Register Book That
Will Make Money for Victor Dealers
Requires no book-keeping knowledge to keep it up-to-date. Tells instantane-
ously what stock is on hand, what is "on order" and what styles are selling
best. Highly prized for more than a year past by many Victor dealers. Now
available for the entire Victor trade. Costs little but is worth a lot.
Jobbers' Inquiries Invited. Dealers' Orders May Be Placed Through Regular
Victor Jobber or Direct to
CURTIS N. ANDREWS
Victor Wholesaler
BUFFALO, N. Y.
IT TELLS YOU AT A
GLANCE
Where Each Machine Was Or-
dered.
Date Ordered.
Quantity.
Finish.
Balance Due.
From Whom Each Machine
Was Received.
Serial Number.
Date Received.
Date Sold.
Name, etc., of Buyer.
ALL ON FACING PAGES
98
THE TALKING MACHINE WORLD
April 15, 1922
NEW YORK'S THIRD MUSIC WEEK ON APRIL 30 TO MAY 6
Talking Machine Dealers Should Appreciate the Business-building Value of This Great Event in
Which the Prominent Men of the City Are Interested — A Campaign for Music
There is every prospect at present that New-
York's Third Music Week, to be held from April
30 to May 6, will prove the most successful yet
held by a very substantial margin, in view of the
active participation of thirty-seven special com-
mittees covering different fields under the aus-
pices of the general committee, of which C. M.
Tremaine, director of the National Bureau for the
Advancement of Music, is chairman.
Some of the more important committees this
year and their chairmen are: Actors' Equity
Association, John Emerson, chairman; Artists'
Co-operation, Berthold Neuer, chairman; Boys'
Clubs, Major Edwin W. Dayton, chairman;
Camp Fire Girls, Mrs. Henrietta Baker Low,
chairman; Churches, Rev. Ernest L. Stires, D.D.,
chairman; Synagogues, Rev. Dr. Joseph Silver-
man, chairman; Church Organists, Lynnwood
Farnam, chairman; City Government, Hon. Philip
Berolzheimer, chairman; Colleges and Universi-
ties, Prof. Samuel A. Baldwin, chairman; Concert
Managers, Milton Diamond, chairman; Council
of Jewish Women, Mrs. N. Taylor Phillips, chair-
man; United Neighborhood Houses, Miss Harriet
Righter, chairman; Girl Scouts, Mrs. J. D. Rippin,
honorary chairman; Inter-Racial Council, Felix
M. Warburg, chairman; Motion Picture Houses,
Hugo Riesenfeld, chairman; Music Clubs and
Organizations, Mine. Edna Marione, chairman;
Music Schools and Conservatories, J. Lawrence
Erb, chairman; New York City Federation of
Women's Clubs, Miss M. Louise Mundell, chair-
man; Parochial Schools, Mgr. Joseph Smith,
chairman; Private Schools, Prof. Charles H.
Farnsworth, chairman; Public Schools, Music
Department, George H. Gartlan, chairman; Lec-
ture Bureau, Dr. Ernest L. Crandall, chairman;
Public Welfare, Kenneth Clark, chairman; Salva-
tion Army, Staff Captain George Darby, chair-
man; Y. M. C. A., Walter Diack, chairman.
A proper conception of the extent and quality
of this voluntary co-operation can be had by
reading the newly issued folder of the General
Committee, giving the complete personnel of the
various special committees; or, better still, by
examining the hundreds of replies received to
date from churches, clubs, schools, colleges, etc.,
whose participation in the observance the com-
mittees have helped to secure. The work of
organizing the special committees and supervising
the huge correspondence for which they are re-
sponsible has been in charge of Miss Isabel
Lowden, director of Music Week.
The committee for the co-operation of the city
government includes, besides Mr. Berolzheimer,
Thomas J. Drennan, Fire Commissioner; Richard
E. Enright, Police Commissioner; Francis D.
Gallatin, President, Park Board; Joseph Haag,
Secretary, Board of Estimate; Murray Hulbert,
President, Board of Aldermen; Joseph Johnson,
Commissioner of Public Works; Julius Miller,
Borough President; Aiming S. Prall, Tax Com-
missioner; Alfred A. Taylor, Street Cleaning
Corrunissioner. The participation of the city ad-
ministration along definite and most helpful lines
has already been promised and more detailed
announcement will be made in the near future.
The Music Industries Special Committee is
divided into five parts as follows: Piano Manu-
facturers and Merchants, Theodore E. Steinway,
chairman; Music Merchandise, S. Buegeleisen,
chairman; Music Publishers, George Fischer,
chairman; Phonograph Dealers, Irwin Kurtz,
chairman, and Phonograph Manufacturers and
Distributors, J. Newcomb Blackman, chairman.
Ample opportunity will be offered the trade to
participate in Music Week. Beautiful posters
have been prepared for the dealer to display in
his windows during the observance, also folders,
stickers and envelope slips for use in his corre-
spondence. Other suggestions made by the com-
mittee are that the dealers give concerts in their
stores, decorate their windows appropriately and
feature Music Week in their advertising. Nearly
100 replies have already come in from dealers in
New York and the surrounding territory within
a radius of thirty miles, declaring their intention
to associate themselves with the observance in
these ways. More responses are coming in daily.
The trade all over the country has been quick
to appreciate the business-building value of these
Music Weeks, and in many cities the leading
music merchants have taken an active part in
initiating the movement. Since the National Bu-
reau for the Advancement of Music has started
the Music Week campaign seventy-eight different
cities have held Music Weeks.
DISPLAY SELLS REGAL RECORDS
South Bend, Ind., April 5. — The accompanying
illustration will give some idea of the effectiveness
Regal Display of Metropolitan Store
of a recent window display prepared by the Metro-
politan Store No. 98, which handles Regal records.
This display not only sold Regal records in
large quantities, but was sufficiently attractive
to win the favorable attention of all passersby.
Showing Reproducer **>f Jewel Needle Equipment Turned
Up to Change Needle; Also Position When Not in Use
Showing Reproducer of Jewel Needle Equipment in
Position for Playing Lateral Cut Records on Edison
Phonograph
Showing Reproducer of Jewel Needle Equipment in
Position for Playing Vertical Cut Records on Edison
Phonograph
Plays all types of records. Operates the same as
the "EDISON" with the LEVER.
No adjustments necessary when changing from
lateral to vertical cut records. Stop prevents
swinging to the right.
Needle scratch almost entirely removed.
Turning back of Reproducer permits of easy
access to needle socket and saves records from
unnecessary scratching.
Is the ONLY equipment that plays vertical cut
records in the proper "EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.
For The New Edison
IK
NOT
Just Another Equipment
BUT
a distinct improvement in
Tone Reproduction as well as
in Mechanical Construction
and Finish.
Send for descriptive circular
which contains "HINTS RE-
GARDING THE CARE OF A
PHONOGRAPH."
If your jobber does not handle,
write us.
Price the same. Liberal dis-
count to dealers.
GUARANTEED IN EVERY
WAY.
MONEY BACK IF NOT
SATISFIED.
We handle highest grade
Jewel Point Needles.
Showing Back View of Jewel Needle Equipment in Posi-
tion for Playing Lateral Cut Records on Edison Phonograph
Needle CENTERS on all records.
Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.
Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.
Weight is the lightest that can produce perfect
results, thus saving the record, and permitting a
freedom and sweetness of tone considered impos-
sible.
Indestructible NOM-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
development in phonographic sound reproduction
in years.
JEWEL PHONOPARTS COMPANY 154 W. Whiting St., Chicago
The Talking Machine World, New York, April 15, 1922
Announcing
SOPHIE TUCKER
Vaudeville's Greatest Headliner
Exclusively on
The Record of Quality
SOPHIE TUCKER is undoubtedly the most popular vaudeville artist
in America today. She chose Okeh Records to perpetuate the
wonderful personality which has made her vaudeville's greatest head-
liner, because she considered Okeh Records the clearest recordings on the
market. Miss Tucker has carved out a niche for herself in the world of
amusements, and stands today in the very front rank of her profession. Sophie
Tucker is now on Broadway, completing the greatest season of her career,
during which she has broken all attendance records. After a season in
London and Paris, she will return to the United States for a trans-continental
tour starting next October. Millions of folks, who have heard Sophie Tucker
on the vaudeville stage, will eagerly await the release of the Okeh Records
featuring her biggest and best numbers. Sophie Tucker's name on Okeh
Records means just one thing to you, and that's — SALES.
Sophie Tuckers First Okeh Release
4565
10-in.
75c
HIGH-BROWN BLUES (Jack Yellen-Milton Ager)
Sophie Tucker
SHE KNOWS IT (Jack Stern-Clarence J. Marks)
Sophie Tucker
Contralto
With
Orchestra
General Phonograph Corporation
OTTO HEINEMAN, PRESIDENT
25 West 45th Street, New York City
April 15, 1922
THE TALKING MACHINE WORLD
99
SAINT LOUIS
Review of Business Conditions — Koerber-Brenner Co.'s Victrola
Exposition — "Talker" Speeds Typists in School — Trade Changes
St. Louis, Mo., April 5. — Talking machine busi-
ness in the St. Louis trade territory is still drag-
ging. In the high-class stores most of the sales
are of machines priced at $100 to $200. There
are not many inquiries for those 1;hat cost more
than $200, although inquirers can in some in-
stances be persuaded that the higher-priced ma-
chine is the best buy. On the other hand, there
is a fairly good movement of the cheaper ma-
chines that are offered by the stores that special-
ize in them and in the bargain basements of the
department stores.
Victrola Music to Speed Up Typists
The proprietor of a Belleville, 111., business col-
lege has just introduced a novelty into the school
by which he expects and declares he will increase
the speed of students taking up the study of
typewriting. He installed a Victrola and the
typists accompany the music of the Victrola on
the typewriters. He declares that a march gives
the students a speed of between twenty and
twenty-five words per minute, a waltz about
thirty-five words per minute and a two-step be-
tween fifty and fifty-five words per minute. He
declares that harmony is the greatest thing in
life and persons who are in harmony seldom are
failures. Beginners start to the accompaniment
of marches and are advanced to the waltz and
then to the two-step. Jazz music is entirely out
of the question, as it throws everything out of
gear and causes the pupils to add motion of the
body to the nimbleness of fingers and the fingers
and the typewriter are forgotten.
To Get Supplies From St. Louis
Texas Vocalion dealers will hereafter obtain
supplies from the St. Louis wholesale Vocalion
headquarters. They formerly were supplied by
the Crowdus Dry Goods Co., at Dallas. That
company is no longer acting as distributor.
Featuring Vocalion Records
J. Conrad, music publisher, has opened a music
shop at 526 DeBaliviere avenue, in the West End,
where, in addition to sheet music, Vocalion rec-
ords will be handled.
Now With Peoria Music Shop
Miss Leona Nichols, for the past six months
record buyer for the Scruggs, Vandervoort &
Barney talking machine department, has resigned
to take a position with the Peoria Music Shop at
Peoria, 111.
Mrs. Anna Marie Price, wife of T. J. Price, a
Victor dealer at Belleville, 111., died recently at
the age of fifty-six years.
The Victrola Exposition
The arrangement of interesting Victor exhibits
planned by the Koerber-Brenner Co., known as
a Victrola Exposition, has just finished its third
showing and is proving more successful every
Week. The dates were: Marion, 111., Cline-Vick
Drug Co., March 6-11; Harrisburg, 111., L. L.
Parker Music House, March 14-18; St. Louis,
Scruggs-Vandervoort-Barney, March 22-28.
A teaser campaign in the newspapers opened
a week before the exposition. Five teaser ads, con-
sisting of a circle enclosing the letters V. E., and
a Victor dog increasing in size each day were
run. The day before the opening an explanatory
ad was run, giving the program for the entire
week. This was followed each day with inter-
esting explanations of things to be seen and
heard at the exposition. In all, some 7,000 lines
of Victor advertising was carried.
At Marion, in addition to the regular display,
Fay Luyster, manager of the Cline-Vick Victrola
stores, was able to get two dozen of the old
seven-inch, single-face records of the Victor make
and of the Berliner Gramophone records. These
added to the interest in the trade-mark Victrola.
A window display was made of them, using a five-
piece band record of twenty-five years ago in
contrast to a 100-piece orchestra record of the
present day. Several hundred people saw the
exhibit in Marion and many sales resulted, as well
as a prospect list of importance.
At Harrisburg Mr. Parker, of the Parker Music
House, moved out his stock of pianos, giving over
a large and attractive floor to the exhibit. In
spite of three days of heavy rain the attendance
was remarkable, almost a hundred people seeing
it each day. The Parker Music House reports
an increased business as a result of the exhibit.
At Scruggs-Vandervoort-Barney, in this city, a
part of the piano floor was cleared for the ex-
hibit. This was directly in front of the elevators
and attracted even casual visitors. Here a lighted
glass case contained the parts of the Victor motor
against a background of black. This and the
glass-encased Victrola were centers of interest,
especially to the men. The exhibit is booked
solidly through April and May.
Many Hear Fritz Kreisler
Fritz Kreisler played to a crowded house in St.
Louis on March 22. The capacity of the Odeon
Concert Hall was taxed, a hundred or more oc-
cupying the stage and several hundred were
turned away. St. Louis dealers were lax in sup-
porting the concert through advertising and only
one, Hellrung & Grimm, used the program to
advertise his records.
Fifteen copies of "The Victrola Book of the
Opera" are in the St. Louis Public Library,
placed there through the efforts of the educational
department of Scruggs-Vandervoort-Barney.
The San Carlo Opera Co. is giving the only
week of grand opera heard in St. Louis in two
years and the window of the Kieselhorst Piano
Co. has been cleverly decorate^ to celebrate the
event. The Penn Victor figures are used on the
{Continued on page 100)
MUTUAL
TONE ARMS & SOUND BOXES
A tone arm and reproducer that
will meet the requirements of the
most critical.
Attractive in Design
Durable in Construction
Superior in Tone Quality
Plays All Records
The MUTUAL PRODUCTS are
manufactured with throw-back or
straight arms, and in nickel or gold-
plate. All plating is guaranteed to
withstand wear and use for a period
of one year. Sizes 8y2 and 9 inches.
Each reproducer leaving our factory is thoroughly tested, and
every combination is guaranteed to be in absolutely first-class
condition.
Prices from $2.15 up
Mutual Phono Parts Manufacturing Corp.
149-151 Lafayette Street New York City
The Russell Gear & Machine Co., Ltd., 1209 King Street, West, TORONTO, CAN.
Exclusive Distributors for Canada and All Other British Possessions.
100
THE TALKING MACHINE WORLD
April 15, 1922
-22
Another laugh-maker comes through with
a new May record. Frank Crumit sings
"She's Mine, All Mine" and "Ha! Ha! Ha!"—
both hits on one record. An easy seller tor
dealers. A-3573.
Columbia Graphophone Co.
NEW YORK
NEWS GLEANINGS FROM ST. LOUIS
(Continued from page 99)
revolving table of the window; each is plainly
labeled as to character represented and the Vic-
tor artist who has made records of that role.
Bauer's Music House Remodeled
Residents who have had occasion to enter the
well-known music house of Bauer's, on Gravois
avenue, have been most agreeably surprised at
the wonderful improvements that have been made
both in the interior and outside. The interior
has been completely remodeled, enlarged and dec-
orated in white enamel and partitions removed,
large pillars replacing them. Mr. Bauer has just
completed twenty-five years of business activity,
during most of which he has been a Victor dealer
and can lay just claim to a store that answers
every purpose in .the musical line.
Miss Lacy McGee, formerly with the record
department of tfie Stix, Baer & Fuller Dry Goods
Co., is now with the same department of the
Lehman Piano Co.
Report 50 Per Cent Increase
Retail Manager Schlude, of the local Edison
house, reports an increase of 50 per cent in
March over the preceding month. The demand
was mostly for the larger machines, twice as
many of these being disposed of as of other
models. E. A. Beldwin, Kennett, Mo., and R. N.
Monahan, Gillespie, 111., Edison dealers, were in
St. Louis recently.
New Starr Dealers
Manager Earl E. Fay, of the Connorized Music
Roll Co., which has the agency for Starr talking
machines and Gennett records in St. Louis, has
opened an account for machines, records and
music rolls with the Bitterth Music Co., which
opened for business Saturday, April 1, at 5049
Gravois avenue. The company formerly did
business as the Service Shop, of East St. Louis.
Frank L. Fay, traveler for the St. Louis Con-
norized music roll branch, left April 3 on a
trip of several weeks through Illinois with the
Connorized rolls, Starr talking machines and
Gennett records.
Miss Marie Tucker, bookkeeper of the St. Louis
Connorized roll branch, has recovered from an ill-
ness which kept her at home for a week.
Enlarges Record Counter
Manager J. F. Ditzel, of the Famous & Barr
Co. talking machine department, has found it
necessary to enlarge his record counter 25 per
cent to handle the increasing record business.
The counter is now one of the largest in the
country.
F. J. Ennis, manager of the Stix, Baer & Fuller
talking machine department, was out of the city a
part of last week.
Some Brieflets
E. D. Follin, supervisor of the Widener chain
oi stores, was here early in April and returned
to New York by way of Indianapolis and Cin-
cinnati.
R. V. Johnson, manager of the Vocalion de-
partment of the Aeolian Co., has returned from
a business trip to Kansas City, Mo., and cities
in Kansas.
A. A. Trostler, manager of the Schmelzer Co.,
Kansas City, Mo., Victor wholesaler, stopped in
St. Louis on his way home from a visit to the
Victor factory.
Lectures on the Radio
F. H. Kroger, representing the Radio Corp. of
America, lectured on a recent evening before 400
members and guests of the American Institute of
Electrical Engineers. He gave a detailed account
of large transmitting apparatus, of the apparatus
used by the army and navy during the war and
by the commercial stations. He explained the
transmitting apparatus, beginning with the earliest
types.
A picture of what Mr. Kroger called the 1922
phonograph was shown. It showed a phonograph
cabinet, which, instead of the usual motor and
revolving disc for the record, was completely
equipped with dials and rheostats and appara-
tus for a first-class receiving outfit, with three
stages of amplification.
Indicted on Complaints of Investors
George N. Dobson, of Rogers, Ark., former
president of the Lampagraph Co., and J. G. R.
O'Hara, of Indiana Harbor, Ind., are charged in
three indictments returned here with obtaining
money by false representations. They are ac-
cused of having represented that the company had
bought the Madame De Foe farm in St. Louis
County, whereas the place was never acquired.
The complaining investors are B. L. Hannah,
Robert H. Becker, Adolph Stocker, Scott Stites
and Otto Oberlag, all of St. Louis. Dobson and
O'Hara are also charged with floating the stock
of the Lampagraph Co., sales of which are al-
leged to have amounted to $85,000. The repre-
sentation was that the company was to manu-
facture a combination table lamp and phonograph
in St. Louis.
TRADE ACTIVITIES IN MEMPHIS
Talking Machine Dealers Plan Exhibits at Car-
nival— Arrange Music Memory Contest
in the fact that Van Veen & Co., Inc., subse-
quently were awarded a contract for woodwork,
consisting of partitions and screens throughout
the entire building.
Memphis, Tenn., April 7. — The celebration of
the Viaduct opening on McLemore street, June 5
to 10, will be made the event of a pageant and
carnival by local merchants. There will be in-
dustrial booths and other features to attract resi-
dents. A number of the local talking machine
dealers will participate. Another event of inter-
est in music circles here is a music memory con-
test, which will be held some time this Spring. A
number of prizes, including a Victrola and rec-
ords, will be presented to the winners.
JEROME B. SULLIVAN IN NEW POST
Jerome B. Sullivan has been appointed repre-
sentative for New Jersey by the Musical Products
Co., Vocalion distributor for that State, succeed-
ing J. M. Wale, who recently severed his connec-
tion with the company to go with the United
Music Roll Co. Mr. Sullivan was formerly con-
nected with the Emerson and Cardinal organiza-
tions.
EQUIP BUCKLEY=NEWHALL BUILDING
Van Veen & Co., Inc., New York City, manu-
facturers of Van Veen equipment for talking ma-
chine warerooms, recently installed new equip-
ment for the Buckley-Newhall Co., New York
City. An indication of the appreciation of this
work by the Buckley-Newhall Co. is to be found
People lacking in brain power usually man-
age to keep busy telling other people what they
know. The most effective way to prove ability
is by action.
$3.25 Sample
With 10 inch Turntable
and All Accessories
$3.25 Sample
With 10 inch Turntable
and All Accessories
MOTORS
2 SPRINGS
We are the Exclusive Manufacturers of
THE MAGIC AND BUTTERFLY MOTORS
(FORMERLY MARKELS)
Parts for These Motors Always on Hand — Also Tone Arms — Sound Boxes-
Main Springs, Etc.
MAGIC PHONO SUPPLY CO., 261-273 Lorimer St., Brooklyn, N. Y.
Telephone Stagg 1591
• SUPERIOR STEEL f
RRILLIANTONF
■ HECI5TERCO TRADE MARK " 1 |L
NEEDLES
BRILLIANTONE
STEEL NEEDLE CO., of AMERICA, Inc.
Selling Agents for W. H.Bagshaw&Co.
Factoiy, Lowell, Mass.
347 FIFTH AVENUE, NEWYOICK_
April 15, 1922
THE TALKING MACHINE WORLD
101
Latest Design
Beautiful Tone
wM//////iim\\m
Best Quality
Lower Price
The Evolution of the Talking Machine
Talking Machines,
like automobiles,
furniture, etc., have
gone through a
series of changes
and styles which
have made them
more attractive and
desirable. We show
a few styles as a
comparison.
15 Years Ago
Upright
Style
Past Few Years
And Today— the Modern STRAND Console
T
HE trend today is unmistakably
toward the flat-top Console. Strand
Consoles are all flat-top, have the
correct lines, and are faithful repre-
sentations of each period.
In addition to Model 8 (Queen
Anne Console) at $125, illustrated
at the right; our Model 1 (Louis
XV Console) at $150; our Model 2
(Italian Renaissance Console) at
$175; and our Model 4 (Louis
XVI Console) at $200 are corre-
spondingly correct and beautiful.
OTRAND Consoles are made of
finest Mahogany or Walnut, and
are equipped with heavy double-
spring motor, all-wood tone cham-
ber, solid brass tone arm and univer-
sal sound box, which permits the
playing of all records, and with six
well finished record shelves built in.
Every Strand model is guaranteed,
not only as regards tone, finish, de-
sign and workmanship in every
part, but also in packing. Our
packing and shipping system is
trouble proof.
"BETTER MERCHANDISE, LOWER LIST AND FATTER DISCOUNTS"
These
Direct
STRAND
Representatives
are Ready
to Serve You:
RICHARD H. ARNAULT
95 Madison Avenue, New York City
W. O. CARDELL, Tulsa, Okla.
A. H. DANKMAN, 327 Adams Street, Buffalo, N. Y.
CONSOLIDATED TALKING MACHINE COMPANY,
227 W. Washington Street, Chicago, 111.
A. C. ERISMAN, 174 Tremont Street, Boston, Mass.
W. S. GRAY, 942 Market Street, San Francisco, Cal.
G. C. SILZER, 1005 45th Street, Des Moines, la.
WALTER L. ECKHARDT,
Empire Bldg., Philadelphia, Pa.
RICKEN, SEEGER & WIRTS,
Globe Bldg., Detroit, Mich.
STERLING ROLL & RECORD CO.,
137 West 4th Street, Cincinnati, Ohio
W. F. STANDEE, 1120 Grand Avenue, Kansas City, Mo.
MERVIN E. LYLE, 214 Peachtree Arcade, Atlanta, Ga.
R. J. JAMIESON, 25 Taylor Arcade, Cleveland, Ohio
MANUFACTURERS PHONOGRAPH CO., Inc., 95 Madison Avenue, New York
GEORGE W. LYLE, President
102
THE TALKING MACHINE WORLD
April 15, 1922
GET THE BENEFIT
OF THE EXTRA DOLLARS TO BE MADE
BY VICTOR DEALERS, NOW THAT THE
LINE OF
NEW HORIZONTAL OR ART
MODELS
IS COMPLETE.
THESE ARE GOING TO SELL AND
SELL BIG
BROOKLYN DEALERS CON-
CENTRATE ON RECORDS
Window Displays and Special Sales Efforts on
Records Make Up for Slack Machine Business
— Plan Sonora Outdoor Ad Campaign — A Suc-
cessful Sales Campaign — Recent Trade News
Dealers in this section of metropolitan New
York have made the past month one of real
achievement in record business, which has
helped materially in bringing sales up to a re-
spectable figure. This phase of the talking ma-
chine business is the ever-present stabilizer of
retail sales and, as the sale of instruments the
past few weeks has been low, dealers have
made up the deficiency by concentrating their
activities on records and also accessories with
gratifying results. Store windows everywhere
are devoted to striking and attractive displays
featuring many groups of record selections,
popular and classical, and as a result business has
been of good proportions, despite a generally de-
pressed condition.
Plans Big Outdoor Ad Campaign
The Long Island Phonograph Co., wholesaler
of the Sonora phonograph for Brooklyn and Long
Island, is busily engaged in completing one of
the most extensive outdoor advertising campaigns
ever carried on in this territory. More than 150
of the most desirable sites have been secured,
where attractively painted signs will be erected,
featuring the Sonora phonograph "Clear as a
Bell," and which will display prominently the
name of this popular distributor. Robert H.
Keith, general manager of the company, stated
that this campaign was a forerunner of several
more, for which plans have already been perfect-
ed— that it represents one phase of service which
the company is endeavoring to give the Sonora
dealers in the territory and also reflects the confi-
dence it has that talking machine sales will more
than hold their own during the Summer season.
Sales Campaign Moves Large Stocks
Edward Strauss, pioneer music dealer and one
of the oldest in metropolitan New York, recently
conducted a very successful sales campaign,
through which he was able to liquidate a large
stock of Pathe, Emerson and Aeolian instru-
ments which he has carried. He is now planning
to feature the well-known Brunswick line of ma-
chines and records. Despite the depressed de-
mand for instruments this campaign was produc-
tive of many sales and, in consequence, the
months of February and January compared very
favorably with the same months last year. The
location of this store, at 94-96 Court street, is in
the heart of the shopping district and is con-
sidered one of the most desirable in Brooklyn.
Victor Dealers Enjoy Good Trade
The American Talking Machine Co., Victor
wholesaler, reports that dealers have had a very
good month in sales, the demand for records
being especially lively. Machine sales were few,
but some large and expensive models were sold.
All dealers, it states, are confident that the com-
ing months will produce some real business.
Sofus Hjelden in Larger Quarters
Sofus Hjelden, well-known Victor dealer at
5403 Fifth avenue, is now moving into his new
and larger quarters recently acquired, at 5116
Fifth avenue. This move was made necessary,
as the old location was found inadequate to take
care of his fast-growing business, and it is ex-
pected that these new quarters will take care of
his large number of customers in a more effi-
cient manner. When completed this new store
will present a very attractive appearance and,
with the latest store improvements installed, will
be one of the most modern establishments in
Brooklyn. This move certainly reflects the con-
fidence held by the retail trade for the future
of the talking machine business in this territory.
Sells Expensive Sonora
A recent noteworthy sale of a high-class model
talking machine was one made by the Ideal Piano
Co., Sonora dealer, at 582 Sutter avenue. The
model sold was a Louis XV Du-Barry Sonora,
which retails for $1,000, and, according to I.
Weshal, proprietor of the store, who made the
sale, is only one of others which he hopes to
close in the near future, as he has several good
prospects, who he believes will purchase later
on. J. J. Schatweiser, sales manager of the
Long Island Phonograph Co., also reported that
another live Sonora dealer in the person of Leon
Brick, of 1803 Pitkin avenue, had just placed
a similar model in the home of one of his cus-
tomers. It takes real salesmanship to sell a
high-priced machine, but it can be done, as
demonstrated above, provided the proper effort
is put forth, for there are many prospects who
could be induced to buy if approached with real
salesmanship.
Music Shop Adds Sonora Line
The Music Shop, Babylon, Long Island, con-
ducted by J. R. Ferguson, is one of the latest
additions to the long list of Sonora dealers in
this section. It is planned to feature this popu-
lar instrument, in conjunction with other makes,
and with the facilities of a well-appointed store
the prospective purchaser can be suited as to
choice in the most approved manner. Lee Coupe,
genial representative of the Long Island Phono-
graph Co. for this territory, is responsible for'
the establishing of this desirable Sonora account.
Will Hold Formal Opening
The Greenpoint Talking Machine Co., located
at 638 Manhattan avenue, this city, is making
extensive plans for the formal opening of its new
establishment some time this month. An elabo-
rate program is being prepared at which promi-
nent Victor artists will participate. L. R. Sher-
man is the head of this organization and is one
of the leading Victor dealers in his section of the
borough. The new building is right next door
to his present location.
Fred Becht Remodeling Store
Fred Becht, Jr., progressive Victor dealer at
\T7E offer our dealers a Service which is in
* * keeping with the standards of "the High-
est Class Talking Machine in the World."
THE INSTRUMENT OF QUALITY
ortor;
CLEAR AS A BELL
The bond between us and our dealers is "more
than a business connection." It is said of us
that we are "Suppliers to Satisfied Sonora
Dealers."
Any communication from you will Jiave
our prompt and careful attention.
Long Island Phonograph Co., Inc.
Sonora Distributors for Brooklyn and Long Island
150 Montague Street, Brooklyn, N. Y. Telephone Main 4186
April 15, 1922
THE TALKING MACHINE WORLD
103
2587 Atlantic avenue, is a typical live dealer, who
is always striving to give to his clientele the best
and newest in the way of service, a policy that has
won for him an enviable standing in local talking
machine circles. His latest move in this direction is
the rearrangement and redecorating of the entire
store and the installation of several new equip-
ment features, which are designed to take care
in a more efficient manner of the needs of a
steadily increasing business. This work is bound
to make for him many new desirable customers
and also enable him to offer an efficient and genu-
ine service to the large clientele which he now
serves.
UNIOUE WAY OF FILING RECORDS
Okeh Dealer at Riverhead, N. Y., Introduces
Novel Filing Plan — Self-service Idea That Sells1
V
I
c
T
R
O
L
A
IB
The accompanying picture shows a most unique
way of filing records, which enables the prospec-
tive customer to serve himself. Sylvester L.
Cavanaro, Okeh and Edison dealer at Riverhead,
Long Island, N. Y., is responsible for this self-
service idea. He has just installed a new depart-
ment on the second floor of his commodious quar.
ters in the thriving Long Island town, and it has
already proved its worth.
One hundred different records are filed in this
way along the entire side of the store. All the
latest Okeh releases are prominently displayed,
in addition to the regular stock. On the other
side of the room are comfortable sound-proof
booths, and "Mr. Prospect," after looking over
the record stock, selects some of the numbers
which he wishes to try and goes to a booth and
hears the records.
The display racks are thirty feet long and ten
feet high, and are arranged in three sections.
Okeh records are devoted to the first and second
sections and a part of the third. Mr. Cavanaro
has in all five booths in his store, but the new
department on the second floor, because it is so
very quiet, offers ideal quarters for prospects to
try out records. The results have more than
justified the outlay through the increased sale of
the selections that are featured.
Mr. Cavanaro is one of the most wide-awake
and progressive phonograph dealers on Long
Island, and, while he is situated in Riverhead, he
covers the entire Eastern section of the Island.
Sales Producers
np HE New Horizontal Type Vic-
trolas are being placed before
the public as attractive popular mod-
els with all the exclusive. Victor
musical qualities.
The Victor retailer will invariably
find a ready response to his announce-
ment of these new styles, and should,
therefore, stock these new machines
in sufficient quantities to meet the
demands of discriminating and criti-
cal music lovers.
G TiWILLIAMJ1 CO. a*
21/ DUFFIELD ST. — BROOKLYN,**
V
I
C
T
°n
BE
c
o
X
an increased demand for Okeh records, both of
the popular dance and vocal type, and of the
celebrity records. They are also doing a big
business in the piano selections of Ferdinand
Himmelreich, the well-known pianist, who is a
resident of Riverhead.
THE LION STORE _SP0NS0RS CONCERT
Well-known Toledo Firm Arranges for Appear-
ance of Victor Artists — Selling Tickets on
Credit Increases Attendance at Concert
PLEASED WITH NEW HEADQUARTERS
Rogers & Fischer Have an Admirably Arranged
Establishment for Victor Wholesaling
Washington, D. C, April 4. — Rogers & Fischer,
Victor wholesalers of this city, are finding their
new headquarters at 1219 I street particularly
efficient in taking care of their steadily increasing
business. This building was erected in accordance
with the plans and
specifications laid
down by Mr. Rogers
and Mr. Fischer for
an efficient Victor
wholesaling head-
quarters. Before the
first piece of furniture
had been moved into
the building every
foot of floor space
had been carefully
planned out with
great care. The build-
ing extends straight
through to a back
street, thus providing
excellent shipping fa-
cilities without inter-
ruption to business.
The ground floor is
devoted to the gen-
eral offices of the
company, together
S. L. Cavanaro's Interesting Self-service Record File with a model demon-
He is ably assisted by Mr. Preston, his salesman, stration booth and display of Victor merchan-
whose principal task is to look after the trade dise. The other three floors are devoted to
i
Toledo, O., April 8.— The Victrola department of
the Lion Store here, which arranged for the ap-
pearance of the Eight Famous Victor Artists,
reaped profits in the shape of good will and in-
creased record sales. More than 2,500 persons
were present at the concert. The Lion store ar-
ranged matters so that regular patrons were able
to secure tickets on credit, a service which was
appreciated by customers and aided materially
in stimulating ticket sales. The staging of this
concert is in line with the policy of the Lion
Store to educate the public to an appreciation
of the better class of music.
Some housewives in a far Western city have
succeeded in solving the servant problem by
installing small styles of talking machines and
a goodly library of records in their servants'
quarters, realizing that music is not confined
to any station in life.
outside of Riverhead. Both Mr. Cavanaro and
Mr. Preston were recent visitors to the Okeh re-
cording laboratories in New York. They report
storage purposes for both machines and rec-
ords. An excellent filing system has been in-
stalled for records.
Talking
Machine
Supplies
an<
V
PRICES ARE REDUCED ON
COTTON FLOCKS
THE SAME HIGH STANDARD OF QUALITY AND SERVICE MAINTAINED
May We Have Your Inquiry, Mr. Record Manufacturer?
CLAREMONT WASTE MFG. CO. - - Claremont, N. H.
Repair Parts
SAMUEL ESHBORN
65 Fifth Avenue
New York
104
THE TALKING MACHINE WORLD
April 15, 1922
K A N S A S C / T Y
Merchants Experience Decided Revival in Business — Agricultural
Betterment and Increased Building Help Trade — News of the Month
Kansas City, Mo., April 6. — The talking machine
business is sharing the better conditions that have
come to this city and trade territory during the
past three months. There has been a decided in-
crease in the prices of agricultural products, and
the farmers are all not only feeling better but
many of them have a lot more money than they
had, or expected to have. This has had its effect
on all sorts of business in the territory.
In addition, there is the largest number of
buildings, especially of dwellings, being erected
now that has ever been erected in a given time.
This condition is continuing, and has been in
effect for the last six months. This is releasing
considerable money, and, of course, practically
every new l ouse makes a new prospect for a
talking machine. Then there is the general im-
provement of business being felt all over the
country. This is the theory. The reports from
both retail and wholesale merchants bear it out.
Practically all dealers agree as to the large in-
crease in the sale of records. Those who have
had no change in prices are saying that the sales
are better this year than last, and that the Febru-
ary sales were larger than those of January
(which is unusual for this market), and that the
March sales have been larger than those of Feb-
ruary. The companies which have reduced prices
have enjoyed an increase in the number of sales,
and most of them are saying that the cash value
was held up. Dealers are frankly stating that the
increase in the sales was largely due to the lower
prices.
Big Increase in Edison Business
The local Edison Shop, which is managed by
M. M. Blackman, has had a big increase in busi-
ness over the corresponding months of 1921. Be-
sides the cut in record prices there has been a
vigorous advertising campaign put on, and special
inducements for immediate orders offered. In
March the business is reported to have been
two and one-half times that of March, 1921. The
vigorous advertising is being continued during
April. Mr. Blackman is just home from New
York, where he participated in the conference of
branch managers. He came back bubbling over
with enthusiasm, and full of optimism as to the
future for the Edison in this territory.
Expansion of Brunswick Activities
The Brunswick is looking forward to the occu-
pancy of another building which will be more
suitable for the carrying on of its business, and
which will be large enough to take care of the
growing trade of this branch. The building at
1329-1331 Main street has long been too small for
the business and additional room has been used
for carrying the stock; and now the company has
sold the Main street property and expects to move
into the more strictly wholesale district. It has
not secured a suitable building yet, however.
The increase in the sale of Brunswick records
is attributed to several things. In the first place,
the list of records has been very materially in-
creased during the year. In the second place,
the times are better. In the third place, Bruns-
wick artists have stimulated sales by visits to the
territory. Because of the expected visits of sev-
eral of these to cities in this territory in the near
future the demand is expected to continue to
grow.
Among the Brunswick artists that are an-
nounced to visit in this territory soon are: Miss
Dux, who will be in Emporia April 13. The
Elshuco Trio is soon to visit Salina, Coffeyville,
Concordia and Independence, Kansas. It will be
at Salina on the 17th. Irene Pavloska will be in
Wichita in "Carmen" on the 21st.
An encouraging feature of trade conditions as
reported by F. M. Briggs, manager of the Bruns-
wick branch, is that there are less overdue ac-
counts on their books at this time than there
have been for a long time. This indicates that
there are more merchants who are in a condi-
tion to buy goods than usual.
Schmelzer Co. "Hitting on All Six"
Victor sales are reported very satisfactory. A.
A. Trostler says, "We are going over, and hitting
on all six." He reports that M. C. Schonly, who
came to the Schmelzer Co. about six weeks ago,
has had a very successful and satisfactory trip
over the territory, getting acquainted with the
dealers and preparing for increasing the busi-
ness. The new horizontal models of the Victor
are being well received, and Mr. Trostler expects
them to grow in favor.
Fred Jenkins in Charge
Fred Jenkins, Jr., now has charge of the whole-
sale Victor department of the J. W. Jenkins' Sons
Music Co. He was formerly at the head of the
record department. He is pushing the horizontal
models of the Victor, and is just getting in a
carload of the $115 model. This company is just
finishing a demonstration booth in its wholesale
department, which is not only to be used in dem-
onstrating machines, but it in itself is a demon-
stration of how a booth can be erected at a small
cost and yet include in itself all the most modern
equipment.
There is being installed in the wholesale de-
partment of the Jenkins Co.'s Victor wholesale
department a radio receiving equipment. There
has been a great deal of interest manifested in
radio sending and receiving in the Kansas City
territory recently, and with it an increase in all
sorts of music.
J. W. Jenkins Heard From
J. W. Jenkins and wife, who are on a trip
through the Mediterranean, have reached Rome
on the return trip. They will visit, also, on the
Continent rather extensively, and run up to Lon-
don for a short visit. They are expected home
Every Home Should Have THE RECORDOLA
THE MOST INGENIOUS DEVICE SINCE THE CAMERA
A Voice Photograph That Can Be Preserved Indefinitely
Dealers — The " Recordola" Offers Unlimited Sales Possibilities
THE PERFECT RECORDER
AND REPRODUCER
Practical Fool-Proof
Positive in Operation
Any Child Can Operate
Complete " Recordola "
Outfit handsomely nickeled, in-
cluding a double-faced "Homo-
gram" recording blank that may
be used for making many
recordings.
Permanent Records
Made
Of Your Own
Voice
The "Recordola" will repro-
duce your voice, so that you can
have a permanent record made,
that can be played on any
phonograph. We are now pre-
pared to supply one or any num-
ber of hard permanent records
at a small cost. Send us your
best recording to be made
permanent.
CAN BE ATTACHED TO ANY PHONOGRAPH
Retail Price, Complete 5ft 2fi.OO Extra Homograms $1.00 each
Liberal and Attractive Discount to the Trade Reliable Jobbers Wanted Everywhere
RECORDOPHONE CO., Inc., is west 34th street, NEW YORK, N. Y.
April 15, 1922
THE TALKING MACHINE WORLD
105
some time in May. Mr. Jenkins is the president
of the J. W. Jenkins' Sons Music Co.
Chas. R. Lee With Jones Co.
Charles R. Lee, formerly manager of the Edi-
son retail store in Kansas City, is now manager
of the Victor department of the Jones Store
Co. Miss Jeanette Pointer, formerly in charge
of the record department, now has charge of
the Edison retail store.
Distinguished Columbia Artists Heard
Radio fans who enjoy Columbia record con-
certs each night broadcasted by the Western
Radio Co., of Kansas City, Mo., had an unusual
treat March 20 when the concert of Rosa Pon-
selle, Metropolitan grand opera singer, and ex-
clusive Columbia artist, was broadcasted. Miss
Ponselle appeared at the Convention Hall under
the auspices of the Murray-Davis Post of the
American Legion. Immediately following her
concert a special Columbia record Ponselle con-
cert was given to the radio fans in addition.
Advance bookings of the appearances of Mar-
garet Romaine in the Kansas City branch terri-
tory have just been received. Miss Romaine is an
exclusive Columbia artist and Columbia dealers
in towns in which she is to appear are arrang-
ing for complete tie-ups, so that they can secure
the very desirable publicity which is inevitable
through her appearance.
Lucy Gates, an exclusive Columbia artist, was
a visitor at the Kansas City branch recently and
advises that she will appear in an engagement
at Manhattan, Kans., during the month of April.
This is the first appearance of Miss Gates in the
Kansas City branch territory for several years,
and music lovers and friends who have heard
her before will be glad of the chance to hear
and see her again.
BRUNSWICK FOR STE1NWAY STORES
Complete Line of Brunswick Machines and Rec-
ords Installed in Retail Stores of Steinway &
Sons — A Distinctly Important Move
Cincinnati, O., April 10. — R. E. Wells, general
manager of the Steinway & Sons retail depart-
ment here, made the announcement this week
that they have taken on the Brunswick line of
phonographs and records, and will give them
exclusive representation in the six Steinway &
Sons retail establishments supervised by Mr.
Wells. The opening dates are as follows: Cin-
cinnati. O. ; Columbus, O., and Huntington, W.
Ya., will open Brunswick departments early in
April and the retail stores at Indianapolis, Ind.;
Dayton, O., and Charleston, W. Va., will formally
inaugurate Brunswick sales on May 1. All these
establishments, which are tributaries of the Cin-
cinnati store, have already been equipped with
Unico demonstration booths, record racks and
counters.
Clarence Browning, a man of long and suc-
cessful experience in the talking machine field,
has been appointed manager of the new talking
machine departments in the seven stores. Mr.
Browning for the past ten years was manager
of the talking machine department of the Pogue
department store in Cincinnati and he is well
known throughout the trade.
Manager Wells, of Steinway, and sales manager
A. J. Kendrick, of Brunswick, are to be con-
gratulated for the work they have done in bring-
ing about an association of these two great insti-
tutions. The prestige of both the Steinway pianos
and Brunswick phonographs is nationally estab-
lished, and a joint representation of both of these
well-known products offers, as a matter of course,
a great amount of added prestige to the local
representation.
R. L. CHILVERS VISITS NEW YORK
A recent visitor to the New York trade was
R. L. Chilvers, former sales manager of the Ber-
liner Gramophone Co., Ltd., of Montreal, Can.
While in the metropolis Mr. Chilvers consulted
with representatives of several well-known lines
of talking machines, which he plans to represent
in Canada, where he is widely known to the
talking machine fraternity.
Improve Your Service
AND
Increase Your Sales
By Equipping With
The OGDEN "UNIT"
or Sectional System
which has been used by thousands of dealers
for the past six years and "Sold" to all on our
UNCONDITIONAL GUARANTEE OF
SATISFACTION, QUALITY AND
PRICE.
41% inches
Model No. 1 and No. 31 Sectional Cabinet
This Cabinet, consisting of five Record Sec-
tions, Top and Base, files 1,500 10- and 12-
inch Records, all in easy reach, and with our
"Visible Indexes" any Record is obtainable
in four seconds. This Service equipment will
increase your Sales.
Each Section holds 300 Records, which are
protected by Glass Doors. Base has locking
Accessory Drawer. Complete tier of six
sections, as illustrated, Mah., Quar. Oak and
Enamel finishes $59.25
Quar. Oak, Mahogany and Enamel Finishes
Ship us via: FREIGHT— EXPRESS—
— Top or Crown Section No. 1 $4.00
— Record Section No. 1 (holds 300
10-inch and 12-inch records) . . . 9.75
—Record Section No. 31 (holds 300
10-inch records) 9.75
— Base No. 1 with Locking Acces-
sory Drawer 6.50
— Base No. 1 without Accessory
Drawer 5.50
— Finish Wanted
5 Record Sections, a Top and Base No. 2
(without Doors) $43.00
Ship Us via:
FREIGHT EXPRESS
— Top or Crown Section No. 2
only $3.00
—Record Section No. 2 (holds 300
10-inch and 12-inch records) . 7.00
— Record Section No. 62 (holds
300 10-inch records) 7.00
— Sanitary Base No. 2 with Ac-
cessory Drawer 6.50
— Sanitary Base No. 2 without
Accessory Drawer 5.50
Finish wanted
Reduced Prices on Unit Model No. 2150 D. D.
(Not Illustrated)
Each Holds 2,150 10 and 12-Inch Records
OAK, MAHOGANY and ENAMEL FINISHES
No. 2150D.D. With Locking Wood
Roll Curtain $85.00
No. 2150D.D. With Spanish Leather
Curtain 75.00
No. 1800 Without any curtain 65.00
Ogden s Original Stands
For Portable Victrolas No. 50— IV & VI
SELL with Profit
and Satisfaction
They are absolutely Rigid and Strong — easily assembled with
four concealed wing nuts and screws — "Set Up" or "Knock
Down" in five minutes and fulfills every cabinet requirement
at a price that has introduced the Victrola into thousands
of Homes.
Mr. Dealer: Don't overlook the small buyer — History repeats
itself — the Small Victrola user of today is the good prospect
of tomorrow for a large one and constantly a Record Buyer.
Start a campaign now for 100 new customers for the 8mall
Victrola and watch the Big Machine and Record 8ales
"Jump."
A "UNIT"
with
Original
Graceful
Different
Exclusive
Novel
'STANDS
Ogdcn's No. 50
"Stand" for No. SO
Victrola made of select
material correctly da-
signed to lit and fur-
nished to match the
Mahogany and Oak
finishes.
Costs You Only $6.50 Delivered
Don't pay more for an imitation. If your Jobber does not
carry them in stock order direct.
Ogdcn's Stands Nos.
IV and VI for Vic-
trolas IV and VI are
open frames made to
fit exactly these sepa-
rate models.
Oak Nos. IV and VI.
each $3.60 — Mahogany
Finish No. VI. $3.85.
Solid Mahogany No.
VI. $4.25. Packed 2
in a carton. Utility
Top — Converts a stand
into a Service Table
for all models; each,
90c.
Utility or Service Tables
Are just what many of your customers need
for SURPLUS RECORD STOCK IN THE
HOME.
These tables are finished to
match the Standard Ma-
chines. They are convenient
for many purposes and with
a set of Albums ideally
solve the problem of Ex-
cess Record Stock and find
a ready sale. Select Mahog-
any and Quar. Oak; each,
$4.75.
Tables No. VIII and No.
IXA with a set of Albums
from your stock make a
splendid Cabinet outfit for
these Victrolas. Finished to
match. Price, each. .. .$6.50
Ogden You-Nit Stands and Tables are unconditionally guar-
anteed. If you have not already received an Imitation stand
on approval get one from your Jobber and compare it with
Ogden's original stands.
Write for our Catalog of
Filing Cabinets and Stands
Ogden Sectional Cabinet Co , Inc.
LYNCHBURG, VA.
106
THE TALKING MACHINE WORLD
April 15, 1922
Van Veen Equipment for Phonograph Dealers and
the Musical Merchandise Trade
For those who cannot afford to experiment. Efficiency assured at the
lowest consistent cost. Hearing Rooms, Record Racks, Dealers'
Service Counters and general equipment for the sale of musical
merchandise.
VAN VEEN & COMPANY, Inc.
Principal Offices
47-49 West 34th Street
Factory and Warerooms
413-417 East 109th Street
New York City
DENVER DEALERS ARE WORKING HARD
Merchants Overcome Trade Lethargy by Sheer
Hard Work — Plan Extensive Programs for
Music Week in May — Noonday Concerts Boost
Record Sales — New Store Opens — M. L. Leve
Weds — News of the Month
Denver, Col., April 8. — The energetic efforts of
the talking machine dealers in this city are prov-
ing effective in overcoming, to a great extent, a
natural lethargy which is being felt throughout
the trade at present. Attractive window displays,
advertising in the local newspapers, increased ef-
forts on the part of members of the various sales
staffs and other mean's are being taken advantage
of to bring business up to a satisfactory level,
with considerable success.
The outstanding event of the talking machine
trade here is the approaching Music Week, which
will be held in May. Dealers throughout the
city are all busy planning to make this one of the
most successful musical events ever held here,
and preparations for extensive programs are un-
der way.
One of the busiest stores in Denver is the Boot
Music Co., which is concentrating on the sale of
Victor records. Noonday concerts are proving
instrumental in disposing of large numbers of
records, both popular and classic.
An attractive new establishment has been
opened at Fifteenth and Market streets by F.
Hodus. Victor, Columbia, Vocalion and other
well-known makes of machines and records are
handled.
Milton L. Leve, one of the youngest music
dealers in this city, and president of the Marsh-
Leve Music Co., was married to Miss Etta Schon-
feld recently. Both Mr. and Mrs. Leve are pop-
ular, and they have the best wishes of their many
friends for a happy matrimonial career.
William Alfred White, music director of the
Denver schools, passed away recently following
an attack of influenza.
J. M. Spain, formerly manager of the talking
machine department of the American Furniture
Co., is now associated with the Columbia Stores
Co., distributor of the Columbia Grafonola.
The establishment of the Knight-Atmore Piano
Co., which has been undergoing alterations for
some time, is now completed and this concern
now boasts of one of the most attractive music
stores in this part of the State. The concern fea-
tures the Ampliphone.
Alterations which have been going on at the
store of the Denver Music Co. for some time are
rapidly nearing completion.
NEW DREHER STORE TO OPEN SOON
Interesting Program Being Arranged for Formal
Opening of Cleveland Establishment
Records Make Ideal Gifts
Every Victor dealer should
teach his community to ac-
cept this fact.
It will sell records the year
around as well as in the hol-
idays and it will sell Vic-
trolas as well.
Cleveland, O., April 9. — A removal sale is under
way at B. Dreher's Sons Co.'s store here to
facilitate moving into the new store, which will
be opened within the next few weeks. The new
establishment is said to be one of the finest in the
State. A feature of the store will be the talking
machine department, which will be located under
the mezzanine floor. This department will be
up to date in every particular. Plans for the
formal opening are being prepared by Robert
Jones, advertising manager of the firm.
C0ll)MBU5~OP
j VICTOR DISTRIBUTOR^
EDWARD T1SCH PLANS NEW STORE
Elmhurst, N. Y., April 9. — Edward Tisch, head
of the firm of A. B. Tisch, Victor dealer here,
is planning the construction of a handsome new
store in the Jackson Heights section of Elmhurst.
according to information made public by the New
York Talking Machine Co., Victor distributor,
of New York. Mr. Tisch visited the headquar-
ters of the company for data covering dealer
equipment and store plans, which were placed at
his disposal.
The merchant who is too near-sighted in the
conduct of his business to think of to-morrow is
in a bad way, indeed.
VOCALION RECORDING DIRECTORS
T. P. Ratcliff in Charge of Classical Recordings
While Cliff Hess Will Look After the Record-
ings of Popular Selections for This Company
Thos. P. Ratcliff has been placed in charge of
the recordings of classical and standard records
at the Vocalion Record Recording Laboratories of
the Aeolian Co. and Cliff Hess will have super-
vision over the recording of popular selections
following the resignation of George Sheffield,
who for some time past had been in charge of
the laboratories.
Mr. Ratcliff is a man of wide experience in the
talking machine trade, and particularly in the
recording field, and some time ago was associated
with the Vocalion record department of the
Aeolian Co. in an important capacity. Cliff Hess
is a well-known musician and pianist and has
been connected with the Aeolian Co. in its music
roll department for some years past.
OKEH RECORDS IN NEW ROLE
Appeal to Members of "Second Story" Profession
as Highly Desirable — Two Okeh Dealers, Vic-
tims of Burglars, Lose Many Records
Okeh records are becoming more and more
popular daily, and this condition applies not
only to the general public, but to the members of
the "second story" profession. This is indicated
by the fact that burglars recently broke into
the Sinn Fein Department Store at 415 West
Forty-second street, New York, which is owned
by T. J. Joyce, and stole 100 Okeh Irish records.
Among the records picked out by the thief were
selections by Gerald Griffin, Frank Kennedy,
John McCormack and others.
Soon after this burglary was placed on "record"
another group of music-loving highwaymen broke
into the Plaza Sport Shop at 1085 Second avenue,
New York. After taking a couple of cameras
they evidently spied the Okeh record department
and, as a result, the entire stock of Okeh records
in this store became the property of the burglars.
Both of these dealers admit that Okeh records
are meeting with a ready sale, but they hope
that all future customers will enlarge their Okeh
record libraries through the usual way — over the
counter.
COTTON FLOCKS
. . FOR .
Record Manufacturing
THE PECKHAM MFC. CO., KTj!
April 15, 1922
THE TALKING MACHINE WORLD
107
PATENT GRANTED
On March 28th, 1922, the Long Furniture Co., Han-
over, Pa., was granted a patent by the U. S. Patent Office
covering the interior construction of the chamber in the
LONG CONSOLE CABINET, wherein the table machine
is placed.
LONG CONSOLE CABINETS are now fully pro-
tected by the patent laws, and any other Console cabinets
manufactured with the LONG type of interior construc-
tion are, therefore, infringements.
To commemorate the granting of this important patent
and to give the dealers an opportunity to increase the pop-
ularity of LONG CONSOLE CABINETS, we are
announcing
"A SPECIAL ONE MONTH SALE"
beginning April 20th on Consoles 601, 602 and 603.
During this period these LONG CONSOLE CAB-
INETS will be sold to the dealers at 20% less than the
regular prices.
Style 601
Colonial
Style S02
Louis XV
Style 603
Chippendale
Regular Price $31.50
Sale Price
$25.20
Regular Price $35.00
Sale Price
$28.00
Regular Price $33.50
Sale Price
$26.80
The quantity is limited. Place your orders today.
THE GEO. A. LONG CABINET CO.
HANOVER, PA.
Si
—
108
THE TALKING MACHINE WORLD
April 15, 1922
m
a
t Point off Vi
1
Western Division of The World, Chicago, III., April 10, 1922
When the paragraphs which fit into this page were written last
month it was really too early to discuss the doings of the Mid-
West Victor Dealers' Association, but we hope that
no one will think it is now too late. For the topics
which were discussed by the eminent speakers from
East and West, to the accompaniment of one of
The Wise
Black
Man
those excellent dinners at our Drake (which hostel we decline
to trade for any Biltmore or Pennsylvania or Ritz or Manhattan),
were of the kind which waxeth not stale. Particularly were we
struck by the very apt observations of J. Newcomb Blackman from
New York. Now. Mr. Blackman is an eminent man when it comes
to the talking machine business. For he has been in it, of it and a
considerable thinker for and in behalf of it ever since there was a
talking machine business. The writer of these words, once a happy
Manhattanite. knows how. eighteen years ago, when The Talking
Machine World made its debut, J. Newcomb Blackman was in
evidence with an imposing advertisement and he has been in evidence
ever since in this publication, because he has always been doing
something important, valuable or useful for the talking machine
business. So when he came down and told our Mid-Westerners all
about the early days of the talking machine business we applauded
vigorously and wished he would talk a lot more than he did. We
fellows in these blessed days simply do not know what trouble is.
We only think we do. Brother Blackman did a real service when he
reminded some of the local kickers of what really went on in those
old days — those "good old days." For our part we'll take 1922 with
all her troubles. And so, we know, will Brother Blackman.
Talking of dealers' associations leads us very naturally, of course,
to the movement now under way to organize a state-wide associa-
tion of music merchants for Illinois. Some ten
days after the publication of these paragraphs the
music men of the Blackhawk State will be meeting
at Springfield to organize a state-wide association
for the furtherance of their common aims and interests. We are not
privy to the designs of the eminent Illinois merchants who are be-
hind this admirable move, but we are aware that most, if not all, those
who are likely to join the association already deal in talking machines,
more or less extensively. Some of them indeed are very extensively
interested in the talking machine. These gentlemen will remember,
we are sure, that the talking machine is to-day of such importance
that it has a merchandising problem all its own, a problem quite in-
dividual and much in need of analysis and solution: The problem
of educating the mass of the country and city dwellers to their
immediate need, not only of some talking machine, but of a good
one ; not only of some records, but of many and the best records.
This problem has not been settled, nor has the parallel problem of
financing received its due meed of attention. The Illinois music
merchants have our best wishes in their new endeavor, and we
heartily hope that they will remember the talking machine in all
their comings and goings on April 24 and 25.
The radio is evidently having its day. The craze continues to grow
in the West. Lyon & Healy. who handle "Everything in Music,"
announce a jobbing arrangement which will enable
them to supply to retailers De Forest, Cunningham.
DeVeau and other supplies of a very technical
nature. Then the Lakeside Supply Co. has come
Radio De-
velopment
in the West
out with the announcement that it will soon have its own equipment
on the market, complete for sending and receiving, and there is in
general a buzzing of excitement among the wise men in our trade
which portends still wider developments. So it seems that after all
the talking machine men out here are doing what we counseled them
to do some time ago, when we said to them, in effect : "If this new
game is just a fad, then at least while it lasts it will make a lot of
folks think about music, which won't hurt you at all. Then it will
pass away and you won't be harmed. On the other hand, if it is to
be permanent you cannot charm it away. Therefore, turn it to ac-
count." We said that, in slightly other terms, some time ago ; and
we see no reason now to take back the words.
When P. L. Deutsch recently stood up before the assembled Bruns-
wick dealers in St. Louis and talked to them about the history of the
great house in which he performs so important a
part, he was telling a story which constitutes a true
romance of business. From the little factory down
in Cincinnati which J. M. Brunswick started three-
Romance
in
Business
quarters of a century ago to the fifty-million-dollar corporation of
to-day is a long way, whether reckoned in time or in accomplishment.
But more important than this was his statement: "It is a tradition
that Brunswick products must be good." In this simple remark is
summed up the secret of a great and powerful house. Now, the
talking machine business has likewise been founded and come to
greatness upon the tradition that its product must be good. The
entrance of the Brunswick house into that business was therefore
eminently appropriate. Mr. Deutsch's words are quoted from the
address he made at the organizing meeting of the Brunswick Dealers'
Association of St. Louis. This is the first local Brunswick dealers'
association and therefore deserves more than passing attention. Our
industry is already -well acquainted with the fact and the value of
intra-corporation work of this kind, where the interests of a single
manufacturing house in respect of distribution become so intricate
that they can best be handled as to the general policies of merchan-
dising by associations of jobbers and dealers who market their
products. When rightly conducted these associations of jobbers and
dealers in one product have been extremely successful, radiating
beneficent power throughout the entire trade and encouraging all
members thereof to stand firmly for the policies and the ideas which
they know to be right but often feel too weak to maintain by them-
selves. It is, therefore, highly appropriate that we should here
welcome the first local Brunswick dealers' association and tell its
officers — as we now tell them by these words — that we are glad to
see them established and shall hope to watch them grow steadily and
healthily. The first meeting of the new body was held on the first
Tuesday of the present month.
We note that the Hall Mfg. Co. has started its national advertising
through the Saturday Evening Post. This sounds like rather tall
work for a house which makes so apparently small a
product to go in for such elaborate publicity. Yet
in fact the fibre needle makes an industry in itself,
and the sort of publicity which the Hall Mfg. Co.
Fibre Needle
Nationally
Advertised
is now so splendidly conducting is the kind that pays on a large
scale. We are advised that dealers who feature the Hall fibre needle
are reporting increased sales since the starting of the Saturday
Evening Post campaign. Well, why not? They ought to. Inciden-
tally, it might be observed that when an accessory product is being
pushed in this manner the stability of the talking machine industry is
being taken for granted, as it ought to be.
Building
and
Prosperity
The great increase in the building of homes, not only in the West,
but, in fact, throughout the country, is good news to everyone engaged
in the manufacturing and retailing of musical in-
struments. There are a lot of people who have
been able to buy talking machines during the past
year or so, but they have not done so simply because
they have been crowded in temporary living quarters awaiting an
opportunity to occupy an apartment or a home of some kind. These
are prospective buyers — hence the importance of this great campaign
for the building of homes which is so pleasingly evident throughout
the country. The construction of homes now scheduled for the first
half of 1922 exceeds all the anticipations made at the opening of
the year, and the greater employment of workers in building these
homes will be a decided factor in the larger demand for talking
machines and records.
April IS, \§22
THE TALKING MACHINE WORLD
109
rom oun
Oo».0
REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WABASH 5242
Edward van harlingen'
William braid white
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., April 8, — The Chicago office of
The Talking Machihe World learns from the
wholesalers and manufacturers that the trade
ever the country is very spotty; that is to say,
some sections, for example, various localities
throughout the mid-West, ate reported to be en-
joying very good business, This claim is sub-
stantiated by the fact that many dealers are
sehding in orders continually from their locali-
ties, whereas dealers in other localities are un-
heard of SO far as communication via the order
book is concerned. Some of those who supply
these dealers have become curious as to why
business should be good in one locality and not
in another, Throughout the mid-West some of
these men have been making a sort of canvass
ahd have found that for one thing the chaotic con-
ditions existing throughout the coal fields of In-
diana, Illinois and Kentucky have put somewhat
Of a damper on business. Dealers in these dis-
tricts say that for a time the big coal strike,
which went into effect on April 1, had business
in general demoralized in those sections, but that,
as usual, it only took a week or so for the resi-
dents of those localities once more to accustom
themselves to labor troubles. As soon as this
had been accomplished business began to go on
again. As a matter of fact, hardly a year goes
by but that the public is knocked out of its
shoes by newspaper scare-heads, telling about
the biggest coal strike in the history of the world,
and what it means and how it is going to de-
moralize industry throughout the country. But
after the excitement dies down business goes on
just as usual, even though there is a strike.
Perhaps the reason of it all is that the coal oper-
ators want an excuse to raise the price of their
product. Anyhow, We know that in other years
talk such as this caused the talking machine
busihess to fall off iii the mining section of the
country, but it was only a temporary falling off,
and the same holds true this year.
The farming districts, according to many of
the wholesale men, are contributing very much
to the cause of good business. Machine sales are
keeping the dealers busy and the records are also
moving along in a very fair manner.
We recently talked to a man well known
throughout the talking machine trade who in real-
ity is one of the pioneers' in the West. This man
has gone through all kinds of business since his
entrance into the industry and from the way he
talks to-day he is going to spend a great many
more years with it. We asked him what he
really thought was the matter with business in
general to-day and here is what he had to say:
"Salesmanship — that's the big thing. Whenever
we had good business we had good salesmen.
During the war we had an awful lot of business
thrust upon us suddenly. Everybody was satis-
fied, but, when you really come down to it, was
it good business? So far as the money part
was concerned it was good business, tempo-
rarily, but, oh, the morning after! Now, if this
business had been really done by salesmen, men
who had actually gone out and made the sales,
we would not be suffering at this time from any
harmful effects caused by an overdose of abnor-
mal business virtually thrust upon us. During
the war period and immediately following for a
number of months many of our high-pressure
salesmen were lost to the trade. The men who
were doing business were quick to discover that
you didn't need good salesmen, all you needed
was an order-taker; some school kid could fill
the bill. Consequently, these men who were real
salesmen were dispensed with and they, accord-
ingly, went into other lines of business, or, bet-
ter still, went into business for themselves. Any-
how, they have not returned, and now that we
are actually facing a period where intensive sell-
ing and experience are needed we find ourselves
up against a new proposition. We hate to admit
that we haven't as many men as we need to cope
with the situation and we are only too willing
to acknowledge that business conditions are not
what they should be. We then ask, why is it
that the automobile men are not losing any sleep
over business? The answer is that they have a
plentiful supply of crackerjack salesmen, whom
they run out in relays after prospects and, be-
lieve me, brother, if you ever had the automobile
crew get after you as a prospect you are finally
going to buy in self-defense. When one of them
runs out of breath another one steps into his
place. Now, any of the old-timers in the game
remembers that the real selling was done by
these high-pressure boys, many of whom have
gone into the auto business, and the thing it be-
hooves us to do is to get them back by all means.
Now, by this I do not mean that there are not
good salesmen left in the game. There are, but
not enough and it's up to us to get our depleted
ranks filled up again. We must get over this
idea, and get over it quickly, that business condi-
tions of to-day do not warrant additional sales-
men. If we continue with this belief it will not
be long before business will come to a point where
it will not warrant even the number of sales-
men we have to-day. The real thing we must do
(Continued on page 111)
JUSTOUT
STERLING
BULLETIN
No. 10
GET IT BY ALL MEANS
It tells the complete STERLING story and illustrates and de-
scribes the entire STERLING Line of Talking Machine Equip-
ment— with prices, etc.
The Sterling Reproducer with Edi-
son Attachment plays any and all
records. It is different from other
Edison attachments. It is the only
attachment that can be successfully
operated by the lever the same as
the Edison Reproducer.
The Sterling Reproducer with Edi-
son Attachment is designed for
giving perfect rendition of both hill
and dale and lateral cut records.
Famous for its clear, flexible, non-
metallic tone. Supplied also with
Victor or Columbia attachments.
Sterling Devices Company
Manufacturers of the No. 11 Sterling Non-infringing Tone Arm, the Sterling No. 31 Tone
Arm with Non-set Automatic Stop and the Sterling No. 41 Non-tapering Tone Arm
534 Lake Shore Drive
Chicago, Illinois
110
THE TALKING MACHINE WORLD
April 15, 1922
We Got 'EM!
Complete Victor Record Stocks
Not for many years has our stock of Victor records been so complete
and so comprehensive as at present. Our shelves are once more smiling
with bright shiny records just waiting for your order. That record
that you have been trying to get for so long — the one that all of your
customers are asking for — we have it! Just try us on all of those num-
bers that have been unavailable for so long.
Victrolas
With the announcement of the new Victrolas in horizontal style, we
have the most complete line that any live dealer could desire. There is
now a Victrola for every person, every purpose, and every purse.
Lyon & Healy are fortunate in maintaining a very representative stock
of Victrolas with which we supply our dealers on the shortest notice.
Try us.
Service
It is the high character of the service which we offer to our dealers that
gives us an enviable reputation for speed and efficiency amongst the
trade. Orders are filled promptly and accurately. A special depart-
ment is maintained for aiding the dealer in sales promotion. You are
invited to make use of it.
LYON & HEALY
Victrola Distributors
CHICAGO
April IS, 1922
THE TALKING MACHINE WORLD
111
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 109)
is to put on our salesmen, and it will not take
long before these fellows will make the busi-
ness warrant them."
Fire Does Serious Damage
The biggest fire that Chicago has witnessed
since Mrs. O'Leary's cow kicked the lantern over,
way back in 71, occurred three weeks ago, when
an entire block of bufldings was destroyed, and
half the interior of a modern office building (the
C. B. & Q. R. R. offices) was gutted. Most
of the buildings were eight and ten-story affairs,
housing numerous printing and publishing con-
cerns. The fire, of unknown origin, started about
midnight and within twenty minutes the entire
block was blazing away merrily. Among the
firms with connections in the talking machine
trade who suffered by fire loss were: The
"morgue" or art filing department of Barnhart
Bros. & Spindler. This department was quite
a distance from the main plant arid was used
for storage purposes by the art department. This
company, besides making the famous Scotford
tone-arm and die castings, runs the largest type
foundry in the country.
Another concern, which unhappily was en-
tirely destroyed, was the Rosenow Co., pub-
lishers of The Brunswick Record Digest, which
it got out monthly for all Brunswick dealers.
No sooner was it apparent that their building
was doomed, than the heads of the Rosenow Co.
began plans for an immediate resumption of busi-
ness in new quarters, so as to get the Digest out
on schedule time.
"Robinson, the Plater" also suffered heavily
by the fire. The same "I will" spirit character-
istic of Chicagoans in 1871 again prevailed, how-
ever, and hardly had the firemen got the fire
under control in this building than a number of
building repair men were put on the job by
Mr. Robinson and ere long a sign was hoisted
over the front door, "Business going on as usual."
The Modern Phonograph Co. was another vic-
tim. This company manufactures knock-down
cabinets. The safe was buried in the debris for
ten days and upon being opened the contents were
found to be in perfect condition. The Shaw-
Walker Co., of this city, maker of steel files
and safes, now has this safe on display in its
show window and it is needless to say that it
has attracted quite a great deal of attention.
The Modern Phonograph Co. is making tempo-
rary headquarters with the Lakeside Supply Co.,
at 416 South Dearborn street.
Benson at the Tivoli
Victor dealers on the South Side took advan-
tage of the appearance, recently, of Benson's
orchestra, with Roy Bargy directing, at the Tiv-
oli Theatre, Sixty-third street and Cottage
Grove avenue. This galaxy of stars was the
center of attraction at this wonderful theatre
and Victor dealers for miles around were early on
the job and cashed in on the tie-up offered them.
Many of the dealers formed "community parties"
and took large numbers of their customers to
the theatre to see these famous Victor stars in
person. The Tivoli is a Balaban and Katz house,
and is said to be the most beautiful and com-
modious movie theatre in the world. The week
the Benson orchestra played at this theatre hap-
pened to be the week set aside by the manage-
ment to celebrate the first anniversary of its
opening. According to South Side Victor dealers,
Messrs. Balaban and Katz could not have hit
upon a better attraction for this event than Di-
rector Bargy with Benson's orchestra.
Attractive Easter Windows
With eggs selling at 25 cents a dozen and
plenty of good Easter records on sale the popu-
lace of Chicago and its numerous suburbs ought
to have a happy time this Easter. As a matter
of fact, there are more strictly fresh eggs on the
Chicago market than there have been in more
than a year. In fact, eggs are so plentiful and
so fresh that Chicagoans are quite apt to forget
the taste of the cold storage variety if some steps
are not taken immediately.
The dealers in Chicago are certainly tying up
with the Lenten season this year and many beau-
tiful and seasonable greetings are sent through-
out the city. It seems as though the manufac-
turers of records have concentrated on Easter
as well, for many of these dealers are heralding
handsome and extensive Easter libraries. At this
particular time it might be well to recall to the
readers of these columns the fact that our next
national holiday will be on May 30, Decoration
Day.
Open Chicago Office
The Jewett Phonograph Co., of Detroit, Mich.,
has opened a handsome and commodious suite of
offices on the sixteenth floor in the North Ameri-
can building. A full and complete line of Jewett
talking machines is on exhibition. The offices are
in charge of H.J. O'Connor, but the preliminary
organization of the sales and office staff is being
directed by E. F. Sharpe, assistant sales manager
of the Jewett Co.
New Hall Needle Envelopes
The Hall Mfg. Co. is now packing its prod-
uct in very handsome and elaborate envelopes,
lithographed in three colors. The major part of
the front of the envelope is colored, which shows
up in shadow a background of bamboo poles.
The famous Hall trade-mark is shown in red and
yellow, and the lettering of the address, etc., is in
white. The color scheme for this background is
of two kinds, a royal purple for No. 1, or 50-cent.
package, and an emerald green for the No. 5,
or 25-cent, package. The needles come packed in
a handsome display carton, which is gotten up
along the same lines as the needle envelopes.
Kreisler Praises the Hall Fibre Needle
A great tribute to the merits of the Hall fibre
needle, made by the Hall Mfg. Co., 33-35 West
Kinzie street, this city, has been paid by Fritz
Kreisler, the famous violinist and Victor artist,
who recently made this statement:
"The effect produced by the Hall fibre needle
is most pleasing. The music becomes mellow,
enriched. I believe that it is really the best to
use in order to obtain the most from a record.
(Continued on page 112)
THE GEER REPEATER
If we asked you to accept our views regarding the Geer Record Repeater, you
might justly hesitate, but what about the judgment of men who are in the same line
of business as you?
Letters of Proof
Hill Talking Machine Co.
(Huntington, W. Va.)
"We received our three demon-
stration Geer Repeaters this
morning, and while it has been
a bad day, with few people in the
store, they are all sold and orders
booked for more. Kindly ship us
at your earliest convenience
twenty-five repeaters."
Brunswick Phonograph Shop
(Chicago)
"A few weeks before Christ-
mas, we placed an electric ma-
chine in our window demonstrat-
ing the Geer Repeater and sales
tripled at once. The demonstra-
tion is still running, and we are
convinced that it has increased
our business considerably in all
departments.1'
Consolidated Talking Machine
Co. (Chicago)
"We have very carefully tested
the Geer Record Repeater and
are convinced that it is something
that ought to be in the hands
of every phonograph owner. From
a sales point of view, we are very
glad to handle this repeater and
to recommend it to our dealers
because we know it will give sat-
isfaction to their customers and
be an unexpected and additional
source of profit."
Wade Talking Machine Co.
(Chicago)
"We are pleased to advise you
that after making a test of eight
hours per day for two weeks, we
decided to use your Record Re-
peater in our show windows as an
attraction, with the result that it
has kept large crowds of people
before the shozv windows contin-
uously, resulting in the sales of
15 to 25 repeaters per day, and
a very material increase in our
sales of dance records."
C ALES records are being broken every month — that
^ is the latest news regarding the Geer Record Re-
peater. If you could see the rapidity with which hun-
dreds of our dealers are selling Geer Repeaters, you
would say instantly : "Yes, sir, ship me an order today."
Some of the letters which we have recently received are
herewith reproduced.
Why Geer Repeaters
Sell Quickly
Practically every large distributor of phonographs and
accessories has endorsed the Geer Record Repeater.
Here are the reasons why Geer Repeaters sell quickly :
1. It is as easy to put on and take off as a
record.
2. It will repeat instantly and as often as
desired.
3. It cannot possibly break or get out of
order, and will last a lifetime.
4. It will not injure the record, needle or
machine.
5. It fits any phonograph with free swinging
tone arm.
6. It comes packed in a beautiful, durable box
and can be laid away when not in use.
7. When dancing, entertaining, dining, or when
you want music while working or resting,
the Geer Repeater proves its remarkable
usefulness.
Send for Our "DEMONSTRATION
PACKAGE" Today
For the dealers who want to stock the
Geer Repeater immediately and share in
the quick profits that are being made, we
have arranged a "Demonstration Package,"
containing three repeaters. Should you
desire to place a larger order than three repeaters, you
may do so, direct or through your jobber. The coupon
attached is for your convenience.
Our Special Window Demonstrating Record
Is Now Ready. Sent FREE on Request.
New York Office,
200 Fifth Avenue.
WALBERT MANUFACTURING CO.
925-41 Wrightwood Avenue, Chicago, 111.
Please send by return mail your "Demonstration Package," containing three Geer Re-
peaters. I agree to pay $4.75 C. O. D.* for the repeaters — the retail price to be $2.50 each.
| | Check here if you want Free Window Demonstrating Record.
Name .
Address
Jobber .
*Credit extended to rated concerns.
112
THE TALKING MACHINE WORLD
April IS, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 111)
Few men are better fitted to pass judgment
upon the value of this needle as a means of con-
veying to the user of records the fullest measure
of the musical value of the music on the record
than this great artist, whose fame is international
and whose ability as a composer and violinist
ranks among the foremost.
Planning Intensive Campaign
The W. W. Kimball Co., manufacturer of the
well-known Kimball phonographs, is planning a
campaign by means of which it hopes to add sev-
eral hundred new Kimball dealers to its following.
This campaign was suggested by reason of the
large number of inquiries received from different
parts of the country, as an answer to the com-
pany's national advertising campaign. These re-
sults indicate renewed interest on the part of
buyers and the Kimball Co. believes that those
who make voluntary inquiries constitute usually
but a small percentage of the actual prospects
who can be sold if an aggressive local selling
campaign is conducted by the dealer.
In planning this campaign the W. W. Kimball
Co., through J. V. Sill, manager of the wholesale
talking machine department, has laid out a pro-
spectus that is very comprehensive. The one
big idea behind the whole campaign, according to
Mr. Sill, is that the right kind of merchandise,
backed by intensive selling methods, will pro-
duce surprising results, regardless of any of the
so-called depression waves. This thought is the
backbone of the Kimball Co.'s present campaign,
which has already had a reception that leaves no
doubt as to its success. Mr. Sill further believes
that a portion of the public may have quit buy-
ing, but that is no reason why the Kimball Co.
should cease selling, as the success of a num-
ber of dealers in selling Kimball talking machines
proves that business depends largely on the
efforts of the dealer.
Novel Plan of Interesting Public
N. H. Shoukair, who has recently moved to a
new location at 1361 East Forty-seventh street,
this city, employs a novel feature in his newly
equipped store. An instrument that plays records
out through a horn under his window platform
to the street is entirely surrounded by a plate-
glass case, which eliminates from the store any
surface noise from the record being played and
prevents the music from coming into the store
to conflict with anything going on there. An
electric motor operates this instrument and the
records are changed by lifting a glass cover.
This idea is only one of -the many original and
practical features of Mr. Shoukair's new store.
He has installed, at a great expense, a hearing-
room ventilating system, which keeps his hear-
ing rooms supplied with warm, fresh air at all
seasons of the year.
Another Manufacturer Enters
A new organization, known as the J. D. Keat-
ing Corp., of Chicago, has just been capitalized
for $25,000, under the laws of Illinois. The new
concern will manufacture and deal in phono-
graphs, accessories, etc. The incorporators are:
H. E. Keating, J. D. Keating and H. Heise.
J. D. Keating is one of the pioneers in Chicago
manufacturing circles and during some years put
on the market an instrument known as the
Usona. Just what name the new company will
give to the instruments it contemplates putting
on the market has not been decided as yet.
National Co. Leases Factory
The National Phonograph Co., which recently
suffered the loss of one of its plants by fire, has
leased a three-story building, comprising some
thirty thousand square feet, at 2837-47 North
Ashland avenue. The lease covers a period
of ten years, with an aggregate rental of $60,000.
The transaction was made with a woodworking
concern, known as the Hoffman Co., which, in
addition to the lease, sold to the National Co.
$15,000 worth of woodworking machinery and
equipment. At the time of its loss by fire the
National Phonograph Co. was confining most of
its output to the manufacture of small consoles.
Federal Phonograph Co. to Liquidate
The Federal Phonograph Co., of this city, has
disbanded its organization. S. H. Siegal, pro-
prietor of the company, made the announcement
that he expected fully to liquidate its assets by
April 1 at the latest. This company was not in
bankruptcy and the reason for its liquidation,
according to Mr. Siegal, is to enable him to re-
sume activities in the real estate building line.
Mr. Siegal and other members of his concern
have been building contractors for many years
in and about Chicago. During the war, when
the building industry was disorganized, he and
his associates organized the Federal Phonograph
Co., fully intending to disband this organization
when building activities should open up again.
The assets of the company were sold at auc-
tion.
Thos. Mee to Open Another Store
Thos. Mee, of Clinton, 111., who has operated
a Grafonola shop at Clinton for the past two
years, will soon announce the opening of a sec-
ond store in Clinton, to be located on a busy
street intersection. This new store will be splen-
didly equipped and will handle Columbia Grafo-
nolas and records exclusively. One of the inter-
esting points brought out by Mr. Mee while
in the Chicago Columbia offices recently was
the very high percentage of cash sales in his
city. In this day, when the ratio of cash phono-
graph sales has dropped way below normal, it is
amazing to find a community where 90 per cent
of the business is conducted on a cash basis, as in
the case of Mr. Mee's Grafonola and record busi-
ness.
Strand Line Making Progress
The Consolidated Talking Machine Co., 227
Washington street, is making rapid progress in
the introduction of the Strand phonograph, for
which it is district representative. E. A. Fearn,
head of the company, states that the dealers are
enthusiastic regarding the sales possibilities of
this attractive console product.
Sterling Bulletin No. 10
Bulletin No. 10 has just come through the
mail from the advertising department of the
Sterling Devices Co. This bulletin is a four-
page folder, printed on heavy-coated stock, and
The Best Motor
Money Can Buy
1 . The wick lubricating system, an exclusive feature of our motor, keeps
every part in the gear box running in a film of oil. Not a mere smear of grease
to dry away and get gummy and hard with exposure to the air, causing noise
and variable speed within a short space of time, but constant circulating
lubrication.
For at least two years after our motors are installed the wick will circulate
pure oil and governor and gears will be perfectly lubricated. Some of the high-
priced motor cars have recently adopted wick lubrication — because it is right
— continuous, automatic, certain.
2. The enclosed construction makes this lubricating system possible and
also keeps dirt, bits of excelsior, lint and phonograph needles, etc., from get-
ting into the works. This prevents those trouble cases that cost the dealer
money and cause his customers annoyance.
3. The design of our motor lends itself to accurate alignment of bearing
and springs. When our box-like casting is clamped into the holding tools to
be machined it does not distort with pressure as open castings do. The reason
we have almost no spring breakage is that perfect alignment does away with
the side strain which causes crystallization and breakage of springs.
REAL PRICES
1 . We have a modern, complete, specially designed equipment solely
devoted to the production of this motor.
2. Our plant is spacious, light, modern in every feature and our organi-
zation is seasoned and imbued with spirit of quality.
We have the necessary volume of output and can produce efficiently.
Because of these facts we are furnishing a motor of positively unequaled merit,
at unmatched prices.
Let Us Furnish You Samples
United Manufacturing and Distributing Company
536 Lake Shore Drive CHICAGO
April 15, 1922
THE TALKING MACHINE WORLD
113
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 112)
Wholesale Distributors
Records
Popular Records; Latest "Hits of the Hour;"
beautiful artists records by celebrated singers;
will play on any standard disc machine.
OKtfL Records are assured sellers.
Build up your Trade. Ask for Agency Terms
and avail yourself of our quick service.
W. W. KIMBALL CO.
Established 1857
306 So. Wabash Ave., at Jackson Blvd.
Kimball Bldg. CHICAGO.
shows illustrations of the company's reproducers,
tone arms and attachments for playing Edison
records. Concerning the Sterling tone arm it
has the following to say: "Since the advent of
the Sterling it is not necessary to use an un-
sightly fold-back tone arm. Sterling tone arms
are designed on pleasing, graceful lines, with as
few turns or bends as possible to prevent muffling
and metalizing the sound."
How Two Beloitains Made Good
Two and a half years ago this month two
young men hit the striving town of Beloit, Wis.
Their combined capital amounted to $12.42.
Through determination, foresight and ability
they were able, in a short time, to secure the
confidence of several wholesale houses sufficient
to secure a small line of credit and the shipment
of enough goods to set up one of those modern
department stores, sometimes called a drug store.
The most important part of this establishment
was a Grafonola Shop.
Two and a half years after the advent of these
two young men into Beloit there appeared in
the Beloit News a full-page advertisement an-
nouncing the opening of the most up-to-date and
modern drug store on the busiest square of
Beloit. It has been equipped with the latest im-
proved showcases and with woodwork in Flem-
ish oak and golden trimmings. Here, filed in
modern racks, is carried a complete line of Co-
lumbia records, Columbia Grafonolas and period
models. This is the business romance of Walt
Krueger and Eugene Flarity. "K. & F.," as they
are known in Beloit, are by far the two most
popular young men in the town, and Dame For-
tune has smiled on them kindly. The opening
of their new store has been the occasion of many
congratulatory remarks and the press has been
profuse and complimentary.
Valuephone Console
Something like 10,000 handsomely printed leaf-
lets showing the latest model Valuephone console
were mailed out to the trade this week by Man-
ager Hadley, of the Wizard Co. The console
comes in either walnut or mahogany finish and
is built up of seven-eighths-inch fiye-ply paneling
with legs and moulding of solid mahogany or
Wftlnut. Manager Hadley states that the first
mailing of literature announcing the offering of
these consoles aroused considerable comment in
the trade and brought a large number of in-
quiries and many orders.
Lakeside Co. Jobs Radio
Since the Lakeside Supply Co. announced in
the advertising columns of The World last month
that it had taken on a full line of radio supplies,
it has been literally besieged by dealers clamor-
ing for wireless telephone paraphernalia. The
numerous inquiries and orders which have been
received from all parts of the country indicate
that the buying public has gone wireless mad.
One interesting feature noted in the inquiries
is that "the little sister of the talking machine"
is causing an increased amount of activity in
the record business.
According to the views of the Messrs. Fricke,
proprietors of the Lakeside Co., the broadcasting
of music is being received in over 600,000 homes
in the United States. At present most of these
receiving "hook-ups" are home made, at small
initial cost and with no upkeep to speak of.
The music received by the owners of these sets
is arbitrarily chosen and seldom repeated. There-
fore, in practice, after hearing a number by
radio, the listener will feel inclined to perpetuate
the enjoyment by purchasing records of the
same. Many dealers have also reported to us
that they have sold quite a number of talking
machines owing to the wireless craze.
The Fricke brothers have just completed a
"loud speaker" device on which they have applied
for basic patent rights. This speaker is built
along original lines, and, when in action, brings
out the spoken voice or instrumental tones,
which are remarkably free of "frying" or
"escaping steam" noises so commonly run across
in radio telephony. The Lakeside "loud speaker"
will be ready for the market in the course of a
few weeks.
A Great Success
Encouraged by the enthusiastic reception of
the personal demonstration of March records,
Lyon & Healy have again invited the music-loving
public to hear a personal demonstration of the
selections on the new April Victor records.
The unqualified success of the innovation in-
augurated in March by Lyon & Healy prompted
them to again render an elaborate program in
conjunction with the opening day for April rec-
ords. Several artists sang and played in person
in their record department the selections recorded
for April by the Victor Co. The program con-
sisted of the McKay Trio, Helen McKay, piano,
Malvina Neilsson, violin, and Walter Brauer,
'cellist; Lucille Hayley, soprano, and Carroll
Kearns, baritone. This concert was given in their
record department on Saturday, April 1, 12.00
to 3.00 p. m.
The outlining and planning of this method, of
exploiting new releases is from the fertile brain
of L. C. Wiswell, manager of both wholesale and
retail Victor departments of Lyon, 8$ Healy. The
initial debut of these programs was given on
March 1 and the phenomenal success attained
assured a series of repeat concerts not only at
the main store but all Lyon & Healy br-anche§
throughout Chicago as well.
Distinguished Canadians yisit Chicago
G. L. Stanwood, secretary and treasurer, and
G. H. Rqberts, manager, qf Stanwoods, Ltd,,
Winn'peg, Can., were visitors to the Chicago
trade recently. Messrs. Stanwood and Roberts
spent most of their time in calling on the deajers
located in the "loop" section and taking note
of Chicago business methods. The house repre-
sented by these gentlemen retails Victpr and
Columbia products and special attention was paid
to sales methods in use here by dealers handling
these well-known lines.
"The Talking Machine WTorld is in a great
(Contintfed on page 114)
Why We Are Pushing the
Ret. U S. Pat Off.
Because, as the manufacturers say themselves, "It's the Dealer's Turn
Now." Which makes it our turn. We now offer the trade an instrument
that is modern, that meets the least amount of sales resistance, that provides
a real profit. That is unmistakably service.
THE STRAND: The Console of Today
The double-purpose flat-top instrument that is giving the dealer — that's
you- — "Better Merchandise, Lower List and Fatter Discounts." Dealers
who are posted on present-day merchandising conditions are energetically
getting behind the new STRAND CONSOLES.
Four New Models
Queen Anne (list $125); Louis XV (list $150) ; Italian Renaissance
(list $175); and Louis XVI (list $200). Write for full information about
these popular models. Deliveries at once.
CONSOLIDATED TALKING MACHINE CO,
227.229 W. Washington St., Chicago m, o^ltigZ o**«.w*.
114
THE TALKING MACHINE WORLD
April 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 113)
measure responsible for our visit to Chicago,"
said Mr. Stamvood. And when asked, "How
come?" he stated that each month he takes
much interest in looking over The World's news
columns and paying particular attention to the
special articles and news items.
"Pertaining to sales methods, your valuable
paper," said Mr. Stanwood to a World repre-
sentative, "contains what I believe to be a truly
remarkable collection of sales ideas, and many
of these are being utilized by our firm from
time to time. Some of these items published
recently were of such a simple, yet unique, char-
acter that I thought it would be well worth
while for myself and Mr. Roberts to journey
down here to Chicago and look them up."
It might be well to state here that Stanwoods,
Ltd., is one of the largest and oldest music
establishments in central Canada. A large part
of its remarkable growth is attributed to its
up-to-the-minute business methods. Willing-
ness to go out of its way to make satisfied cus-
tomers is one of the firm's hard and fast rules.
Home Exposition Successful
A full line of Victor Victrolas and Victor
records was the center of attraction in the Wur-
litzer Co.'s booth at the "Own Your Own Home"
Exposition, which ran at the Coliseum last week.
As reported by Lester C. Noble, retail manager
of Wurlitzer's Victor department, the Exposition
was one of the most successful his company has
ever been connected with. A large number of
sales were made and hundreds of prospects
booked during the exhibit.
Repair Parts Going Big
Dealers throughout the country are fast learn-
ing the advantages to be derived by maintaining
repair departments. This fact is evidenced by the
daily increased activities in the repair parts de-
partment of the Consolidated Talking Machine
department. "A repair department is becoming
a prime requisite with most dealers nowadays"
is the opinion of A. E. Fern, president of the
Consolidated Co., "and is being maintained by
Let Them Know
You're in Business
That is the only way you
can get a big share of it —
N O W. You must keep
everlastingly asking the
public to trade with you.
12 MONTHS
TO PAY
And the most forceful,
economical way to advertise
your business and location
to the hundreds of people
who pass your store is to
use a Federal Electric sign,
such as shown above.
A small payment brings you this
wonderful sign — beautiful blue and
white porcelain enameled background
■ — big snow-white Silveray glass letters.
Costs only a few cents a day for elec-
tricity.
Mail coupon for full information and
price and free sketch showing how
your Federal Electric sign will look.
No obligation. Do it now.
FEDERAL ELECTRIC COMPANY
Representing Federal Sign System (Electric) 8700 So. State St., Chicago, 111.
Please send me full information, price and free sketch of Federal Electric Porcelain-Silveray Sign for my
business. Explain your Easy Payment Plan.
Name City State.
Street and No Business
Store Frontaee No- of Floors
T. M. W. No. l>
Federal Electric Signs are the cause of a busy street; not the result.
all dealers who realize that many prospects are
found and machines sold, by the close asso-
ciation of this department with the public." The
Consolidated Co. bears the enviable reputation
of carrying the largest and most complete line of
repair parts in the United States.
Hark Sales Co. Chartered
The Hark Sales Co., 139 North Clark street,
distributor of the "Happer Automatic Record
Gleaner," has been granted a charter of incorpo-
ration, under the laws of the State of Illinois, with
a capital of $10,000. Officers of the concern are:
President, Mark S. Porter; vice-president, W. A.
Hansen, and secretary and treasurer, Albert A.
Walbur.
The record cleaner is the invention of R. A.
Happer and it fits any reproducer excepting the
Edison and the Pathe. The cleaner works auto-
matically as the record plays.
Deiro Entertains
Deiro, hailed by the local press as the world's
greatest piano-accordionist, as well as a famous
exclusive Columbia artist, proved, according to
the theatrical critics of these very newspapers, a
99% per cent pure hit. The week of March 26
he showed with the "Midnight Rounders" at the
Apollo Theatre, Chicago. The Columbia boys
spent a great deal of their time calling the Co-
lumbia dealers' attention to the fact that Deiro
was showing here, and by diligent work effected
a considerable number of excellent tie-ups, which
resulted in substantial sales of Deiro's records.
Chasing Rainbows
Members of the Chicago office of the Columbia
Graphophone Co., their friends and relatives,
with Columbia dealers in Chicago and their
friends and relatives, are getting ready to get
upon the band wagon on the evening of Monday,
April 17, when they will all go down to Fred
Mann's Rainbo Gardens, the home of the latest
acquisition to the now long list of Columbia dance
orchestras. And here's the why of the whole big
party. It is in honor of Frank Westphal and his
Rainbo Orchestra, and the management of the
Rainbo Gardens is calling the aforementioned
night Columbia Night, in honor of all the Co-
lumbia people who will be there. He has prom-
ised everyone who attends a mighty good time,
with nice souvenirs V everything.
Frank Westphal recently joined the happy fam-
ily of Columbia entertainers and samples of his
first records, which were made in the recording
laboratory of the Chicago office of the Columbia
Co., have been enthusiastically received by the
Columbia dealers throughout the city. A com-
parison of these records will be made with the
actual playing of the Rainbo Orchestra at the
big party.
Forming New Association
Agitation which has been in progress through-
out the State of Illinois for an organization of
Illinois music merchants came to a head in this
city recently when at a gathering of some of
the most prominent of them it was decided to send
out a call for a get-together meeting of al! the
merchants in the State. The meeting will be held
at the New Leland Hotel in Springfield on April
24 and 25. The call is signed by a committee
consisting of C. C. Adams, of Peoria, 111., who
was appointed temporary chairman; J. Bart John-
son, of Jacksonville, and O. F. Anderson and
R. L. Berry, of this city.
The need of an association such as this has long
been felt. Thanks to the efforts of W. F. Wal-
lace, of the Q R S Co., together with Charles
Burtzloff, of the Chicago office of Kohler &
Campbell, Inc., the views of many dealers have
been obtained and their co-operation has been
enlisted.
It is expected that this Association, which in
all probability will be known as the Central
Illinois Music Merchants' Association, will be
able to do a tremendous amount of good, not only
in getting the merchants of the State together for
an interchange of opinions and experience, but in
the initiation of movements against undesirable
advertising and illegitimate trade practices. It
{Continued on page 116)
LYON & HEALY
announce their new
department of
RADIO
Instruments and supplies
easily installed. Types made
to retail at popular prices.
Distributors for
Lyon & Healy
59-94S Jackson Blvd.
Chicago
We are very much interested
in your new Radio outfits.
Please send us full particulars
about equipment and prices.
No obligation is implied by
this request.
Name..
Street..
City..
De Forest Radio Equipment
Cunningham Tubes
De Veau Loud Speaking Sets
Rentier Supplies
Bowman Airophone Radio
Receivers
Clapp-Eastham Receiving Sets
Music merchants are asked to express their desire promptly if
they wish to link up at once in the sale of this marvelous new
musical instrument. First rights and best connections may prove
to be of immense value. We expect to be able to make shipments
by July 1st. Our retail Radio Store opens May 1st.
* * +
Write today to Dept. O.
LYON & HEALY
CHICAGO
THE TALKING MACHINE WORLD
April 15, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 114)
is also expected that speakers of experience in
association work will be present to give the new
organization a good start along its path of suc-
cess and usefulness.
Quite a number of men prominent in the talk-
ing machine trade have already expressed their
opinions, the consensus of which is that the
period of depression through which the trade has
just passed has been in a large way responsible
for a tremendous cleaning out of undesirable,
fraudulent advertisers and that an association
such as this will be a means of keeping these
undesirable citizens out of our trade. For this
reason it is hoped that the talking machine men
will be there in full force when the meeting is
called at the New Leland Hotel.
Lyon & Healy Open Radio Department
Lyon & Healy have taken advantage of the
national interest now being shown in wireless
telephony and have opened a new department
which will be devoted exclusively to radio equip-
ment, units and parts. They have already an-
nounced that they are now distributors for the
products of various well-known radio equipment
concerns and that they will job this equipment to
retail dealers throughout the talking machine and
music trade. They have already received initial
shipments of De Forest radio equipment, Cun-
ningham tubes, Clapp-Eastham receiving sets and
other high-grade radio parts and are completing
plans for the distribution of this material at
popular prices.
For a number of months past officials of Lyon
& Healy have been making a very thorough study
of wireless telephony and its possibilities. With
the co-operation of the KYW broadcasting sta-
tion at Chicago Lyon & Healy have broadcasted
monthly releases of Victor records, as well as
selections on reproducing pianos.
It is estimated that there are in the neighbor-
hood of 20,000 receiving sets being used in the
zone served by the KYW station, and it is fur-
ther estimated that the majority of these sets
are the handiwork of amateurs. This field alone
offers favorable opportunity for replacement with
high-grade instruments and when the entire coun-
try is taken into consideration and it has been re-
cently stated by men in position to know that
there are something like 800,000 receiving sets
scattered throughout the country alone.
Triangle Week in Chicago
An elaborate advertising campaign was put
on by the Triangle Music Co. during the week
of March 26, during which period special at-
tention was given to the exploitation of this com-
pany's promising new numbers, "Thrills" and
"Carolina Blues." The purpose of the big cele-
bration was to give a christening party to the
new Chicago office, which was opened on the 26th.
During the week the songs were boosted through-
out a goodly number of Chicago's amusement
places and one-sheet posters, advertising these
songs, were placed on all elevated stations in
the city. Quite a number of vaudeville headliners,
as well as picture theatre orchestras, featured the
songs, which were also advertised in the local
newspapers. The campaign brought about pleas-
ing results and quite a demand was made for the
songs which were featured, as well as for other
numbers in the Triangle catalog.
In Trouble
A petition in bankruptcy has been filed by the
Masonic Temple Song Shop, Inc., at 161 North
State street. The liabilities are given as $3,999
and the assets are $2,893. •
New Melody Console
The Melody National Sales Co., of 190 North
State street, has just come out with an excep-
tionally attractive little console, which it is
listing at $125. The size is 26l/2 by 36 by 2Qy2.
It is of the split-top design, built along very
artistic lines, and comes in five-ply wood,
equipped with powerful double-spring motors and
high-grade tone arm and reproducer.
This company was formerly located on the
eleventh floor of the big State & Lake Building,
but was recently moved to larger and more
splendidly equipped quarters in Suite 840 of the
same building.
Assumes Control
It has been reported that George G. Roberts,
well known throughout Chicago as a dealer in
high-grade lumber, has taken over the LaSalle
Phonograph Co., at 19 South Hoyne avenue. It
is said that the plans of this company are not
worked out completely as yet, but a full line of
high-grade instruments will probably be placed on
the market within a short time.
The men originally behind the LaSalle Co.
organized this concern at practically the close
of the big boom in the talking machine business
and this is believed to be the cause of its never
getting firmly established. However, under the
leadership of Mr. Roberts we may expect to see
quite a number of high-grade LaSalle models
placed on the market within the next few months.
Change Local Unit Co. Management
With the first of April a change of much im-
port was brought about in the talking machine
trade of Chicago when W. D. Montgomery, man-
ager of the Cleveland branch of the Unit Con-
struction Co., came to Chicago to assume charge
of the Chicago branch of this concern. This
change was brought about by the resignation of
Gus Mayer, who for a number of years has been
manager of the local branch here at 30 North
Michigan avenue. The first day of his installa-
tion as manager here Mr. Montgomery spent in
conference with Rayburn Smith, president, and
Harry Beach, vice-president, of the Unit Co.
Mr. Beach had been on a trip to the Coast.
Just before leaving the Cleveland branch Mr.
Mayer closed a deal with Steinway & Sons, New
York, for the complete equipment of five of their
branches located in Cincinnati, Columbus, Day-
ton, Huntington, W. Va., and Charleston, W. Va.,
as well as partial equipment for the Indianapolis
branch. The deal was consummated with the
co-operation of R. E. Wells, general manager
of the Cincinnati branch for Steinway & Sons.
After spending about a week or so getting ac-
MODEL 700
35" Height
40" Width
22" Depth
Manufacturers of
HIGH-GRADE PHONOGRAPHS
Priced to Sell
OUR JOBBERS FACTORY PLAN
QUALITY VALUE SERVICE
We operate a plan that makes
OUR PLANT YOUR FACTORY
NO INVESTMENT NO HANDLING QUICK AND SURE SERVICE
Build your Business on Wolf Service, a Solid Foundation with a
Future. Save yourself the embarrassment of a false start on models
that will be discontinued.
Phonographs Designed with a Sales Appeal
on Simply Policy of Just a Square Deal
today To THE WOLF MANUFACTURING INDUSTRIES
Sales Office
123 WEST MADISON STREET
Chicago, III.
Factory and General Office
110-126 WEST 3rd STREET
Quincy, 111.
April is, 1922 THE TALKING MACHINE WORLD 117
I =j1 FROM OUR CHICAGO HEADQUARTERS— (Continued from page 116)
quainted with the details of the Chicago office
meeting visitors Mr. Montgomery will lay out a
program for the Chicago territory, which, when
completed, will have brought him in personal con-
tact with every dealer in the city.
Wallace Incorporates
One of the latest entrants to make its debut in
the Chicago trade is the Wallace Institute, which
has just been incorporated under the State Laws
of Illinois. The new organization is opening its
headquarters at 630 South Wabash avenue and
is capitalized for two hundred shares of no par
value. The intention is to manufacture and deal
in musical instruments, etc. The incorporators
are: Frank P. Page, Harold Beacon, Edward G.
Ince. The correspondent named is Winston,
Strawn & Shaw, First National Bank Building.
Congratulations!
W. C. Griffith, assistant sales manager of the
Chicago Talking Machine Co. returned to his
desk this week from a visit to Bermuda, where
he and his bride, formerly Miss R. Perry, of In-
dianapolis, Ind., spent their honeymoon. The
happy pair were married on March 4, with D. A.
Creed, general manager and vice-president of the
Chicago Talking Machine Co., as best man.
Publisher Visits
Among the recent visitors to Chicago was R. L.
Huntzinger, of the music publishing firm of
Huntzinger & Dilworth, New York, Mr. Hunt-
zinger reported that business was in a very satis-
factory condition and he also made an interesting
comparison between the sheet music business of
to-day and that of several years ago. He said that
he noticed a marked improvement in the inter-
est taken in the sheet music business to-day and
that the average standard of knowledge and other
desirable qualities of those who were engaged in
this business had improved considerably.
A. D. Geissler in Chicago
A. D. Geissler, president of both the Chicago
and New York Talking Machine Cos., spent a
number of days in Chicago recently, and while
here attended the semi-annual executive commit-
tee meeting of the Victor jobbers.
Now With Kimball Co.
L. E. Inman, who formerly conducted the
Music Store in Vandalia, has disposed of his in-
terest to J. L. Gerkin, of that city. The Music
Store handles a full line of the well-known W. W.
Kimball Co. pianos and talking machines. Since
disposing of his store Mr. Inman has become
associated with the Kimball Co. and has been
made manager of the Decatur branch of this
company.
Becomes Starr and Gennett Jobber
Mr. and Mrs. A. G. Kunde, wholesale Wiscon-
sin representatives for Gennett records and Starr
phonographs, passed through Chicago recently on
their way to New York. The couple expect to
sail from New York on April 1 aboard the liner
"Olympic" for Europe. They intend to visit
numerous places in Great Britain and in several
of the European countries and in all probability
may not return to their home for a number of
months.
The firm of A. G. Kunde was recently appoint-
ed wholesale representative throughout the Wis-
consin territory for Gennett records and Starr
phonographs. This firm has long been known
as a high-class importer and distributor of for-
eign goods and has made quite a success through-
out the Middle West with the Homokord record.
During their visit to Europe Mr. and Mrs. Kunde
will probably visit the Homokord factories.
Steger National Advertising Campaign
Steger phonograph advertising is now appear-
ing in a number of the leading publications of
national circulation, and the effects of the pub-
licity that has already been issued through that
channel have been excellent.
The Steger phonographs have been featured
particularly, special announcements regarding
those instruments appearing in the February
issue of the Atlantic Monthly, Century Maga-
zine and Munsey's, in the March number of
Scribner's and Harper's Magazines, and the April
issue of World's Work. Special phonograph
ads also appear in the February, March and April
numbers of Etude, Photoplay Magazine, Red
Book, Everybody's and several other of the most
prominent magazines.
The Man With the Searchlight
Cheney publicity on "The man who snaps his
fingers at the whole Cheney factory" has been
the cause of a vast amount of favorable com-
ment for the past month. This publicity has
been broadcasted by the Cheney advertising de-
partment and tells the story of one man — the
Cheney inspector — who cares nothing for the
opinion of any workman or foreman throughout
the whole of the extensive Cheney organization.
His duties are to carry on without fear or favor and
to reject any Cheney that shows even the tiniest
blemish. He takes his orders from, and is
accountable only to, the executives of the com-
pany. In going about his work he uses only
two tools, a powerful focusing lamp or search-
light and a pad of rejection slips. The rays of
light falling upon the instrument under inspection
bring out any blemish in the finish. When said
blemish is found, on goes the rejection slip and
the instrument is sent back to the finishing de-
partment. To the trained eye of this expert
craftsman the most infinitesimal imperfection
stands out like a barn door. Since the trade has
learned how Cheney standards are maintained by
virtue of this expert Cheney inspector it has
taken a more keen interest than heretofore.
New Boston Album
Mrs. L. Gelbspan, president of the Boston
Book Co., makes the announcement that she has
received many testimonials from large users of
(Continued on page 118)
will never be able
to appreciate the
appearance, fin-
ish, operation
and wonderful
tone quality of
ORO-TONE at-
tachments until
you order sample.
YOUR
CUSTOMERS
will want ORO-
T O N E attach-
ments when they
hear the rich tone
quality.
OTHER
DEALERS
are selling ORO-
T O N E attach-
ments with great
success. Once
heard, the desire
for possession
makes the sale
easy.
WHY DON'T
YOU ORDER
SAMPLES
TODAY?
QUALITY FIRST
in i>r 1 1 nil
H UH li
PeliM
99
No. IE ORO-TONE
For Playing: All Records on the
Edison
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached »n a second. Needle retainB
perfect renter In playing either lateral
or hill and dale cut records. TONE
QUALITY — Full, rich and glowing,
with great carrying power and absence
of metallic shrillness and surface noises.
Retail price. Nickel Plated. $7.50.
Highest Grade Gold Plate $10.50.
wmtmm
No. LS-V ORO-TONE
For Playing All Records on the
Victor
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached in one second. Needle re-
tains perfect center in playing either
lateral or hill and dale cut records.
TONE QUALITY— Deep, rich and mel-
low, with great volume, eliminating
thin metallic tones and surface or
needle noises on the records.
Retail price. Nickel Plated 36.50.
Highest Grade Gold Plate $9.50.
No. 1C ORO-TONE
For Playing AH Records on the
Columbia
Reproducers Fitted With Special Oro-
Tone Diaphragms
Attached In one second. Needle re-
tains perfect center in playing either
hill and dale or lateral cut records.
TONE QUALITY— Rich and musical
with splendid volume and definition.
Surface or needle noises practically
eliminated.
Retail price, Nickel Plated $6.50.
Highest Grade Gold Plate $9.50.
OFj i^HEl iORO-TONE,
GEORGE
CHICAGO, I
^mmmmm
US
THE TALKING MACHINE WORLD
April IS, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 117)
albums in the trade who have received samples
of the new Boston interchangeable leaf album.
These letters are of a congratulatory nature, com-
plimenting the Boston Book Co. upon its fore-
sight in bringing before the public such a clever
innovation as this new album. This method of
building albums was made possible by the ad-
dition of a wooden back, of which feature, to-
gether with the interchangeable leaf idea, the
Boston Book Co. feels justly proud.
Isham Jones Orchestra to Travel
Isham Jones and his famous Brunswick
Orchestra came out with the announcement this
week that they are terminating their showing at
the College Inn on May 1. This closing at the
College Inn is only a temporary affair, however,
lasting over the Summer months, or until Sep-
tember 1, when Mr. Jones and his orchestra will
return and resume the duties of entertaining the
patrons of College Inn.
Immediately after closing at the Inn Mr. Jones
and his orchestra will leave for the Brunswick
recording laboratories in the East, where they
will spend several days recording, and on May 6
the organization will appear at the New Grand
Central Theatre at St. Louis. The Brunswick
dealers of St. Louis, who recently formed a Bruns-
wick Dealers' Association, have made prepara-
tions for the coming of Mr. Jones and at present
have contracted with the street-car company
for the displaying of their panels announcing the
orchestra. These panels will be placed on the
front and rear end of all street cars in St. Louis
and suburbs. After the St. Louis engagement
the orchestra goes to Cape Girardeau; then to
Indianapolis; and on the 17th they play for the
"Junior Prom" at Notre Dame University. This
prom is an annual affair and in order to hook
up with Isham Jones' orchestra its regular date
was put back several days. The route is then
to Kalamazoo and Jackson, Mich., followed by
an eight weeks' engagement in Chicago, where
the orchestra will appear at the Pantheon and
Senate theatres. At the close of this engage-
ment the organization moves back to the College
Inn to entertain visitors.
Mid-West Dealers Hold Second Annual Meeting
The second annual meeting of the Mid-West
Victor Dealers' Association was held at the
Drake Hotel on the evening of March 13, too
late for mention in last month's issue. An
elaborate dinner was served at six-thirty. The
guests of honor and speakers of the evening were:
J. N. Blackman, of the Blackman Talking Ma-
chine Co., New York, and Louis Buehn, president
of the National Association of Talking Machine
Jobbers.
The meeting was opened by R. B. Corcoran,
who welcomed the visiting jobbers, and with the
assistance of L. C. Wiswell introduced the visit-
ing jobbers to the members of the Dealers' As-
sociation. After the introduction Miss Margaret
Haley, of the Victor department of Lyon &
Healy, gave a vocal solo. Following this the
Mid-West Victor Dealers' committee on adver-
tising rendered an interesting report on program
and billboard advertising. The report was read
by Chairman McCauley, of this committee, who
said, in concluding, that up to the time of the
typing of his report nearly every member of the
Association had signed up for this work. The
advertising report was followed by a talk given
by President Buehn, of the Jobbers' Association,
who, in the course of his remarks, stated that he
was much interested in the campaign the mid-
West dealers were putting on, and told of the
necessity for concerted action on the part of
Victor men throughout the country. During the
course of his remarks he paid high tribute to the
Victor Talking Machine Co. and its president,
Eldridge R. Johnson.
Gilbert H. Montague, counsel for the Jobbers'
Association, then recounted the story of the old
days in larger cities, when "If one wanted music
one called on foreigners," showing how the Vic-
tor Co. had been a big and important factor in
changing all of this. He also brought out some
MELODY CONSOLE
Height 36%, Width 36, Depth 20y2. Heineman
No. 77 Motor, Improved Blood Tone Arm and
Reproducer. Genuine Mahogany. List Price
$125.00. Write for discount.
MELODY NATIONAL SALES CO.
190 N. State Street, Chicago, 111.
Manufacturer
MELODY PORTABLE PHONOGRAPH
important points pertaining to the psychology
of music and how it is helping humanity.
J. N. Blackman's Address
Beginning with the good old days of 1897,
when the talking machine was in reality ..only a
toy, J. N. Blackman, the next speaker, brought
all of his listeners through the various stages of
the talking machine industry up to the pres-
ent day. He commented upon the foresight of
the pioneers of the Victor Co., Leon A. Douglass
and Eldridge R. Johnson. Their names were
mentioned because they are monuments of cour-
age and foresight, according to the views of Mr.
Blackman. He also pointed out how the trade
laughed in the olden days when the Victor Co.
ORO-TONE
FEATURES
Extension A telescopes into large
elbow B, giving a length adjust-
ment from 7% to 9 Yz inches.
Adjustment screw C engages an
indexed channel in extension A,
assuring perfect alignment. Slight-
ly releasing locking thumbscrew E
permits height adjustment of large
elbow in base ring D. Releasing
locking screw E entirely permits
tone arm to be removed from base
ring D for packing separately be-
fore shipping, if desired.
ASK FOR ILLUSTRATED AND DESCRIPTIVE
CATALOGUE
^ 1000 to 1010 GEORGE ST.
CcS CHICAGO, ILLINOIS
MODEL L S
COMPOUND
ROCKER
ACTION
The highest
grade and most
Bcientific repro-
ducer ever offered
the trade.
APPL'D FOR.
Illustrating Angle Throw Back Improvement. Permits
reproducer to clear tone arm when thrown back regard-
less of whether it is in position for playing Hill and
Dale or Lateral-out records.
*
April 15, 1922
THE TALKING MACHINE
WORLD
119
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 118)
Are You Buying Discounts?
OR
Are You Buying Value?
When You Buy Value Then Only Can
You Sell Quality
Hiawatha commands
Instant Approval
And Complete Satisfaction of
Whoever looks or listens.
And the greater value
That is only found in
Hiawatha Phonographs is
Always productive of sales.
CABINET FINISH SUPREME
HIAWATHA PHONOGRAPH CO.
209 South State Street Chicago, 111.
proposed what has now come to be known as
its Red Seal library, and also how the trade
giggled when the announcement was made of the
first hornless type talking machine; how the price
was thought to be preposterous, $200, and the
saying was that the only place you would find it
was along Fifth avenue or in the White House.
Sure enough it wasn't long before the Victor did
get in the White House, and this was followed
by an extensive advertising campaign, which be-
gan on the front cover of The Talking Machine
World, showing the familiar Victor trade-mark
and the White House.
With the aid of some newspaper clippings from
recent daily papers he called to the attention of
his listeners some of the grave financial strug-
gles now existent throughout the country. His
purpose in doing this was merely an effort to
show the talking machine dealer what a "ter-
ribly hard time" they had in comparison with
the dealers representing other industries, whose
companies had been inflated in the past few years
to the utmost capacity and who were at present
undergoing deflation. Upon the conclusion • of
Mr. Blackman's talk it was conceded by all that
the remarks he made were most instructive and
constructive, to say the least. This talk by Mr.
Blackman was followed by an evening of danc-
ing, the music for which was furnished by Ben-
son's Orchestra.
New Tonofone Traveler
E. C. Doyle, who for many years has been
associated with the traveling sales department of
the Shapleigh Hardware Co., of St. Louis, is
now connected with the traveling department of
the Tonofone Co., manufacturer of the well-
known Tonofone needles. Since he has been with
the Tonofone Co. Mr. Doyle has been success-
ful in, doing much tie-up work with Tonofone
jobbers throughout the Northwestern States, as
well as the Northern States of the mid-West. On
the first of the month he left for an extensive
tour, which will take him throughout the Eastern
and Southern States. He plans to call on all
Tonofone jobbers in those sections.
As regards the business situation with the
Tonofone Co. President J. F. Johanlgen stated
in an interview with the representative of The
Talking Machine World that since the first of
the year his sales chart showed a gradual increase
in business. The increase is not one of those
spasmodic risings, but just a gradual one — steady
enough to indicate that as time goes on the busi-
ness situation in the trade will improve materially.
F. D. Hall to California
Frederick D. Hall, chairman of the board .of
directors of the Hall Mfg. Co., accompanied by
Mrs. Hall, is planning a visit to California in
the course of the next few weeks. Upon their
arrival in California, Mr. and Mrs. Hall expect
to do quite a bit of sight-seeing and finally
journey down to the southern part of the State,
where they will spend a protracted vacation.
Last year the happy couple made an extensive
tour of the Orient, where they visited the bamboo
forests from whence come the choicest and most
select poles, which are afterwards sent to the
Hall Mfg. Co. plant in Chicago to be cut into
the world's finest fibre needles.
An Expanding Business
Another incident, which characterizes the pro-
gressiveness of Frank and Jerry Justine, widely
known as Justine Bros., was brought to the
attention of the Chicago office of The World
this week by a full-page ad, which appeared in
the Gary Evening Post, of Gary, Ind. The
advertisement was an announcement to the effect
that this well-known Chicago firm had opened
a beautiful retail store in Gary. The new shop,
known as the "House of Music," is located at
540 Broadway, and occupies a frontage of some
fifty feet, with a depth of 125 feet. Besides a
full line of Victor goods, this new store will
carry an extensive line of high-grade pianos, as
well as a complete complement of assorted small
goods, such as band instruments, etc. Fifteen
years ago the firm of Justine Bros, was founded
and has been steadily growing until to-day it
has come to be an institution in Cicero, a suburb
of Chicago. The new store is fitted up with
five of Unico's most up-to-date hearing rooms,
racks and counters, whose color scheme blends in
perfect harmony with the rest of the shop, which
is white enamel. Karl F. Schimmel Hennig, who
has been connected with Justine Bros, for the
past ten years, will manage the new store.
EDISON CHANGES IN CHICAGO
Phonograph Co. Disposes of Retail Business to
Raymond Music Co. and Consolidates With
Phonograph Co. of Milwaukee as Wholesaler
Chicago, III., April 7. — The Phonograph Co.,
of Chicago, Edison phonograph jobber, has dis-
posed of its retail business to the Raymond
Music Co., which will continue to operate a
retail business at the present address, 229 South
Wabash avenue, and in connection with a line
or two of pianos. It is said to be the intention
of the Raymond Music Co. to remodel the
quarters and make them among the most
attractive in this section. It is rumored that
the Raymond Music Co. will be run by Ray
Healy, president of the Central Piano Co., but
this is not confirmed at this writing.
The Phonograph Co., of Milwaukee, will be
consolidated with the Phonograph Co. here,
with W. Smith, formerly manager of the Mil-
waukee house, in general charge, with head-
quarters in Chicago, from which point will be
met the requirements of the dealers formerly
served by the Milwaukee company.
The Kady Piano Co., of Grand Island, Neb.,
was recently granted the exclusive agency for
the Kimball line of pianos and phonographs.
Okeh records are also handled.
View of the Tru-Time Motor with Hood
Removed. Built Like a Watch. Send
for Sample. Price, $30.00.
Built for Service and Priced to Use in
Moderate Priced Machines.
Sample, $19.50.
Motors, Tone Arms, Hardware and Accessories
Wireless Equipment
Head Sets
Lamp Sockets (Not Porcelain)
Panels
Variometers
Vario-Couplers
Aerial Wire
Insulators
Knobs
LAKESIDE SUPPLY COMPANY
416 SOUTH DEARBORN STREET
CHICAGO, ILL.
120
THE TALKING MACHINE WORLD
April 15, 1922
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 119)
Why Musicians and
Careful People Use
Flexible Point Phonograph Needles
Because — They reproduce accu-
rately Original Tone.
Because — One nee-
dle is sufficient for all
Tones, be they "loud,"
"medium" or "soft."
Ordinary needle 13 TL
after fiaymg one tiecause — 1 ney are
record. Point ,
u-orn biimt. wui convenient and eco-
injure record.
nomical. — One needle
is sufficient for several evenings.
Because — They posi-
tively do not scratch
or injure records.
Because — They elim-
inate metallicand sur-
face noise.
Tonofone needle
after playing 20
to 50 \ r e c 0 r d s.
Point same
width as when
new. Records
never injured.
Write for samples and
revised price list show-
ing Big Profits to Dealers.
SonofonA Company
Makers
110 S. Wabash Ave., Chicago, 111.
WALLACE INSTITUTE ENTERS TRADE
TO MAKE THE 0RGAN0LA
Dayton, O.. April 8. — The International Dayton
Products Co., located in the U. B. Building, this
city, has been organized to manufacture and sell
the Organola. a talking machine which features
the use of organ pipes in reproduction. It is
planned to manufacture eight models, ranging in
price from $175 to $450. The officers of the com-
pany are: Harry S. Keys, president; John S.
Wilson, vice-president, and R. E. McMillan, sec-
retary and treasurer.
If you have advanced ideas on any subject, do
not expect popular applause. The people seldom
approve the pioneer. You must get your joy not
from the cheers of the populace, but from self-
expression. If your ideas are really worth while
and you have confidence in their value to the
world, the approval of the multitude, as the
"Treasure Chest" points out, will be a matter of
supreme indifference to you.
Known Throughout Country After Years of
Nationally Advertising Its Reducing Course —
Entire Sales to Be Handled by W. C. Eckhardt
— Record Makes Strong Appeal to Women
Chicago, III., April 10. — This month heralds the
introduction of the famous Wallace reducing
records to the talking machine trade. These
records have been offered direct to the con-
sumer since their introduction in 1918 by the
the Phonograph Co. of Chicago, in charge. After
severing his connections with the Phonograph
Co., Mr. Eckhardt organized a powerful dealers'
advertising service concern, which was known as
the W. C. Eckhardt Service. This service was
devoted exclusively to Edison dealers and job-
bers, or individuals identified with the promotion
and development of the Edison retail business.
Mr. Eckhardt is admirably fitted for this new
position by virtue of his long association with
the talking machine trade. He has had six years
of actual experience with promotion work in the
talking machine and music business and knows
dealers in all parts of the United States.
In the organization program which Mr. Eck-
hardt has assisted in working out, provision has
been made for getting up elaborate window
trims, printed in five colors. These will be sent
to the trade along with handsomely lithographed
hangers. The Wallace Institute has also got out
electrotypes of a laTge number of cleverly de-
Wallace
manufacturers, the Wallace Institute, Inc., of
Chicago. The Wallace Institute, Inc., is an
outgrowth of the old Wallace Physical Culture
Institute, which was established in Chicago some
twenty-one years ago. Since its organization in
1899 the Wallace Physical Culture Institute has
been catering to big business men of Chicago
and the Middle West. To the women have been
featured reducing records, but it was not until
1918, with the founding of the Wallace Institute,
that these reducing exercises to music were
placed on records and offered to the public.
This concern has used over a quarter of a million
dollars' worth of space in all national publications
published for the benefit of women, and now,
when all the pioneer work has been done, it
is felt that the time has come to offer the trade
an opportunity to cash in on this much-sought-
for product.
Accordingly a sales force has been organized
with W. C. Eckhardt, formerly' sales manager of
W. C. Eckhardt
signed illustrations, to be used by the dealer for
local advertising.
The history of the Wallace reducing record is
very interesting. Early in his career Professor
1 2 O O
RECORDS A DAY
WITH
ONE OPERATOR
ON AN
ELME S
AUTOMATIC
DUPLEX RECORD PRESS
Your request will bring you
full information in regard to
this or our other Standard
Hydraulic Presses, Pumps,
Accumulators, Valves or Fit-
tings.
CHARLES F. ELMES ENGINEERING WORKS
224JN. MORGAN[ST. Est. 1861 Inc. 1895 CHICAGO, U. S. A.
April 15, 1922
THE TALKING MACHINE WORLD
121
Wallace hit upon the idea of teaching in "bulk,"
that is to say, teaching more than one individual
at the same time, and a plan for instructions by
mail followed soon after. This was continued
until 1917, when he thought it might be a good
idea to reach his clientele with his actual voice
on a record, rather than his thoughts on paper.
He began in a small way to give personal instruc-
tions to certain of his clientele by means of a
dictating machine, and this aroused so much in-
terest that in the course of a year, or to be more
exact, in 1918, he decided to make this a perma-
nent feature of his business, and accordingly set
about to have disc records manufactured. This,
however, was at a time when the entire trade
was taking everything in the talking machine
line that it could get its hands on and could
spare neither the space nor the time in the
factories to work on such an innovation. Pro-
fessor Wallace was determined to get his re-
ducing record on the market, however, and,
therefore, went out on a protracted inspection
tour of factories and recording plants in the
East, and finally found that it would be necessary
for him to build his own recording and pressing
plants. This he did. A plant was taken over
at Newark, N. J., starting in a small way at
first, which has gradually grown till it is now quite
a pretentious institution. Mr. R. Durgin, publicity
manager of the Wallace Institute, has been hold-
ing down this position since the inception of the
weight reduction idea. He has some very inter-
esting old newspaper clippings, which are in
reality of a more or less editorial nature, per-
taining to the Wallace Institute and its methods.
One Chicago newspaper became interested in it
about four years ago and made Professor Wallace
a unique proposition. They wrote him, "If you
really have a sure method of reducing folks to
normal, about half of all of our readers will be
interested in knowing about it. Therefore, wc
are willing to give you a large amount of pub-
licity if you will consent to reduce a class of
stout persons of our selection, and work under
the supervision of the doctors and specialists we
will appoint as observers. We make this one
condition, however: We shall publish pictures
and weights daily, and give our readers the
actual facts, regardless ot what happens. In
other words, if those you undertake to reduce
should not lose flesh as you prophesy and should
gain weight instead, we will also publish that."
Following the acceptance of this challenge there
appeared for the next forty days a series of
photographs of Professor Wallace and his class.
At the end of that time the heavy-weights had
reduced to the table of correct weights that
determine normalcy.
CATERS TO COLLEGE STUDENTS
Kraft, Bates & Spencer, Brunswick Distributors,
of Boston, Secure Good College Trade
Boston, Mass., April 8. — Kraft, Bates & Spencer,
of this city, distributors for the Brunswick line,
have been developing a nice business among the
colleges through the medium of live dealers near
these institutions. Included are: Briggs & Briggs,
Cambridge, Mass.; C. A. McNeal, Hanover,
N. H.; A. D. Bastiene, Williamstown, Mass.; the
Oriole Music Shop, at Mt. Holyoke.
CANTON
Industrial Revival Quickens
Trade — High-Priced Ma-
chines in Demand — Trade News
Canton, O., April 5. — Gradual improvement in
the talking machine trade is reported by dealers
in the Canton district. Industrial conditions are
still on the up-grade, and if steel mill operations
continue to improve dealers in all lines will have
no reason to complain. Prospects for Spring and
early Summer are brighter than in many months
and, without exception, dealers reported March
better in volume of sales than the preceding
month. Record sales are showing a decided im-
provement, due in a measure to intensive sales
campaigns conducted by many dealers.
At Rhine's Edison shop sales for the month of
February were entirely satisfactory, according to
Manager Rutledge, and, if anything, there seems
to be a tendency on the part of the public to buy
the higher-priced machines. Little demand for
the cheaper type of machines has been noticed
here during the past month. Edison record sales
have been stimulated considerably by the recent
reduction in price.
George C. Wille, head of the George C. Wille
Music Co., Victor distributor, will open a radio
store at Cleveland avenue and Third street in the
near future.
Wilbur E. Pyle, new manager of the talking
machine department of the William R. Zollinger
Co., announces that since assuming charge of this
store's department two weeks ago talking machine
sales have jumped 50 per cent over what they
were a month ago. This department has had no
manager since the resignation of A. E. Jones,
who left the store the first of the year. The de-
partment has been completely reorganized since
Mr. Pyle assumed charge.
The J. W. Brown Piano Co. is now in the
midst of one of the largest piano and talking ma-
chine sales conducted by a Canton music store in
many years. Many talking machines and pianos,
mostly of the higher-priced type, were moved dur-
ing March, and April looks like another good
month.
Record sales at the establishment of the D. W.
Lerch Piano Co. have shown a decided increase
in the past month. Sales of Vocalion, Brunswick
and Columbia records jumped fully 50 per cent
this week with the release of the April numbers
and the outlook is exceedingly bright.
Talking machine sales are gradually increasing
at the music department of the Klein-Heffelman-
Zollars Co., according to Manager Schrake, who
states that he believes people are becoming more
free with their money.
The popularity of the Cheney and Starr talking
machines is increasing , steadily in this territory,
according to C. M. Alford, of the Alford & Fryar
Piano Co.
w >r< m m & s< & a a * a a >s>h a * a a a >n
BiaSll81^«M>ftMKlH^
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THE SILENT MOTOR CORPORATION
CHARLES A. O'MALLEY, President
321-323-325 Dean Street, BROOKLYN, N. Y.
122
THE TALKING MACHINE WORLD
April 15, 1922
BETE 0 I T
Optimism Features Trade —
Improvement Continues — Re-
citals Aid Sales — The News
Detroit, Mich., April 10. — Talking machine busi-
ness in Detroit is more than holding its own; in
fact, it is showing steady improvement and with
the Lenten season about over dealers believe there
will be quite a spurt in sales towards the end of the
month and all through the month of May. When
we hear the complaints of men in other lines
of trade we begin to feel that the talking machine
dealer has little to complain about. Industrially,
Detroit is showing great signs of improvement
and the number of people employed is on the
increase, so that in reality the talking machine
dealers are justified in anticipating better busi-
ness for the next few months at least.
Max Strasburg, of the Max Strasburg Shop,
handling \rictor, Columbia and Jewett phono-
graphs, says that, while business is not "rushing,"
he hasn't a thing to complain about. "People
will buy phonographs as soon as they can afford
to," he remarked. "People want them as much
as they ever did; young people are getting mar-
ried; new homes and apartments are being estab-
lished and there will always be a demand for
our product, but we cannot expect that people
are going to buy them when they have no posi-
tions, or when they are uncertain as to how
long they will be employed. You must remem-
ber that, after all, the masses comprise the major
number of buyers of talking machines and their
prosperity means the prosperity of the dealer.
"When the}' are not prosperous we must take our
medicine proportionately."
Weekly Recitals at Grinnell Bros.
Grinnell Bros, have been giving weekly re-
citals on Wednesdays in their Victrola Audi-
torium in the basement of their main building
on Woodward avenue and they have been attract-
ing considerable attention. The artists comprise
the best local talent available and the playing
of the latest Victor records is always a part
of the afternoon program.
C. H. Grinnell, manager of the Victor whole-
sale department of Grinnell Bros., was in New
York last month attending a meeting of the
executive committee of the National Association
of Talking Machine Jobbers.
The Victor record "Angel Child" is having a
big call and it promises to be one of the biggest
hits of the year.
Many Talking Machines as Prizes
In connection with the Music Memory Con-
test being conducted in the Detroit schools,
partly sponsored by the Detroit News, The Edi-
son Shop, through Mr. Sweeney, in charge of
the retail department, has offered a handsome
console machine to the school that wins first
prize. The Detroit News has offered seventy-five
■upright talking machines as prizes to be dis-
tributed among winners. The winners will be
decided at a grand finale to be held at Orchestra
Hall, April 26. In connection with this contest,
which has been going on for some time, dealers
have had quite a call for records, as well as
piano player rolls, containing the themes men-
tioned in the contest and, in fact, on some of
them have had to reorder.
Growing List of Cheney Dealers
The Van Korn-Shower Co., with offices at
201 Farwell Building, is distributor in the
State of Michigan for the Cheney and it has
a very nice list of dealers in Detroit, nearly
a dozen, among them some of the best stores
in the city, including the T. L. Hudson Co., Cable
Piano Co., Noble Piano Co. and the Robinson-
Cohen Co.
Some New Brunswick Accounts
P. J. Gordon, manager of the Brunswick de-
partment of the Brunswick-Balke-Collender Co.,
tells us that Brunswicks are selling better than
ever in its entire history. The latest and biggest
acquisition was the Cable Piano Co. for its store
at 1420 Woodward avenue, and the branch store
in Ludington. In time Mr. Gordon expects to
have every Cable store in Michigan handling
Brunswicks. Some of the other important new
accounts are Lampe & Tanner, 11728 Hamilton
Boulevard; Kelsey & Garrettson, Birmingham,
Mich.; Barack Bros., 6525 Woodward avenue,
Detroit; Stofiiets Phonograph Shop, Ann Arbor,
and F. J. Hedrich, Wyandotte.
Display at Builders' Show
When the Builders' Show took place at the
General Motors Building, March 18 to 25, the
Brunswick Shop of Detroit had a very attractive
exhibit of period and console models. It was
the only phonograph display and Manager Quinn,
of the Brunswick Shop, said it was productive
of good results. The exhibit actually attracted
a great deal of attention and comment, as the
show was very largely attended.
A number of dealers have already added radio
outfits and most of them have been solicited,
but we find most of the dealers watching the
development of the radio and waiting to see
how far-reaching it will be.
Service Department for Jewett Dealers
A. A. Fair, sales manager of the Jewett Phono-
graph Co., reports that each month is showing
a healthy increase. The sales department has
been considerably augmented and with the addi-
tion of a service department, in charge of Miss
Nelson, dealers are finding the Jewett a more
attractive proposition than ever before. "Yes,
we have added dozens of new accounts in every
section between Chicago and the western part
of New York State," said Mr. Fair. "We are
still unprepared to take dealers on in every
State, but as we increase production and our
selling force we hope to give every attention to
the numerous requests which have come to us
for the line. We are building slowly but surely.
We don't want to develop our business except
on a solid foundation — that's why we are going
along easily, but carefully. The outlook for the
balance of the year is very good and the beauty
of it is that our dealers are re-ordering right
along."
Rapid Progress of Vocalion Line
Sam Lind, of the Lind & Marks Co., distribu-
Special Opportunity
to Sell More
Victrolas
WITH the coming of Spring,
and the days of re-decorat-
ing and rearranging in the
home and the addition of new fur-
nishings, is surely a most excellent
time for an aggressive selling
campaign.
Your buying public is right now
thinking of how to make the home
more attractive and enjoyable — and,
what better means to accomplish this
than through purchase of a Victrola
—or what better time to make a
special drive for sales?
You'll Find the
Grinnell Stock and
Service a Real Aid
Write for list of rec-
ords selected by our
committee as the best
sellers for the coming
month. To allozv us
to furnish this ivill not
obligate you in the
least — and you'll find
it of definite value in
making up your order.
Be sure you have the instruments
and Records that will enable you to
take full advantage of the extra sales
to be made at this particular season.
Go over your stock today — send in
your order today. We are splendidly
prepared to immediately supply you
with the merchandise you need for
the increased business so surely and
easily to be had right now.
Grinnell Bros.
Wholesale Distributors
of Victrolas and Records
First and State Streets, Detroit
April 15, 1922
THE TALKING MACHINE
WORLD
123
tors for the Vocalion line, is more optimistic than
ever about the line. Since his company started
fully one hundred new accounts have been estab-
lished and many more could be if the sales force
were larger. This is something that Mr. Lind
has under serious consideration. Both record
and machine business is good and the quotas set
for each month this year have so far been
reached. "We haven't a kick in the world
coming," he said to The World correspondent.
"We are doing more business right along and all
our dealers are enthused over the records and
the machines. As general conditions improve,
so will our business on a larger scale than ever."
Activity at Columbia Headquarters
There is considerable activity around the
wholesale branch of the Columbia Graphophone
Co., indicating that business is improving for
Columbia dealers. W. H. Shumacher, in charge
of Dealer Service, is very busy showing dealers
how they can increase their sales by the proper
window displays, proper advertising and proper
selling methods. There are about forty Columbia
dealers in Detroit. The Detroit branch covers
all of Detroit, half of lower Michigan and part
of northern Ohio. H. A. Gardiner, branch man-
ager, has been here for several years, succeeding
Sam E. Lind, who resigned \o engage in business
for himself. Mr. Gardiner ^came from Newark,
N. J., and is a pioneer with the Columbia Co.
The Columbia record of "Angel Child" and
a Jolson number on the other side is proving
a tremendous hit with Columbia dealers. It is
double value for the money, the Jolson number
alone being sufficient to cause it to sell big.
New Columbia dealers are the Michigan Music
Co., Detroit, and the Wauseon Music Shop, of
Wauseon, O.
A. A. Grinnell, treasurer of Grinnell Bros., is
back from a two weeks' vacation at French Lick
Springs — playing golf most of the time.
OPENS HANDSOME BUILDING
CIRCUIT COURT REVERSES DECREE
Haverty Furniture Co. Moves Into New Home
at Houston, Tex. — Columbia Department At-
tractively Arranged — Has Ten Stores
Decides in Favor of Long Furniture Co. in Cabi-
net Suit — Reverses Lower Court
Houston, Tex., April 6. — The Haverty Furniture
Co., one of the leading retail organizations in the
South, with branch stores in many important
cities, opened a new building here recently. The
new home of the company in this city is located
in a six-story building at Fannin street, near
Capitol, and a cordial invitation was extended to
the public to be present at the formal opening of
the building.
The first floor contains the offices of the com-
pany, with a limited number of general display
fixtures. The third floor, which is exceptionally
attractive, houses the Columbia Grafonola de-
partment, and a feature of this department is a
bungalow interior of three rooms for demonstrat-
ing Columbia records.
The Haverty Furniture Co. has been remark-
ably successful with its Columbia departments
located in ten stores throughout the South, and
the department in the new Houston store gives
every indication of being one of the leaders in
sales totals.
The United States Circuit Court of Appeals for
the Second District handed down a decision a
fortnight ago, deciding in favor of Lawrence J.
Rooney, a local dealer, and the Long Furniture
Co., of Hanover, Pa., in the suit brought by Bee-
croft & Blackmail, Inc., against Mr. Rooney and
the Long Furniture Co.
This suit had been tried originally in the
Southern District Court of New York and Bee-
croft & Blackman, Inc., had been successful in
their claim that the defendants had infringed
Letters Patent No. 1,244,944. This patent, which
had been granted to Clement Beecroft and as-
signed to Beecroft & Blackman, Inc., covers a
cabinet for talking machines, involving certain
distinctive features as to moulding, etc.
Mr. Rooney and the Long Furniture Co. ap-
pealed from the decision of the U. S. District
Court and the decision just handed down by the
U. S. Circuit Court of Appeals reverses the lower
court and gives the decree to the defendants.
CABANAS VISITS NEW YORK
"BLUES" SINGER PROVES SUCCESS
Leona Williams, one of the latest additions to
the ranks of Columbia artists, is attaining signal
success' in the rendition of "blues" for the Colum-
bia library. Miss Williams is well known to
vaudeville enthusiasts throughout the country, as
she has been appearing on big time for a number
of years. She has become recognized as one of
the leading singers of "blues" and syncopated
music, and Columbia dealers are awaiting with
interest several of her new records that will be
released shortly.
Columbia Representative in Mexico Is Optimistic
— P. M. Brown Doing Splendid Work
The fellow who is always bragging about what
he is going to do is so busy telling about it
that he seldom has time to put his ideas into prac-
tice.
Never make a statement unless you can back it
up. Likewise, never make a promise unless you
are prepared to keep it to the letter.
Rafael Cabanas, vice-president and general man-
ager of the Cie. Parker S. A., Mexico City, Mex-
ico, exclusive sales agent in Mexico for Columbia
product, was a recent visitor to the Columbia
executive offices. Mr. Cabanas stated that condi-
tions in Mexico were growing better day by day,
and that his company was closing a splendid Co-
lumbia business. Associated with Mr. Cabanas
as manager of the Columbia division of Cie. Par-
ker is P. M. Brown, who was connected with the
Columbia Graphophone Co. for ten years, and
who resigned as assistant manager of the Colum-
bia export department to become a member of
Mr. Cabanas' organization.
Gaulle
La Velle Bobolink Books
1. The Ideal Gift.
2. The Biggest Dollar Value on the Market.
Reasons Why They Are Unsurpassed in Value and Quality
1. Contain two 7-inch double-faced records — this being twice the playing surface
of records in any other child's song and record book.
2. Each book is in a heavy folding cardboard container beautifully printed in
four colors.
3. The covers as well as the illustrations of the book are in four colors designed
by the foremost child artists in the country.
4. Books are 11x16 inches and contain sixteen pages.
Book No. 1
No. 500 — Bobolink Song Book No. 1
7118— Old King Cole
Choosing the Queen
7103— Rig-a-.Tig-.Tig
The Postilion
No. 501 — Bobolink Song Book No. 2
7101— The Tune of the Forge
.Tingle Bells
7102 — Under the Dreamland Tree
The Sunny South
No. 520 — Bobolink Read in
7101— Pretty Bobolink
Our Old Dog and Pussy
7100— Heel and Toe
Sweet Good Night
No. 521— Bobolink Reading Book No.
7112 — In the Barnyard
Good Morning
7110— The Gypsy Camp
The Party
No. 530 — La Velle Talking Game Books
81.3— The Farmer in the Dell
809 - Here We Go Round the Mulberry
Bush
810- 1 — London Bridge Is Falling Down
811- 1 — Tohn Brown Had a Little Indian
Dealers, are you properly supplied? If not, order at once and see what rapid sellers
they are. A large display rack free with every gross order.
Send for catalogue and price list. There are liberal discounts for you.
LA VELLE MANUFACTURING COMPANY
NEW HAVEN Dept. A CONNECTICUT
124
THE TALKING MACHINE WORLD
April 15,
1922
ill
The Last Word
in Electric
Phonograph Motors
Make this your
leading line for
the coming
season
The Electromophone
Absolutely Silent
Adjustable to any voltage. Tone arm equipped
with electrical stopping device, which operates
in conjunction with the Electromophone
—Record stops automatically on last note —
Never fails ! !
The Sole Selling Rights of This Unique Mechanism Are in the Hands of
THE STERNO MANUFACTURING CO.
19 CITY ROAD
LONDON, E. C, ENGLAND
PIMM
J3
April 15, 1922
THE TALKING MACHINE WORLD
125
Announcing
the opening of our New Recording
Laboratories
at
48 WEST 39th STREET
These new laboratories are modern in
every respect and we are well equipped
to give you the best results in your record-
ings. Now recording for five companies.
We solicit your business
We also give attention to personal recordings
Manhattan Recording Laboratories
48 West 39th Street New York
TELEPHONE FITZ ROY 1378
INTRODUCES NEW CABINET
Celina Specialty Co. Announces New Console
Cabinet for the Installation of Small Machines
— Has Many Interesting Features
Celina, O., April 5. — The Celina Specialty Co.
has placed upon the market its new console cabi-
net No. SO, which is designed for use with the
Victor portable machine. The cabinet is designed
in a fashion which permits the easy installation
Console Cabinet No. 50 Complete
or removal of the machine without in any way
marring or detracting from the appearance of the
console. An extension handle is furnished so as
to permit of easy winding and special needle cups
are provided at a convenient place in the cabinet.
Showing the Interior Arrangement
These cabinets are finished in mahogany or
golden, wax and fumed oak.
In a chat with The World representative Theo.
K. Brandt, of the Celina Co., said: "Business
is undoubtedly picking up and apparently general
business conditions are all on an upward trend.
Our console business is splendid and we make
five models, each of which is enjoying its share
of popularity. Fall should find the console busi-
ness accentuated, for we expect sales of portables
this Summer to be far ahead of the sales of the
Summer of 1921."
B. Q. POWELL NOW A BENEDICT
Manager of Victor Department of Philip Werlein,
Ltd., Weds Miss Frances Johnson
New Orleans, La., April 4. — The marriage of
B. G. Powell, manager of the Victrola depart-
ment of Philip Werlein, Ltd., to Miss Frances
Johnson, formerly assistant manager of the Vic-
trola department of Maison Blanche, was cele-
brated here March 7.
Mr. Powell is widely known throughout the
talking machine trade. For about seven years
he was connected with the Columbia Grapho-
phone Co., where he was awarded a number of
prizes for salesmanship. He is a graduate of
the Red Seal School of the Victor Co. For a
number of years he was manager of the Victrola
department of Maison Blanche and it was while
there that he met and knew Miss Johnson, who
was his assistant.
Miss Johnson is very popular among the music
people of the city and has made friends of all
whom she has served.
Among the prominent talking machine people
at the wedding were: Mrs. G. S. Britton, L. L.
Abbott, credit manager of Werlein's; W. P.
Berry, of the Dwyer Music Store. The entire
Werlein sales force turned out for the event.
Mr. and Mrs. Powell were the recipients of a
handsome present from the Werlein employes.
m
1
j
f
B. G. Powell
The newlyweds spent their honeymoon in Florida
and have just returned.
NATIONAL METALS DEPOSITING CORPORATION
FACTORY
34 East Sidney Ave., Mt. Vernon, N.Y.
Telephone: Oakwood 8845
MOUNT VERNON — NEW YORK
MANUFACTURERS OF
WE DEPOSIT THE
FINEST COPPER
IN THE WORLD
FOR YOUR CONVENIENCE
DELIVER RECORDED WAX
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OUR
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ALL STAMPERS
HAVE
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MACHINED BACKS
126
THE TALKING MACHINE WORLD
April 15, 1922
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P-M—
i* — •—
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m-m-
— 1 9 a
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—
■V
All day through, no mat ter vhat I do, I see those haunting eyes
BLACK
HEAR IT
NOW
Try 1 may — IneV-er g,eta-Va_y
ANoveltg BluesFoxTrot
You carit^o "wrong,
Withany'FEISTsonf
FOREIGN VALUATION TO BE BASIS UPON WHICH
DUTY ON MUSICAL INSTRUMENTS WILL BE PAID
Senate Finance Committee Is Reported to Have Agreed Upon Plan Whereby Duties of 45 Per
Cent of Ad Valorem Value, Based on Foreign Valuation, Will Be Placed on Musical Instruments
E. G. HOCH PUSHING CHENEY LINE
Cheney Phonograph Popularity Increases in
Northwest — Edward G. Hoch Co. Enjoys Rec-
ord Business in March
(From Our Special Correspondent)
Washington-, D. C, April 8.— The re-impo-
sition of the duties levied on musical instruments
under the Payne-Aldrich Tariff of 1909 is now un-
derstood to have been agreed upon by the Sen-
ate Finance Committee. After considerable dis-
cussion of these duties the committee has- prac-
tically agreed upon the manner in which musical
instruments shall be treated and it has been inti-
mated that they will be made dutiable at 45 per
cent ad valorem, based on the foreign valuation.
Strings composed wholly or in part of steel or
other metal will be given a similar rate and all
other wire will be dutiable at 35 per cent. Manu-
factures of catgut, it is understood, will be duti-
able at 50 per cent ad valorem. The bill as
passed by the House provides a duty of 35 per
cent ad valorem, based on American valuation,
for musical instruments and strings, with an ad-
ditional specific duty of $1.50 each for violins,
violas, violoncellos and double basses. Tuning
pins would be dutiable at $1 per thousand and 25
per cent ad valorem and talking machine phono-
graphs and parts would be dutiable at 30 per
cent ad valorem.
There is now no doubt but that the Senate
Finance Committee will reject the American
valuation plan and provide for the retention of
the present system of basing duties on the for-
eign value of the imported merchandise, with
provisions authorizing the President to increase
all rates of duty by not exceeding 50 per cent
upon a finding that the rates provided in the
law are too low to permit of the domestic- pro-
ducers competing with foreign manufacturers in
similar lines. At the same time, in the event
of a showing that a monopoly exists in the
United States with respect to any article, the
President would be empowered to reduce the
rate of duty thereon to an extent of not exceed-
ing 50 per cent.
President Harding has indicated that he ex-
pected the Finance Committee to agree to the
foreign valuation plan with the authority granted
him to make changes in the rates and the fur-
ther provision that the President may act in
cases where it is found that there are unfair
practices existing in foreign commerce.
Members of the House who are interested in
the problem have declared that they will not ac-
cept any new tariff legislation that does not pro-
vide for the basing of all ad valorem duties upon
American values. The Finance Committee,
therefore, is making up two accounts, one with
rates so based and the other with rates based
on foreign values, the latter being considerably
higher than the rates in the Fordney bill. The
Senate is hoping to show the House that the
rates based on the foreign valuation are so high
as to provide adequate protection to the domestic
manufacturers, yet not to shut out imported mer-
chandise.
Indications are that it will take fully two
months to get the bill through the Senate after
it is presented. That means that approximately
a year will have elapsed from the time it was
adopted by the House, for it was passed by the
lower body on July 21, 1921.
The Reynolds' valuation investigation report,
showing the selling price in this country of the
American and imported article of all commodi-
ties that carry ad valorem rates in the House
bill, was used by the Finance Committee as an aid
in arriving at the rate which will appear in the
Senate bill. This report was not intended as an
argument for or against American valuation, it
is pointed out by members of the committee,
but to give the committee data that would assist
it in its work.
The report gives details as to the foreign sell-
ing price, the landed cost — getting the goods to
this country — the amount of duty paid under the
present tariff law, the importer's overhead and
profit on his land cost, which would be the total
of the foreign cost; the landing charges and the
duty, and the selling price of~~the importer in
the American market. As the comparable unit
to the importer's selling price, the Reynolds com-
mittee took the net factory price of the Ameri-
can manufacturer.
A large number of musical instruments were
investigated for the committee. It was found,
for instance, that there is no foreign competi-
tion with the domestic phonograph, but that
twelve-inch phonograph records from Germany,
having a foreign value of 48 cents each, cost
6.65 cents for landing charges, etc., pay a duty of
12 cents at the present rate of 25 per cent, mak-
ing a total cost here of 66.65 cents, and are sold
for 77 cents each, leaving the importer an over-
head and profit on landed cost, including duty, of
10.35 cents, or 15 per cent, while the comparable
domestic record is sold at 85 cents. Similarly,
ten-inch records having a foreign value of 32
cents are sold here for 55 cents, leaving an over-
head and profit of 10 cents, or 22.2 per cent, while
the domestic record is sold for 61 cents. Under
the House bill these records would carry a rate
of 30 per cent, based on the American valuation,
while under the 1909 tariff they were rated at
45 per cent, based on foreign valuation. Spun
steel strings from Germany also are sold here at
less than the similar American article, while, on
the other hand, the American harmonicas are
sold for less than the German product, while do-
mestic cornets, trombones and brass cymbals are
sold for less than the same imported instrument.
Minneapolis, Minn., April 8. — One of the most
enterprising members of the talking machine fra-
ternity in this territory is Edward G. Hoch, head
of the Edward G. Hoch Co., 104 Third street,
North, Cheney distributor for Minnesota, North
and South Dakota, Montana and part of Wis-
consin.
Although this concern has only been acting as
a distributor for the Cheney line for the past two
years it is largely responsible for the progress
made for this machine in its territory. In a state-
ment concerning business conditions Mr. Hoch
states that the Cheney line is steadily gaining
in popularity, as attested by the fact that the
business of the company in March was in ex-
cess of the combined months of February, March
and April of last year.
PONSELLE RECEIVES OVATION
Famous Operatic Soprano and Columbia Artist
Appears in Evansville — Receives Exceptional
Co-operation From Prominent People
Evansville, Ind. April 5. — Rosa Ponselle, famous
operatic soprano of the Metropolitan Opera Co.,
and an exclusive Columbia artist, appeared re-
cently at the Central High School Auditorium
and received an ovation from a crowded house.
Miss Ponselle appeared in this city without a
guarantee, so that she could help the music com-
mission of Evansville in its efforts to develop
the public's music appreciation.
Mayor Bosse bought outright 100 tickets for
distribution among his employes, and on all sides
were evidences of unusual co-operation. The
show windows of the Evansville Courier, reserved
for nationally advertised products, were given
over to a Columbia and Rosa Ponselle window
display exclusively. Local dealers also aided in
success of the event.
CONTEST BRINGS SONORA PUBLICITY
Carthage, N„ Y., April 10. — The firm of Webb
& Cook, Sonora phonograph dealers here, has
gained a great deal of publicity and has also suc-
ceeded in attracting considerable attention to
the Sonora line of phonographs through an ad-
writing contest, in which many pupils of the local
high school participated.
Vera Henderson is the proprietor of a new
talking machine shop at Mt. Pleasant, Mich.
MOTORS
(Swiss)
DOUBLE SPRING
Suitable for Portable Phonographs
Stock On Hand, Ready For Delivery
Sample $3.75 — Write for One
MERMOD & CO., 874 *r°Yadway
April IS, 1922
THE TALKING MACHINE WORLD
127
L&\NI»WORL[VMIJSI
RECORD OR ROLL TRADE UNHURT BY SHEET MUSIC SALES
Interesting Facts Deduced From Questionnaire Sent Out by Trade Service Bureau of Music Indus-
tries Chamber of Commerce Regarding Effect of Record and Roll Sales on Sheet Music Trade
Several years ago there was considerable dis-
cussion regarding the effect of talking machine
and player roll sales, and particularly sales of
word rolls, on the sheet music business, the gen-
eral opinion among the music publishers being
that their business was suffering through the in-
creasing popularity of the rolls and records. Re-
cently, however, this opinion has been changed
somewhat, as sheet music sales kept up to a fair
level, but no real figures to prove that roll and
record sales did not hurt the sheet music business
were available until a few weeks ago, when the
Trade Service Bureau of the Music Industries
Chamber of Commerce made inquiries along that
line.
In reply to a questionnaire sent out by the
Bureau as to the effect of the music roll business
on sheet music sales, a number of retailers, thirty
in all, provided information that is both interest-
ing and satisfying. The questions and answers
were as follows :
1. Do music roll sales increase sheet music de-
mand? Yes, 22; no, 5; doubtful, 2.
2. Do music roll sales decrease sheet music
demand? Yes, 1; no, 23; doubtful, 1.
3. Do music roll sales affect sheet music de-
mand? Yes, 22; no, 5; doubtful, 2.
Out of thirty replies received, the greater share
of the comments emphatically expressed opinions
that music rolls increased sheet music demand;
a number said that each helped the other, and
several said that phonograph records were a more
positive aid.
The above are the first accurate data along these
lines that have ever been gathered. However, in
other directions the reports are substantiated.
For instance, during the past eighteen months
many talking machine record dealers who hereto-
fore had not stocked sheet music have done so.
It has been estimated by the leading sheet music
jobbers of the country that over a thousand such
dealers have either opened up sheet music de-
partments or have stocked the most popular
sellers during the past year.
At several meetings of the Talking Machine
Men, Inc., an organization comprising retailers
in New York, New Jersey and Connecticut terri-
tory, the question of installing sheet music as an
accessory has been discussed. The expressions
of those dealers who had opened such depart-
ments invariably were that it was a healthy addi-
tion to the talking machine record stock. Not
only was it found to be profitable, but more often
than not proved to be a magnet to attract trade.
The fact that the sheet music publishers and
distributors have done much to encourage the
opening of such departments should eliminate
any doubt as to where present-day opinion stands
in that field.
On the other hand, the fact that the talking
machine dealer has taken kindly to the sale of
sheet music should demonstrate that there is no
question in his mind that it is not only profit-
able but that it in no wise affects an already
established business.
CADMAN WRITES MOVIE SCORE
Special Music for "The Rubaiyat" Composed by
Charles Wakefield Cadman
"The Rubaiyat," the Ferdinand Earle produc-
tion, dramatized from the famous quatrains of
Omar Khayyam, the Persian poet of the eleventh
century, has had special descriptive music written
for it by Charles Wakefield Cadman. The East-
ern Film Corp. is exploiting this production,
which is to have an invitation presentation at The
Ambassador before being brought before the gen-
eral public at a Broadway theatre, and then sub-
sequently in the principal theatres of other parts
of the world.
Charles Wakefield Cadman is the author of
hundreds of musical compositions, including the
opera "Shanewiss."
NEW FEIST NOVELTY
"People Like Us" Being Used Extensively in
Vaudeville and for Dancing
Leo Feist, Inc., has just released a new song
entitled "People Like Us." This is a novelty
number which in a short space of time, no doubt,
will be one of the most popular, songs in vaude-
ville. It is very timely, full of good clean humor
and where it has been sung has been enthusiasti-
cally received. Seemingly there is a laugh in
every line.
The dance arrangement of "People Like Us"
in fox-trot form is now being placed in the hands
of orchestra leaders and the appealing melody,
together with an attractive rhythm, should make
it popular.
I regard music not only as an art whose object
is to please the ear, but as one of the most pow-
erful means of opening our hearts and of mov-
ing our affections. — Gluck.
OSCAR ADLER'S ORCHESTRA
Organization Formerly Known as the California
Ramblers Now Known by Above Title
Announcement has been made of the change of
name of the organization known as the California
Ramblers to Oscar Adler's Orchestra. Even un-
der the former name this orchestra was under
Mr. Adler's direction and was very popular in
recording circles. Oscar Adler's Orchestra is
now headlining on the Keith Circuit and has just
concluded a successful engagement at the Palace
Theatre, New York. The orchestra is booked on
this big circuit for three years solid. It is Mr.
Adler's intention to devote considerable time to
recording work. The extensive way in which this
orchestra will be featured in the leading vaude-
ville houses of the country during the next
three years, Mr. Adler feels, will act as an ex-
cellent vehicle for the sales of his recordings.
It is his intention to communicate with the deal-
ers previous to his arrival in each city and tie
up his appearance with extra effort in record sales.
Mr. Adler is a finished musician of marked abil-
ity and his orchestra has never failed to stand
out as one of the big features of the Keith bills.
The dealer will also have an excellent oppor-
tunity to make use of the theatre program during
.the time this orchestra is billed to advertise the
recording of the selections played. The program
is changed frequently, thus keeping his act up
to the minute and featuring the newest record
releases. Mr. Adler has opened headquarters in
Suite 306, 245 West Forty-seventh street, New
York City, to provide a convenient address for
recording purposes.
BORNSTEIN SAILS FOR EUROPE
Irving
Berlin, Inc., Manager Goes Abroad-
Berlin Also Sojourning in Italy
Saul H. Bornstein, of Irving Berlin, Inc., sailed
for Europe on the "Mauretania" last month for
a six or seven weeks' tour of Great Britain and
the Continent. He will make a general survey
of business conditions on the other side and
transact some important business for his con-
cern.
Irving Berlin, who sailed last week on the
"Olympic," will remain abroad for a few weeks,
Italy being his objective. The famous com-
poser plans to write next year's "Music Box
Revue" while abroad and also rest up a bit from
his activities in connection with the publishing
business.
The advertiser who has cold feet now will be
cold all over two years from now.
MR. DEALER ! These Numbers Are Advertised From Coast to Coast
LONESOME MAMA BLUES SUPPOSE THE ROSE WERE YOU
By the Composer who wrote "Dangerous Blues.'
The feature song of the biggest Blues and Jazz
singers, and the orchestra favorite Fox Trot.
By Lucien Denni. He wrote "Starlight Love."
Kitty Gordon's knock-out Hit.
Hundreds of other acts using it.
Make Your Profit — Have Them in Stock!
OTHER BIG SELLERS
12TH STREET RAG— Song DANGEROUS BLUES
12TH STREET RAG— Instrumental MANILA MEMORIES
KISS ME DEAR
J. W. JENKINS' SONS MUSIC CO. - - Kansas City, Mo.
128 (World of Music) THE TALKING MACHINE WORLD
April i5, 1922
"JUST BECAUSE" MAKES ITS DEBUT
New Musical Comedy Well Received by Broad-
way Critics — Harms, Inc., Publishing the Score
— Several Numbers Will Prove Hits
Musical comedy made its appearance at the
Earl Carroll Theatre, New York, for the first time
with the opening recently of "Just Because,"
book by Anna Wynne O'Ryan and Helen S.
Woodruff, with lyrics by Miss Woodruff and
music by Madelyn Sheppard. "Just Because" was
presented in gala fashion with an excellent cast.
Of course, with such a quartet of estimable ladies
standing sponsor for this latest child in the line
of musical plays, it could not help being a re-
fined, polite and pleasant infant. Moreover, a
great deal of money has been expended on its
dressing and settings.
The book is inspired by sentiment; in fact,
"young love" breathes in every situation through
the plot, in the lyrics and the tinkling and tune-
ful score. The heroine in the case is Mignonette,
and as played by dainty Jane Richardson is as
fragrant as her name. Queenie Smith danced de-
lightfully, and Olin Howland also scored in one
of the leading comedy roles. Frank Moulan pro-
vided many of the laughs, and Charles Trow-
bridge assisted ably.
The plot concerns a family of nine daughters,
the youngest of whom falls in love with the su-
perintendent of an adjoining orphanage. In order
to charm him more easily she becomes an inmate
of the institution and there subdues him by her
solos. The songs in the order of their merit are:
"Just Because," "Oh, Those Jazzing Toes," "Day
Dream Bay," "Love, Just Simple Love" and "I'll
Name My Dolly," all published by Harms, Inc.
JENKINS HITS IN DEMAND
Very Active Season Reported by Publishing Divi-
sion of Kansas City Firm
TO SUPERVISE ORCHESTRATIONS
J. Bodewalt Lampe, the well-known arranger,
who for years has been connected with the stafif
of Jerome H. Remick & Co., will supervise the
arrangements and orchestrations for Vincent
Lopez's Hotel Pennsylvania Orchestra. This
latter organization has been signed to record
for one of the leading talking machine firms.
Kansas City, Mo., April 8. — The publishing
division of the sheet music department of the
J. W. Jenkins' Sons Music Co. never had a more
active season than the present. The professional
department is receiving many requests from
vaudeville singers who are using Jenkins' songs
in their programs and practically every recog-
nized dance orchestra in the country is playing
such numbers as "Lonesome Mamma Blues" and
"Suppose the Rose Were You." Other active
numbers are "Dangerous Blues," "Manila Mem-
ories," "Kiss Me, Dear" and "Lullaby Moon," to
mention a few of the leaders.
The Spring campaign recently inaugurated by
the publisher on the above numbers is the most
elaborate ever arranged by that organization and
covers every angle of musical activity in the en-
tire country. Present indications point to excel-
lent results from this campaign.
THE SONG OF
G N G
John Steel
Vaughn Comfort
In Maytime I Learned to Love'
Jack Snyder, who wrote this wonderful vocal Waltz 'Ballad, has had the honor of having HEADLINERS
sing it to a SENSATIONAL SUCCESS
Two consecutive weeks at B. F. KEITH'S PALACE THEATRE
Bp JOHN STEEL and VAUGHN COMFORT
Et po
a
mo
ur Qui
to
ut m*en .
*
[>—- •
4 \> 9
And I1!
m
1 ne'
I 9
er fo
r -
' — <S
t Twas
y°
1 r i
u my
tour - e
pet That in
learned
May- time
Both singing "IN MAYTIME I LEARNED TO LOVE" to baffling applause, with the entire PRESS OF
NEW YORK mentioning it week after week as the SONG HIT OF THE SEASON.
"IN MAYTIME I LEARNED TO LOVE" Is Just the Kind of a Heart Song That Gives a Stamp of Merit to an Artist
Who Can Sing It.
The Headline Song for Headliners"
The Song That Can Make an Act
1658
BROADWAY
Jack Snyder Publishing Co.
NEW YORK
N. Y.
April 15, 1922
THE TALKING MACHINE WORLD (World of Music) 129
SBlHBIfBSHISSSHHS
iHHiiiiiiiaiiiaiisiiaiiiiaiiiii^iEiiaigMs!
Announcement:
Oscar Adler's Orchestra
formerly
California Ramblers
Now Headlining on Keith Circuit
Open for Recording Engagements
Address Correspondence to
OSCAR ADLER : Suite 306
245 West 47th Street, New York City
ber. It means profits for the publisher, manu-
facturer, distributor and dealer through the me-
dium of stronger support by the public.
The drift away from jazz for a better standard
of dance music was never better illustrated than
in the success of the number, "Song of India,"
adapted from Rimsky-Korsakoff's theme, and
which became popular in a number of arrange-
ments. Other old standard numbers have also
been given modern arrangements, the purpose of
which, more than anything else, is to make them
adaptable for the present-day dance.
So, despite all the agitation against jazz, which
rather aided in keeping it in the forefront, the
dance orchestras have, of their own volition, with
the aid of the composers, brought about a new
era in dance music. The present-day orchestra is
improved, playing better music, and with pleas-
ure and profit for all concerned.
MELODY SUPERSEDING JAZZ IN THE ORCHESTRAL DOMAIN
Old-time Jazz Craze Has Been Replaced by Music of a Much Higher Type Which Is Interpreted by
Orchestras of Real Merit — Movement Marks a New Era in Dance Music
We who have been standing on the side lines
have watched for a long time past the wails
and propaganda against what is termed "jazz."
We saw that the effect of these vocal outbursts,
campaigns and decisions to bury jazz were hav-
ing little or no effect and we came to the con-
clusion that jazz, like any other novelty, must
run its course and spend itself.
That it has done just that must be the con-
clusion of anyone who attends the dances at the
hotels, dance palaces and cabarets. The present-
day orchestra is far from a jazz band; indeed,
none of the popular orchestra leaders would
allow himself or his organization to be billed
as such. They are now society serenaders, nov-
elty and symphonic syncopators. They no
longer have the noisy effects that were part of the
jazz aggregation and only in a few instances do
we see the eccentric leader who is given to
physical gyrations.
Melody is the slogan of the present-day orches-
tra and carrying out the musical theme, pos-
sibly with syncopated effects, is the prominent
feature of every dance program.
No one would dare call Paul Whiteman's Or-
chestra a jazz band, nor that of Isham Jones or
Eddie Elkins. These are the leaders in the dance
world and it is to them that every small orches-
tra leader looks for his style. It is from them
that he takes his methods and by following such
leaders enjoys success.
Edgar Benson, who practically controls most of
the high-class orchestras playing in Chicago, re-
cently sent out a notice to his clients that his of-
fices will not furnish any jazz orchestra. Nov-
elty and symphonic syncopating combinations
are to replace the organizations of the former
caliber. Mr. Benson has been in business for
more than twenty-five years and controls more
than sixty well-known Chicago orchestras.
The musical publishers and the talking machine
record manufacturers probably look with pleas-
ure upon the completion of this movement for
melody which has been under way for many
months and now predominates in the present-day
dance programs. The rendition of numbers
to-day means that the melodies are to be carried
out from start to finish in a manner that com-
pels the patrons to remember the air. Carry-
ing away the tune of a number that has met
popular fancy means the sale of sheet music, talk-
ing machine records and player rolls of the num-
USING FEIST NUMBERS
Songwriters Form Vaudeville Act in
Feist Hits Will Predominate
Which
FOX GETS NEW BASS SONG
'Bells of the Sea" to Be Published by Sam Fox
Pub. Co. — Already Well Received
A vaudeville act composed of some of the
best-known songwriters has been booked to
appear on the Loew Theatre Circuit. It is com-
posed of Harry Pease, Edward G. Nelson, Leo
Wood, Abel Baer, Herman Ruby, Jimmy Flynn,
Bob Miller, Herb Steiner and Frankie Marvin.
Most of the songs programmed are published by
Leo Feist, Inc., and include "Georgia Rose,"
"Ty-tee," "Wabash Blues," "Stealing," "No-
body's Baby," "All That I Need Is You" and
"Georgia." The initial appearance was made
at the American Roof, New York City.
Zez Confrey, the composer of "Kitten on the
Keys" and other novelty piano \vorks, recently
wrote a new number which is now being issued
in both song and instrumental form bv Leo Feist,
Inc. It is entitled "Stumbling."
The Sam Fox Pub. Co. recently accepted for
publication a bass song which bears the title
"Bells of the Sea." It is by Arthur J. Lamb and
Alfred Salman, who will be remembered for such
standard works as "Asleep in the Deep" and
"When the Bell in the Lighthouse Rings."
This new song was recently introduced at the
Strand Theatre, New York, by the well-known
basso, Herbert Waterous. Sam Fox, attending
the performance and noting the reception of the
song, immediately made inquiry as to the authors.
Following a short conference he induced them to
let him publish the number despite the fact that
other publishing houses were interested in secur-
ing the publishing rights.
Temper can be likened to dynamite. Both
inflict damage unless kept under rigid control.
Edith Wilson
Wicked Blues
By PERRY BRADFORD
The meanest Blues known. Columbia Record A-3558
Sung by EDITH WILSON
Played by the Original Jazz Hounds
Featured by Edith Wilson in the Plantation Room of the
Folies Bergere Revue on Broadway
Note: — "This is the best Blues I have ever written, far better than Crazy Blues and
more original."
BIRMINGHAM BLUES
PERRY BRADFORD, Inc., 1547 Broadway, New York
130 (World of Music)
THE TALKING MACHINE WORLD
April 15, 1922
<t7 * 4 4 J J 1 J i 3 d
3t
M w ^ ' .
Peo - ple like u.$ — dorit haVe to Vor ivy,
PEOPLE LIKE US
A Humorous Fox Trot Son^
\foucaiitgovron#
JACK NORWORTH
Biggest Song
With aiuj FEIST son£
Hit
BROADCASTING PROBLEMS
Writer in the Kansas City Star Outlines Some
of the Difficulties Which May Arise Through
the Radio as a Purveyor of Entertainment
[Editor's Note — Below is reproduced, without comment,
a report of a writer on the Kansas City Star relative to the
broadcasting of songs, etc. Considering the fact that the
Star has been active in aiding the radio stations, it should
be well worth reading.]
The wisest people in what is commonly called
the show business probably are turning their eyes
and ears to the possibilities of the radiophone.
It is a subject that must instantly challenge every
mind that houses whatever degree of intelligence
is required to cause a human individual to look
into the future and to look out for himself. Just
now the performer, singer, player or composer
who is a creator of music or elocutionary utter-
ances might well consult a lawyer or someone
versed in the drawing of contracts. The near
future is very apt to offer great opportunity for
any artist who can assist the purveyor of sound
through the air. Not only will concert and opera
managers have to hold forth some inducement
to performers in the way of royalties for "air"
rights, but they themselves may be compelled to
pay royalties to composers for music broadcasted
on the ether waves. The producers of opera,
concerts, musical comedies and such who now are
finding wireless concerts broadcast by commer-
cial radio companies very profitable because of
the unusual publicity accorded them soon may
discover there is a boomerang attached to the
radiophone. The air may kick back.
For example, the Star on Friday recorded
several incidents where very worthy young men
and their mothers, who otherwise might have
been at Convention Hall for the symphony con-
cert, remained at home and heard the music on
their wireless sets.
In addition to the amusement features of the
new craze it may also dig into the coffers of the
baseball world. The Post has announced that
with the commencing of the coming season it
will broadcast the results of the three leading
associations as fast as received.
It is known that some of the local managers
are giving the matter much serious consideration,
and, while they are lending their assistance to
the papers in their new plaything by allowing
acts to participate in the concerts, it would not
be surprising if they refused to allow the acts
to work in the near future outside the limits of
the theatre.
MANAGERS BAR SINGING FOR RADIO
Vaudeville Artists Prohibited From Radio Work
by New Contracts
Chicago, III., April 7. — Singers on vaudeville
circuits are prohibited from singing for radio
telephones by clauses which now are being in-
serted in their contracts. The Western Vaude-
ville Managers' Association, which first began
making such contracts, declares that the best ef-
forts of the singers are needed for the stage.
MANY FEATURING "IN MAYTIME"
Vaudeville Singers of Promise Using That Pop-
ular New Ballad Number
The Wilson Bros., two of the best-known sing-
ers, appeared at the Palace Theatre, New York
City, last week, where they featured the Jack
Snyder, Inc., ballad, "In Maytime (I Learned to
Love)." The preceding week Vaughn Comfort,
ONLY A SMILE
New High Class Ballad Scoring
Big Hit for
JOHN STEEL
Ziegfeld Follies Star and
Victor Artist
Now Headliner in Vaudeville
"ONLY A SMILE" is now-
being featured by many artists
in Vaudeville, Concert, Ly-
ceum, Etc.
The Outstanding Semi-Classic
Song Success of the Year
Sam Fox Pub. Co.
CLEVELAND
NEW YORK
the vaudeville and concert artist, sang the same
ballad at the same theatre and the week prior to
that John Steel, .the well-known musical comedy
star, also programmed this successful song.
Jack Snyder, Inc., is fast placing the number in
the repertoire of many othei artists and, accord-
ing to the sales department of the company, the
results of this publicity are already being felt.
"BLOSSOM TIMET ANNIVERSARY
Celebration of One Year's Run of Operetta Held
in New York Recently
"Blossom Time," the operetta with Franz
Schubert's music, at the Ambassador Theatre,
New York, celebrated Thursday night, March
23, the first anniversary of its production. It
was on March 23, 1921, that the operetta had its
premiere in Atlantic City. It played engagements
in Baltimore and Boston and following a period
of inactivity during the Summer was presented
at the Ambassador here on September 29 last.
Bertram Peacock, who sings the role of Franz
Schubert in the operetta, has sung at every per-
formance. Leo Feist, Inc., publishes the score.
ITALIAN COMPOSER DIES
Author of "Funiculi Funicula" Recently Passed
Away in Italy
The death of Luigi Denza brings to mind his
"Funiculi Funicula," a song that has gained a
world-wide popularity and which so aptly ex-
presses the Neapolitan spirit that Richard Strauss
used it in his orchestral suite, "Aus Italien," as a
folk song. Strauss or his publisher some years
later sued for infringement of copyright a man
who used much less of one of his musical mo-
tives as an avowed quotation. Denza's song was
inspired by the opening of the funicular railway
and was written for the festivities of the "Die
di Grotto" in Naples in 1880.
FURER'S NEW MUSIC SHOP OPENS
Stamford, Conn., April 9. — Another noteworthy
acquisition has been made to the music stores of
this city by the recent opening of Furer's New
Music Shop, in the Spelke Block, one of the
most attractive music houses in this part of the
State. Seven air-cooled, sound-proof record
demonstration booths are a feature of the estab-
lishment. Mr. Furer, who has been in business
here for several years, was formerly located on
Atlantic avenue.
Music transmitted by wireless to a moving
train was heard clearly recently by several hun-
dred Cornell University students, who were com-
ing to New York for their Spring vacation aboard
a special train of the Delaware, Lackawanna &
Western. Railroad officials said it was the first
time radio waves from a broadcasting station had
been picked up for the entertainment of passen-
gers on a train.
April 15, 1922
THE TALKING MACHINE WORLD (World of Music) 131
TWO BIG SUCCESSES — WATCH THEM GROW!
Irving Berlin's Latest and Greatest Song Hit
SOME SUNNY DAY
The Song Everybody's Talking About
KICKY KOO
YOU FOR ME-ME FOR YOU
A Real Song Hit
IRVING BERLIN, Inc., 1607 BROADWAY, NEW YORK
GREAT KNICKERBOCKER GATHERING
Monthly Record Recital and Luncheon Held
at Pennsylvania Hotel a Great Success
This month the scene ot the monthly record
recital and luncheon, held under the auspices of
the Knickerbocker Talking Machine Co., New
At the conclusion of the recital all adjourned to
the roof of the hotel, where a panorama photo-
graph was taken of the assemblage, and then re-
turned to an adjoining parlor, where the Knicker-
bocker Talking Machine Co. was the host at
luncheon for those attending.
At the close of the luncheon Mr. Van Wickle
moved that a rising vote of thanks be tendered
A. H. CURRY VISITS THE SOUTH
Vice-president of Thos. A. Edison Co. Looking
Over Business Situation in That Section
A. H. Curry, vice-president of Thomas A. Edi-
son, Inc., in charge of phonograph merchandis-
ing, left for Dallas, Tex., on April 4. While in
Guests of Knickerbocker Talking Machine Co. Snapped on Pennsyl
York City, Victor wholesaler, for the benefit of
Victor retailers, was changed from the audi-
torium of the Knickerbocker -headquarters to the
Pennsylvania Hotel. Either the central loca-
tion of the hotel, with its attendant accessibility,
or the bright Spring weather proved a stimulus
in increasing the attendance, for at the opening
of the recital at 10 o'clock Wednesday, April S,
Parlor A was entirely filled and another room had
to be thrown open, Victor retailers were pres-
ent from all over the metropolitan district, Long
Island and New Jersey, and among the guests
was William P. Van Wickle, president of the Van
Wickle Piano Co., of Washington, D. C, which
is also a Victor retailer. The entire advance May
list of Victor records was played and during the
recital Abram Davega, president of the Knicker-
bocker Talking Machine Co., spoke interestingly
on current topics of interest to the Victor retailer.
to the Knickerbocker Talking Machine Co. for
its hospitality and complimented the organiza-
tion on its progressive spirit. Mr. Davega, in
responding, announced that a similar event would
be held next month, at which time a selling and
buying contest would be held, which would un-
doubtedly prove intensely interesting to all
present. \
vania Hotel Roof
the South it is Mr. Curry's intention to look over
his wholesale and retail interests in that section
of the country. On his return North, which is
scheduled for ten days to two weeks after his
departure from Orange, he plans to bring his
family with him, so that henceforth the Curry
headquarters, domestic as well as commercial,
will be in Orange.
T. E. ASHWORTH WITH AUERBACH BENNIE KRUEGER'S TEN WEEKS' TOUR
Salt Lake City, Utah, April 8. — T. E. Ash-
worth, who has been connected with the talking
machine business for the past ten years, has
been made manager of the new talking machine
department of the Auerbach Co. The depart-
ment is located on the main floor of the store
and up-to-date equipment makes it as fine as any
in the city.
Did you see and read the insert facing page 66?
Bennie Krueger and his orchestra, exclusive
Brunswick artist, who for several weeks has been
playing nightly at Delmonico's, New York, is
starting out this week on a ten weeks' vaude-
ville tour with Keith's circuit. This flattering
offer made by this prominent vaudeville house
to Mr. Krueger reflects the reputation he has
acquired as a premier orchestra leader and in-
terpreter of dance music. The Brunswick-Balke-
Collender Co. is planning to follow Mr. Krueger
in his appearances in different theatres with full-
page advertisements, carried in the local papers.
TAKES OVER ACME BUSINESS
The business of the Acme Die Casting Corp.
has been taken over by the Aluminum Die Cast-
, ing Corp., a New Jersey corporation, with head-
quarters at Garwood, N. J. The business will
be continued as heretofore and under the direc-
tion of the same officials, but it will be conducted
under the name of the Aluminum Die Casting
Corp. instead of Acme.
132
THE TALKING MACHINE WORLD
April 15, 1922
PORTLAND, ORE.
Musical Activities Help Trade — Some Notable Visitors — Busi-
ness Improving — Soule, Starr District Manager — Trade Changes
Portland, Ore., April 6. — During the past month
Portland music lovers were treated to one con-
tinual round of concerts and every week during
the month one or more famous artists appeared
and plaved to capacity houses. The Chicago
Grand Opera Company appeared at the munici-
pal auditorium March 22, 23, 24 and 25 for five
performances and drew very large audiences.
The company was brought to Portland by W. T.
Pangle, with a guarantee of $72,500 by Portland's
public-spirited business men. Sherman, Clay &
Co., the Wiley B. Allen Co.; the Bush & Lane
Piano Co., the G. F. Johnson Piano Co. and the
Seiberling & Lucas Music Co., the five music
houses that helped back the proposition, are de-
lighted at the artistic and financial success of
Opera Week. It is estimated that over 23,000
persons attended the opera and this alone, the
dealers say, is bound to stimulate interest in
music. Sales of Red Seal records, especially
opera selections, have been tremendous and many
out-of-town visitors "stocked up" while in the
city.
The Victrola department of Sherman, Clay &
Co.'s store has had numerous noted personages
visit it during March, including Edward John-
son, the noted Canadian tenor and Victor artist,
who is" a member of the Chicago Grand Opera
Company; Sophie Braslau, contralto, of the Met-
ropolitan Opera Company, who was soloist for
the Portland Symphony Orchestra, March 29;
and Homer Samuels, husband and accompanist
to Galli-Curci. They were shown through the
store by Arthur W. Stein, manager of the Vic-
trola department.
Increased activity in both Victrolas and Victor
records for March is the report of Arthur W.
Stein, manager of the Victrola department of
Sherman, Clay & Co. Mr. Stein says: "Our sales
sheets show a big increase over this time last
year, and we anticipate more good business
ahead. The new Victrola console types Nos. 300,
280 and 260 are going over big and are arousing
a great deal of interest among our patrons."
George J. Dowling, president of the Cable
Company, of Chicago, accompanied by Mr.
Hughes, stopped off for several days in Portland.
D. C. Peyton, manager of the talking machine
department of Meier & Frank, reports greatly
improved conditions, and is rejoicing over the ac-
quisition to his department of Miss Ellen L.
Tracy, who will act as his assistant, and whom he
has placed in complete charge of the record de-
partment. Miss Tracy has just returned from the
Victor factory at Camden, N. J., where she com-
pleted the six weeks' educational course.
The cut-out of 519 records from the Columbia
stock is being greeted with approval by most deal-
ers, who were ready for a Spring house-cleaning.
Carl W. Jones, former district manager of
the Columbia Graphophone Co. in Portland, has
gone to Los Angeles and is connected with the
Remick Song Shop's phonograph department in
that city. ;
Charles Soule, of Soule Bros. Music Co., has
been appointed district manager of the Starr
Piano Co. to fill the place of John P. Murphy,
who was promoted to the Los Angeles office.
John C. Foley, who recently closed out his
piano and phonograph business, has been ap-
pointed sales manager of Oregon Eilers Music
House. L. Lunsford, formerly manager of the
Denver Music Co., of Montrose, Col., and at one
time active in the phonograph manufacturing
business, has been made assistant sales manager
of the firm.
The G. F. Johnson Piano Co. announces better
business in higher-priced machines for March
than for several months, with sales of the con-
sole models in the Cheney phonographs being
excellent.
H. G. Reed, of the Reed, French Piano Co.,
reports splendid business for March, with more
sales in Edison and Victrola machines made dur-
ing the past month than for January and Febru-
ary combined.
Wm. Smith, Oregon sales manager of the Co-
lumbia Graphophone Co., who expected to return
to California, has reconsidered and decided to
"carry on" in Oregon. Columbia business has
been so lively in Portland that Mr. Smith was
unable to make his usual side trips into the out-
lying districts during the month of March, how-
ever. Columbia machine and record business in
southern Oregon is booming, according to Mr.
Smith, and good reports are received from all
towns down the valley. S. H. Short, of the Ash-
land Drug Co., who is an exclusive Columbia
dealer, is building an attractive balcony in his
store, on which he will be able to display and
demonstrate his machines.
The Palmer Piano Co., of Medford, Ore., has
made extensive improvements throughout the en-
tire store and has completely remodeled the de-
partment for demonstrating the Columbia, Victor
and Edison phonographs, which it carries.
M. Davis, district manager of the phonograph
division of the Brunswick-Balke-Collender Co.,
reports excellent business for March both in the
city and throughout the entire State. The new
Brunswick console types, which arrived in car-
load lots, were snapped up, says Mr. Davis, and
they moved so fast that they proved to be just a
drop in the bucket.
L. E. Heynes' music store, of Lebanon, Ore!,
which is an exclusive Brunswick dealer, reports
good business and a very bright outlook for the
coming Spring.
The Moore-Dunne Music Co., of Salem, is
66
mm
THE NEW PHONOGRAPH
With Exclusive Features
"Plays Ten Records Continuously"
NO MORE ANNOYANCE CHANGING
RECORDS EVERY FEW MINUTES
M®d(SA=®0i)(Sw does away with the necessity of jumping up every few minutes to change
a record — It selects the next number in the ten record program previously arranged, auto-
matically— quicker than it could be done by hand with only a few seconds interval between
records, or if you are not pleased with any record being played, press a button and it will
immediately select a new one.
MANUFACTURED BY
DECA-DISC PHONOGRAPH COMPANY
HANOVER, PENNSYLVANIA
April 15, 1922
THE TALKING MACHINE WORLD
133
Eddie Elkins' Orchestra gives new thrills to
fox-trot lovers* "Song of India" and "To a
Wild Rose" — both on one record. This
record won't be a shelf -warmer! A-3569.
Columbia Graphophone Co.
NEW YORK
also exclusive Brunswick dealer. Mr. Davis can't
send the new console types in fast enough to
meet the demand.
The Laraway Music House, of Eugene, Ore.,
Brunswick and Victor dealer, is showing better
than 75 per cent increase in volume of business
over last year.
The Woodworth Drug Co., of Albany, Ore.,
Brunswick and Victor dealer, reports a 50 per
cent increase over 1921 business so far this year.
J. F. Jones, manager of the phonograph depart-
ment, died recently. He was only twenty-five
years old, an "overseas man."
A. J. Lilburn & Son, exclusive Brunswick deal-
ers, have disposed" of their business to McKean,
Darby & Baldwin, which firm plans extensive
improvements.
Stanton Powell, of the Music and Photo House,
of Grants Pass, Ore., will hereafter only handle
the Brunswick and Victor machines. The Sabin
Drug Co. is now handling the Columbia line with
a very large measure of success.
The McDougall-Conn Music Co. has placed
Miss Eva V. Mosher in charge of its Columbia
and record department.
Emma Reynolds, manager of the record de-
partment of the Hyatt Talking Machine Co., re-
ports an enormous sale of Red Seal records, due
to the appearance of the Chicago Grand Opera
Company, but the sale of dance music goes on
unabated nevertheless.
After an absence of six weeks on account of
an operation for appendicitis Miss Madeline Lar-
son, manager of the record department of the
Bush & Lane Piano Co, has returned to her
duties.
William A. Hodecker, of Seiberling-Lucas Mu-
sic Co., reports big business in the Victrola de-
partment. Mary Elizabeth Godwin, in charge of
the educational department, is kept busy assisting
in the work of the public schools, which are put-
ting in a great amount of time on the coming
musical memory contest. The finals will be held
some time in May and thousands of children are
interested in what promises to be a most popular
musical event for Portland.
The Market Talking Machine Shop, Fifth
street, Louisville, Ky., is the latest addition to
the music stores of that city.
The Most
Dependable and
Inexpensive
Lid Support
on the Market
The new channel
support is construct-
ed of one piece of
metal and it works
automatically per-
fect. The hinges are made in two styles — flexible
and bent. Samples on request.
STAR MACHINE & NOVELTY CO.
81 MILL STREET BLOOM FIELD, N. J.
Patented
Sept.9.19l9N
Two other patents'
Applied for.
APRIL OKEH WINDOW DISPLAY
Latest Okeh Display Attractive and Effective —
Subscribers to Service Increasing
CARL SEITZ MUSIC SHOP OPENS
Formal Opening of Attractive New Victor and
Brunswick Shop Attended by Many
The Okeh window display for April is decidedly
attractive, and, as will be seen by the accompany-
ing illustration, is well calculated to produce
direct sales. This new window display service,
Display Window Now Being Used by
which was introduced to Okeh dealers a few
months ago, is becoming an important factor in
the advertising campaign of the General Phono-
graph Corp., and is being used to splendid advan-
tage by the dealers. During the past month the
number of subscribers to this service increased
more than 30 per cent, emphasizing the drawing
ability of these unique window displays.
Circleville, O., April 9.— The formal opening of
the Seitz Music Shop, 138 West Main street,
which took place here recently in the room
formerly occupied by the Third National Bank,
■ was attended by fully
0|" a thousand people.
h\ The new quarters pre-
sent a most attractive
appearance. Demonstra-
tion booths, soundproof
rooms for the demon-
stration of machines
and records are pro-
vided, where Victors
and Brunswicks shine
in rivalry.
Carl F. Seitz, pro-
prietor, and members of
the sales staff, Fulton
Cryder, Henry Mader
and Miss Nellie Den-
man, welcomed the
guests at the opening
and made everyone
receipt of congratulations
Okeh Dealers
happy. They were in
and good wishes from those who attended.
LOPEZ ORCHESTRA WITH EDISON
Orange, N. J., April 6. — Among the recent band
orchestras to make recordings for Thomas A.
Edison, Inc., is the Vincent Lopez Orchestra,
which has attained much fame and popularity at
the Pennsylvania Hotel, New York City. The
first Edison Re-creation by the Vincent Lopez
Orchestra will be out the current month and it is
expected that other Re-creations will follow at
regular intervals.
Paddack Products, Inc., New York City, has
received many letters from talking machine
dealers praising the merits and simplicity of the
Phon-O-Mute, which, attached to the sound box,
regulates tone by loosening or fastening a thumb
screw. It requires no mechanical adjustment
and has won considerable favor.
JORDAN MUSIC CO. INSTALLS RADIO
Charleston, S. C, April 9. — The Jordan Music
Co., of this city, Edison distributor for the
Carolinas, has installed a radio broadcasting
station in the headquarters of the company, at
372 King street, from which it will relay the
musical programs sent out by the large broad-
casting stations. A complete line of radio ac-
cessories has also been installed.
THE KINWIT CO. INCORPORATES
The Kinwit Co., of New York City, was re-
cently incorporated in New York State for the
manufacture of talking machines, with a capi-
tal of $5,000. Incorporators are: J. Hankin,
McK. Whitcomb and H. G. Issertell.
Did you see
and did you
read the
insert
facing
page 66?
134
THE TALKING MACHINE WORLD
April 15, 1922
DISMISSAL OF VICTOR-STARR SUIT UPHELD ON APPEAL
u.
S. Circuit Court of Appeals Sustains District Court in Dismissal of Bill of Complaint Filed by
Victor Co. Against Starr Co. Alleging Infringement of Johnson Record Patent
HEADQUARTERS
The U. S. Circuit Court of Appeals for the
second district of New York, on April 4, handed
down a decision affirming the decree of the U. S.
District Court of February 11, 1921, dismissing
the bill of complaint filed by the Victor Talking
Machine Co. against the Starr Piano Co. for
alleged infringement of U. S. Letters Patent No.
896,059, granted August 11, 1908, to Eldridge
K. Johnson, on the basis of lack of invention
and abandonment.
The decision was rendered by Judges Rogers,
Augustus N. Hand and Knox, sitting in the Cir-
cuit Court of Appeals, the opinion being written
by Judge Hand and representing a most ex-
haustive survey of the patent itself, as well as
of the development of the art of record manu-
facturing and various patents that have held "a
prominent place in that development.
The opinion, which runs close to 2,500 words,
is a most interesting document from the stand-
point of those connected with the manufacture
and development of talking machine records in
their varied phases.
Kenyon & Kenyon appeared as solicitors for
plaintiff. William Houston Kenyon, Richard
Eyre, John D. Meyers, George T. Dean and Ed-
gar F. Baumgartner, counsel, and Kerr, Page,
Cooper & Hayward as solicitors for defendant.
Parker W. Page, Drury W. Cooper and Thomas
J. Byrne, counsel.
BRISTOL & BARBER TO MANUFACTURE
Prominent New York Distributors Will Shortly
Place Talking Machine on the Market
Bristol & Barber of 3 West Fourteenth street,
New York City, well known throughout the talk-
ing machine trade as distributors of talking ma-
chines, records, accessories, etc., have announced
that they will shortly place upon the market a
talking machine of their own. While full details
are not as yet available it is expected that the
new machine will be of the console type, to retail
at $125. One of the features of the machine will
be a motor of exceptional quality, which will be
sold with a five-year guarantee.
the well-known musical comedy star and pro-
ducer. Shortly afterward they were engaged by
Mr. Rock for his "Silks and Satins Revue," where
they were received as one of the hits of that musi-
cal comedy. They have just finished a very suc-
cessful tour on the Keith vaudeville circuit and
their addition to the Columbia record catalog adds
another name to the long list of vaudeville stars
who record for Columbia.
HART SISTERS WITH COLUMBIA
Well-known Vaudeville Team to Record for Co-
lumbia Library — Have Been Very Successful
on "Big-time" Circuit Throughout Country
OPEN RECORDING LABORATORIES
The Manhattan Recording Laboratories, re-
cently formed, have opened offices and record-
ing laboratories at 48 West Thirty-ninth street.
The laboratory is modern in every respect and
well equipped. The company announces that it
will give every attention to turning out the best
of work and that recordings have already been
made for some four or five record companies. It
is also planned to add a personal recording de-
partment to the company.
The Hart Sisters, who have one of the most ar-
tistic and attractive "sister" acts on the vaudeville
stage {0-day, have been added to the Columbia
record library and their first record, "The Little
Red School House," will be issued June 1.
Irene and Bernice Hart, comprising the Hart
Sisters, are only nineteen and seventeen years of
age, respectively, but they have already won un-
usual success on the vaudeville stage. Van and
Schenck, famous vaudeville team and exclusive
Columbia artists, heard them sing at a benefit
some time ago and were so impressed with their
talent that they introduced them to William Rock,
REPORT INCREASED ACTIVITY
Baltimore, Md., April 6. — The headquarters of
Cohen & Hughes, in both this city and Washing-
ton, report increased activity on the part of the
dealer as the Spring season progresses. The
ordering of the special Easter records would tend
to indicate that dealers are planning to make the
most of this important season. The new hori-
zontal t}'pe Victrola, No. 240, was placed on dis-
play in both headquarters immediately upon its
receipt and orders for this new model have been
large.
TWO GREAT BLUES NUMBERS
2045
f YOU MISSED A GOOD WOMAN
(When You Picked All Over Me)
I LONG LOST WEARY BLUES
AND
2039
TRIXIE'S BLUES
DESPERATE BLUES
SUNG BY
TRIXIE SMITH
Winner of the NATIONAL Blues Singing Contest
♦ ♦
Grand Opera Records
7101— CARO NOME 7102— AH ! FORS' E LUI
SUNG BY
ANTOINETTE GARNES
The only Colored Member of the Chicago Grand Opera Co.
Black Swan Records Sell
PACE PHONOGRAPH CORP.
2289 SEVENTH AVE.
NEW YORK, N. Y.
For
Single Spring Motors
and
Mica Diaphragms
WILLIAM BRAND
27 East 22nd St., New York City
0KEH ARTISTS AT RADIO CONCERTS
Program Received Enthusiastically by Radio
Fans — Many Okeh Artists Participate
The General Phonograph Corp., New York,
manufacturer of Okeh records, was responsible
for a very successful concert given a fortnight
ago at the WJZ radio station in Newark. The
artists for the concert were selected by the com-
The Rega Dance Orchestra
pany, and the program was enthusiastically re-
ceived by radio fans.
Among the Okeh artists who appeared at this
concert were the Rega Dance Orchestra, Charles
Hart, Elliott Shaw, Miss Vaughn De Leath,
Joseph Phillips, Green Bros.' Xylophone Orches-
tra. Miss Virginia Burt and the Nathan Glantz
Instrumental Trio. The New York Globe co-
operated with the General Phonograph Corp. and
furnished as one of the artists for the evening
Miss Jean Stockwell, well-known violin virtuoso.
"IOWA CORN S0N(T RECORD A HIT
The Duning Co., Des Moines, la., Reports That
the Gennett Record of that Number Has
Proven a Big Seller in the Corn Belt
Des Moines, Ia., April 7. — The Duning Co.", piano
and talking machine dealer of this city, repre-
senting the Starr Piano Co. line in Iowa and
Nebraska, reports a most substantial demand for
the Gennett record of the "Iowa Corn Song,"
popularized during the- Shrine Conclave in Des
Moines last Spring, and later published in sheet
music form.
The company prevailed upon the Starr Piano
Co. to record the number as a direct medium for
introducing Gennett records into this territory,
and the move has been a wise one. The "Iowa
Corn Song" will be featured by all song leaders
during the first annual Music Week to be held
in Des Moines from April 16 to 23.
CALLERS AT COLUMBIA HOME
W. S. Parks, manager of the Baltimore branch
of the Columbia Graphophone Co., was a visitor
to the company's executive offices in New York
this week, accompanied by W. J. Boggs, president
of the Guttman Furniture Co., of Briscoe, Va.,
Columbia dealer. Mr. Parks was keenly opti-
mistic in his predictions regarding general busi-
ness, stating that his sales for the first three
months of the year had been very satisfactory.
Other callers at the Columbia executive offices
recently included C. F. Schaffarzick, manager of
the Spokane branch of the Columbia Co., and A.
E. Landon, general manager of the Columbia
offices at Toronto. Both of these callers brought
with them- pJeasmg- reports as to the business. • •
April IS, 1922
THE TALKING MACHINE WORLD
135
Unico Wall Back No. 2
For Demonstration room or
lobby; an attractive unit that
sells records from your over-
stock.
Unico Wall Rack No. 1. Simi-
lar to above; displays four
records.
Unico Wall Rack No. 3. Simi-
lar to above; displays twelve
records.
Efficiently equipped Demonstrat-
ing Room, showing Unico Light-
ing and Ventilating Units In-
stalled
Comfort to your customer brings
greater record sales
Unico Products
are Patented
as to Construction.
Unico Sales Helps
DEALER'S PRICE
Wall Rack No. 1 $ 9-60
Wall Rack No. 2 19-20
Wall Rack No. 3 28.80
Repair Bench 120.00
Record Display No. 1 48.00
Record Display No. 2 90.00
Ventilating Unit 19-20
Lighting Unit 9 60
Sales Stimulator No. 1 12.00
Sales Stimulator No. 2 9-60
Special No. 6 Record Rack 28.80
Shelf sets for Victrola 80 3.00
UNICO CABINET STANDS
4-6 for Victrola 4 or 6 $ 4.80
4-6S for Victrola 4 or 6 6.30
50 for Victrola 50 7.50
Demonstrating room table No. 1 6.00
Demonstrating room table No. 2 7.50
Unico demonstrating room seamless carpet rugs
from $7.00 up.
Unico
Demonstrating Room Table No. 2
Table No. 1 same as above with
out middle shelf
Order Thru Your Jobber or From Our Nearest Br
Unit Construction Company
RAYBURN CLARK SMITH, PRESIDENT
58th & Grays Avenue
PHILADELPHIA
Sales and Service Branches
Dallas New Orleans London Denver
Texas Louisiana England Colorado
136
THE TALKING MACHINE WORLD
April 15, 1922
B A L T I M ORE
Jobbers and Dealers Report Improving Conditions — Miss Ponselle
Helps Record Sales — New Brunswick Dealers — News of the Month
Baltimore, Md., April 7. — The talking machine
and record business in Baltimore and vicinity is
good, according to reports from all the leading
jobbing houses. This is especially true of the
firm of E. F. Droop & Sons Co., 231 North How-
ard street. Manager Roberts says that their busi-
ness for March was away ahead of last year and
April business so far bids fair to exceed the pre-
vious month. This is especially true of the busi-
ness in the No. 100 Victrola, on which, he says,
they have been oversold for some time. Although
he received a carload shipment last month he still
has unfilled orders on his books.
H. T. Bosee, sales manager for Cohen &
Hughes, 227 West Saratoga street, also reports a
very good business, especially in records. This is
attributed to a large extent to the attractive win-
dow displays that are being made by the dealers
generally. Many of the displays are very unique
and novel and naturally attract hundreds of pro-
spective customers, especially in the downtown
shopping districts.
Manager Shaw, of the local Brunswick branch,
107 Hopkins Place, who recently came here from
St. Louis, says that he has added two big dealers
to his list the past week in the firms of C. B.
Noon, 325 North Charles street, and the Hub
Piano Co., who have just opened a handsome
showroom at 304 North Howard street, but that
this is only a starter and the Brunswick stores
will continue to increase in this territory.
Manager Parks, of the Columbia Graphophone
Co., 16 South Howard street, has just returned
from New York, where he had a conference with
General Sales Manager Hopkins and is very opti-
mistic as to the future for the Columbia Co. The.
local branch reports a big demand for all the rec-
ords of the late Bert Williams, especially No.
6141 — Bert Williams' Sermons — which has been
completely exhausted and many orders for it
booked ahead.
H. A. Bushman, who conducts the Jazz Shop
at 1544 Pennsylvania avenue, another Columbia
dealer, reports a big increase in the demand for
records of the Columbia, colored stars, Leona
Williams and Edith Wilson. He says that when
a customer comes in for either one of the latest
records of these stars he does not ask them to
buy anything else, but merely puts on the other
record and nine times out of ten the sale is made.
Following an advertising campaign by the deal-
ers of Norfolk, Va., supplemented by the Colum-
bia Co., featuring the Ponselle Sisters, dealers in
that city report having sold more records of these
stars during the week of March 27 than in the
whole previous year. This campaign was also put
on the previous week by the dealers in Durham,
who designated March 25 as "Rosa Ponselle Day"
with equally satisfying results.
George Behm has just added a handsome Graf-
onola department to his store at 573 North Gay
street.
Emanuel Kaufman, who recently bought out
the talking machine shop of Mrs. Abraskin, 439
North Gay street, has completely renovated the
place and is carrying a large stock of new ma-
chines.
Gus Van, one of the stars of Ziegfeld Follies,
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the best India Mica directly.
We supply the largest Phonograph Manu-
facturers.
Ask for our quotations and samples before
placing your order.
American Mica Works
47 West St. New York
which appeared here last week, visited the local
branch of the Columbia Co. A special release of
his record A-3577, "Carolina Rolls," was made
for Washington this week, where the company is
showing.
The Voluma Corp., 2826 Huntington avenue,
has just let a contract for the manufacture of a
phonograph reproducer, which is new in principle,
according to a statement of James J. Cook, presi-
dent of the company.
ARTISTIC SONORA DISPLAY
Salt Lake City, Utah, April 7.— The Daynes-
Beebe Music Co., of this city, which handles the
Sonora phonograph, is an enthusiastic believer in
only attracted general attention but also produced
tangible results in the sale of high-priced Sonoras.
Daynes-Beebe Music Co.'s Window Display
artistic window displays, and the accompanying
illustration represents one of the most attractive
windows that has appeared in the local trade for
some months past. Utilizing the famous Sonora
phrase "Clear as a Bell" as the basis for the dis-
play, the company prepared a window that not
BIG CALL FOR VIOLAPHONE NEEDLES
The Fred. Gretsch Mfg. Co.,
Brooklyn, N. Y., reports that the
sale of Violaphone needles has
shown a steady increase during
the year. Last , week one single
order covered 3,000 cartons,
which contained a total of 9,-
000,000 needles. The Violaphone
needle is strongly constructed and
is, therefore, proving popular in
use with the various repeating de-
vices now on the market. The
company also reports that addi-
tional numbers of talking machine
dealers are finding the line of
musical merchandise profitable
and a steady increase in sales is
in evidence throughout the coun-
try. Dealers find musical mer-
chandise a profitable and interest-
ing sideline to handle. It does not
increase the overhead and it brings
a great many customers into the store who are
apt to be interested in talking machines and rec-
ords. This is not theory, but it is the experience
of a great many talking machine dealers who
are successfully coupling these two lines and
who have so informed Mr. Gretsch.
i
(Me
ECLIPSE
MUSICAL C?
VICTOR WHOLESALE' ONLY
CLEVELAND
OHIO
\\v
Making the Most of an
Opportunity
The new horizontal-type Victrolas
offer Victor Dealers an opportunity
to cater to the most discriminating
type of music lover. The designs
are most attractive and, coupled with
Victor tonal supremacy, form a com-
bination that is unequaled in the
talking machine industry.
Make the most of your opportunity,
and let us show you how the new
horizontal-type Victrolas may be
best adapted to your merchandising
plans.
April 15, 1922
THE TALKING MACHINE WORLD
1 57
TALKING MACHINE MEN, INC., ELECT NEW OFFICERS P« L. DEUTSCH BACK FROM EUROPE
Irwin Kurtz Elected President With a Strong Organization of Executives at Meeting on April 12
— Final Plans Announced for Annual Banquet and Entertainment at Hotel Pennsylvania on April 20
The monthly meeting of The Talking Machine
Men, Inc., the organization of talking machine
retailers of New York, New Jersey and Con-
necticut, was held at the Cafe Boulevard on
Wednesday, April 12, being preceded by the
usual luncheon, which proved most enjoyable.
The most important matter at the meeting was
the selection of officers for the ensuing year,
those elected being Irwin Kurtz, who so ably
presided during the preceding year, as presi-
dent, E. Leins as vice-president, and E. G.
Brown again as secretary. The following divi-
sion vice-presidents were also elected: Aeolian
Division, J. Friedmann; Brunswick, A. Bersin;
Columbia, L. Tylkoff; Sonora, J. H. Mayers, and
Victor, L. J. Rooney.
The Shapiro-Bernstein Co., music publishers,
had several of their songwriters present to dem-
onstrate some of their latest numbers, and Louis
Bernstein, president of the company, gave an in-
teresting talk regarding the company's plans for
the coming season.
Joseph Mayper, executive manager of the
Caruso American Memorial Foundation, took
occasion to explain the object of the movement
and to urge the support of the talking machine
men, which, needless to say, will be given. The
Clapp-Eastham Co. had representatives present
who demonstrated for the benefit of the dealers
the wireless outfit made by the company, which
proved quite interesting.
Cuts of the new association insignia for use
on letterheads and charts were distributed at the
meeting to those who desired them and paid up
their dues for the year. The association has
also arranged to provide members with luncheon
cards without which a charge of $1.50 will be
made for each luncheon.
At the meeting final plans were announced for
the annual banquet and entertainment of The
Talking Machine Men, Inc., to be held at the
Hotel Pennsylvania on Thursday evening, April
20. A notable array of talent has been assured
for the evening, including Paul Whiteman's
"Romance of Rhythm" orchestra, which will
play throughout the evening, the All Star Trio,
Clyde Doerr's Club Royal Orchestra, Yerkes'
S. S. Flotilla Orchestra, Benny Krueger's
Orchestra and other organizations, together with
many individual stars, including John Charles
Thomas, Charles Harrison, Elsie Baker, Danise,
Marie Sundelius, Mario Chamlee, Green Bros.,
"Zez" Confrey, Wheeler Wadsworth and others.
It is reported that there has been a very sub-
stantial demand for tickets and that the pros-
pects were that the affair would be the most
successful in the history of the association,
which in view of past achievements is significant.
VOCALION PROGRESS REPORTED
O. W. Ray Well Satisfied With Situation in
Pittsburgh, Cleveland and Memphis Territories
— Numerous New Dealers Appointed
ANNOUNCE A FILM OPERA IN BERLIN
German Concern Claims Solution of Perfect
Synchronization of Film and Music
O. W. Ray, general manager of the whole-
sale Vocalion record department of the Aeolian
Co., returned on April 11 from a visit to Pitts-
burgh and Cleveland, where he called upon local
Vocalion distributors. In Pittsburgh Mr. Ray
declared that he found business good despite the
coal strike, and that many of the furnaces were
in operation. The Clark Musical Co., in that
city, reports the establishment of many new deal-
ers. In Cleveland the Vocalion Co. of Ohio,
which also operates distributing quarters in Cin-
cinnati, reported real progress for the Vocalion
line.
C. D. McKinnon, district manager for the Vo-
calion Co., recently visited the Hessig-Ellis Co.,
in Memphis, and reported that thirty new dealers
had been appointed in that territory within the
past month.
TO OPEN RADIO DEPARTMENT
New Castle, Pa., April 8. — Mather Brothers
Music Co. announce the opening soon, in con-
junction with their Victrola department, of a
complete department for wireless receiving outfits.
It will .be an established wireless house. It will
be an organized department, officials announce.
A dispatch received by the New York Herald
from Berlin states that a German film company
claims to have a definite solution of the syn-
chronization of film and music. The premiere
of the first film opera will take place at the Berlin
Opera House shortly, the score having been
written by Prof. Hummel, a well-known German
composer.
The timing of the music to the tale unrolled in
the film is attained by a narrow ribbon bearing
the music, which appears at the bottom of the
picture, having been photographed simultane-
ously with the scenes in the play. Singers and
orchestra take part in the film opera, the con-
ductor of the orchestra keeping his eye upon the
changing ribbon of music.
With one hand the conductor operates an auto-
matic relay, which retards the film whenever the
action is too fast for the tempo. Thus exact
timing is possible. The film opera is entitled
"Beyond the Stream" and the scene is the
underworld.
APPOINTED MANAGER
Charles P. Hindringer has been appointed man-
ager of the Lyon & Healy radio department in
Chicago.
Assistant Secretary of Brunswick Co. Returns
From Visit to London and Paris — Comments
Upon Improved Industrial Conditions Abroad
P. L. Deutsch, assistant secretary of the
Brunswick-Balke-Collender Co., accompanied by
Mrs. Deutsch, arrived in New York Friday,
April 7, on the "Aquitania." after spending four
weeks abroad. Mr. Deutsch visited London and
Paris and in the latter city spent some time at
the Brunswick factory and office.
In a chat with The World Mr. Deutsch stated
that his trip was principally in the nature of a
vacation, but he was glad to find that the business
situation in Europe was considerably better than
it had been for the past two years. Mr. Deutsch
commented upon the fact that there seemed to
P. L. Deutsch
be a dearth of moderate-priced talking machines
in England, with a superabundance of high-
priced instruments. The industrial outlook, as a
whole, showed signs of marked improvement,
with a feeling of optimism in practically every
industry.
Mr. Deutsch remained in New York a few
days and then left for Philadelphia, to attend the
wedding of Robert Bensinger, son of B. A. Ben-
singer, president of the Brunswick-Balke-Collen-
der Co. He then proceeded to the company's
headquarters at Chicago to take up his usual
duties.
THE AMPLIFIER CO. CHARTERED
The Amplifier Co., of Eau Claire, Wis., has
been incorporated in that State by Charles A.
Clark, Clarence F. Funk, P. D. Peterson, P. L.
Peterson, L. H. Anderson and A. M. Anderson.
The company will engage in the manufacture
of an amplifier originated by Mr. Clark. It is
expected that the concern will locate its plant
here.
J. M. McKENNA MARRIED
J. M. McKenna, head of the Chicago branch
of the Columbia Graphophone Co., is receiving-
congratulations on his marriage on April 8 to
Miss Ethel B. Reeves. Mr. McKenna is also
secretary of the Piano Club of Chicago and one
of the popular members of the trade.
RADIO INSTRUMENTS AND ALL KINDS OF PARTS
Information on How to Install Radio Instruments in Phonograph Cabinets
THE MOST PROFITABLE BUSINESS TODAY
The following books tell you all about the Radio instrument; how to use, manufacture and authoritative data and details relating to wireless
instruments in general:
Radio Hook-Ups. By M. B. S. (including postage) $1.00
Radio Design Data. By M. B. S. (including postage) 1.00
Construction of New Type Trans-Atlantic Receiving Set. By
M. B. S. (including postage) 1.00
Construction of Radiophone and Telegraph Receivers for Begin-
ners. By M. B. S. (including postage) 1.00
How to Make Commercial Type Radio Apparatus,
(including postage)
By M. B. S.
$1.00
Wireless Telegraphy and Telephony Simply Explained. By
A. P. M. (including postage) 1.75
Experimental Wireless Stations. By P. E. E. (including postage) 3.25
A. B. C. of Vacuum Tubes Used in Radio Reception. By E. H. L.
(including postage) 1.25
Send cash with order for one or a complete set of books. They mean a new opportunity to make money. You will not only find these books
valuable to yourself but a source of profit, as Radio fans everywhere will want them.
WESTERN RADIO INSTRUMENT SUPPLY CO. 145 West 41st Street, New York, N. Y.
138
THE TALKING MACHINE WORLD
April 15, 1922
Rosa and Carmela Ponselle! That's enough
to sell any record to real music-lovers. "0
Sole Mio" (My Sunshine) is the new Pon-
selle record for May. Order it. 49983.
Columbia Graphophone Co
NEW YORK
MUSICAL SHOW AND EXPOSITION
THOMAS M'CREEDY WITH UNIT CO. NEW PANHELLENION CO. QUARTERS
Display of Ancient and Modern Musical Instru-
ments to Be Feature of Exhibition to Be Held
This Month Under the Auspices of the
Caruso American Memorial Foundation
The Caruso American Memorial Foundation
is arranging a Musical Show and Exhibition to
be held under its auspices at the Canessa Gal-
leries, 1 West Fiftieth street, April 24 to May 6,
according to announcement by John Aspegren,
chairman of the executive committee.
The purpose of the exhibition will be to dem-
onstrate the development of American musical
arts and crafts and to augment the Foundation's
national endowment fund now being raised to
assist needy and talented students of music and
to promote the cause of music in America. The
use of the Canessa Galleries has been donated
and many priceless art objects have been loaned
by Amedeo Canessa, art collector. Noteworthy
examples of the primitive and modern musical
arts and crafts are being assembled by the exec-
utive committee of the Foundation, which has
headquarters in the Woolworth Building. These
will include rare examples of the craftsmanship
of the instrument makers of several centuries
ago and types of the earliest as well as the most
up-to-date musical devices. Some of the leading
American makes of musical instruments, includ-
ing pianos, string instruments, brass instruments,
woodwinds, etc.. will be exhibited, it is stated.
There will be addresses by recognized authori-
ties on music and concerts each afternoon and
evening and prominent artists will contribute
their numbers. The proceeds from the exhibi-
tion will go to the fund. Among the officers and
members of the committee who are co-operating
in the plans for the exhibition are: Paul D.
Cravath, Otto H. Kahn, Mrs. Helen Hartley
Jenkins, Felix M. Warburg, Dr. Antonio Stella,
Walter Damrosch, Calvin G. Child, O. G. Son-
nek and Stefano Miele.
F. A. Ende, New Bremen, O., has sold his
Victrola and jewelry store to Melville Laut.
K _ SUPERIOR STEEL .
BrilliantoNF
■ RlCISTCRED TRADE MARK .. . ■ 1 -
NEEDL E S - ^
The Largest
Selling
Talking
Machine
Needle
in the
World
BMtiJANTCMit
STEEL NEEDLE CO., of AMERICA;Inc
Selling Agents for W.H.BagshaweiCo.
Factory, Lowell, Mass.
34-7 FIFTH AVENUE, NEWYOR.K
Becomes District Manager Covering New York
and New England Territory, With Headquar-
ters at 299 Madison Avenue, New York
Philadelphia, Pa., April 8. — -The Unit Con-
struction Co., of this city, manufacturer of Unico
equipment for the talking machine wareroom, has
announced that Thomas McCreedy, who has for
the past five years represented the Victor Talk-
ing Machine Co. in the Greater New York Dis-
trict, has become affiliated with this company as
Thomas McCreedy
district manager. He will not only have juris-
diction over Greater New York territory, with
headquarters 'at 299 Madison avenue, but will
also from these headquarters cover the New Eng-
land district. Mr. McCreedy needs no introduc-
tion to the trade and it is not hard to predict
great success in his new work in the sales of
Unico equipment. In addition to Mr. McCreedy's
Victor experience he has had broad experience in
the advertising field, which makes his service to
the dealer of more than ordinary value.
B. E. BEMIS JOINS BRUNSWICK CO.
The New York office of the Brunswick-Balke-
Collender Co.. phonograph division, is making
an intensive drive in metropolitan New York for
Spring and Summer business. The Long Island
territory is to be thoroughly covered with splen-
did advertising where it is expected the influx of
Summer residents will swell up Brunswick sales.
E. A. Strauss, general manager of this branch,
just announced that B. E. Bemis, a well-known
talking machine man, who formerly was con-
nected in the talking machine business in New
England, has been appointed Brunswick repre-
sentative for Long Island territory.
Recording Headquarters Now Located at 48
West Thirty-ninth Street — Some Recent Releases
The headquarters of the Panhellenion Phono-
graph Record Co., Inc., has been moved from
West Fourteenth street to 48 West Thirty-ninth
street, where the offices and recording labora-
tories have been established. This company has
long made a specialty of recording in the Greek
language and has built up a reputation with the
quality of these recordings. Regular monthly re-
leases are a part of the plan of the organization
and the latest release contains six double-faced
discs, four in ten-inch size and two in twelve.
The following appear in the ten-inch size: 330
"Balatta," from "Rigoletto," and "La Paloma"
(tenor solos), by G. Kanakis; 329 "Tosca," "The
Girl of the Waves" (tenor solo), by G. Kanakis;
326 "Masca," "Mob of Athens" (soprano solo), by
Mrs. Bibi, and 323 ''Comical-Monologue — Part I,"
"Comical Love," by H. Syllas. The twelve-inch
selections include: 8030 "Comical Monologue —
Part II," "Comical Monologue — Part III," by H.
Syllas; 8029 "Smyrnies Politises," "Hanoumi
Mou" (soprano solos), by Mme. Koula.
LOUIS STERLING ARRIVES
London Representative of Columbia Co. Here
to Confer With Officials Regarding Policies for
the Coming Year — Heads British Association
Louis Sterling, managing director of the Colum-
bia Graphophone, Ltd., London, England, and
in charge of the European interests of the Colum-
bia Graphophone Co., arrived in New York re-
cently on the "Mauretania" for a stay of several
weeks. Mr. Sterling is conferring with the ex-
ecutives of the company regarding plans and
policies for the coming year.
Upon his arrival Mr. Sterling was congratu-
lated by his associates upon the fact that he was
recently elected president of the Federation of
British Music Industries. This is the most im-
portant and influential organization in the music
industries of Great Britain as it includes in its
members manufacturers of musical instruments
of every description. Mr. Sterling's election is a
great honor, in view of the fact that the election
of an American citizen to this important posi-
tion is very unusual.
ACME-DIE
•CASTINGS
AtUMINUM-ZINC-TIN &LEADALL°1
^AcmeDie-CastiniCorp.
Boston Rochester BrooklynN.Y. Drfrait CWoego
April is, 1922 THE TALKING MACHINE WORLD 139
JOBBERS:
CABINET & ACCES-
SORIES CO.,
145 East 34th St.,
New York, N. Y.
IROQUOIS SALES CO.,
210 Franklin St.,
Buffalo, N. Y.
E. B. SHIDDELL,
142 Berkeley St.,
Boston, Mass.
WALTER S. GRAY CO.
942 Market St.,
San Francisco, Cal.
DAVENPORT PHONO.
& ACCESS. CO.,
217 Brady St.,
Davenport, la.
UTICA'S GIFT &
JEWELRY SHOP,
Utica, N. Y.
J. R. POLK FURN. CO.,
294 Decatur St.,
Atlanta, Ga.
VOCALION CO.
OF OHIO
Cincinnati, O.
VOCALION CO.
OF OHIO
Cleveland, O.
BURNHAM, STOEPEL
& CO.,
101 East Larned St.,
Detroit, Mich.
WM. ANDERSON
PIANO CO.,
79 Eighth St., South,
Minneapolis, Minn.
GEO. C. ULRICH & CO.,
718 Lincoln Bldg.,
Philadelphia, Pa.
CANDIOTO PIANO CO.,
120 So. Limestone St.,
Lexington, Ky.
The
OUTING
Size: 8 in. x 14 in. x 15 in.
Weight: Complete, including album,
22 lbs.
Perfection
in a
Portable
Phonograph
The OUTING is the most complete
and up-to-date portable phonograph
ever made.
It is unique and attractive in design.
Superior tone quality.
Built to give years of satisfactory
service.
Dealers in territories
where jobbers have not
yet been appointed will
be given full details as
to source of supply by
communicating direct
with us.
Dealers in Mexico and Cuba should send orders and inquiries to
R C. ACKERMAN
291 East 162nd Street .... New York, N. Y.
Foreign Export :— CHIPMAN LIMITED
8-10 Bridge Street New York City
Cable Address, CHIPMUNK, New York
THE OUTING TALKING MACHINE CO., Inc.
A. J. COTE, President
MT. KISCO, N. Y.
140
THE TALKING MACHINE WORLD
April 15, 1922
DIRECT FACTORY PRICE — JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS
Grey Iron
and Brass for
TURNTABLES
MOTOR FRAMES
TONE ARMS
HORNS and THROATS
Direct Quantity Importations On
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
D. R. DOCTOROW
Vanderbilt Ave. Bldg.
$l East 4.2nd Street, New York
Tel. Vanderbilt 54.62
Murray Hill 800
VICTOR STORE IN ALLIANCE SOLD
Drake & Moninger Co. Sold to J. H. Johnson
Sons — East Liverpool Store Also Sold
Alliance, O., April 11. — The sale of the Allianc;
store of the Drake & Moninger Co., exclusive
Victor shop, to J. H. Johnson Sons was approved
Tuesday in the Common Pleas Court at Canton.
The company went into a receivership on its own
application, the petition setting out that diffi-
culty in collecting book accounts has made it
impossible for the company to operate success-
fully.
The East Liverpool store of the same con-
cern, also carrying a large line of talking ma-
chines, was sold this week to William and John
Moninger and in the future will be known as
Moninger Bros Co.
The experiences of other successful merchants,
as set forth in the trade papers, can be made
to pay big dividends to the progressive dealers
who intelligently take advantage of their op-
IMPORTANT EDISON ANNOUNCEMENT
Substantial Reduction in Prices of Several
Models of Phonographs
Orange, N. J., April 13. — Thos. A. Edison, Inc.,
has announced a reduction in price of several
models which were not included in the announce-
ment made last month. The new reductions are
as follows: Eighteenth Century English console
type, $500; reduced to $375. Italian Umbrian
console type, $500; reduced to $350. Louis XIV
upright type, $350; reduced to $295.
THE RETURN OF WAR TAXES
George W. Pound Issues an Opinion Covering
That Important Question
George W. Pound, general counsel of the Mu-
sic Industries Chamber of Commerce, has of-
fered the following opinion regarding the re-
turn of war taxes on pianos, talking machines,
etc., sold prior to January 31, 1922, and returned
after that date.
Pianos, phonographs, player-pianos and other
musical instruments subject to special tax under
the Revenue Act of 1918, which were sold prior
to January 1, 1922, and upon which such tax
was paid, and which instruments were afterward
returned and the sale and tax rescinded, are free
from such tax.
In such cases the manufacturer may rescind
the sale, refund or credit the purchase price
and the war tax.
He may then file claim with the department
for the refund of such tax so returned by him
to the purchaser of the instrument. See Form
843 for this purpose.
RECORD SALES INCREASING
Columbia Branch in Detroit Reports Steadily
Growing Business in Records and Machines
Detroit, Mich., April 3. — The Detroit branch
of the Columbia Graphophone Co. has shown a
decided increase in record sales during the past
month, and with the aid of the special advertising
campaign in the various newspapers in this terri-
tory the branch also succeeded in closing a sub-
stantial Grafonola business. Several new Colum-
bia dealers have been opened in this territory, in-
cluding Wauseon Music Shoppe, which opened
a very attractive store in the Arcade Building,
Wauseon, Mich.
Mile. Erica, a young dancer who substituted
for Mae Murray, the popular motion picture star,
in her recent production, "Peacock Alley," at-
tracted considerable attention when she danced
in the window of the Allmendinger Music Shoppe,
Ann Arbor, Mich., Columbia dealer. Mile. Erica
danced to the music of Ted Lewis' Columbia rec-
ords and was responsible for the sale of many
Ted Lewis Columbia records.
VICTOR DEALERS ADD PIANO LINE
Bairn Bros. & Friedberg, who have been push-
ing Victor products exclusively in their three
stores in the Brownsville section of Brooklyn,
N. Y., recently opened a piano department, in
which the Wissner line is featured.
The Latona Talking Machine Co., of Evans-
ville, Ind., has been incorporated.
TALKING MACHINE LURES SEALS
Oxford University Scientists Find That Music
Makes Seal Hunting Easy
The talking machine long ago found a definite
place for itself in the Arctic as a medium for pro-
viding entertainment for explorers during the
long watches in the Land of the Midnight Sun.
Brown, Binney and Paget Wilkes, Oxford Uni-
versity scientists on an exploration trip to the
Island of Spitzbergen, found that the talking ma-
Using the "Talker" as a Decoy
chine not only provided entertainment for humans
but made an excellent decoy for seals, who came
up in great numbers to see where the music came
from and paid for their curiosity with their lives.
In view of . the success met with by the Arctic
explorers by capturing seals with music we may
soon see the city man arm himself with a port-
able talking machine and go out for the purpose
of getting the makings of a sealskin coat for
friend wife without paying the tariff demanded
by the fur dealers. Just what sort of music ap-
peals most to seals, whether jazz or symphony,
is not stated.
COLUMBIA TRADE IN PITTSBURGH
S. H. Nichols, Manager of Pittsburgh Distrib-
uting Office, States That Industrial Chaos Is
Retarding More Rapid Betterment
Pittsburgh, Pa., April 7. — S. H. Nichols, man-
ager of the local offices of the local Columbia
Graphophone Co., reports trade conditions as
showing a very satisfactory improvement. He
expressed the opinion that just as soon as the
coal strike flurry has been cleared and the in-
dustrial plants of the Pittsburgh district get on
a more normal operating basis sales of the Co-
lumbia line will show a marked gain. Mr. Nichols
said: "We are pleased with what we have accom-
plished with the Columbia Grafonola here and we
believe that the possibilities of the field are un-
limited and that the real live-wire dealer in the
Columbia line will reap an abundant harvest if
he sows the right kind of (sales) seed."
The fellow who refuses to let go, no matter
how bad things seem to be, is bound to come
out on top. This applies to salesmen.
Sanozone Vases
Keep the demonstration rooms fresh
and attractive.
Three designs — one of the Victor trade
mark made especially for the Victor
retailer.
A wide variety of perfumes available.
Write for our 100-page encyclopedia
containing illustrations and prices of
Outing Portable
Spraytone Portable
Plymouth Portable
Stewart Portable
Standard Portable
Jones Motrola
Recordola
Attachments for Edison, Vic-
tor and Columbia.
Albums and Album Sets
Bubble Books
Cabinets, Record and Roll
Record Carrying Cases
Corrugated Boards
Moving Covers
Dust Covers
Dancing Toys
Envelopes, Record Delivery
Stock and Supplement
Geer Repeaters
Needles, Steel and Tungsten
Fibre Needle Cutter
Display Fixtures
Record Lights
Lubricants
Motors
Nameplates
Piano and Duet Benches
Player-Piano Cleaner
Polishes
Record Cleaners
Tonearms and Sound Boxes
Springs
Strings
We are distributors for the Gold Seal $1.00
repeater — the biggest selling accessory.
The Cabinet and Accessories Co.
Incorporated
OTTO GOLDSMITH. Pres.
145 East 34th St. New York
April 15, 1922
THE
TALKING MACHINE WORLD
141
DOLBEER REVIEWS TRADE CONDITIONS
Improving Trend Apparent Throughout the
Country, Despite Strike Interruptions
Frank K. Dolbeer, manager of the traveling
department of the Victor Talking Machine Co.,
who naturally keeps in close contact with the
business situation and prospects throughout the
country, sees many reasons for optimism re-
garding trade developments, and his viewpoint is
well outlined in the following letter sent recently
to the various members of his staff. Mr. Dol-
beer bases his opinions upon carefully weighed
facts, and they are thus worthy of particular
attention. In his letter he said:
"Reports continue to be received from almost
all sections of the country indicating improved
general conditions. A Des Moines newspaper
makes the following statement: 'Corn has gone
up 65 per cent since the first of last November,
oats are up over 300 per cent, hogs have had a
radical advance. Iowa is again beginning to feel
the old-time prosperity.
" 'On the 60 per cent of the corn crop, which
is estimated as still remaining on the farms of
Iowa, the advances of the last ninety days give
this corn an additional value of over $54,000,000,
?nd the increase in hogs, oats and other items
would amount to far more than that. Iowa is
back on its feet.'
"Additional information received in bank re-
ports from Kansas City and Minneapolis make
strong comment upon the generally improved
conditions in those localities, making special men-
tion of the increase in money now lying idle in
the banks, and this so-called idle money will be
put to use in the very near future.
"The upward trend in the prices of corn, wheat
and hogs will give the farming sections addi-
tional spending money and our distributors and
dealers should benefit materially from this.
"The National City Bank of New York, in its
March report, states: 'The business situation has
been brightened decidedly by the rise of farm
products which has taken place in the last month.
This advance is of greater significance than any
other development that has occurred since the
prices of farm products broke in the Fall of
1920. It is the first burst of real sunshine and
as such in marked contrast with the artificial
variety which has been rather laboriously dis-
seminated by cheerful people who have thought
nothing was required but that everybody should
smile at each other.'
"The feature which may disturb general busi-
ness is the coal strike, which started on April 1,
but in discussing this with people who are in
touch with the situation they believe that this
is the opportune moment for such a strike and
that the benefits to be derived will be far in
excess of the trouble that may be caused."
AN INTERESTING EXPERIMENT
Otto Goldsmith, president of the Cabinet &
Accessories Co., recently performed an inter-
esting experiment in recording by wireless at
the headquarters of the company, 145 East
Thirty-fourth street, New York. The Cabinet
& Accessories Co. is a distributor of the Re-
cordola and has lately added radio sets made
by the A. C. Gilbert Co., of New Haven, Conn.
An A. C. Gilbert set has been installed at the
headquarters and the other evening when the
New York Evening Mail was broadcasting the
opera, "La Traviata," Mr. Goldsmith conceived
the idea of recording the sound on the Recordola.
While it was only an initial experiment and,
therefore, subject to improvement, the results
were indicative of interesting developments.
Mr. Goldsmith recently returned from an ex-
tensive trip through the Long Island territory
of about a week's duration. He reported con-
siderable activity among retailers on the island
and a general expectation of future good busi-
ness. An example of the progressive spirit is
to be found in the retail establishment of Geller
& Seldim, which is occupying a new large corner
location in Rockville Centre, which has been
thoroughly decorated and equipped.
ELECTRIC DISPLAY SERVICE
EXCLUSIVELY FEATURING
Victor Records
THE SERVICE costs $6.00 per month and consists of four
artistic hand-colored panels, or fronts, featuring records selected
through information obtained from over fifty wholesale dis-
tributors and delivered to you each month before the records
are released.
These panels are used in our "DA-LITE" ELECTRIC
DISPLAY, which we sell you at $15.00, which is the wholesale
price. All of the leading VICTOR DISTRIBUTORS have
this display installed in their salesroom for your inspection and
will advise you to order the service if you desire to increase your
sale of records.
VICTOR RECORD
A NEW FEATURE— SELLING OLD RECORDS
The special panel for the old record No. 18721, "HONOLULU EYES," has proven a
success. Dealers using the panel have sold out or greatly reduced their stock. This
month we feature No. 18744, "UNDERNEATH HAWAIIAN SKIES1." Our display
will "clean up" the stock of one old record every month and also feature the new records.
The Special Panels cost $2.50 each.
Write for Our Descriptive* Circular Which Gives the
Logical Reason Why Our Display Sells Records
"DA-LITE" ELECTRIC DISPLAY COMPANY
116 NORTH ERIE STREET TOLEDO, OHIO
142 THE TALKING MACHINE WORLD April is ,1922
A NEW DANCE CRAZE
STUMBLING
By
ZEZ CONFREY
A FOXTROT ODDITY
You can't, &o wron&x
With any FEISTsong;
HEAR IT NOW
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DISMISSAL IN VICTOR VS. BRUNSWICK TONE-ARM SUIT
Judge Sessions in U. S. District Court, Grand Rapids, Mich., Dismisses Bill of Complaint of the Victor
Talking Machine Co. Against the Brunswick-Balke-Collender Co. Charging Patent Infringement
On November 1, 1920, the Victor Talking Ma-
chine Co. filed suit against the Brunswick-Balke-
Collender Co. in the United States District Court
at Grand Rapids, Mich., alleging that the Bruns-
wick tone-arm and sound conveyor infringed
claims 2 and 42 of Letters Patent No. 814,786
and claims 7 and 11 of Letters Patent No. 814,-
848, both granted March 13, 1906, to the Victor
Talking Machine Co. as the assignee of Eldridge
R. Johnson, president of that company.
The Victor Co. followed the filing of its bill
with a motion for a preliminary injunction against
the Brunswick Co. to which the latter responded
by reply affidavits. Both parties appeared by
their counsel on the day appointed for the hear-
ing of this motion before Judge Clarence W.
Sessions, United States district judge, who very
shortly expressed his refusal to pass upon such
a motion and immediately set the case down for
trial beginning January 24, 1921.
The trial continued for a week in open court
with sound experts and patent experts appearing
as witnesses for both parties. Subsequently the
case was argued by counsel before Judge Ses-
sions on March 12, 1921, and printed briefs were
filed and the court took the case under ad-
visement. After full consideration Judge Ses-
sions, on April 5, 1922, decided that the Bruns-
wick machine does not infringe the Victor pa-
tents in suit and has ordered the bill of com-
plaint dismissed with costs assessed against the
Victor Co.
SIMPLEX EXECUTIVE IN NEW YORK
Harry Farmer, of Simplex Electric Phonograph
Motor Co., Visits New York — Arranges for
Another Factory — Montreal Plant Working to
Capacity
Harry Farmer, of the Simplex Electric Phono-
graph Motor Co., Montreal. Can., was a visitor to
New York last week in connection with vari-
ous matters incidental to the manufacture and
distribution of this electric motor. While here
Mr. Farmer started negotiations with the object
of opening a New York factory.
Through an error in the layout of the adver-
tisement used by the Simplex Electric Phono-
graph Motor Co. in the March issue of The
World an address was given which implied that
the company had already opened a New York
factory. Mr. Farmer's visit to New York, how-
ever, straightened out this error and he has com-
municated with the talking machine manufactur-
ers suggesting that they address all inquiries to
the company's executive offices, at 321 Bleur>
street, Montreal.
Mr. Farmer states that the Simplex electric
phonograph motor has been enthusiastically re-
ceived throughout Canada and inquiries from
manufacturers in the United States evidence a
keen interest in this motor generally. Produc-
tion is being rapidly increased at the Montreal
factory and the plant in New York will enable
the company to give efficient service to American
manufacturers.
We Have It !
A HIGH-CLASS TABLE MACHINE AT
A PRICE THAT SELLS
Mahogany, 16x16x10, Double Spring, Universal
T. A. Bark Casting and Metal Horn
Sample Price to Dealers Now — $13.50
Send for Sample To-day
Phonographs and Accessories, Repair Parts
for All Makes.
Best Steel Needles of American
Manufacture at 30c. per M.
FULTON TALKING MACHINE CO.
253-255 Third Ave., New York City
Between 20th and 21st Streets
SONORA OFFICERS VISIT FACTORY
Jos. Wolff and S. O. Martin, vice-presidents
of the Sonora Phonograph Co., Inc., New York,
spent last week at the Sonora factory in Sag-
inaw, Mich., where they conferred with the fac-
tory executives relative to "speeding up" pro-
duction.
Ed Hewitt, of Tipton, Ind., has purchased the
talking machine business formerly operated by
Forrest Worrell in that village.
The stock of the Paris Phonograph Shop, of
Plainfield, N. J., was recently damaged by fire.
NEW SONORA VICE-PRESIDENT
S. O. Martin Elected to Important Office — Well-
known in Industrial and Commercial Circles
S. O. Martin, formerly an executive of the
American International Corp., New York, one
of the country's greatest industrial organizations,
has been elected first vice-president of the So-
nora Phonograph Co., Inc., New York. Mr.
Martin, who is widely known in business circles,
was in charge of the American International
Corp.'s commercial research and investigation
department, and in this important post he was in
intimate touch with a great many prominent in-
dustrial concerns. He brings to the Sonora
Phonograph Co. a wealth of executive and de-
monstrative ability that makes him a valuable
addition to the Sonora personnel.
NEW VICTROLA BOOK OF OPERA
Sixth Edition Represents Entirely New Work
and Is Most Complete of Its Kind
. The Victor Talking Machine Co. has just an-
nounced the sixth edition of "The Victrola Book
of the Opera." The new edition does not repre-
sent a revision of the earlier editions, but is a
book that has been completely rewritten and is
one of the most complete works of its kind. The
new book contains stories of more than 100
operas, with summaries of their history, musical
quotations, critical and explanatory material.
Correct pronunciations are given to the names
of operas and operatic characters and all the
stories are told in clear, concise English. A new
and attractive cover design of gold, embossed
on a red background, has been provided for the
new edition.
CONCERT INCREASES EDISON SALES
Newark, N. J., April 10. — A recent "tone-test"
recital in which the Edison was featured by
the Edison Shop here resulted in much worth-
while publicity and several sales for that con-
cern. Walter Chapman, pianist; Mary Mor-
risey, contralto, and Harold Lyme, flutist and
saxophonist, entertained the large audience
which appeared at Wallace Hall for the recital.
The Victor talking machine department of
Woodward & Lothrop, Washington, D. C, has
been greatly enlarged.
April 15, 1922
THE TALKING MACHINE WORLD
143
Announcing
The Diamond Juvenile Console
A Diamond Product
99
[ T ERE is a brand new idea that opens up to the
*■ phonograph dealer an untouched and fertile field of
profit. The Diamond Juvenile Console gives you the
basis for a really active juvenile department. A highly
practical, good-looking, strongly constructed and long-
wearing real musical instrument for children.
Snapped up by dealers wherever shown. Present
production sold. New orders can be shipped about June
1st in time for Summer business.
Handsome Profits
List Price $25.00
6 Machines or over. . .$15.00
Less than 6 $16.50
All prices F. O. B Oswego, N. Y.
A Few Good Territories
Still Open to Jobbers
Live Jobbers will do well to get in touch
with us immediately before all the best terri-
tories are awarded.
A Real Musical
Instrument for Children
Cabinet: — Durable Diamond construction
throughout. Made from selected veneers
and hardwoods. Built with infinite care
by experienced cabinet makers. Height, 24
inches; width, 14 inches; length, 28 inches.
Finish: — Enameled in French Blue and
Ivory. Washable finish. Blue silk grille.
Motor: — Helneman motor — cut gears — cast
frame — fully guaranteed — removable motor
board.
Tonearm: — Die cast — nickel plated — Artois
reproducer.
Turntable: — Special 9-inch felt faced —
plays all records. 10-inch or smaller. Par-
ticularly adapted to all children's records,
including Bubble Books.
Altogether a Real Talking Machine
THE DIAMOND
PRODUCTS CORP.
Juvenile Furniture set shown in photograph
especially designed for Children's booths and
window display. Shipped complete (6 pieces)
$17.50 — F. O. B. Oswego - - New York.
144
THE TALKING MACHINE WORLD
April 15, 1922
of
| \ Beautiful in^Appearance^
Substantially-Built
Marvelously Faithful Tone
That describes the newest model
of the highest type of Phonograph—
The Modernola. It is an instrument
that readily sells itself.
Furnished in Solid Mahogany
and Solid Walnut
No Veneer
The New Management Announces;
That there is some very valuable
territory open and offers a very
attractive proposition. Remember,
we .operate a thoroughly equipped
plant with excellent production and
are an established concern. The
Modernola is the only new and im-
proved phonograph on the market.
Why not write to-day for full par-
ticulars?
Address
THE
MODERNOLA
COMPANY
JOHNSTOWN
PA.
Eastern Representatives
THE MODERNOLA SAEES CO., INC.
Geo. Seiffert, Pres.
Offices: 929 Broadway,
New York City
REGINA CO. REORGANIZED
Concern Incorporated and Officers Elected —
Prormnent Men Interested — To Pay Off the
Preferred Creditors Before May 10
POPULAR RADIO SHOW EXHIBIT
At a meeting of the creditors of the Regina
Co., held at the office of the Referee in Bank-
ruptcy on March 27, the referee approved a plan
for the purchase of the assets of the company by
the Creditors' Committee. The plan was car-
ried out and the Regina Corp. was chartered
under the laws of the State of New Jersey with
a capital of 10,000 shares of no par value stock,
for the purpose of taking over the assets and
business of the Regina Co.
It was the original intention of the committee
to issue a share for each dollar of indebtedness.
It was found, however, in order to carry out
this plan, the fee of the Secretary of State would
have been in excess of $10,000. It therefore
was decided to have fewer shares and issue one
share for each $100 of indebtedness. This
necessitates there being fractional shares, but it
was held that this is not objectionable.
An organization meeting of the new company
was held and the following officers and directors
elected: W. L. Desnoyers, president; C. M. Cub-
bison, vice-president; Eugene F. E. Jung, secre-
tary and treasurer; James F. Shaw and E. F.
Fretz, directors.
Of the above, Mr. Fretz is president of the
Light Manufacturing and Foundry Co., at Potts-
town, Pa., and was the largest merchandise
creditor and was on the Creditors' Committee.
Mr. Jung also is on the Creditors' Committee
and is by profession a statistician and economic
expert. Mr. Shaw is of the banking house of
Knauth, Nachod & Kuhne. Mr. Cubbison is
a sales manager of large experience and will
take charge of the sales of the new company.
Mr. Desnoyers has been acting as receiver and
his training and experience in reorganization
work should be of value to the company.
The following trustees were appointed: W. L.
Desnoyers, John Bernhard and D. L. Murphy.
These have qualified and will superintend the
winding up of the affairs of the old Regina Co.
It is expected that between now and the tenth
of May it will be possible to pay. off all preferred
claims, liquidating expenses, etc., and the com-
pany will then be prepared to send a statement
to credit agencies and to its stockholders.
Bronislaw Huberman, the distinguished vio-
linist and Brunswick artist, will give his fourth
and last New York recital at Aeolian Hall on
April 22. An interesting program has been ar-
ranged.
The old-fashioned "storekeeper" waited for
customers to enter his store. The progressive
business man of to-day overcomes competition
by enticing people to his establishment by ad-
vertising, superior service, window displays, etc.
Loyd Wireless Telephone Corp. Exhibits Firth
Product — Herbert E. Brennan Now an Officer
of Company — Distribution Plans Completed
At the Radio Show, which was held recently
at the Hotel Pennsylvania, New York, one of
the. most popular and attractive exhibits was the
booth of the Loyd Wireless Telephone Corp., New
York. Herbert E. Brennan, who was one- of the
most popular members of the talking machine
trade, is secretary and treasurer of the Loyd
Wireless Telephone Corp. and is in charge of
sales, having been elected an officer a few weeks
ago.
Mr. Brennan has closed a number of very im-
portant deals in connection with the distribution
P. A. Wilkinson and H. E. Brennan
of the Firth product, and full details will be an-
nounced in a few weeks. The talking machine
trade will be an important factor in his distribu-
tion, as Mr. Brennan's thorough knowledge of the
talking machine industry will enable him to co-
operate with this trade to excellent advantage.
At the Radio Show P. A. Wilkinson, vice-presi-
dent of the Loyd Wireless Telephone Corp., to-
gether with Mr. Brennan, introduced Firth prod-
uct to the many thousands of visitors who were
keenly interested in the distinctive qualities of
these wireless outfits.
NEW HOME FOR^PATHE SHOP
Columbus, O.,' April 11.— Announcement is made
that the Pathe Shop is now located at 236 South
High street with the Thomas Furniture Co. In
the new quarters twice the former floor space is
at the disposal of the store.
Some merchants are too conservative and
others are reckless in the conduct of their busi-
ness. The first retards growth and the second
leads to failure. The happy medium, lying be-
tween the two, will increase the chances of suc-
cess.
Claire Dux, the noted Brunswick artist, scored
a great success at her second song recital at
Carnegie Hall on April 8. She was assisted by
Richard Hageman. pianist.
April 15, 1922
THE TALKING MACHINE WORLD
14S
OTTO HEINEMAN RETURNS HOME NATIONAL PHYSICAL CULTURE WEEK
President of General Phonograph Corp. Returns
With Optimistic Reports From European Trip
-—Talking Machine Industry in Germany and
England Greatly Improved — General Outlook
Gives Convincing Reasons for Optimism
Otto Heineman, president of the General
Phonograph Corp., arrived in New York on Fri-
day, April 7, on the steamer "Aquitania," after
spending several weeks abroad. Mr. Heineman
Otto Heineman
was accompanied on this trip by A. G. Bean,
president of the General Phonograph Mfg. Co.,
Elyria, O., and vice-president of the General
Phonograph Corp. While Mr. Heineman's trip
was ostensibly a combination business and vaca-
tion journey, he forgot the vacation part as soon
as he arrived on the other side and spent the
greater part of his time acquainting himself with
business conditions in England and Germany.
In a chat with The World Mr. Heineman com-
mented upon his trip as follows: "Conditions
abroad are very much improved, especially in the
phonograph industry in Germany. While prices
of talking machines and records have been low-
ered here, they have been increased proportion-
ately in Germany. This has proven a wise move,
as the cost of raw materials has advanced stead-
ily and the new prices were therefore absolutely
necessary.
"I was gratified to find that the talking ma-
chine business in England had greatly improved
since my last trip and all factors of the talking
machine trade throughout Great Britain were
optimistic and well pleased with the general out-
look.
"The Leipzig Fair was a wonderful exhibition
of German industry of to-day and a great many
German phonograph manufacturers exhibited at
the fair. They displayed nothing new, however,
but exhibited standard lines, which are meeting
with a ready sale throughout Germany.
"Wherever I visited the hope was expressed
that conditions throughout Europe would become
more stabilized as the result of the Genoa Con-
ference. It is confidently expected that this
conference will go a long way towards settling
the Russian situation and as soon as this is ac-
complished there will be a better feeling through-
out every part of Europe.
"Germany is practically bare of raw materials
at the present time and as soon as monetary
conditions are settled and the industrial situa-
tion becomes stabilized that country will un-
questionably afford a tremendous field for mer-
chandising exploitation."
SECURES OKEH AGENCY
The Miami Furniture Co., 330 North avenue,
Miami, Fla., has recently taken on the Okeh rec-
ord line through the wholesale phonograph divi-
sion of the J. K. Polk Furniture Co., Okeh rec-
ord distributors of Atlanta, Ga.
Health Builders, Inc., Start Big Campaign in
Connection With This Event — Seek Co-op-
eration of Dealers Throughout the Country
Aiding the talking machine retailer to "cash
in" on National Physical Culture Week is a
subject that is engrossing much of the attention
of R. B. Wheelan, president of the Health
Builders, Inc., producers of the Health Builders
course of talking machine records, New York.
This stated week has been planned by the
Physical Culture Magazine with the aid of a
committee comprising the names of nationally
known people in athletic, civil and governmental
circles. From May 1 to 8 -has been set aside
and the slogan "To Build a Stronger Nation"
has been adopted.
Health Builders, Inc., have distributed window
signs to the large number of talking machine
dealers that carry Health Builders records. In
addition there has been prepared an attractive
rotogravure window display and the dealers are
being furnished with quantities of "Personal
Health Programs" to send out in their mailing
lists. In commenting on this week, K. b.
Wheelan stated, "When every one is thinking of
physical culture there is a wonderful opportunity
to sell Health Builders records. Extra effort
during this week, I believe, will be well re-
warded."
Steady increase of business is reported by
Health Builders, Inc. March business was al-
most double that of February, and April, thus
far, is 33 1/3 per cent ahead of March. Two
additional offices have been secured adjoining
the present suite, which have been attractively
fitted up and which greatly increase the facili-
ties. The separate charts hitherto furnished with
the course have been dispensed with and in their
place a bound book has been substituted, thus
eliminating confusion due to misplaced and
missing charts.
Constructive criticism is a mighty good thing,
provided you direct it at yourself. Other people
will not appreciate it.
WAVES IJV EVERY SfOME
TRAOe MARK REG.
List Price Concerts Distributors:
, c Baseball write for
«p I O -v ^[e^s ~ Proposition
complete ^p'eeches.etc.
/CWith an
/
Ab Batteries M>Bectricity re^/tred
146
THE TALKING MACHINE WORLD
April 15, 1922
Free Inspection Offer
Select the books you want
READERS of THE MUSIC TRADE REVIEW may have the
privilege of examining, free, any of the technical books pub-
lished by Edward Lyman Bill, Inc. Each volume has been
written by William Braid White, Technical Editor of The Review.
To make these books authoritative, he has drawn not only from
his own rich and practical experience of nineteen years, first as a
tuner and later as an acoustical engineer, but also has drawn upon
the extensive resources at his command by virtue of his affiliation
with The Review.
The Edward Lyman Bill, Inc., technical library represents the
only books written in English for the men who constitute the piano
and player-piano industry of the United States. Each book covers
its respective subject clearly and completely. Each volume is the
standard work of its particular field. Every one of these books
should be in the hands of every progressive man who wants to
continue to make the American piano industry the world's leader,
both from an artistic and commercial standpoint, as it is today.
These books also should be in every factory, as well as office
and retail establishment, for they are first of all practical books, and
are real working tools for the man whose success depends so much
upon a sound fundamental knowledge of piano and player con-
struction, acoustics, etc.
Modern Piano Tuning
A very comprehensive book cover-
ing principles and practices of tuning,
regulation of piano action, elementary
principles of pneumatics, general con-
struction of player mechanisms, repair
of old pianos or player mechanisms.
331 pages, $2.00.
Theory and Practice of
Pianoforte Building
An essential book for every manu-
facturer, scale draftsman, superin-
tendent, dealer or piano salesman.
The only work of its kind in the
English language. 160 pages, fully
illustrated, tables, diagrams, etc.,
$2.00.
Player-piano Up to Date
The best available source in Eng-
lish for player-piano knowledge.
Principles of construction, regulation
and use of pneumatic mechanisms.
Descriptions of leading mechanisms.
For salesmen, tuners, repairmen, etc.
195 pages, illustrated, $1.50.
Regulation and Repair of
Pianos and Player Mechanisms
Indispensable for salesmen and execu-
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one, illustrated, tables, diagrams. 158
pages, $1.50.
Sent you free for five days
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Mark which books you
want to see
Name
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.Modern Piano Tuning
Theory and Practice of
Pianoforte Building:
Regulation and Repair
Pianos and Players
Player-piano tip to Date
ALBUS T. M. CO. LEASES NEW HOME
Well-known Louisville Concern Will Soon Move
Into Attractive New Quarters
Louisville, Ky., April 9. — The Albus Talking
Machine Co., dealer in machines, records, cabi-
nets and supplies, 528 Market street, announced
recently that it has secured a lease on an at-
tractive store in the Commercial Hotel Build-
ing, -108 East Market street. Extensive altera-
tions will be made before the concern moves into
the new quarters. The company has been in
business here for the past twelve years and fea-
tures Granby and Strand talking machines, as
well as several lines of records, including the
Okeh, Gennett, Emerson and Black Swan.
SERVICE TO SONORA DEALERS
Sonora Jobbers in Greater New York Issuing
Handsome Display Signs — Have Direct Sales
Value to the Retailer of Talking Machines
Sonora dealers in Greater New York are re-
ceiving an exceptional form of co-operation from
the Greater City Phonograph Co., New York,
1 pri^hm kJiimim
Si
onora
Signs That Are Distinctly Constructive
and the Long Island Phonograph Co., of Brook-
lyn, N. Y., Sonora jobbers in this territory. This
co-operation consists of a series of handsome
multi-colored window signs, which are furnished
to the dealers free of charge.
These signs are changed regularly and Mau-
rice Landay, president of the Greater City
Phonograph Co., is personally responsible for the
preparation of many of these attractive window
signs. In a chat with The World he stated that
these signs have proven a direct stimulus to sales
and, as they feature something distinctive each
month, their sales value can readily be deter-
mined. The accompanying illustration shows one
of the latest signs featuring the new Imperial
and Hepplewhite models of the Sonora, which
have been received enthusiastically by the Sonora
dealers throughout this territory.
NEW QUARTERS IN LEWISBURG, 0.
Lewisburg, O., April 10. — -The Columbia Music
Shop recently moved into larger quarters on
the Public Square, this city, where a good line
of Columbia Grafonolas and records is car-
ried, together with a complete stock of sheet
music and supplies. A department of instruc-
tion in piano, voice, etc., is conducted in connec-
tion with the store. E. Vernon Moore, the
manager, is a member of the Avonmoor Enter-
tainers, a popular local organization.
Ada Radel, daughter of M. Radel, proprietor
of Radel's Music Shop, 991 Columbus avenue,
New York City, Sonora and Columbia dealer,
was married on April 8 to Max D. Rosenthal.
April 15. 1922
THE TALKING MACHINE WORLD
147
The Lyradion Console combination
Radio and Phonograph complete
with compartments for dry and
storage batteries.
Price complete $485.00.
Here is the new Lyradion Combination-
radio and phonograph
All Lyradion outfits contain the remarkable Seabrook
"Loud Speaker" horn, which created such extensive com-
ment at the New York Radio Show.
The Lyradion reproduced the music of a dance orchestra
40 miles away so loud that 1 00 couples danced to it in
the Hotel Pennsylvania Grill room on March 9th.
Lyradion upright and console models fitted with non-
regenerating wireless receiving sets will be ready for de-
livery within sixty days — and we are now arranging for
jobbing connections as well as dealer representation.
We are also ready to deliver right now upright cabinets
which include "loud speaker horn" and amplifier, and
which provide concealed compartments for both wet and
dry batteries, switches, and all wire connections.
These cabinets will receive 2 stage Westinghouse R. C. set
of which thousands have already been sold. They are
completely wired and each terminal tagged — anyone can
install his entire outfit in less than 20 minutes.
Owners of radio outfits are complaining of the "mussy"
appearance of any outfit that is strewn over tables and
floor these cabinets are beautiful pieces of furniture and
hide every accessory of the outfit. They connect to an-
tennae and ground wires in the same way that an electric-
driven phonograph connects to a base plug.
Remember also they include "loud speaker" horn and am-
plifier— they retail from $100 to $150 complete.
Why not sell these cabinets to owners of Westinghouse
sets while you are waiting for complete Lyradion outfit?
Make a profit on the radio craze right now.
Westinghouse dealers can sell both set and cabinet with
all accessories for less than $275, including tubes, bat-
teries, aerial, etc. If you want the agency for Lyradion
"loud speaker" cabinets, combination consoles, or theatre
outfits, get in touch with us immediately.
The Dodge Mfg. Co. is a million-dollar concern with an
Aaa 1 rating, and stands back of everything we sell.
The complete Lyradion line will be shown in the May issue
— watch for it. There is nothing like the Lyradion in
America today. It is the instrument for the home, from
the standpoint of beauty as well as performance.
LYRADION SALES AND ENGINEERING COMPANY
which is plant 5 oi
DODGE MANUFACTURING CO.
Mishawaka, Indiana
Eastern office, 347 5th Ave., New York
148
THE TALKING MACHINE WORLD
April IS, 1922
[Editor's Note — This is the eighteenth of a new series
of articles by William Braid White, devoted to the various
interesting opportunities which prevail in the domain of
education for the retailer of talking machines. The subject
is one of great interest and we commend these articles to the
consideration of all who are devoting attention to the fea-
turing and developing of the musical possibilities of the
talking machine.]
REMEMBER THMNSTRUMENTS
During the entire history of music the great
voices have held the stage of popular idolatry,
while instrumentalists and composers have been
relegated to inferior positions, if not entirely
neglected. There has always been something
about the great vocal parts in opera which has
caught the public fancy, from the days of Peri to
those of Verdi and Wagner. . The great singer
obtains, through intimate association with the
mimic world of opera, an amount of garish dis-
play which the instrumentalist never can obtain.
The result is that, with the unthinking mob of
ordinary music lovers, the singer comes first and
the rest are nowhere. Translated into terms of
the talking machine industry, this simply means
that the most easily sold records of high-class
music are the records of great voices. A McCor-
mack, a Caruso or a Farrar gains a fortune an-
nually in royalties on his or her recordings, while
the finest work of a Kreisler or a Casals attracts
comparatively a very small fraction of the pop-
ularity the singers so easily gain.
Durable
ONNORI2ED
PHONOGRAPH
RECORDS
10-inch DOUBLE DISC
WITH A POPULAR HIT
ON EACH SIDE
— Clear Tone —
Musical
Your customers will come back for more
when they have once heard these records.
The latest hits are to be found on the
MAY LIST
,„. ( I Wonder Blues. Fox-trot.
iUb'jJ Played by Bailey's Lucky Seven
list. pick Me Up and Lay Me Down in Dear Old
*■ Dixieland Played by Bailey's Lucky Seven
3066 J By <he Old Ohio Shore. Waltz Taylor Trio
lnst.1
V.Swanee River Moon. Waltz Matts Orchestra
3067 ( Ri<> Nights. Waltz Hawaiian Quartette
'n$t'|^Hawaiian Rainbow Hawaiian Quartette
3068 ( Old-Fashioned Girl. Fox-trot.
rzZ? J Played by Lanin's Dance Orchestra
,nsI- j Lo-La-Lo. Fox-trot.
^ Played by Lanin's Dance Orchestra
(Time After Time. Song.
3069 J Sung by Geo. W. Ballard — Orchestra Acc
Vocal j Angel Child. Sung.
Sung by Geo. W. Ballard — Orchestra Acc.
3071 fThe Herti Girl's Dream Taylor Trio
,nst' (Sweet Genevieve Taylor Trio
(Georgia. Fox-trot.
3070 -< Bay Miller's Black and White Boys
j Lonesome Hours. Fox-trot
Glantz and His Orchestra
NUOVI DISCHI ITALIAN
I32J II Canto del Cardellino. Mazurka. .Banda Siciliana
10 in. |^ uccelli in Festa. Pohta Banda Siciliana
( Pupilla. Polka Banda Siciliana
133)
10 in. | visioni d'Amore. Waltz Banda Siciliana
CONNORIZED MUSIC CO,
ALSO MAKERS OF CONNORIZED MUSIC ROLLS
817 E. 144th St., - - New York
UNITED MUSIC STORES
PHILADELPHIA BALTIMORE
Now, this is a very interesting fact in the talk-
ing machine business, and one which the retail
merchants ought to consider. For, in point of
fact, it is not an advantage but rather a disadvan-
tage that the talking machine should be so much
thought of, in respect of its higher manifestations,
merely as a reproducer of voices. It is true that
the popular side of the recording business is filled
with band, orchestra and ensemble recordings of
all kinds; but this does not alter the fact that the
high-class instrumental recordings do not receive
the attention they deserve.
Now, it is not a good thing when the high-
class end of a business like ours rests upon one
of its manifestations. Unless there is a general
interest in all the features which the manufac-
turers are able to conceive, design and carry out,
there will be no encouragement for these manu-
facturers to continue their good work. They will
come to believe that it is not worth while trying
to continue the fine work in certain directions
which they began so courageously. And they
may find commercial reasons for confining their
activities to just what will sell most easily.
Which would be a pity. It would be a pity from
the point of view of the talking machine business
in general, which cannot be maintained on a fad
or a series of fads.
Pushing the Instrumentals
All of which leads to the observation that the
instrumental recordings which are now available
in all talking machine catalogs need more push-
ing than they commonly get. I am not here
speaking of the highest-minded, keenest and
wisest merchants when I make this observation.
On the contrary, I am well aware how, in the
great city where I live, there are talking machine
retailers who do persistently and successfully play
up to the very best and most intelligent trade,
who display conspicuously and push persistent-
ly the best violin, 'cello, quartet and orchestral
recordings. These merchants are wise in thus
attracting to their counters those who otherwise
might be more or less indifferent to the talking
machine. But unfortunately these merchants
are but few, and they do not represent a large
fraction of the retail community.
I appeal to every talking machine merchant to
make a study of the possibilities of the instru-
mental record side of his business. He will find
in it so many fine and new things, so many sug-
gestions for new ideas, so many musical possibili-
ties that he will be both astonished and delighted.
There is a genera-1 idea that instrumental record-
ings are not effective, as compared with voices;
but this, I believe, is a great mistake. The fact
is that the voice' is just as difficult an instrument
to record as the violin, and, in fact, more difficult
on the whole. The art of vocal recording is very
much the art of training the singer in the peculiar
technique which is called for. Some of the great-
est singers have never made good records, and
per contra some singers of the second rank have
done surpassingly good record work. On the
other hand, the violin and the 'cello, to take two
prominent examples, lend themselves - with the
utmost facility to the peculiarities of the record-
ing wax and stylus, so that violinists and 'cellists
who have accustomed themselves to the work-
soon learn to effect splendid reproductions.
Some Marvelous Recording
An excellent example of what I mean is to be
found in the wonderful series of three records
issued by the Victor Co. reproducing the three
movements of the Concerto for Two Violins in
D minor, "by Sebastian Bach, as played by Kreis-
ler and Zimbalist with string quartet accompani-
ment. These records represent, to my mind, an
extraordinary achievement in the art of recording
and, in fact, could scarcely be surpassed in any
circumstances. Lest I should be accused of par-
April 15, 1922
THE TALKING MACHINE WORLD
149
N ew "No Warp" record fixture for window display.
Overcomes record displaying difficulties and increases sales .
Wonderfully attractive, highly polished brass,
A lacquered,
djustable solidly to four heights (Not
R telescope),
ight now! write or wire your order
P
mentioning your jobber,
rice $2.50. Interesting proposi-
tion to Distributors.
Display Fixture Co
Newark
N. J.
tiality, however, let me say that some of the best
'cello music I have ever heard has been by Julius
Eerger and Henry Hadley in the Okeh edition.
And there are others I shall mention some other
day which will prove to any reader that there is
no monopoly in the art of fine instrumental re-
cording.
I speak, however, of this Bach Double Concerto
because it shows what can be done when two
artists are content to give the necessary time and
patience to achieve a fine permanent result. When
so achieved we have a distinct acquisition, some-
thing added to the world's store of delights, some-
thing which the concert stage scarcely ever gives
us and which otherwise at best only dwellers in
the largest cities would ever be likely to have the
opportunity of hearing. It is so beautiful, so
serene, so heavenly, especially in the middle
movement, that no person, no matter how un-
trained, who may possess the slightest feeling for
musical expression, can fail to be entranced with
it. It ought to sell better than any Caruso record
ever made — not because Caruso had not a fine
voice, but because no voice is ever so lovely as
the tone of lovely violins played by real artists.
Violin Tone Not Spoiled
It is said that the tone of the violin and of the
'cello degenerates during the process of record-
ing. This is not true. The very highest register
of the violin undergoes, it is true, a little process
of what may be called "scouring," whereby the
tipper partial tones which give the peculiar tang
to the tone of the violin disappear and leave be-
hind them a more fluty tone than one usually
hears from a violin played directly to one's ear.
But in the case of the 'cello even this very slight
defect is not to be heard. Sometimes I think that
the 'cello is the finest of all instruments in ca-
pacit)' for recording. Certainly some of the most
artistic 'cellists of modern times have recorded
their best work. Merchants and salesmen who
do not know what is "in" the 'cello ought to come
down to the store sometimes on Sundays, or stay
during Summer Saturday afternoons when the
doors are closed, just to get acquainted with these
hidden treasures of their record bins.
Other Instrumental Beauties
Nor is the list to be closed here. There are
the beauties of the string quartet, which is just
now beginning to obtain the recognition it de-
serves. There are the many beauties and charms
of flute, clarinet, horn and oboe which very few
know about outside of such schools as possess
and use educational records. And there are . . .
but I could go on forever.
The point is just this: There are in every
catalog of records dozens of neglected beauties,
of hidden delights which the music lovers of each
merchant's community would love to know about.
But they must be told. Nor can they be told —
at least, effectively — unless those who tell them
are themselves in sympathy with what they are
telling. Did one ever read anything so lifeless,
so stupid, so futile as advertising talk on matters
musical by a man who is not really in sympathy
with the subjects he undertakes to treat?
In a word, if we are to bring out and feature
the musical possibilities of the talking machine,
let us remember that the obvious, the much ad-
vertised are not necessarily the best sellers or the
best goods. There is always something in the
catalogs on which to make a big selling if only
-we know enough to dig it up.
OCTAGONAL T0NE=ARM IN DEMAND
William Phillips, president of the William
Phillips Phono. Parts Co., New York City,
manufacturer of tone arms and reproducers, re-
ports a steady improvement in business. He
calls particular attention to his octagonal tone
arm, which has been in much demand from
the time of its initial offering on the market.
Mr. Phillips has had excellent results from the
advertising campaign on this tone arm which
he inaugurated in the'columns of The Talking
Machine World some months ago. In response
to this publicity a large number of inquiries
were developed. In most every instance the
sample sent resulted in a substantial order.
E. B. SHIDDELL JOINS LOCAL JOBBERS
Well-known Wholesale Man Appointed Man-
ager of Local Okeh Distributing Branch —
New Quarters Now Occupied by General
Phono. Corp.'s New York Distributing Division
E. B. Shiddell, widely known in the wholesale
field in the East and formerly an Okeh jobber
in Boston, Mass., has been appointed manager of
the New York distributing division of the Gen-
eral Phonograph Corp., which is a jobber of
Okeh records in Greater New York territory.
Mr. Shiddell brings to his new post an intimate
knowledge of every phase of the talking ma-
chine business, and under his direction Okeh
dealers in this territory will undoubtedly receive
maximum service and co-operation.
In order to handle its rapidly increasing busi-
ness the New York distributing division of the
General Phonograph Corp. moves on April 24
from 25 West Forty-fifth street to 15 West
Eighteenth street. The ground floor is being
occupied at the new address, and the new quar-
ters offer ample space for handling the require-
ments of the trade.
RECEIVER FOR JERSEY CITY FIRM
The Huntington-Howells Co., piano and talk-
ing machine dealer, at 310 Jackson avenue, Jer-
sey City, has been placed in the hands of a re-
ceiver. According to the statement filed in the
voluntary bankruptcy petition, the liabilities of
the company are $35,000 and assets are $1,500.
ELLY NEY'S GREAT SUCCESS
Elly Ney, the famous Brunswick artist, who
has scored such a remarkable success through-
out the country, gave her final New York re-
cital at Carnegie Hall on April 11 and further
demonstrated her ability as a pianiste. Elly
Ney, who will sail for Europe on April 15, will
return to New York next season for an ex-
tended tour.
A
Schloss
Console for
Victrola VI
STYLE VII
WILLIAM & MARY
Mahogany, Walnut
All oak finishes
Constructed to hold
Victrola VI.
34^ in. high
22l/2 in. deep
38 in. wide
Av erage weight
crated, 110 pounds.
Manufactured by SCHLOSS BROS. (A Corporation)
801 EAST 135th STREET NEW YORK CITY
150
THE TALKING MACHINE WORLD
April 15, 1922
Two wonderful piano solos by Josef
Hofmann. "Maiden's Wish" (Chanf Polonais)
in G Major and "Butterfly"--"Spinning Song
on one of fhe new May records, Hofmann
records sell themselves. A-6211.
Columbia Graphophone Co.
NEW YORK
NEW OKEH JOBBERS IN NEW YORK
Bristol & Barber Appointed Okeh Distributors
Will Institute Aggressive Sales Campaign
W. C. Fuhri, general sales manager of the
Okeh record division of the General Phonograph
Corp., New York, announced this week that
Bristol & Barber, 3 East Fourteenth street, New
York, had been appointed Okeh distributors.
This concern, which is one of the leading whole-
sale houses in the East, is planning to inaugurate
an intensive advertising campaign, featuring
Okeh records, and its sales staff will do every-
thing possible to co-operate with Okeh dealers
in metropolitan territory. Okeh records will
now have two jobbers in Greater New York,
as the New York distributing branch of the
General Phonograph Corp.- will also serve the
dealers in this territory.
THE DIAMOND JUVENILE CONSOLE
This Is the Title of a Most Artistic Little Talk-
ing Machine Produced by the Diamond Prod-
ucts Corp. — Supplies Big Juvenile Want
ISHAM JONES IN JACKSON, MICH.
The Barnard Music Co., Jackson, Mich., which
handles Brunswick phonographs and records, is
making much capital of the forthcoming appear-
ance in that city in concert of the Isham Jones
Orchestra of Chicago, which will play in Jackson
May 19, 20 and 21. In addition to newspaper ad-
vertising the company has sent out a number of
circulars calling attention to the event.
A petition in bankruptcy has been filed against
the Grand Phono & Piano Co., Brooklyn, N. Y.
The Diamond Products Corp., New York City,
whose factories are at Oswego, N. Y., is an-
nouncing to the trade this month a small talk-
ing machine which is to be known as the Dia-
mond Juvenile console, which it is expected will
be received enthusiastically. The machine is
built along the same lines as the higher priced
consoles of this type, while the motor equip-
ment is of a standard in keeping with the rest
of the machine. No effort has been spared to
make the machine throughout a quality product,
and to inform the trade that it is not a toy but
a legitimate machine in every respect. The cabi-
nets are beautifully finished in two colors, French
blue and ivory, with appropriate "diamond" de-
signs on the cover, which presents a very attrac-
tive appearance.
In conjunction with this Juvenile console
the company is manufacturing an entire equip-
ment for a dealer "kiddie booth," which consists
of a table, one arm-chair and three regular
chairs. The size of this furniture is designed to
accommodate children and is finished in the
same colors as the console talking machine. The
idea of a "kiddie booth" is the result of a
thorough investigation of the field by General
Manager H. B. Foster, who for some time has
felt that a demand existed for this novel feature
Spring Time is Ukulele Time
For the Summer Vacationists
Thousands of your neighbors, boys, girls, men
and women, will be going on their vacations soon.
You will lose their Phonograph trade temporarily.
Buy NOW and you can sell them instead
Ukuleles Banjo - Mandolins
Guitars Tenor - Banjos
Mandolins Harmonicas, Etc.
We have the most extensive and finest line of
Musical Merchandise in the trade at the very lowest
prices.
These instruments will make new friends for
you — bring new customers into your store.
Write for our Special List of Summer Specials.
BUEGELEISEN & JACOBSON
5-7-9 UNION SQUARE NEW YORK
of the average talking machine dealer's business.
A special "kiddie booth" in the talking machine
dealer's store has many advantages, as it at-
tracts many youngsters with their parents, and
it is the idea of this company to show the dealer
how a booth of this sort can be used to make real
sales; for instance, parents coming in with their
children with the intention of buying a talking-
machine, or even records, can do so in quiet and
comfort by placing the children in the care of
some one in this "kiddie booth." Oftentimes
Supplies for Special "Kiddie Booth"
when parents are purchasing a large machine
the small console type machine can be presented
to them and sold for the use of the children,
thereby leaving the better machine for the use of
adults alone, insuring it against damage by the
children.
J. B. Price, Middle Western representative of
the company, on his return from an extended
trip in this territory, stated that dealers every-
where were very enthusiastic about this little
machine and the juvenile furniture designed to
go with it. Dealers stated that this was the
first combination of this kind ever offered the
trade, and that all indications pointed to a very
healthy demand. Mr. Price is planning to
leave at an early date for another trip, which
will take in the Southern States and from there
is to spend some time in the States of the
Northwest.
Lee Conover, New England representative, is
leaving shortly for a trip to the Far West for
the purpose of introducing these new products
to the trade in that territory, and on his return
he is scheduled to visit the New England States,
where he is well known and where he expects
to build quite a business.
GODOWSKY'S FAREWELL RECITAL
Leopold Godowsky, the noted pianist and
Brunswick artist, is now completing his coast-
to-coast tour. He will return to New York
about May 1 to give his farewell recital at Car-
negie Hall on May 3. This will be his first and
last concert in New York this year. In fact,
this will be his last recital in the United States
for several years to come. He will spend June,
July and August wintering in South America
and from there will sail for the Orient, where
he will make an extended tour in China, Japan,
India and other Asiatic countries.
April 15, 1922
THE TALKING MACHINE WORLD
151
Did you see
and did you
read the
insert
facing
page 66?
NEW IDEA IN NATIONAL CAMPAIGN
Columbia Advertising in Newspapers Localized
and Adapted to Local Conditions — Five Types
of Copy in Series — Plan Well Received by Trade
The advertising department of the Columbia
Craphophone Co. has just instituted a new idea
in Columbia national advertising that is meeting
with an enthusiastic reception from Columbia
dealers. This new plan practically localizes the
Columbia Co.'s national advertising, thereby giv-
ing tremendous value to the advertising that is
being used by the compan}' in the leading news-
papers throughout the country.
The details of this new advertising idea provide
for the preparation of five types of copy in con-
nection with the new Columbia record lists. In
each type of copy the lists, of course, remain the
same, but alongside of the list is placed copy
that features dance music, song hits, instrumental
opera and concert music, "blues" and sacred quar-
tets and old-fashioned melodies. Each one of
these classes of music has its own distinctive
illustration with copy pertinent to the picture and
the type of music that is featured. The particu-
lar copy that is used is based on the preferences
of the locality wherein the newspaper is pub-
lished. The new advertising copy is proving very
successful, and the dealers have congratulated the
Columbia advertising department upon its depar-
ture from the use of stereotyped newspaper copy.
THE LATEST BRUNS CREATION
A. Bruns & Sons, Brooklyn, N. Y., manufac-
turers of the well-known Bruns Maderight talk-
ing machine cover, have added another specialty
that will appeal to the Victor dealer. This is in
the form of a specially designed awning for
the dealer's store on which is shown a model
of the famous Victor dog. On the lower part
of the awning the name of the dealer is woven
into the fabric and in all it presents a very fine
appearance. Many dealers in metropolitan New
York have placed orders for this attractive awn-
ing and it is planned to give it wide publicity.
GEO. A. LONG CO. GRANTED PATENT
Cabinet Manufacturer Granted Important Patent
— Invention Covers Interior Construction of
Long Console Cabinet, Which Is Very Popular
Hanover, Pa., April 7. — The Long Furniture Co.,
of this city, was granted an important patent on
March 28 covering the interior construction of
the chamber of the Long Console cabinet, where-
in the table machine is placed. The Geo. A. Long
Cabinet Co., which is a subsidiary company to
the Long Furniture Co. has advised the talking
machine trade regarding this patent, calling at-
tention to its important features and emphasizing
the patent protection that is now given to Long
cabinets.
EVELYN M. McCLUSKY RESIGNS
Head of Educational Department of Sherman,
Clay & Co., Portland, to Enter New Field
Portland, Ore., April 7. — Evelyn McFarland
McClusky, who for the past two years has been
connected with Sherman, Clay & Co., has re-
signed her position and Portland and the State of
Oregon have lost one of their most valuable and
energetic workers for the advancement of music.
Mrs. McClusky has been actively engaged in
the Victor educational work since 1917, and came
to Portland from Texarkana, where she had
charge of the Victor department of the H. V.
Beasley Music Co. She is a graduate of the
Red Seal Salesmanship course at the Camden,
N. J., Victor factory and was a member of the
first Red Seal class for women, which is known
as the "Caruso Class." After coming to Port-
land she was one year in the retail store of
Sherman, Clay & Co. in the educational sales
department and was promoted to the wholesale
department as educational director with special
dealer sales service in Oregon, which took in
eighty-four Victor dealers. Mrs. McClusky was
the inspiration and prime mover in Portland's
first music memory contest held last year, which
was the first to be held in the Northwest.
STRAND SETTLED IN NEW HOME
Manufacturers Phonograph Co. Occupies Hand-
some Quarters — Increased Business Neces-
sitated Removal to Larger Premises
The Manufacturers Phonograph Co., Inc., man-
ufacturer of the Strand phonograph, is now lo-
cated in its new home on the twelfth floor of
the Emmett Building, 95 Madison avenue, New
York. The company's original headquarters were
located on this floor, but the tremendous in-
crease in its business necessitated the leasing
of four times as much space as it had occupied.
In its new home the Manufacturers Phono-
graph Co. has ample room for the proper dis-
play of the Strand line, which is now complete.
This line comprises four handsome console types,
together with the Strand consolettes, which are
designed to accommodate table machines. Along-
side of the display rooms is the private office
of Geo. W. Lyle, president of the company,
the executive and clerical offices and account-
ing department. Many out-of-town dealers who
have visited the new Strand quarters during the
past few weeks have complimented Mr. Lyle
upon the attractive layout of the Strand head-
quarters.
THE SHELTON
Electric Motor
The "Simplicity" electrifies
Victor, Edison and Columbia
phonographs -by simply tak-
ing off winding handle and
placing motor against turn-
table. -Automatic switch in
motor operated when the turn-
table is stai'ted or stopped.
Operati ng on AC or DC cur-
rent of 110 volts. Specify
type of. current when order-
SHELTON ELECTRIC CO., 16 East 42nd Street, New York
HOMOKORD
RECORDS
in 35 foreign languages
are now available to
dealers and distributors
in the United States.
Recorded in the native
lands by the best-known
artists of each country,
Homokord Records
bring to the American
public a distinctive and
extensive repertoire of
foreign music.
Homokord Records
are double-faced and lat-
eral cut. They play on
any standard machine.
Constant importations of
the newest European se-
lections insure a large
and ever-increasing cata-
log of the latest and best
in every language.
Write today for dealer's
or distributor's proposi-
tion.
H EGEM AN-STE W A RT
CORPORATION
338 Washington Street
New York City
Sole Importer!, and Distributors for the
United States
TEAR OFF AND MAIL THIS COUPON TODAY
Hegeman-Stewart Corporation
338 Washington Street
New York City
Gentlemen :
p, , (dealer's
r.ease send meyouri i. ■.
(distributor s
proposition.
Name
Address
1 am interested in the following
foreign languages
152
THE TALKING MACHINE WORLD
April 15, 1922
DEALERS TELL OF IN-
CREASED RECORD SALES
Installation of Seabrook Concert Grande in
Theatres, Backed by Mutual Service, Brings
Results That Call Forth High Praise From
Dealers — Some Interesting Testimony
Mishawaka, Ind., April 8. — As announced in
last month's issue of The Talking Machine
World, the Mutual Music division of the Dodge
Mfg. Co., of this city, attained phenomenal suc-
cess with the introduction of its service
to talking machine dealers in South Bend,
Ind. Kenyon W. Mix, director of this division,
who personally supervised all of the details
incidental to the installation of the Seabrook
Concert Grande in the Blackstone Theatre at
South Bend, has received interesting letters from
the dealers, testifying to the splendid results
that they received from this unique sales and
publicity plan.
The C. W. Copp Music Shop, handling Colum-
bia and Okeh products, wrote Mr. Mix as fol-
lows, the first letter being dated February 14
and the second letter dated March 2:
"It gives me great pleasure to tell you that the results
from playing Okeh records at the Blackstone this week far
exceeded our expectations. I was frankly skeptical until
24 hours after the first performance where Okeh records
were played, when our stock was so depleted by sales that
I phoned the Chicago jobber for replacements. Later in the
week* I found it necessary to make a personal trip to Chicago
to bring back more records to fill the demand.
Signed) "C. W. Copp."
"Supplementing my recent letter relative to results ob-
tained from demonstrating Okeh records at the Blackstone
I want to add that we have just finished our week at the
theatre with Columbia records, which we also handle. It is
interesting to note that, while I am still filling orders on
call for Okeh records played two wreeks ago, I have also
practically doubled my sales for Columbia records this week.
Your method of presenting new record releases to phonograph
owners is a mighty' good one, and I certainly advise every
Okeh and Columbia dealer to take it up in order to get a
bigger share of the local record business in his city.
Signed) "C. W. Copp."
C. J. Lenhard, of the Brunswick Shop, at 113
North Main street, South Bend, Ind., gave Mr.
Mix the following interesting details as to the
success of the Mutual Music service:
=£J lllCIEIllLllll£lilIIIJIllJlilJIIILillLJL)l)llllJLJXILllJIJIllllllllLltJlllllllEIIIXll]lJI]J]llllll]tJLJI](lLlllLI]IILJLJLIlllllkltJIIIIIJiJlJlJllllliJtJiJL]tJlllJiajllZICJiJLJIJIllllllXIIMIlMJIJIJIIJIJdJllll illltllllll!lllllllllll!l!lll!illll!llli;!l!llllllllll illl! llll!IINI!ii:miltMIIIII!ltlll[llllllllll&
All of our advert ising contains this excellent advice —
"Be Sure Your Walnut is ALL Walnut."
AMERICAN WALNUT
PHONOGRAPH CABINET,
CONSOLE DESIGN.
Think of the Big Selling Value
In the Period Design Cabinet that is Made of
f American
"The Cabinet-wood of the Ages."
Imagine the effect on the customer's mind when you show a Walnut cabinet
and remind him (or her) of the vast number of famous pieces of furniture
made of Walnut hundreds of years ago and which are still in perfect,
serviceable condition.
Most people of the type who buy "period" machines know that Walnut is
"the heirloom wood." Those who don't know it are rapidly learning the
fact from our advertising.
And if you want to show them visual evidence, hand them a copy of the
"Walnut Book," which is illustrated with many of these historical examples.
Have you read that book yourself ? It contains a lot of valuable information.
We will gladly send you a copy.
American Walnut Manufacturers' Association
Room 1022, 616 South Michigan Boulevard Chicago, U. S. A.
"You asked me to put on paper some of the enthusiasm
I expressed to you in the shop regarding your Mutual Music
service between the Blackstone Theatre and ourselves. I
rather imagine I am expressing the opinion of all the local
phonograph dealers when I tell you that since the big phono-
graph started playing dance music in the theatre my record
sales have jumped considerably — in fact, after the second
day we showed an advance of $50 per day, which has now
proven to be a permanent increase. One striking feature
of this new business is that the person buying the record
does not ask to hear it played; they say, 'I've heard it at
the Blackstone,' although my sales people have little diffi-
culty in getting them to listen to other selections not played
at the theatre.
"Before the service was installed the usual question of a
prospective customer was, 'What's new this month?' His
purchases were made by the process of elimination of those
records he did not care for — to-day he comes in to make a
definite purchase by name and will listen to others. This so
conserves the time of my clerks that I am enabled to handle,
with the same force, the six new demonstration booths which
I found it necessary to install since the service was started.
The comment of men and women has been exceptionally fine
and has come from the best people in South Bend. Women
particularly have expressed their approval of the new variety
of musical program presented by the Blackstone.
"Many people who had not realized the true value of
Brunswick music have become regular customers after hear-
ing the records played in public, and invariably say, 'I had
no idea that a Brunswick record was so good.' The point
here is this. It costs me a considerable amount to write a
letter asking people to come in and hear Brunswick records,
and this of course is the line of greatest resistance. I now
advertise, 'Go to the Blackstone and hear Brunswick music'
The theatre advertises, 'Come to the Blackstone, see a good
picture and hear Brunswick music' To them this is just
another reason to go to a place of amusement, and in the
end I actually accomplish my purpose more effectively be-
cause 'Hearing is Buying' when you are talking about
Brunswick records.
"I have tried to express my enthusiasm 'on paper,' as you
requested, but I guess I could have summed it all up in
this sentence, 'Mutual Music has obtained more publicity,
more business and more prestige for Brunswick in South
Bend than any other one idea I have ever used. I'm satis-
fied and feel it is worth every cent it costs.
(Signed) "C. J. Lenhard."
Mr. Mix also has on file a congratulatory let-
ter from the Blackstone Theatre Corp., South
Bend, and another interesting communication
from the Majestic Garden at Kalamazoo, Mich.,
which also co-operated . with the Mutual Music
service and installed a Seabrook Concert Grande
phonograph.
F. J. COUPE VISITS MILWAUKEE
Vice-president of Sonora Phonograph Co.
tends Informal Dealer Meeting
At-
Frank J. Coupe, vice-president and sales direc-
tor of the Sonora Phonograph Co., visited Mil-
waukee recently to attend an informal conven-
tion of Sonora dealers held under the auspices of
Yahr & Lange, Sonora jobbers at Milwaukee.
This meeting was very interesting, as the dis-
cussions were noteworthy for their practical ap-
plication to the dealer's problems. The reports
by the various dealers as to business conditions
indicate that there is a steady improvement in
practically every industry in Wisconsin territory
and Sonora dealers are making plans for an
active year.
QUALITIPHQNE GROWS IN FAVOR
The Qualitiephone Sales Corp., New York,
manufacturer of the small table phonograph
known as the Qualitiphone, reports that this little
machine has been winning considerable favor
with dealers throughout the country. In the
short time it has been on the market it states
that dealers have found that it is readily market-
able and it hopes to have it distributed through-
out the entire country before the Summer sea-
son is in full swing. William R. O'Brien, gen-
eral manager of the company, stated that sev-
eral prominent jobbers throughout the country
are negotiating to handle this little machine in
their respective territories.
Biiiiiiujiiiii:iMi:iiiiiLjjijLjLii:iiiiiiiiiiiiiiJijiiiiijiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiiitiiiti[iiii:iiitiiiiiijiJiiiiiiiiijiiiJriiiiiiiiiiii.iiiiiiiiiiiiiiiii mi uimiuuiiiuuiiuiiiuumiuimiuiiuuiiiuuiiuinuun luuuiiuiuuuiuuimiuuiiiui minimi i miniums
PHONOREEL CORP. CHARTERED
Plainfield, N. J., April 10— The Phonoreel Corp.,
546 West Second street, this city, has filed articles
of incorporation. The concern will deal in talk-
ing machines and motion picture machines and
will make motion picture reels. Incorporators
are Lewis Schildengrel, Hermand Kreizvogel and
Sophie Furman. The firm has an authorized
capital stock of $8,000.
April 15, 1922
THE TALKING MACHINE WORLD
153
COMPLAINT IN TONE-ARM PATENT SUIT IS DISMISSED
Judge Sessions in U. S. District Court in Grand Rapids Hands Down Decree Dismissing Bill of
Complaint of Victor Co. Against General Phonograph Corp. Charging Patent Infringement
Q R S CO. IN THE RADIO FIELD
Appointed Manufacturing Agent for The Product
of the Chicago Radio Laboratory
(Special Correspondence to The World)
Chicago, III., April 10. — The Q R S Co., manu-
facturer of music rolls, has been appointed
manufacturing agent for the product of the
Chicago Radio Laboratory, which will thus mar-
ket its instruments and equipment through the
music industry.
In marketing Zenith products, the Q R S Co.
will devote practically all of its profits on these
goods to publicity for both Q R S rolls and
Zenith. The Q R S Co. is fortunate in that
when building its New York and Chicago fac-
tories it purchased much additional ground,
which gives plenty of room for expansion in
the manufacturing of radio equipment, etc.
COLUMBIA CREDIT PLAN ANNOUNCED
Creditors' Committee of Columbia Graphophone
Mfg. Co. Arrange for Indebtedness to Be
Frozen for Three Years — Important Move
The Columbia Graphophone Mfg. Co. credi-
tors' committees have worked out a plan under
which its indebtedness will be frozen from April
1, 1922, to August 1, 1925, after deduction of
an amount not in excess of aggregate bank de-
posits on September 15, 1921. The plan has been
approved, by the banking creditors, the mer-
chandise and the supply creditors, it was said
yesterday. The debt is about $20,000,000 and
interest and principal, if due, will be deferred for
three years.
The plan calls for adjustment of interest on
all indebtedness to April 1 of this year. Pro-
vision is made for the appointment of a com-
mittee to represent the debt, which will be known
as the readjustment committee and composed
of M. M. Buckner, Benjamin Joy, J. C. Neff,
William C. Dickerman and G. Herman Kinni-
cutt.
DEATH OF HUGO H. TRAEGER
Hugo H. Traeger, proprietor of Traeger's
Music House, at 115 Wright street, Stapleton,
S. I., died on Tuesday morning, April 4, at
his home in Richmond Borough, New York
City. Mr. Traeger was a practical piano man,
highly esteemed for his ability in that special
field and had built up a very fine business in
Staten Island during the past twelve years, vir-
tually carrying everything in the musical line
from pianos to Victor talking machines. His
passing has occasioned considerable regret. A
widow and three children survive.
ROBT. F. BENSINGER MARRIED
Robert F. Bensinger, son of B. A. Bensinger,
president of the Brunswick-Balke-Collender Co.,
was married Wednesday, April 12, to Miss Dora
Virginia Lovenstein, of Jenkintown, Pa. The
wedding took place at the Bellevue-Stratford
Hotel in Philadelphia, in the presence of a host
of friends. Mr. Bensinger carries with him the
best wishes of the trade for his complete happi-
ness in joining the ranks of benedicts.
L. H. Jacobi, manager of Landay Bros., New-
ark, N. J., has been elected a member of the
Kiwanis Club.
Judge C. W. Sessions, in the U. S. District
Court in Grand Rapids, Mich., on April 5,
handed down the following decree and decision
in the action brought by the Victor Talking Ma-
chine Co. against the General Phonograph Corp.
and the General Phonograph Corp. of Illinois
for alleged violation of the Johnson Tone-Arm
Patents Nos. 814,786 and 814,848. The original
bill of complaint was filed in Grand Rapids
on November 1, 1920.
In his decision Judge Sessions said: "Apply-
ing the decision of the Circuit Court of Appeals
of this Circuit in the case of Cheney Talking
Machine Co. vs. Victor Talking Machine Co.,
it is impossible to avoid the conclusion that none
of the defendant's machines infringes the claims
of the patents here in suit. Hence a decree will
be entered in each case dismissing the bill of
complaint with costs to the defendant to be
taxed."
The decree itself read: "The cause having
heretofore been heard upon pleadings and proofs,
argued by counsel and submitted; upon consid-
eration of the premises, it is now ordered, ad-
judged and decreed that the bill of complaint of
the said complainant be and hereby is dismissed,
and that the said defendants do recover against
the said plaintiff their costs in this cause, to
be taxed, and that the said defendants have ex-
ecution thereof."
The finding of the court is regarded as a most
important one, and has been awaited with great
interest by members of the trade.
The W. W. W. Staylor Music Co., of Hunt-
ingdon, Pa., will open a branch store on West
Pennsylvania avenue, Mt. Union, Pa., as soon as
alterations of the quarters have been completed.
Talking machines, records and musical acces-
sories will be handled.
FIVE SALES TALKS
1. Unusually attractive prices.
2. Big profits to the Dealer.
3. Perfect Cabinet Work and Finish.
4. Exclusive Designs of Latest Type.
5. Unsurpassed Tone Quality.
We Also Sell Cabinets Only.
Write for Quantity Prices.
Player-Tone Talking Machine Co.
967 Liberty Avenue Pittsburgh, Pa.
New York Representative
George Seiffert 929 Broadway, New York
MOTORS
Double spring, plays three 10-inch
records without rewinding. Nickel
plated, worm drive. Complete with all
accessories. Sample $3.25. Special
prices in quantity lots. Motor suitable
for portable machine.
Pleasing Sound Phonograph Co.
Manufacturers — Jobbers
204 East 113th St., New York City
Jobbing Territory Open
154
THE TALKING MACHINE WORLD
April 15, 1922
DEALERS DISPLAYING FAITH IN FUTURE CONDITIONS
Ray burn Clark Smith, President of the Unit Construction Co., Presents Convincing Evidence That
Dealers Are Preparing for Better Business and Are Making a Strong Appeal to Quality Buyers
There is no longer room for doubt that 1922
will see a return to normal in the talking ma-
chine trade. Unmistakable evidence is furnished
by the activity of the leading dealers in pre-
paring for better business, which they clearly
foresee as resulting from a well-planned appeal
to the quality buyer.
If there is still a lingering doubt in any-
one's mind or a desire for tangible evidence of
successful piano store in Athol for some time.
Tn addition to this entirely new Victor store,' M.
Steinert & Sons Co. has made arrangements to
place an entire new Unico equipment in its
Lowell store consisting of six record rooms, a
player room, several . counters and racks with
a capacit}' of 10,000 records. The Steinert stores
have also improved their Unico facilities in
Waterbury, Fall River, New Bedford and Spring-
jurisdiction of R. E. Wells, general manager,
and C. S. Browning, who is well known in the
trade, will have charge of the talking machine
end of their business. They will handle Bruns-
wick phonographs in each of the stores men-
tioned and very complete Unico equipment has
been installed in each branch. Mr. Wells and
Mr. Browning are looking forward to big re-
sults in each of these locations.
Another complete equipment, which was in-
stalled in Parkersburg, W. Va., is that shown
in the illustration of O. J. Stout & Co. The
Standard Talking Machine Co. of Pittsburgh has
placed the Victor line with the Stout Co. Ex-
liBiHiifflffll BBBHHBI llllHillH Pfflfflffi
the upward trend, it is only necessary to have
a chat with Rayburn Clark Smith, president of
the Unit Construction Co. The record of recent
Unico accomplishments demonstrates the dealers'
faith in future conditions.
Mr. Smith reports that activity in the trade
seems well divided between new operations and
expansion of present establishments to new lo-
cations and improved facilities. He gave as
an example some recent changes of interest.
The well-known New England house of M.
Steinert & Sons Co. has made improvements of
both classes mentioned above. It has just opened
a new Victor department in its Athol store, con-
sisting of three Unico demonstration rooms, to-
gether with rack and counter equipment. This
is a new proposition as far as Victor merchan-
dise is concerned, although it has had a very
The illustration on the left-
hand side is that of J. G.
Heidner & Son, Inc., of
Springfield. Mass.; in the cen-
ter is that of O. J. Stout &
Co., Parkersburg. W. Va., and
on the right-hand side is that
of Z. L. White Co., of Colum-
bus, Ohio.
field. Another Unico cqu'pment in New Eng-
land is that of Heidner & Sons Co., in Spring-
field. The best idea of it can be obtained from
the illustration. John Clark, secretary of the
Heidner Co., is in direct charge of this new
operation. He is highly pleased with the new
equipment and the exceptional speed with which
it was installed. Heidner & Sons, as may be
recalled, have for some years operated a very
successful music store in Holyoke, where they
also have complete Unico equipment.
That it might not be supposed that New Eng-
land carries off all the honors on equipment,
Rayburn Clark Smith told of arrangements re-
cently concluded with Steinway & Sons for plac-
ing Unico equipment in their branches at Colum-
bus, Cincinnati, Dayton, Charleston and Hunt-
ington. The Steinway stores are under the
CHARLES L. WAGNER
Manager of John McCormack
Says — "Really the Best Phonograph Needle
on the Market"
The Famous Semi-Permanent
Bell Hood Needle
Retails at 15c. (formerly 25c.) per package
(3 needles in a package)
We offer dealers these needles in quantities of
300 packages or over, $7.50 per hundred packages.
This offer is limited! Send your orders now!
No order accepted without check or money
order.
Each needle plays many times, without chang-
ing. Records last longer.
Attractive counter display cards that sell the
needles without further effort. These, and cirr
culars without charge to those sending orders
within thirty days.
BELL HOOD NEEDLE COMPANY
183 Church Street, New Haven, Conn., U. S A.
cellent results are predicted for this new dealer
There are now being installed for the J. Boiar-
sky Jewelry Co., at Charleston, record and player
demonstration rooms, record, player roll and
sheet music departments, together with musical
instrument cases, enabling Mr. Boiarsky to
handle a full line of musical merchandise. A
fine opening for Mr. Boiarsky's store is looked
forward to within the next few weeks.
Another beautiful installation which is shown
herewith is that of Z. L. White Co., in Columbus.
This equipment predicates larger business.
Space does not permit of detailed information
on all of the departments which Mr, Smith
showed as concrete evidence of business revival,
but its distribution throughout the entire coun-
try may be visualized from the fact that they
have within the last two months placed equip-
ment with the Christine Jewelry & Music Shop,
of Bangor, Pa.; Cheyne Studio, Hampton, Va.;
F. A. North Piano Co., Philadelphia; the Talk-
ing Machine Shop, Hagerstown, Md.; M. Nathan
Estate, Cambridge, Md.; Halle Bros., Cleveland,
O.; Troup Bros., Harrisburg, Pa.; Bodenschatz
Drug Co., Lemont, 111.; John Throgmorton,
Flora, 111.: T. P. and B. H. Azpell, Ardmore, Pa.:
B. B. Todd, Chestnut Street Store, Philadelphia,
Pa.: W. E. Wyeth, Newark, O.; The Fair De-
partment Store, Chicago, 111.; Justine Bros., Gary,
Ind. ; Justine Bros., Cicero, 111.; The Music Shop,
Lexington, Ky.; H. A. Taylor, Columbia, S. C;
M. M. Palmenteri, Port Washington, L. I.;
Werner's Supply Co., Mohnton, Pa.; Sherman,
Clay & Co.. Vallejo. Gal.; L. J. Meyerberg Co.,
San Francisco, Cal.
Mr. Smith refers to this record as indicating
that the sales and service branches of the Unit
Construction Co. are carrying the message of
Unico service to the trade in. a very energetic
manner. Unico branches situated in New York,
Chicago, Atlanta, New Orleans, Dallas, San
Francisco, Salt Lake City, Denver and London,
England, have been established to give prompt
and efficient service to the trade and the in-
creasing demand for their sales engineering
service is an indication of its worth. The latest
addition to the sales and service branches is
the one in London, England. The English trade,
like the American, is experiencing a steady up-
ward movement and in the future Unico service
in all of its ramifications will be at the dis-
posal of the English trade at the London branch.
April 15, 1922
THE TALKING MACHINE WORLD
155
WORLD'S CLASSIFIED ADVERTISING
Any member of the trade may forward to this office a "Situation" advertisement
intended for this Department to occupy a space of four lines, agate measure, and it will
be inserted free. Replies will also be forwarded without cost. Additional space will
be at the rate of 25c. per line. If bold faced type is desired the cost of same will be
25c. per line. Rates for all other classes of advertising on application.
POSITION WANTED— By recording engi-
neer of wide experience. Able to produce rec-
ords of any tone or quality desired. Can arrange
for demonstration. Familiar also with factory
processes. Address "Box 1125," care The Talk-
ing Machine World, 373 Fourth Ave., New York.
WANTED— SALESMEN FOR NEW JER-
SEY. MUST HAVE ESTABLISHED TRADE.
WE HAVE AN EXCELLENT POSITION
FOR THE RIGHT MAN. ADDRESS "BOX
1123," CARE THE TALKING MACHINE
WORLD, 373 FOURTH AVE., NEW YORK.
POSITION WANTED— Recording engineer.
Thoroughly capable man of high standing will
consider offer from right people. Have own
equipment. Address "Box 1122," care The Talk-
ing Machine World, 373 Fourth Ave., New York.
WANTED — Salesmen, to sell a high-class pat-
ented portable talking machine in every state
in the Union. Samples can be carried. Address
"Box 1121," care The Talking Machine World,
373 Fourth Ave., New York, N. Y.
WANTED— SALESMAN, NEW ENGLAND
TERRITORY. WE ARE LOOKING FOR A
HIGH-CLASS SALESMAN WITH EXPERI-
ENCE AND A FOLLOWING, TO COVER
THE STATES OF MASSACHUSETTS,
MAINE, NEW HAMPSHIRE AND VER-
MONT. THERE IS AN EXCELLENT OP-
PORTUNITY FOR THE MAN WHO WILL
QUALIFY. ADDRESS "BOX 1124," CARE
THE TALKING MACHINE WORLD, 373
FOURTH AVE., NEW YORK. N. Y~.
SITUATION WANTED— By man thoroughly
familiar with the phonograph business, can prove
himself a valuable asset to a phonograph dealer.
Thoroughly experienced in repairing all makes
of motors and reproducers. Also in repairing
finish and woodwork of cabinets; 6'? years with
present employer in capacity of complaint man,
repairman and selling on retail floor. Age 28
years, married, in good health. Address "M. S.,"
care The Talking Machine World, 373 Fourth
Ave., New York, N. Y.
WANTED — Salesman calling on talking ma-
chine and piano dealers to sell line of Player
Roll cabinets. Address "Box 1130," care The
Talking Machine World, 373 Fourth Ave., New
York, N. Y.
WANTED— SIDE LINE SALESMEN IN
VARIOUS SECTIONS OF THE COUNTRY
TO HANDLE ONE OF THE BEST AND
FASTEST SELLING ARTICLES IN
PHONOGRAPH ACCESSORIES. A HUS-
TLER WITH ESTABLISHED TRADE CAN
INCREASE HIS INCOME MATERIALLY.
ADDRESS 'BOX 1132," CARE THE TALK-
ING MACHINE WORLD, 373 FOURTH
AVENUE, NEW YORK, N. Y.
POSITION WANTED— Recording engineer,
now employed with large recording house,
wishes to associate with progressive concern
which is interested in improvements on records
and phonographs. Possessing inventions of
great possibilities. Address "Box 1134," care
The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.
WANTED— SALES POSITION. Man with
10 years' experience in the talking machine in-
dustry desires connection with manufacturer,
either executive or otherwise. Traveling con-
sidered if position requires more than ord'nary
salesman. Address "Box 1135," care The Talk-
ing Machine World, 373 Fourth Ave., New
York. N. Y.
WANTED — Recording engineer. One with
broad experience, who is able to make as good
records as the best, not accidentally, but regu-
larly, and who knows how to keep his equip-
ment in condition. Some knowledge of matrix
making and pressing an advantage. We are
willing to pay what satisfactory service is worth.
Replies confidential. Address "Box 1131," care
The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.
WANTED— SALESMEN FOR 50c REC-
ORDS. WE REQUIRE A NUMBER OF
MEN TO HANDLE THE BANNER LINE
OF RECORDS ON A SALARY OR COM-
MISSION BASIS. MUST BE ACQUAINTED
WITH EVERY DEALER IN HIS RESPEC-
TIVE TERRITORY. ADDRESS PLAZA
MUSIC CO., 18 WEST 20TH STREET, NEW
YORK, N. Y.
POSITION WANTED— Technical laboratory
man thoroughly familiar with the latest advances,
can handle work from wax to finished matrix or
stamper. Can set up and superintend plant. Also
latest thing in backed-up matrix. Address "Box
1113," care The Talking Machine World, 373
Fourth Ave., New York City.
RECORDING ENGINEER and Factory
Manager open for engagement. Twenty-five
years' experience recording, plating, matrix-
making, composition-making, pressing and sup-
erintending. Thoroughly familiar with the lat-
est advances in every branch of the art. Address
"Box 1086," care The Talking Machine World,
373 Fourth Ave., New York City.
SALESMAN WANTED — Who knows the
phonograph and music trade in New York and
other territory, to sell a full line of high-grade
phonographs on liberal commission. Address
"Box 1112," care The Talking Machine World,
373 Fourth Ave., New York City.
WANTED — Salesmen to wholesale phono-
graphs on a commission basis. Metropolitan dis-
trict. Address "Box 1109," care The Talking
Machine World, 373 Fourth Ave., New York City.
POSITION WANTED: By experienced record salesman.
Six years with one company. Highest references. Address
"Box 1129," care The Talking Machine World, 373 Fourth
Ave., New York, N. Y.
POSITION WANTED— Talking Machine and Sport-
ing floods Stores. Exceptionally good repairman and
tennis bat restringer, seeks position. Can sell. Ad-
dress "Box 1127," care of The- Talking Machine
World. 373 Fourth Ave., New York, N. Y.
POSITION WANTED — Phonograph repairman, young
man with three years' experience on all standard makes,
desires position. Factory training as a motor tester. Posi-
tion holding chance for advancement desired. Will con-
sider any reasonable offer. Address "Box 1126," care The
Talking Machine World, 373 Fourth Ave.. New York, N. Y.
POSITION WANTED— Have experience in laboratory
work. Understand treatment of wax matrixes. Have had
15 years' experience in machine and tool works. Also ex-
perience in piating and treatment of matrixes, mothers and
stampers. Address "Box 1128," care The Talking Machine
World, 373 Fourth Ave., New York, N. Y.
POSITION WANTED— Competent recorder with port-
able outfit is available to take master records. Headquar-
ters, New York. Address "Box 1133," care The Talking
Machine World, 373 Fourth Ave., New York, N. Y.
POSITION WANTED— Saleslady with five and one^half
years' experience, handling Victor merchandise in high class
music houses, desires position with reliable firm. Can fur-
nish best of references, and willing to work evenings.
Straight salary or salary and commission. Address "Box
1137," care The Talking Machine World, 373 Fourth Ave.,
New York, N. Y.
POSITION WANTED— Capable and energetic man 36
years of age, 14 years' experience in the music business,
desires position as manager of phonograph shop. Experience
in all lines of phonographs. State salary. Address "Box
1139," care The Talking Machine World, 373 Fourth Ave
New York, N. Y.
POSITION WANTED— Man with executive ability. Hav-
ing had selling experience both retail and wholesale and
who is in close touch with the trade, desires connection
with a high grade phonograph manufacturer. Is competent
to fill position of sales manager. State salary. Address
"1140," care The Talking Machine World, 373 Fourth Ave
New York, N. Y.
(Continued on page 156)
Monthly Price List
Big Reductions on
Main Springs
2 in. x 0.22 x 16 ft, Meisselbach No. 18. .Each $1.25
1% in. x 0.22 x 17 ft., reg. Victor Each 0.60
1% in. x 0.22 x 17 ft., Victor new style. ..Each 0.60
1 3/16 in. x 0.25 x 16 ft., Heineman No. 44... 0.60
1 in. x 0.25 x 12 ft., Heineman No. 33 & 77. . 0.33
1 in. x 0.28 x 10 ft., for Columbia Each 0.33
1 in. x 0.20 x 13 ft., Victor Each 0.33
1 in. x 0.20 x 13 ft., Victor, new style Each 0.33
% in. x 0.23 x 10 ft., for Blick motor Each 0.30
% in. x 0.23 x 10 ft., oval hole Each 0.28
$/£ in. x 0.22 x 8 ft., for Swiss motor... Each 0.22
% in. x 0.25 x 11 ft., for Edison Each 0.22
MICA DIAPHRAGMS
1 23/32 in. Victor Ex. Box, first grade. Each 0.15
1% in., new Victor No. 2 very best Each 0.18
1 31/32 in., for Sonora Each 0.20
2 3/16 in., for Columbia No. 6 Each 0.25
2 9/16 in., for Pathe or Brunswick Each 0.45
SAPPHIRES
Pathe, very best loud tone, genuine Each $0.12
Pathe, soft tone, ivory setting Each 0.18
Path6, soft tone, steel needles Each 0.10
Edison, very best, medium tone Each 0.18
Edison, very best, loud tone Each 0.15
Edison, genuine diamond Each 1.25
STEEL NEEDLES
Brilliant Tone, medium and soft Needles.
Per 1,000 $0.45
ATTACHMENTS
in Gold or Nickel-plated
Kent attachments for Victor arm Each 0.25
Kent attachments for Edison with C
box Each 2.50
Kent attachments without box for Edi-
son Each 1.60
Universal old style for Victor tone-arm. .Each 1.15
MOTORS
Distributors for Heineman and Meisselbach
Motors. Best Prices. Immediate Deliveries.
TONE ARMS
No. K with sound box Each $2.25
No. E with sound box, very loud Each 6.00
No. M with sound box, very loud Each 4.75
SOUND BOXES
No. B 1 Bliss Sound Box, fit Victor Each $1.25
No. B Balance, fit Victor Each 0.75
No. C Balance, fit Victor Each 1.00
No. F Favorite, fit Victor Each 1.75
No. P Favorite, fit Victor Each 1.90
No. G Glory, fit Victor Each 3.25
CABINET HARDWARE
Automatic Nickel Plated Lid Supports. Each $0.22
Automatic Gold Plated Lid Supports. .. .Each 0.45
Piano Hinges, nickel plated, 5% in. long 0.22
Highly nickel plated needle cups Per 100 1.60
Covers for cups , Per 100 0.75
Highly gold plated cups Per 100 7.00
Needle cup covers, gold plated Per 100 5.00
REPAIR PARTS
Columbia driving shaft, No. 11778 Each 0.50
Columbia bevel pinion, No. 12333 Each 0.75
Columbia bevel pinion, latest style Each 0.75
Columbia bevel pinion, No. 3189 Each 0.35
Columbia worm gear No. 6409 Each 0.30
Columbia Stylus bar, complete Each 0.35
Columbia cranks, all sizes Each 0.35
Columbia governor weights Each 0.08
Columbia governor shaft, No. 3004 Each 0.40
Columbia governor springs Per 100 1.00
Columbia governor screws Per 100 1.00
Columbia barrel screws, No. 2621 .... Per 100 1.00
Columbia so'dbox thumb screws Per 100 1.50
Rubber Backs for Victor Exh. box Each 0.25
Cranks, short or long, for Victor Each 0.35
Stylus bar (needle arm) Exh. box, for
Victor Each 0.35
Governor springs, for Victor Per 100 1.00
Governor screws, for Victor Per 100 1.00
Governor balls, new style, for Victor. . .Each 0.08
Turn-table felts, 10 in., round Each 0.15
Turn-table felts, 12 in., round Each 0.18
Motor bottom gear for Triton motor. . .Each. .0.20
FAVORITE MFG. CO.
105 East 12th St. New York
Tel. 1666 Stuyvesant
156
THE TALKING MACHINE WORLD
April 15, 1922
THE TALKING MACHINE WORLD'S CLASSIFIED ADVERTISING— (Continued from page 155)
BEAUTIFUL
CABINETS
Oak and Mahogany. Special Bargains, $15
and up. Send for new list. EVERETT
HUNTER BOAT CO., McHenry, 111.
FOR SALE
\ well established talking machine department, lo-
cated at the entrance of the largest furniture store
in a city of 45,000 population in Illinois. Will rent
space reasonable. Full particulars on request Ad-
dress "Box 1120," care The Talking Machine World,
373 Fourth Ave., New York City.
CABINETS
FOR SALE
250 cabinets made of solid guaranteed
oak ; 1 3 V2 x 1 3 V2 x 7 V2 » with tin
horn. Price $3.00 each. Address
I. OLINER,
327 Second Ave., New York, N. Y.
FOR SALE
Motors, double springs, tone arms, records in all
different languages. We sell anything required in
the phonograph line at reduced prices. We also buy
anything you have to sell. Address Mandel & Co.,
SS Kivington St., New York, N. Y.
TERRITORY OPEN
Best line of floor lamps, table lamps, pedestals,
etc. Some territory open for first-class sales-
men. Write the Midland Wood Turning Co.,
745 South Winchester Ave., Chicago, 111.
WANTED FOR CASH
Will buy any amount of your surplus talk-
ing machines and records. Must be of stand-
ard make. Address Midwest Phonograph
Factories Sales Co., 2343 West North Ave.,
Chicago, 111.
FOR SALE
Several thousand standard make records, late
numbers, also sacred, instrumental standard
numbers, etc., at thirty-five cents each. Send
for catalog. Central Phonograph Co., 127
N. 11th St., Philadelphia, Pa.
FOR SALE
Commercial auto in good condition. Closed
metal body with Victor trade-mark on it.
Price four hundred and twenty-five dollars.
($425.00). Apply to Adam B. Tisch, Corona
Ave., Elmhurst, L. I.
BUY
„„b Lots, Close-Outa
discontinued Stocks, etc.
in all lines. Noquantity too
ge. Quick Cash for bargains.
MPLES AND FULL PARTICULARS
BARGAIN BULLETIN FRliE
FANTUS BROS. 1315 S. Oakley Ay. Chicago
WE BUY ANYTHING
MAGNAVOX WANTED
State lowest all cash price. Address Mag-
navox, 775 Woodward Ave., Brooklyn, N. Y.,
or telephone 4855 Evergreen.
RECORDING OUTFIT
Up-to-date recording outfit for sale. Record-
ing machine and speakers, also shaving ma-
chine. Address "Box 1138," care The Talk-
ing Machine World, 373 Fourth Ave., New
York, N. Y.
DISPLAYS STRAND PHONOGRAPH
Successful Kansas Dealer Featuring Strand Line
— Places Good-sized Initial Order
Emtoria, Kan., April 7. — The Rorabaugh-Paxton
Dry Goods Co., of this city, has just received its
Co., New York, manufacturer of the Strand
phonograph.
J. L. Davidson, who is in charge of the Rora-
baugh-Paxton Dry Goods Co.'s phonograph de-
partment, is a live-wire phonograph man, who is
a firm believer in the use of newspaper advertis-
ing, reinforced by efficient sales methods. Mr.
Davidson frequently uses the truck-delivery plan
and places two or three phonographs on an auto-
mobile truck to be sold direct to the consumer.
He has driven as far as thirty-five or forty miles
to make a sale and the results to date have well
warranted this intensive sales effort.
Artistically Arranged Interior
initial delivery of Strand phonographs and is dis-
playing this line to excellent advantage in its
store. This well-known retail establishment re-
cently made arrangements to handle the Strand
line and placed a good-sized order with W. F.
Standke, Kansas City, Mo., who is district rep-
resentative for the Manufacturers' Phonograph
OUR TALKING MACHINE EXPORTS
Exports, Including Records, for Eight Months
Ending February 28, 1922, Total $228,931—
Countries to Which Exports Were Made
Washington, D. C, April 10. — In the summary
of exports and imports of the commerce of the
United States for the month of February, 1922
( the latest period for which it has been com-
piled), which has just been issued, the following
figures on talking machines and records are
presented in the following column.
FOR SALE
An unusual opportunity to purchase an established
music store carrying a line of Aeolian Vocalion,
Columbia, Brunswick and Sonora phonographs and
records. The store is equipped with all modern
equipment. The profits tor the past years have
averaged yearly 75 per cent of the investment. The
reason for selling the store is to continue in this
line of business on a very large scale. I have a
lease on this store for three years ending March,
1925. The place is situated in one of the best lo-
cations in Brooklyn. A wonderful opportunity for
an enterprising phonograph man. Act quick. Ad-
dress "Box 1136," care The Talking Machine
World, 373 Fourth Ave., New York, N. Y.
CASH
for any amount of talking machine
records. Address
Chicago Phonograph Realization
315 Union Park Court
CHICAGO, ILL.
BUSINESS OPPORTUNITY
WANTED — Salesmen to sell a line of metal name-
plates to talking machine dealers and manufacturers.
Big profits. No bulky samples. Commission paid
on receipt of orders. Can be handled in connection
with any line. Write for our proposition to-day.
Fogarty Manufacturing Co., Dayton, O.
CARVED LEGS
Eight designs in gum, oak and ma-
hogany. Prices reduced. Send for cir-
cular. Klise Mfg. Co., Grand Rapids,
Mich.
WANTED
Dealers and distributors in every State to
sell the So-ave-tone line of talking ma-
chines. The machine with a personality.
The J. K. Mohler Co., Ephrata, Pa.
POSITION WANTED— Young man, has 8 years' all-
around experience as repairman and salesman on all makes.
Address -Box 1111," care The Talking Machine World, 373
Fourth Ave., New York City.
The dutiable imports of talking machines
and parts during February, 1922, amounted in
value to $21,589, .as compared with $57,147 worth
which were imported during the same month
of 1921. The eight months' total ending Feb-
ruary, 1922, showed importations valued at $360,-
319, as compared with $532,067 worth of talking
machines and parts during the same period of
1921.
Talking machines to the number of 4,975,
valued at $156,768, were exported in February,
1922, as compared with 3,851 talking machines,
valued at $194,600, sent abroad in the same
period of 1921. The eight months' total showed
that we exported 23,149 talking machines, valued
at $985,238, as against 57,318 talking machines,
valued at $2,564,366, in 1921.
The total exports of records and supplies for
February, 1922, were valued at $72,163, as com-
pared with $255,058 in February, 1921. During
the eight months ending February, 1922, records
and accessories were exported valued at $1,084,-
850; in 1921, $2,174,547.
Other countries to which exports were made
and the values thereof are as follows: United
Kingdom, $9,444; Canada, $69,143; Central
America, $3,442; Mexico, $10,428; Cuba, $1,286;
Argentina, $3,771; Chile, $9,484; other South
American countries, $8,302; China, $1,768; Ja-
pan, $11,146; Philippine Islands, $1,848; Aus-
tralia, $9,565; other countries, $17,141.
The figures covering the exports and imports
of talking machines and records for the month
of January appear on page three of this issue.
April 15, 1922
THE TALKING MACHINE WORLD
157
EUROPEAN HEADQUARTER
LUI%\^ * ■» ml % 2 GR.BSHAM BLDG.,BASINGHALL ST.. E.C.LONDON *
W. LIONEL STURDY, MANAGER
Business Shows Signs of Improvement — Quick
Settlement of Labor Troubles Necessary to
Trade Revival — Many Interesting Exhibits at
Leipzig Fair — Otto Heineman Visits London
— Third Annual Dinner of Gramophone Asso-
ciation—Plan Music Festival— The Ideal Home
Exhibition Results in Gramophone Business —
Artistic Displays Predominated — New Zono-
phone Records — Trade News of the Month
London, E. C, England, April 4.— While there
has been no great improvement in trade since my
last report general business conditions certainly
seem a little more buoyant. This may be the
outcome of the British Industries and Ideal Home
exhibitions. On the other hand, it may be, as I am
inclined to think, the first breath of that general
business revival which, sooner or later, must
blossom forth in real earnest. Progress is slow,
nevertheless, at this time, just when we might
have congratulated ourselves upon a certain sta-
bility of labor, in the absence of disputes, we are
confronted with an upheaval in an important
branch of industry — the Engineering World. The
merits of the case do not so much concern us
as the effect exerted upon an already im-
poverished community. Unless this matter is
quickly settled, and at the moment of writing
the prospect is faint, commerce in every depart-
ment will feel its paralyzing influence. Hopes
of trade revival engendered by somewhat better
conditions in the gramophone world the last
few weeks are by this labor lock-out dashed
to the ground.
Whatever the position is at the time of writing
it is a welcome sign that the gramophone trade
has held up well during the last few weeks. A
very fair business has been done by the mail-
order houses and, in most cases, the public has
taken full advantage of sales bargains offered by
several big London stores. Among the manu-
facturers and jobbers easier conditions prevail,
both machine and record sales having been quite
good, circumstances and time of year considered.
Coming to the retailers, there is no doubt they
have experienced a hard time individually. The
fight for trade is necessarily very keen and, of
course, in centers of industry where unemploy-
ment is greatest gramophone sales are not too
free despite a certain amount of price-cutting.
The immediate future trade prospects must be
regarded as of an unknown value, pending a
settlement of various industrial disputes.
Doings at the Leipzig Fair
This year's Leipzig Messe, which, commer-
cially, lasted about five days, is described by
English newspaper correspondents as something
approaching a failure, notwithstanding the fact
that some reports place the number of visitors
as high as 150,000. Doubtless, many of these
were merely on pleasure bent. In several sec-
tions exhibitors quickly booked orders to the
fullest possible extent of the available supplies.
But owing to restricted supplies, due to economic
confusion in Germany, exhibitors were unable to
guarantee date of delivery or accept orders at
fixed prices.
That which most interests my readers, i. e.,
the gramophone and musical instrument exhibits,
call for special mention. The principal gramo-
phone displays were made by the Lindstrom con-
cern, the Gramophon Co. (Germany), the Poly-
phonwerke and a new firm named the Vox Co.
These firms made a fine display of pedestal cabi-
nets and all strongly featured new models of
electric motors. As usual, the Lindstrom display
attracted very wide attention. In the same build-
ing were housed the exhibits of the Odeon and
Beka concerns, which are associated with Messrs.
Lindstrom. Their combined exhibits included
many fine models of machines which, as my cor-
respondent describes, are especially suitable for
the English market. The firm's new motor — a
combination of the best features of German,
American and Swiss models — was very much ad-
mired and I understand that an exclusive ar-
rangement was completed for the sale of a large
quantity in England. Of this transaction more,
no doubt, will be heard in due course.
The display of the Polyphon and Gramophon
companies included a very attractive array of
machines constructed on lines that probably ap-
peal more to the English taste than other makes,
this being, it is said, due to the fact that they
have so many models similar to those of the
English Gramophone Co. I am informed that
a special exhibit featured by this combined con-
cern was a patented gramophone of unique de-
sign', which reproduces records with such won-
derful fidelity as to actually deceive. Details of
this machine are not available pending comple-
tion of certain patent registrations. A combined
electric and spring motor was another attractive
exhibit by this firm. The idea of the dual power
is that failure of the electric current would call
into use the spring motor and vice versa.
A brave show of machines, records and acces-
(Continued on page 158)
'His Master's Voice'
— the trade-mark that is recognized
throughout the world as the
HALL-MARK OF QUALITY
'Hit Master's Voict
Copyright
This intensely human pic-
ture stands for all that is
best in music
—it is the "His Master's Voice"
trade-mark, and it brings to you,
no matter where you are, the
very best music of every kind,
sung and played by the world's
greatest artists — the greatest
singers, pianists, violinists, or-
chestras and bands-all enshrined
in the unequalled "His
Master's Voice"
records
DENMARK: Skandinavlsk Grammophon-Akti-
eselskab, Frlhavnen, Copenhagen*
FRANCE: Cle. FrancaUe do Gramophone, 115
Boulevard Richard Lenoir, Place de la R£pub-
lique, Paris.
SPAIN: Compaflia del Gramofono, 56-58 Balmes,
Barcelona.
SWEDEN: Skandinaviska Grammophon-Aktle-
bolaget, Drottnlng Gatan No. 47, Stockholm.
RUSSIA: The Gramophone Co., Ltd., 45, Nersky
Prospect, Petrograd (Petersburg) ; No. 1
Solyanka, Solyanol Dvor, Moscow; 9, Golovinsky
Prospect, Tiflle; Nowy-Swlat 30, Warsaw; 11
Michailovskaya Ulltsa, Baku.
INDIA: The Gramophone Co., Ltd., 139, Bal-
liaghatta Road, Calcutta; 7, Bell Lane, Fort,
Bombay.
Great Britain:
AUSTRALIA: S. Hoffnung & Co., Ltd., Sole
Concessionaries of The Gramophone Company,
Limited, 163, Pitt 8treet, Sydney.
NEW ZEALAND: Gramophonium, Ltd., 118-120
Victoria Street, Wellington.
SOUTH AFRICA: Darter & Sons, Post Box 174,
Capetown ; Mackay Bros., Post Box 231, Johannes-
burg; Mackay Bros. & McMahon, Post Box 419,
Durban; Ivan H. Haarburger, Post Box 105,
Bloemfonteln ; Franz Moeller, Post Box 108, East
London; B. J. Ewins & Co., Post Box 86, Queens-
town; Handel House, Klmberley; Laurence &
Cope. Post Box 132, Buluwayo ; The Argus Co.,
Saliebury.
EAST AFRICA: Bayley & Co., Lourenzo
Marques.
HOLLAND: American Import Co., 22a, Amsterd
Veerkade, The Hague.
ITALY: A. Bossl & Co., Via Oreflci 2, Milan.
EGYPT (Also for the Soudan, Greeee and the
Ottoman Empire) : K. Fr. Vogel, Post Box 414.
Alexandria.
The Gramophone Company, Ltd,
HAYES
MIDDLESEX
ENGLAND
158
THE TALKING MACHINE WORLD
April 15, 1922
FROM OUR LONDON HEADQUARTERS— (Continued from page 157)
sories was made by the new Vox Co. The most
interesting point about their instruments is that
the tone is directed through a central chamber
and evenly distributed from all sides of the ma-
chine. Their records are described as of a very
good standard of quality.
Other exhibits of interest were made by the
Favorit, Triumphone, Adlerphone and Holz-
weiszig, and, of course, an extensive array of
tone arms, sound boxes, horns and other parts
and accessories were noticeable.
Apart from the strong featuring of electric
motors, manufacturers seemed to be developing
along standard lines to the exclusion of the
usual novelties one expects to meet with at
Leipzig.
Quite a goodly number of traders from Eng-
land visited the Fair, including Mr. Bilantz, C.
Howell, Geo. Murdoch, A. J. Balcombe, R. Willis,
W. Cooper, Otto Ruhl, Mr. Duwe (Manchester),
Mr. Wilkinson (Glasgow), Mr. Gilbert (Shef-
field) and representatives of Messrs. Richardsons
and the Johnson Talking Machine Co.
Mr. Heineman's European Trip
At the office of A. J. Balcombe, Ltd., this city,
I had the pleasure of an interview with Otto
Heineman, who spent a day or so in London on
his way to the Continent. As president of the
General Phonograph Corp., New York, Mr.
Heineman is unquestionably an authority on
matters relating to the gramophone industry and
his remarks are therefore of very great interest.
He ascribes the bad time experienced, at least
in America, as being due, in part, to industrial
expansion at a time when the situation demanded
rather a conservative policy than otherwise. To
a great extent this viewpoint is applicable to
business undertakings the world over.
Regarding the talking machine situation in
America I found Mr. Heineman quite optimistic.
He is a man of broad views and of vast expe-
rience in our industry in many countries, and I
gathered that in his considered judgment the
American phonograph trade is once again making
progress toward a definite revival of activity.
In the course of our conversation Mr. Heine-
man said: "It is true that the American phono-
graph industry has passed through a very severe
crisis, but, thanks to the wise leadership of
American financiers, a panic was avoided. Over-
expansion of the industry resulted in the market
being flooded with 'stencil' machines which, at
one time, could be counted in thousands. There
are still many of these machines about, but their
numbers are diminishing. Dealer stocks are now
entirely exhausted and the trade is still much
disorganized in consequence.
"The machine of the future," continued Mr.
Heineman, "is, in my opinion and that of the
leading companies, what we call the 'console'
type. This class is strongly featured by the chief
concerns as it is the quality product alone that
counts with the American public. There is no
opportunity in America for cheap European
goods."
Mr. Heineman had much to say pertaining to
the record field of trade endeavor qn your side.
"There has been a fairly genera! reduction of
prices, and though there are many records selling
at 50 cents, they are not of leading make. Some
of the department stores sell records as low as
44 cents; they are of obscure brand. It is, in
my opinion, a short-lived policy and cannot last
because, in the main, the American public is buy-
ing on a well-advertised trade-mark rather than
on the influence of cheap prices. The American
public is a great music-loving public and it
demands a high-grade product." This thought
probably suggested to Mr. Heineman that "the
American record was generally of a higher
musical quality and manufacture than European
makes." Well, I have heard others say the
same.
On the subject of American trade prospeots,
Mr. Heineman was optimistically of the opinion
that "there is good expectation of a satisfactory
recovery from the crisis through which we have
passed. There is a noticeable decrease of unem-
ployment and the natural products of the country
are now fetching much better prices. This will
help to reconstruct the buying power of the
American people and I believe that after the
dark days of our industry there is a great
future before us."
Mr. Heineman visited the Leipzig messe, and,
after a look around the continental trade centers,
planned to return to the States about the end
of March.
Third Dinner of Gramophone Association
By the presence of 160 members a record at-
tendance was achieved at the third dinner of the
Association of Gramophone and Musical Instru-
ment Manufacturers and Wholesale Dealers, held
on March 1 at Frascati's, London. President
Cooksey occupied the chair. It was a very suc-
cessful function, gastronornically and otherwise.
Peculiar to this Association is a spirit of fellow-
ship and good will, which, largely carried over
throughout the year, helps to a sympathetic un-
derstanding in matters of common interest and
elimination of anything in the nature of friction.
Proposing the toast of "The Association,"
Alexander Dow said (in part) : "Each group of
the Federation is working in sympathy with the
great combination of interests that the Federa-
tion represents. I look upon this Association as
the mainspring of music trade endeavor. The
gramophone is doing a fine work in the schools
and homes of England as a musical educator of
great value."
In reply the president thanked Mr. Dow for
the generous reference to himself. "The Asso-
ciation gave maximum service at a minimum
cost; in fact, its service was unique in value and
scope." Stress was laid upon the useful infor-
mation supplied to members; it entailed a lot
of work for their secretary, Mr. Timms, "to
whom," said the president, "much of the suc-
cess of the Association was due." Reference
to the Federation's funds revealed that the
Gramophone Association headed the list with
subscriptions (given and promised) of over
1
i
Grippa Portable Gramophone
(Patents pending all countries)
Marketed in Great Britain less than three months ago, it has leapt into
popularity with amazing rapidity. The most perfect manufacturing
and^selling proposition in the Gramophone World.
Plays I0W
Records
Winding Key Clip
Ik
Secondary
Sound
Chamber
Strong Nickel
Nozzle Locks
& Keys
Needle Box Clip
Record HolderClips
" Capacity 4 Records
Swinging
Deflector Plate
*Tone Amplifier
Primary Horn
- Chamber
__ Strong Dovetailed
Oak Cabinet No
doors or loose parts
Overall weight 9lbs
1. Perfect tone reproduction
equal to a cabinet model.
2. Travel proof and fool
proof.
3. Extraordinary low factory
costs.
Model 3, as sketch, produced, sold and delivered to the retailer — Thence to the
public at eighteen dollars. Showing full manufacturers' and jobbers' profits.
For exclusive manufacturing rights for U. S. and Canada under
royalty apply to patentee, H. J. CULLUM, Managing Director, care of
PEROPHONE, Limited, 76-78 City Road, London, England
April 15, 1922
THE TALKING MACHINE WORLD
159
EDISON BELL
CABLE
"PHONOKINO.
LONDON"
ARE THE GREATEST VALUE FOR MONEY PRODUCED IN GREAT BRITAIN
TEN INCH DOUBLE SIDED NEEDLE CUT
PLAY ON ALL GRAMOPHONES
Catalogue contains 4000 Titles by the Premier Artistes, Instrumentalists, Orchestras and Bands
of the British Empire
DEALERS PREPARED TO DO BUSINESS ARE INVTTED TO COMMUNICATE WITH
Proprietors and Manufacture™, J. E. HOUGH, Ltd., 62 Giengall Road, London, S. E. 15, England
FROM OUR LONDON HEADQUARTERS — (Continued from page 158)
£3,000. "A very proud position to occupy," said
Mr. Cooksey. Touching upon the difficult times
through which the industry had passed, the
speaker said it was a notable fact that during the
last twelve months there had not been a single
instance of bankruptcy among members of the
Association! The moral to outside firms is to
join up.
Sir George Croydon Marks, C. B. E., M. P.,
coupled with his toast — "The Federation" — its
energetic organizing director, Lieut.-Col. R. H.
Tatton. "Federation propaganda," said Sir
George, "was undoubtedly good business — there
could be no great demand for music if we did not
educate the people — music contributed to their
happiness and promoted that business from
which they were all out to reap the benefits."
Lieut.-Col. Tatton made a vigorous reply and
wound up with an expression of opinion that in
contributing to the Federation its chairman,
Louis Sterling, the Gramophone Association had
contributed something more valuable than
£3,000.
Frank Samuel proposed the toast of "The
Visitors," to which Herbert Marshall replied.
Due tribute was accorded to Mr. Cooksey by
Mrf Sterling, vice-president of the Association,
and appreciative response made.
The musical program of the evening was thor-
oughly good and well arranged.
Another Music Trade Exhibition
The occasion of the Musical Festival period —
June ' 9 to July 8— at the Crystal Palace,
London, has been thought an appropriate time
to arrange for an exhibition of music and musical
instruments. The scheme is backed by the
Federation of British Music Industries after
"very careful consideration by the Trade Com-
mittee." Only goods of wholly British manu-
facture can be exhibited. The Palace manage-
ment intends to allocate all net profit from
space-letting to advertising the fair.
There can be no doubt as to the value of this
proposed exhibition, as it furnishes a good
opportunity of giving to a large and essentially
musical class of public practical demonstrations
of the great progress made in every section of
British musical productions. On the other hand
I know that the trade, broadly speaking, is par-
ticularly keen upon the organization of a purely
trade exhibition some time early in September.
It is felt that this is really the best and most
profitable time for exhibiting new season's
goods, just when dealers are most likely to place
good orders. Considerable disappointment was
expressed that the efforts of the Federation to
secure a show at Olympia in August or Sep-
tember fell through owing to that center not
being available.
At the British Industries Fair
With something like over three miles of gang-
way, it was a foregone conclusion that the
British Industries Fair, which has just terminated,
would prove a big attraction to many thousands
of traders. Almost every department of com-
merce was represented, either at the London or
the Provincial sections. Trade visitors mostly
from London and the provincial centers of indus-
try largely outnumbered the comparatively few
buyers from overseas, though commercial repre-
sentatives from different European countries
were fairly well in evidence.
The musical instrument section comprised
some thirty firms — a very poor representation of
British industry. The chief reason assigned for
this sparse display must be associated with the
fact that results at the last exhibition were dis-
appointing to many of the firms who had taken
space, but coupled with this is the veto placed
upon the exhibition by the Federation of British
Music Industries, which had objected to the
exhibition of products, pianos in particular, not
wholly manufactured in England. The result was
that many British houses refrained from taking
space. Personally, I agree with this attitude,
though, as far as concerns piano exhibits, a very
small percentage were built entirely or in part of
foreign components. It is good news, however,
that the Board of Trade has now accepted the
dictum of the Federation in regard to the
exclusion of instruments not wholly of British
manufacture.
In the gramophone section I observed appara-
tus of American manufacture and machines
whose only claim to British were the cabinets.
This, I take it, is entirely foreign to an exhibition
supposedly held in the interests of British
industry. Some of the gramophone exhibitors
found things just a trifle slack, but with actual
orders booked and the great value of the
publicity derived by trade inquiries I am of the
opinion that the B. I. F. can honestly be regarded
as an unqualified success for most of the
exhibitors whose names, by the way, appeared in
these columns last month.
The Ideal Home Exhibition
As usual, this exhibition, held at Olympic
during March, proved highly popular. The great
element of value derived by manufacturers lay
in the opportunity of directly interesting the
public by ocular demonstration of their exhibits.
Most of the firms exhibiting were certainly
pleased with the business results, and that, after
all, is the main thing.
Among gramophone exhibits special mention
should be made of the beautiful art period
"Algraphones" by Alfred Graham & Co., Crofton
Park, London, S. E. As much as $3,750 (£750)
could be paid for a true-to-the-period .model.
These instruments combine many new features of
construction and are a real revelation of build
and tone-quality. In every way distinctive,
"Algraphones" certainly represent a high achieve-
ment in the gramophone world, and even so, I
am given to understand that further big
developments may be expected within the near
future. The company already lists about sixty
different models and there are many more on
the way, which will figure at prices within the
purse limits of "the man in the street." In other
words, Messrs. Graham are out to satisfy all and
every possible demand. Behind a wonderful-
organization is a wonderfully keen brain. Alfred
Graham has done far more in the post-war devel-
opment of our industry than anyone I know of.
Another exhibit of general admiration was a
gramophone baptized under the name of "Tretone
Separaphone," described as "The Gramophone
with a Tone Filter." Its fidelity of reproduction
certainly justifies all the praise showered upon it
by visitors and I am satisfied that the Tretone
Separaphone is well on the way to the estab-
lishment of a deservedly good reputation in the
trade as an instrument of distinctive merit.
Messrs. Perophone, Ltd., occupied a prominent
stand upon which a very pleasing display of the
now famous "Grippa" machines attracted con-
siderable attention. This instrument made its
bow to the trade as a portable, but developments
have since taken place in the introduction of
some new small pedestal models of period
design and of dainty dimensions. The general
verdict was entirely favorable to the conception,
tone quality and volume of these beautiful little
"Grippa" gramophones, so much so that quite an
appreciable amount of business resulted, I under-
stand. H. J. Cullum has evidently given
considerable thought to the production and cor-
rect period designs of the new Grippas, which
have won an instant success.
Brief Notes of Interest
The latest sound box production here is made
of solid silver with ivory diaphragm. In tone it
is exceedingly mellow. The retail price is
£7 10s. Mr. Russell, of the Gramophone Ex-
change, this city, fathers this unique line and he
tells me that orders have already been booked.
The question of equity in exchanging records
as between manufacturer and dealer is again to
the forefront by the arrival of the exchange
period. It's a matter that the Gramophone
Association of Retail Dealers have in hand. I
believe that a common policy will be reached.
That's what the trade most urgently requires.
Messrs. Pathe have gone to the public with an
offer to exchange old or broken Pathe records
against purchase of three times the value at their
dealers' establishments. Few agree that the
three to one basis of exchange is an acceptable
proposition.
Appleton's of Leeds has made an important
move by absorbing Long's (Newcastle-on-Tyne),
Ltd., Columbia jobbers, and the Wholesale
Gramophone Supply Co., Ltd., Zonophone
jobbers, also of Newcastle. In trade circles this
big concentration of interests is regarded as
certain to result advantageously for Columbia
and Zonophone dealers.
The Limit Engineering Co., maker of tone
arms and various gramophone fittings, announces
removal from Southwark street to larger prem-
ises at Albion street. Kings Cross, London, N. 1.
Owing to progressive business development,
(Continued on page 160)
160
THE TALKING MACHINE WORLD
April 15, 1922
Horn, Hornless and Table-Grand
GRAMOPHONES
FOR
EXPORT
Please State Your Requirements
REX GRAMOPHONE CO. 2 Elizabeth Place
Rivington Street, LONDON, E.C. 2, England
Cable Address "Lyrecodisc, London"
FROM OUR LONDON HEADQUARTERS— ( Continued from page 159)
Mr. Balcombe, who is associated here in
the "Motor of Quality" sales interests of the Otto
Heineman Corp., has registered as A. J. Bal-
combe, Ltd.. gramophone manufacturers, capital
£10.000, office. 51 Tabernacle street. E. C. 2.
Some Interesting New Zonophone Records
Among the new Zonophone records is in-
cluded one by Sir Harry Lauder, whose popu-
larity in the States is probably no less than it
is here. On G. O. 56, he makes a noteworthy
recording of "The Lass o' Killiecrankie," an old
favorite which, to the writer, is far more ac-
ceptable in every way than the obverse title on
this record, "That's the Reason Noo I Wear a
Kilt," well recorded though it be.
On the ordinary list are some good titles: 2200.
"Cuckoo's Call," waltz, and "Ta Whoo," fox-
trot, by the Black Diamond Band: 2202,
"Hawaiian Dreams," waltz, and "Last Night,"
one-step, two very pretty items by the Peerless
Dance Orchestra: 2208. "When Ma Piccaninny
Died," and "A' Little Coon's Prayer," by Miss
Jessie Broughton, are the sort of songs that
sell; they are somewhat mournful: 2203 bears a
couple of extremely pleasing ballads, "Song of
the Bow," and our old favorite, "Devonshire
Cream and Cider," both sung to perfection by
Foster Richardson; 2211, "My Mammy." and "If
You Show a Little Love for Me," by The Two
Rascals completes a satisfactory program.
Garrard Pays Tribute to the Press
It was a grateful thought on the part of the
Garrard Engineering & Manufacturing Co., Ltd.,
tc invite members of the Press to lunch with the
directors and executive staff of the firm. C. E.
Newbiggin, chairman of the Garrard Co., pre-
sided. He told an interesting story of his firm's
war activities, and how it had since switched over
to the manufacture of the Garrard gramophone
motors. The change had involved installation
of special machinery capable of working to 1-
2,000th part of an inch. It had determined to
produce a British motor of reliability and credit
to the industry. In which respect it has
achieved a distinct success. Incidentally, I
might mention that at the British Industries
Fair, the fine Garrard exhibit attracted the special
attention of His Majesty, the King, who spent
some few minutes of his long tour of the fair
at the Garrard stand inquiring into and exam-
ining the Garrard mechanism.
Mr. Newbiggin expressed very sincere thanks
to the Press — "it could not be bought, and its
voluntary support of the Garrard enterprise
merited the unqualified gratitude of himself and
his co-directors." Lt. Colonel R. H. Tatton pro-
posed the toast of "The Press" in felicitous
terms, averring that "no section of the com-
munity is more devoted to the cause of re-
habilitating British industry than the British
Press." And so say all of us! The toast
acknowledged, the whole company afterwards
proceeded to the British Industries Fair and
inspected the Garrard motor exhibits.
"His Master's Voice" New Celebrity Issues
Announced as a fine trade tonic are the
celebrity records listed on the Gramophone April
program. Contributions by Tetrazzini, Battistini,
Heifetz and other famous artists should certainly
help to the making of special sales. In other
sections, records by the Symphony Orchestra,
the Beatrice Hewitt Piano Quartet, Hamilton
Harris, etc., represent big trade possibilities for
"His Master's Voice" dealers.
"America's Premier Trade Journal"
My reference in the February issue to the
smart editorial style of advertisement used by our
friend Thos. Edens Osborne, of Belfast City, is,
I observe, quoted verbatim in a recent issue of
the Belfast Telegraph. Due recognition is, of
course, given The Talking Machine World; in
fact, the paragraph bears the caption: "America's
Premier Trade Journal." I suspect that Mr. Os-
borne knows not a little about this report!
Mention of Mr. Osborne reminds me that at
a meeting of the Queen's University French
Society the whole of Corneille's "Le Cid" in five
acts, as recited by the actors of the Theatre
Francais in Paris, was performed on the gramo-
phone to a distinguished audience. The mem-
bers were unanimous in their appreciation of
the gramophone as a most valuable adjunct to
the teaching of modern languages. Perfectly
demonstrated and lent by Mr. Osborne, the
machine and records were voted a great success.
H. A. Moore & Co. to Represent Unit Co.
An announcement of much interest to the trade
in the United Kingdom has just been made by
the Unit Construction Co., of this city. Ar-
rangements have just been concluded whereby
H. A. M oore & Co., Ltd., will be the sales
agents for Unico products in the United King-
dom and will carry the message of better stores,
better business and greater profits.
The Oxford street store of the Gramophone
Co., Ltd., is ample introduction to the Unit
Construction Co., but it is well worth mention-
ing, however, that its service is by no means
confined to such comprehensive installations as
this. As a matter of fact, in the States, Unico
service is counted as indispensable to the small
dealers as its effectiveness to the larger ones.
The distinctive value of sectional construction en-
ables the dealer who needs one room to-day to
become the larger dealer, of to-morrow. Colonel
Moore, who is now in the States getting first-
hand information as to the exceptional, results
which accrue from well planned Unico equipped
stores, upon his return will .be able to place
Unico service at the command of dealers.
Winner News
J. E. Hough, Ltd., announce a fine new list of
Winner records by. such talented artists as Tal-
bot O'Farrell, Walter Williams, Jay Laurier.
H. M. Scots Guards Band, Corelli Windeatt's
Orchestra. Their contributions are topical and
enjoy a quick sales response..
With this record list the company advises
dealers of price reductions on all lines of main-
springs, repair parts, sundries and accessories. .
The "His Master's Voice" Spare Parts List
Three separate lists of spare parts have been
issued. Every part is illustrated and numbered
for easy reference. The lists are compiled for
use with instruction cards and dealers' tool sets
already circulated to all H. M. V. agents. The
company has done everything possible to facili-
tate the keeping in repair of their instruments
which, it may be. said, do not often require
attention, given normal treatment. Dealers
should make good use of these facilities.
You Ought to Know
In case you are contemplating expanding the sphere of your business to include
departments devoted to Pianos, Player-Pianos, Musical Merchandise or Sheet Music,
that you'll find news and comments about them all in
REVIEW
ESTABLISHED 1876
The oldest and leading music trade weekly, which covers every branch of the industry
It Contains
Instructive and educational articles. Hints on salesmanship and advertising. Editorials that are timely
and authoritative. Facts about the new things in the trade. Trade happenings in all parts of the United States
"Review the Music Trade With Us"
Send your $2 now for a full year's subscription to
THE MUSIC TRADE REVIEW
373 FOURTH AVENUE NEW YORK
April 15, 1922
THE TALKING MACHINE WORLD
161
^RECORD
May, 1922
COLUMBIA GRAPHOPHONE CO.
SYMPHONY RECORDS
49983 O Sole Mio (My Sunshine) — Soprano and
Contralto Duet.. Rosa and Carmela Ponselle
A3562 Kashmiri Song, from "Indian Love Lyrics" —
Baritone Solo Louis Graveure
Mother O' Mine — Baritone Solo. Louis Graveure
49689 Canzonetta, Op. 6 — Violin Solo. . .Toscha Seidel
49813 Sweet Evening Star, from "Tannhauser" —
'Cello Solo Pablo Casals
A6211 Maiden's Wish (Chant Polonais) in G Major —
Piano Solo Josef Hofmann
Butterfly — Spinning Song — Piano Solo,
Josef Hofmann
A3561 One Sweetly Solemn Thought — Contralto Solo,
Cyrena Van Gordon
I Love to Tell the Story — Contralto Solo,
Cyrena Van Gordon
A3559 Some O' These Day;; — Contralto and Baritone
Duet Asher and Rodeheaver
Heab'n — Contralto and Baritone Duet,
Asher and Rodeheaver
A3560 Isle of Paradise (Waltz) — Hawaiian Guitars
and Xylophone. .Ferera, Franchini and Green
Susquehanna Shore — Hawaiian Guitar Duet, _ _
Ferera and Franchmi
A3577 Virginia Blues Van and Schenck, Comedians
Carolina Rolling Stone,
Van and Schenck, Comedians
A3573 She's Mine, All Mine — Tenor Solo,
Frank Crumit
Ha! Ha! Ha! — Tenor Solo Frank Crumit
A3574 You Can Have Everv Light on Broadway (Give
Me That Little Light at Home) — Tenor Solo,
Billy Jones
Time After Time— Tenor Solo Edwin Dale
A3575 Alabamy Mammy — Tenor and Baritone Duet,
Charles Hart and Elliott Shaw
Pick Me Up and Lay Me Down (In Dear Old
Dixieland) — Tenor Solo Vernon Dalhart
A3571 She's a Mean Job— Fox-trot,
Frank Westphal and His Rainbo Orchestra
If You Knew — Fox-trot,
Frank Westphal and His Rainbo Orchestra
A3572 Love Days— Fox-trot Paul Biese's Orchestra
Little Thoughts— Fox-trot. , - ,
Paul Biese s Orchestra
A3578 California— Fox-trot. . .Knickerbocker Orchestra,
Under Direction of Eddie Elkms
An Old-Fashioned Girl — Fox-trot,
Knickerbocker Orchestra, Under Direction
of Eddie Elkins
A3S76 Out of the Shadows (Intro. "Southern Memo-
'.. : ries")— Medley Waltz, . ,
Prince s Dance Orchestra
Rio Night^Waltz Prince's Dance Orchestra
MID-MONTH LIST
A3568 Angel Child Al J'olson, Comedian
Angel Child — Fox-trot The Columbians
43564 Don't Leave Me. Mammy — Tenor and Baritone
Duet Charles Hart and Elliott Shaw
Indiana Lullaby— Tenor and Baritone Duet,
Billy Jones and Ernest Hare
A3569 Song of India— Fox-trot
Eddie Elkins Orchestra
To a Wild Rose— Fox-trot .
Eddie Elkins' Orchestra
43570 Virginia Blues— Fox-trot The Columbians
Dear Old Southland— Fox-trot. .The Columbians
A3563 Lola Lo— Fox-trot. .Ray Miller and His Black
and White Melody Boys
Doo Dah Blues— Fox-trot.. Ray Miller and His
Black and White Melody Boys
VICTOR TALKING MACHINE CO.
POPULAR SONGS
18875 Don't I^ave Me Mammy Vernon Dalhart
Time After Time Henry Burr
18876 Georgia Peerless Quartet
Oh! You Beautiful Baby,
Aileen Stanley and Billy Murray
18877 Play that "Song of India" Again,
Charles Harrison
Those Days Are Over,
Albert Campbell and Henry Burr
DANCE RECORDS
18872 Jimmy (I Love But You)— Fox-trot
Paul Whiteman and His Orchestra
After the Rain — Fox-trot, .
Paul Whiteman and His Orchestra
18874 Tee-Pee Blues — Fox-trot,
-The Benson Orchestra of Chicago
Black Eyed Blues — Fox-trot,
The Benson Orchestra of Chicago
18878 While Miami Dreams— Fox-trot,
Joseph C. Smith and His Orchestra
Tell Her at Twilight— Fox-trot, ,
Hackel-Berge Orchestra
18879 Old Fashioned Girl — Fox-trot,
Paul Whiteman and His Orchestra
Little Grey Sweetheart of Mine— Medley Fox-
trot Club Royal Orchestra
18880 Bygones — Fox-trot,
Paul Whiteman and His Orchestra
By the Sapphire Sea — Fox-trot,
Paul Whiteman and His Orchestra
VOC4L AND INSTRUMENTAL RECORDS
55153 The Waggle o' the Kilt Sir Harry Lauder
Bella McGraw Sir Harry Lauder
45305 Waltz (Piano Duet) Guy Maier-Lee Pattison
Espafia Rapsodie Guy Maier-Lee Pattison
45306 Come, Thou Fount of Every Blessing
Olive Klme-Elsie Baker
Saviour, Like a Shepherd Lead Us,
Olive Klme-Elsie Baker
45307 Longing, Dear, for Yo-u Olive Kline
Rockin' in de Win' Olive Klme
RED SEAL RECORDS
Frances Alda, Soprano
66036 Carissima Arthur A- Penn
Lucrezia Bori, Soprano — In Italian
(What Joy to Watch) Wolf -Ferrari
Feodor Chaliapin, Bass — In Italian
88648 Barbiere di Siviglia — La Calunnia (Barber of
Seville— Slander's Whisper) ...Rossini
Beniamino Gigli, Tenor — In Italian
74742 Love's Nocturne (Notturno d'Amor),
Fucacci-Drigo
Orviixe Harrold, Tenor
74737 The Living God! Johnstone-O'Hara
Jascha Heifetz, Violinist
(Piano accompaniment, Sam Chotzinoff)
66037 Caprice No. 13 Paganini-Kreisler
Fritz Kreisler, Violinist
12
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10
12
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12
12
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in
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111
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12
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10
(Piano Accompaniment, Carl Lamson)
66041 Waltz (Op. 39, No. 15) Brahms 10
FIRST VICTOR RECORD BY HUGO KREISLER
Hugo Kreisler, Violoncellist
(Piano Accompaniment, Fritz Kreisler)
66040 Serenade Espagnole (Spanish Serenade),
Chaminade- Kreisler
John McCormack, Tenor
66024 The Road that Brought You to Me,
Bernard Hamblen
Erika Morini, Violinist
(Piano Accompaniment, Emanuel Balaban)
66038 Canzonetta Godard
74736 Walkiire — Wotan's Farewell and Magic Fire
Music (Wotans Abschied und Feuerzauber)
(Philadelphia Orchestra) Wagner
Sergei Rachmaninoff, Pianist
66016 Prelude in C Sharp Minor Rachmaninoff
FIRST VICTOR RECORD BY TITO SCHIPA
Tito- Schipa, Tenor — In Spanish
66039 Granadinas (Farewell, My Granada),
Calleja-Barrera
The following records were announced to the public
March 15th and are listed in the May, 1922, Supplement
18870 My Mammy Knows — Fox-trot,
The Benson Orchestra of Chicago
Angel Child — Fox-trot,
The Benson Orchestra of Chicago
18871 Ten Little Fingers and Ten Little Toes — Fox-
trot The Benson Orchestra of Chicago
In Bluebird Land — Fox-trot,
The Benson Orchestra of Chicago
10
10
10
10
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AEOLIAN CO.
OPERATIC SELECTIONS
52032 Aida — Celeste Aida (Heavenly Aida) (In Ital-
ian) (Verdi) — Tenor, Vocalion Orch. Accomp.
Giulio Crimi
30152 La Boheme — Addio (Farewell) (In Italian)
(Puccini) — Soprano, Vocalion Orch. Accomp.,
May Peterson
STANDARD SELECTIONS
24025 The Bohemian Girl — Then You'll Remember Me
(Balfe) — Tenor, Vocalion Orch. Accomp.,
Colin O'More
Jocelyn — Berceuse (Godard) — Tenor, Vocalion
Accomp Colin O'More
14307 Molly Brannigan (Old Irish Melody) — Orch. Ac-
comp Charles Harrison
Come Back to Erin (Claribel) — Orch. Accomp.,
Charles Harrison
INSTRUMENTAL SELECTIONS
24024 Angel's Serenade (Braga) — Piano Accomp. by
Marcel Hansotte Maurice Dambois
Melody in F (Rubinstein) — 'Cello, Piano Acc.
by Marcel Hansotte Maurice Dambois
14305 Hearts and Flowers (Moses-Tobani),
The Aeolian String Trio
Simple Confession (Thome),
The Aeolian String Trio
14308 Blue Danube Waltz (Strauss),
The Aeolian Light Orchestra
Southern Roses Waltz (Strauss),
The Aeolian Light Orchestra
HEBREW SELECTIONS
2004 Reboni shel oilom (in Hebrew) (Traditional) — ■
Accomp. by Male Chorus. Cantor Josef Shlisky
Ashri (in Hebrew) (Traditional) — Accomp. by
Male Chorus Cantor Josef Shlisky
POPULAR SELECTIONS
14306 A Quartet Rehearsal (O'Hara),
Harmonizers' Quartet
Operatic Syncopation (Egan-Harriman) — Orch.
Accomp Ernest Hare and Billy Jones
14312 You Can Have Every Light on Broadway (Davis-
Simons) — Orch. Accomp. .. .Broadway Quartet
I'm Hungry for Beautiful Girls (Fisher-Rose-
Held) — Orch. Accomp Billy Jones
14313 Don't Leave Me, Mammy (Davis-de Sylva-Santly-
Conrad) — Orch. Accomp Sam Ash
A Sleepy Little Village (Where the Dixie Cot-
ton Grows) (Leslie-Wendling) — Orch. Accomp.,
Billy Jones
DANCE SELECTIONS
14314 Bygones — (Kort lander- Alpert) — Fox-trot,
The Leo F. Reisman Orchestra
Lonesome Hours — (Rose-Friend) — Fox-trot,
The Leo F. Reisman Orchestra
14315— Old Timers— ("Hot Time in the Old Town,"
"How Dry I Am," "When Roses Bloom,"
"Georgia Camp Meeting," "Dinah," "Banks of
the Wabash," "Yama Yama," "Rings on My
Fingers") (Arr. by R. H. Bowers) — Fox-trot,
The Bar Harbor Society Orchestra
Southern Medley ("Swanee River," "Massa's in
de Cold, Cold Ground," "Kentucky Home,"
"Old Black Joe," "Dixie") (Banjo Solo by J.
Cali)— One-Step,
The Bar Harbor Society Orchestra
14316 Pick Me Up and Lay Me Down (In Dear Old
Dixieland) (Kalmar-Ruby), Fox-trot,
Yerkes S. S. Flotilla Orchestra
Blue Bird Land (Short) — Fox-trot Waltz,
Yerkes S. S. Flotilla Orchestra
14317 By the Sapphire Sea (Snyder) — Fox-trot,
The Bar Harbor Society Orchestra
Poor Little Me (Benny Davis) — Fox-trot,
The Bar Harbor Society Orchestra
14318 Sing Song Man (Friend-Conrad) — Fox-trot,
Yerkes' S. S. Flotilla Orchestra
California (Friend-Conrad) — Fox-trot,
The Bar Harbor Society Orchestra
14319 On the Alamo (Isham Jones) — Fox-trot,
Emil Coleman and His Mbntmartre Orchestra
I've Got the Wonder Where He Went and When
He's Coming Back Blues (Little-Lyman) — ■
Fox-trot. Emil Coleman and Mis Montmartre
Orchestra
The following records are listed in the June record Bulletin
but were released on May 15th
14320 Rosy Posy (From "The Blushing Bride") (Wood-
Romberg) — Fox-trot,
Rudy Wiedoeft's Californians
Mr. and Mrs. (Introd. "Just a Regular Girl,"
from "The Blushing Bride") (Wood-Romberg)
Fox-trot Rudy Wiedoeft's Californians
12
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10
10
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10
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10
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in Italian Tino Pattieia
15020 Chanson Indoue (Song of India) ( From "Sadko,"
Rimsky-Korsakow) — Soprano in English,
Florence Easton
Song of the Shepherd Lehl (From "Snegou-
rotchka," Rimsky-Korsakow) — Soprano- in Eng-
lish' Florence Easton
50011 La Partida (The Departure) (Blasco- Alvarez) —
Baritone in Spanish Giuseppe Danisc
Tartantelle (Rossini) — Baritone in Italian,
Giuseppe Danise
15021 Nocturne in F Sharp Major (Op. 15, No. 2)
(Chopin) — Pianoforte Solo Elly Ncy
Hungarian Dance No. 2 (Brahms) — Pianoforte
Solo Elly Ney
15022 Ronde des Lutins (Dance of the Goblins)
(Bazzini) — Violin Solo Bronislaw Huberman
Hungarian Dance No. 1 (Brahms- Joachim) — Vio-
lin Solo Bronislaw Huberman
5123 Mother My Dear (Nolen-Treharne) — Tenor,
Theo. Karle
In the Moonlight (BuckrHaile) — Tenor. .Theo. Karle
2256 Evening Bells (Eilenberg) — Violin-Flute-Harp,
Gondolier Trio
Sweet Longings (Menzel) — Violin-Flute-Harp.
Gondolier Trio
2243 After the Rain (Kahn-Sizemore-Shritley) — Fox-
trot Isham Jones' Orchestra
Those Longing for You Blues (Robinson-West-
phal) — Fox -trot Isham Jones' Orchestra
20001 Medley of Old Fashioned Waltzes No. 1 ("After
the Ball," "The Bowery," "Sweet Rosie
O'Grady," "The Sidewalks of New York,"
"Annie Rooney," "In the Good Old Summer
Time") Carl Fenton's Orchestra
Medley of Old Southern Melodies No. 1 (Waltz)
("My Old Kentucky Home." "Old Folks at
Home." "Old Black Joe," "Massa's in de Cold
Ground," "Carry Me Back to Old Virginny"),
Carl Fenton's Orchestra
2248 Lonesome Hours (Rose-Friend) — Fox-trot. Orch.
Arr. by Walter Haenschen,
Rudy Wiedoeft's Californians
Old Fashioned Girl (Al Jolson) — Fox-trot. Orch.
Arr. by Walter Haenschen,
Rudy Wiedoeft's Californians
2251 Rio Nights — Vincent-Thompson-Hawaiian Play-
ers Ferera-Franchini
My Hawaiian Rainbow — Gravello-Haring-Hawai-
ian Players Ferera-Franchini
2253 High Brown Blues — Yellen-Ager — Comedienne
with Orch Margaret Young
Maybe You Think You're Fooling Baby — Clarke-
Violinsky- — Comedienne with Orch. Margaret Young
2254 California — Friend-Conrad — -Tenor ....William Reese
Alabamy Mammy — Fleeson-Von Tilzer — Tenor
and Baritone Billy Jones-Ernest Hare
2247 Cutie (Harbach-Friml ) (Introducing "I've Found
a Bud Among the Roses") (From "The Blue
Kitten") — Fox -trot Bennie Krueger's Orchestra
Jimmy, I Love But You (Smith- Wheeler-Treble-
Capie — Fox-trot Bennie Krueger's Orchestra
2249 Lola Lo (Smith-Wheeler-Klapholz-Lange) — Fox-
trot Selvin's Orchestra
Angel Child (Price-Silver-Davis) — Fox-trot,
Selvin's CVchestra
2242 In Bluebird Land (Williams-Short) — Fox-trot,
Isham Jones' Orchestra
By the Silvery Nile (Yellen-Johnson) — Fox-trot,
Isham Jones' Orchestra
2250 Thrills (West) — Fox-trot. .Castlewood Marimba Band
My Carolina Rose (Hall) — Fox-trot,
Castlewood Marimba Band
2252 Tell Her at Twilight (Grossman-Donaldson) —
Baritone Elliott Shaw
Time After Time (Brennan-Ball) — Tenor.
Charles Hart and Male Trio
2246 Poor Little Me (Benny Davis) — Fox-trot,
Bennie Krueger's Orchestra
Don't Leave Me, Mammy (Santly-Conrad) —
Fox-trot Bennie Krueger's Orchestra
BRUNSWICK RECORDS
TWENTY-FIFTH RELEASE
15019 Gioconda — Cielo o mar (Heaven and Ocean), Act
II (Ponchielli) — Tenor in Italian Tino Pattiera
Trovatore — Di quella pira (Tremble. Ye
Tyrants), Act III, Scene II (Verdi)— Tenor
EDISON DISC RE-CREATIONS
50881 The Warblers' Serenade — A Musical Travesty,
Sodero's Band
Vera-Valse Lenfe Sodero's Band
50882 Break the News to Mother. . . .Waikiki Hawaiian Orch.
With Louise and Ferera
When You and I Were Young, Maggie — Violin
Solo Herbert Soimn
50883 Leave Me Your Love When You're Gone,
Margaret A. Freer
House o' Dreams Lewis James
50884 Invocation — Mandolin Solo Stcllario Cambria
Romance (From "L'Eclair") (Call Me Thine
Own) — Harp-Zither Kittv Berger
50885 (a) Good News. Chariot's Comin'; (b) O Mary,
Doan You Weep, Doan You Moan,
The Southern Four
Couldn't Hear Nobody Pray The Southern Four
50886 Steamboat Bill Edward Meeker
The Bell Hops — Coon Vaudeville Sketch,
Golden-Hughes
80698 A Warrior Bold Thomas Chalmers
In the Wee Little Home I Love. .Thomas Chalmers
80699 The Pilot Brave Charles Hart-Fred East
Leonore , Vernon Dalhart
80700 Cocotero-Panza Espanola Peerless Orch.
Spring, Beautiful Spring — Waltz Peerless Orch.
80701 Love's Sorrow George Hamlin
Sally in Our Alley George Hamlin
82253 Spirito Gentil (La Favorita) Guido Ciccolini
Obeissons kuand leur voix apelle (Gavotte) Let •
Us Obey, When Love Calls (Manon),
Alice Verlet
82254 Vision Venitienne Mario Laurenti
Comme se canta a Napule Mario Laurenti
RELEASED ON ORDER
50953 Rosy Posy (From "The Blushing Bride") — Fox-
trot Vincent Lopez Orch.
Love Days — Fox -trot Broadway Dance Orch.
50955 You Can Have Ev'ry Light on Broadway (Give
Me That One Little Light at Home),
Jim Dohertv
At the Irish Jubilee Billy Jones
50956 Lovey Dove (From "The Rose of Stamboul") —
Fox-trot Broadwav Dance Orch.
Atta Baby Billv Jones-Ernest Hare
THREE SPANISH RE-CREATIONS' RELEASED ON
ORDER
76014 Cancion de los Achares — Couplet Amoroso de la
Revista 1918 Jose Mojica
Ausencia jose Mojica
76015 Ojos Tapatios — Las Musas del Pais (Beautiful
Tapatia Eyes) — Native Muses Jose Mojica
{Continued on page 162)
162
THE TALKING MACHINE WORLD
April 15, 1922
ADVANCE RECORD BULLETINS FOR MA Y— ( Continued from page 161)
Fingida Jose Mojica
76016 Virgencita (Little Maiden) Jose Mojica
Agua que va rio abajo — Couplet Jose Mojica
YIDDISH RE-CREATIONS RELEASED ON ORDER
59503 Zigekiehbt ...Sam Silberbusch
Shema Jisroel Sam Silberbusch
59504 Prohobyschen (Kamedie Sketsh mit gesang),
Sam Silberbusch-Sadie Wachtel
Konig Lear als Border (Kamedie Sketsh mit
gesang) Sam Silberbusch-Sadie Wachtel
ALREADY RELEASED
50954 Old Fashioned Girl — Fox-trot Lanin's Orch.
Blue Bird (Where Are You?)— Fox-trot,
Broadway Dance Orch.
TWO SPECIALS
50958- 4107 A Flower of Italy^Violin Solo,
Isidore Moskowitz
1505 Valse (Posthumous) — Piano Solo,
E. Robert Schmitz
50959- 1558 Swaying — Waltz, Piano Solo,
Ernest L. Stevens
8370 Who (Believed in You?) — Fox-trot, Piano
Solo Henry W. Lange
4494
4495
4496
4497
4498
4499
4500
4501
4502
4503
4504
4505
4506
9252-
11232-
4532
4533
4534
4535
4536
4542
4543
EDISON BLUE AMBEROL
Blue Danube Waltz — Piano Solo. .. .Walter Chapman
House o' Dreams Lewis James
Brother Low Down Al Bernard
Old Pal (Why Don't You Answer Me?)— Violin
Solo Herbert Soman
Forgotten Eugene Cowles
Blue Bird Inspiration Imperial Marimba Band
Those Days Are Over George Wilton Ballard
Marie — Fox-trot Green Bros. Novelty Band
When I Was Twenty-one Glen Ellison
0 Day of Rest and Gladness. .Metropolitan Ouartet
Thinking of You The Homestead Trio
1 Ain't Nobody's Darling Byron G. Harlan
Up in the Clouds (From "Up in the Clouds") —
Medley Fox-trot Green Bros. Novelty Band
ONE NORWEGIAN SELECTION
1 5061 Sommersol til sidste Stund! (Silver Threads
Among the Gold) Carlsten Woll
ONE RUSSIAN SELECTION
15087 Kalinka (Russian Folk Song) Russkaya
narodnaya piesnia Alexander Sashko
MAY BLUE AMBEROL HITS
Blue Danube Blues and Ka-hi-a (From "Good
Morning, Dearie") — Piano Solo Ray Perkins
Virginia Blues — Fox-trot. ... Broadway Dance Orch.
Who Believed in You ?— Piano Solo,
Henry W. Lange
I Ain't Nobody's Darling (Intro.: "Medley of
College Songs")— Piano Solo Ray Perkins
Old Fashioned Girl — Fox-trot Lanin's Orch.
OKEH RECORDS
Sweet Cookie (Irwin Le Clerc),
Mamie Smith and Her Jazz Band
Oh, Joe (Please Don't Go) (L. Ml Walker-Larry
Briers) Mamie Smith and Her Jazz Band
On the Gin-Gin, Ginny Shore (Leslie-Donaldson)
(Contralto with Orch.) Aileen Stanley
The Mamma Gone Blues (L. Calvin-J. Clark)
(Contralto with Orchestra) Elsie Clark
4544 Eight Rock Blues (B. Smythe-A. Furlong)— Fox-
trot Tampa Blue Jazz Band
Hurry Back Home (Ben Schwartz) — Fox-trot,
Tampa Blue Jazz Band
4545 After the Rain (A.-G. Shrigley) — Fox-trot,
Erdody and His Famous Orchestra
Just a Little Love Song (Joe Cooper) — Fox-trot,
Erdody and His Famous Orchestra
4546 She's a Mean Job (Jimmy Selby) — Fox-trot,
The Original Six
Angel Child (G. Price-A. Silver-B. Davis)— Fox-
trot The Original Six
4547 My Mammy Knows (H. De Costa-M. K. Jerome)
Fox-trot California Ramblers
While Miami Dreams (Richard A. Whiting)
— Fox-trot .California Ramblers
4548 Cutie (From "The Blue Kitten") (Rudolf Friml)
— -Fox-trot Blue Diamond Dance Orchestra
Italy (E. C. Keithley-F. H. Klickmann)— Fox-
trot Markel's Orchestra
4549 Lola Lo (A. Lange-E. Klapholz) — Hawaiian Fox-
trot Markel's Orchestra
Doo-dah Blues (Fred Rose-Eddie White)— Fox-
trot Markel's Orchestra
4550 The Sheik of Araby (H. B. Smith-F. Wheeler-
Ted Snyder) (Tenor, Acc. by The Orchestra
of Araby) Charles Hart
Ka-Lu-a (From the Musical Comedy, "Good
Morning, Dearie") (Anne Caldwell-Jerome
Kern — Tenor, Acc. by Hawaiian Orchestra,
Lewis Tames
4551 I Got It, You'll Get It (Just the Same as' Me)
(Lew Brown, Lew Pollack) (Tenor, Acc. by
Orch.) Harry Rose
You're a Good Old Car but You Can't Climb
Hills (A. B. Sterling-E. P. Moran-H. Von
Tilzer) (Contralto with Orch.) ... .Elsie Clark
4552 Virginia Blues (Fred Meinken) — Fox-trot,
Markels' Orchestra
Mammy Lou (Harry Von Tilzer) — Fox-trot,
Glantz and His Orchestra
4553 Jimmy (A. Trebla-F. Capie)— Fox-trot,
Glantz and His Orchestra
Venetian Love Boat (F. Magine-T. Koehler) —
Fox-trot Glantz and His Orchestra
Bluebird! Where Are You? (Irving Maslof)
10
10
10
10
10
10
10
10
10
10
10
10
10
10
in
10
10
10
Hi
4554
10
-Fox-trot .Julius Lenzberg"s Harmonists 10
Tennessee Moon (Jack Brown-Billy Hill) — Fox-
trot Glantz and His Orchestra 10
4555 Rosemary (John Schonberger) — Fox-trot,
Albert De Martini's Dance Orchestra 10
Canary Isle (Ben Schwartz) — Foxt-trot,
Albert De Martini's Dance Orchestra 10
4564 Granny (You're My Mammy's Mammy) (Harry
Akst) — Fox-trot Markels' Orchestra 10
Marie (Otto Motzan--Henry Santly) — Fox-trot,
Markels' Orchestra 10
4556 Malana Nnu Ka Kakani (Gentle Zephyr) — Ha-
waiian Guitar Duet,
Frank Ferera, Anthony Franchini 10
Waikiki Mermaid — Hawaiian Guitar Duet,
Frank Ferera, Anthony Franchini 10
4557 Looking This Way (J. W. Van de Venter)
— Baritone with Organ Accomp. by Philio
Hauser Elliott Shaw 10
Safe in the Arms of Jesus (Crosby-Doane) — ■
Tenor-Baritone Duet with Organ Accomp. by
Justin Ring Charles Hart, Elliott Shaw 10
4558 Revival Day — Spiritual Colored Quartet,
Virginia Female Jubilee Singers 10
My Time Ain't Long — Soiritual Colored Quar-
tet. Virginia Female Jubilee Quartet 10
4559 Dear Old Melodies No. 1 (Arranged by" Ring-
Hager) (Intro. "In the Good Old Summer-
time," "My Mandv Lee," "On the Sidewalks
of New York," "After the Ball Is Over") —
Male Quartet with Orchestra ... Shannon Four 10
Dear Old Melodies No. 2 (Arranged by Ring-
Hager) (Intro. "Little Annie Rooney," "On
the Banks of the Wabash," "Sweet Rosie
O'Grady," "He Rambled," "A Hot Time in
the Old Town") — Male Quartet with Orchestra,
Shannon Four 10
4560 Mother Machree (Young-Olcott-Pall) — Tenor with
Orch William Rodyn 10
Macushla (J. V. Rowe, D. MacMurrough)
— Tenor with Orch William Rodyn 10
4561 The Great Red Moon (Ring-Hager),
Hager's Orchestra, Acc. by Gounod Quartet 10
Valse Ma Jolie (Wm. J. C. Lewis) — -Saxophone
Solo Nathan Glantz 10
4562 Uncle Josh and the Dentist (Cal Stewart)
— Talking Byron Harlan, Ernest Hare 10
Village Gossip (Cal Stewart) — Talking,
Byron Harlan, John Riley 10
70005 The Ould Plaid Shawl (Haynes) — Recorded in
Europe by the International1 Talking Machine
Company John McCormack with Orch.10.j4
4563 Gentle Angels, Pilot Me (J. E. Gould)— Spirit-
ualistic Hymn, Baritone with Orch,
Gene Kenneth Lord 10
Only a Thin Veil Between Us — Spiritualistic
Hymn, Baritone with Orch.,
Gene Kenneth Lord 10
The Rosary (Nevin-Rogers) — Tenor, with Orch.
Acc Henry Moeller
PATHE FRERES PHONOGRAPH CO.
STANDARD VOCALS
20707 The Two Beggars,
Wallace Brown and George Anderson
Dream Faces Elliott Shaw
20708 Kentucky Babe William Lo-we
Nancy Lee William Lowe
20709 Barcarolle ('Tales of Hoffman"),
Gladys Rice and Nevada Van der Veer
All Through the Night Lewis James
20710 Silver Threads Among the Gold,
Charles Harrison
Love's Dream Is O'er,
Lewis James and Charles Hart
SACRED
20711 Almost Persuaded Paul Hardy
Just as I Am Paul Hardy
INSTRUMENTAL
20712 When Shall We Meet Again,
Lucas' Novelty Quartet
Selection of South Russian Folk Melodies,
Kirilloff's Russian Balalaika Orchestra
Manhattan Trio
20713 To a Wild Rose (Violins-Piano),
Song of India (Chanson Indoue) (From the
Legend "Sadko") (Violins-Piano),
Manhattan Trio
RURAL COMEDY
20714 Uncle Josh Buys an Automobile (Cal Stewart),
Byron G. Harlan
Uncle Josh at the Circus (Cal Stewart),
Byron G. Harlan
POPULAR
20732 Pick Me Up and Lay Me Down in Dear Old
Dixieland Vernon Dalhart
Memories of You Carletori Williams
20733 California Arthur Fields
Don't Feel Sorry for Me Arthur Fields
20734 Tell Her at Twilight Elliott Shaw
Alabamv Mammy Hart and Shaw
20735 Who Tied the Can on the Old Dog's Tail,
Al. Bernard
You Won't Be Sorry Crescent Trio
DANCE RECORDS
20736 By the Sapphire Sea — Fox-trot,
Hotel Biltmore Orchestra
Bygones — Fox-trot Hotel Biltmore Orchestra
20737 Virginia Blues — Fox-trot,
Jos. Samuels and His Orchestra
Little Girl — Fox-trot Royale Trio
20738 Georgia — Fox-trot Don Parker's Trio
Up in the Clouds — Fox-trot,
Casino Dance Orchestra
20739 Lovey Dove (From "Rose of Stamboul") — Fox-
trot Casino Dance Orchestra
Lonesome Lips — Fox-trot, Casino Dance Orchestra
20740 By the Old Ohio Shore— Waltz,
Terrace Waltz Orchestra
When Sweethearts Waltz (Waltz),
Terrace Waltz Orchestra
All of these records may be obtained in both Pathe (sap-
phire) and Actuelle (needle-cut). The numbers shown are
Pathe numbers. The Actuelle number is the same as the
Pathe but prefixed with a cipher, as 020707.
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
10
GENNETT LATERAL RECORDS
4833 Dolores Waltz (Waldteufel) Capodiferro's Band
Blue Danube Waltz (Strauss) ... .Capodiferro's Band
4834 Pyramids (Polka) (Liberati) (Cornet Solo with
Orch. Acc.) Piettro Capodiferro
Valse Yvonne (Petite Vake Caprice) (Wiedoeft)
(Saxophone Solo with Orch. Acc.).. Rudy Wiedoeft
4835 Old Fashioned Girl (Jolson)— Fox-trot,
Lanin's Famous Players
Lo La Lo (Lange-Klapholz) — Fox-trot,
Lanin's Famous Players
4836 My Home Town (Miohe-Tracey) (OtcIi. Acc),
(Aileen Stanley) ... Vocal Quartet, Unaccompanied
Alabamy Mammy (Von Tilzer-Fleeson) (Strand
Theatre Quartet) Vocal Quartet, Unaccompanied
S4837 Colombina (De La Revista ,TLa Bandera Triga-
rante") (Alfonso Esparza Oteo) — Fox-trot,
Banda de Capodiferro
El Martilleo (Couplet) (Lopez) (Cantado por
Amelia Rico).
4838 I Want the World to Know (Mr. and Mrs. C.
Brandon) (Orch. Acc.) Criterion Quartet
Memories of Virginia (Wilrorf -Atkinson) (Orch.
Acc.) Criterion Quartet
4839 Time After Time (Brennan-Ball) (Tenor with
Orch. Acc).
Angel Child (Price-Silver-Davis) (George Wil-
ton Ballard) (Tenor with Orch. Acc).
1-4840 Inno Garibaldi March (A. Olivieri), G. Iasilli's Band
Marcia — Reale E Fanfarra (Gabetti), G. Iasilli's Band
1-4841 American Aviation March (G. Creatore) (Marcia
Militare) G. Iasilli's Band
Cuore d* Artista (Orlando) (Marcia Sinfonica),
G. Iasilli's Band
4842 Rio Nights (Thompson) — Waltz _ Hawaiian Quartet
Hawaiian Rainbow (Gravelle-Haring) — Waltz,
Hawaiian Quartet
4843 You've Had Your Day (Edwards-Stello) — Fox-
trot Mardi Gras Sextet
Virginia Blues (Meinken) — Fox-trot,
Ladd's Black Aces
(Featuring Cliff Edwards, "Ukulele Ike")
4844 Lonesome Hours (Friend) — Fox-trot,
Nathan Glantz and His Oirch.
Venetian Love Boat (Maggin-Koehler) — Fox-trot,
Nathan Glantz and His Orch.
4845 By the Old Ohio Shore (Earl) — Waltz, Taylor Trio
Call Me Back, Pal o'Mine (Perricone-Dixon) —
Waltz (Violin-'Cello-Piano) The Taylor Trio
10058 A Dream (Cory-Bartlett) — Tenor, with Orch. Acc.
Henry Moeller
REGAL RECORD CO.
9206 Never Mind (Breau-Sanders) — Fox-trot,
Biltmore Hotel O'rchestra
My Mammy Knows (De Costa- Jerome) — Fox-trot,
Zylo Specialty Orchestra
9207 Mo-Na-Lu (Louis Breau)— Fox-trot,
Sherbo's Dance Orchestra
Babbling Brook (Kendis-Brockman) — Waltz,
Zylo Specialty Orchestra
9208 Somewhere in Naples (J. S. Zamecnik) — Fox-trot,
Joseph Samuels' Music Masters
Colorado and You (Johnson-Robison)— Waltz,
Joseph Samuels' Music Masters
9209 Greenwich Witch (Zez Confrev) (Piano Solo),
Vi Palmer
You Tell 'Em Ivories (Zez Confrey) (Piano
Solo) Vi Palmer
SPECIAL CHARACTER RELEASE
9210 Mister Gallagher and Mister Shean (Character
Duet) Irving and Jack Kaufman
Just Argue With an Irishman, Then Kiss Your-
self Good-Night Billy West
EMERSON PHONOGRAPH CO., INC.
DANCE
By the Sapphire Sea (Ted Snyder) — Fox-trot,
Sherbo's Club Dansant Ensemble
Babbling Brook (Kendis and Brockman) — Waltz,
Green Brothers' Novelty Band
Lola Lo (Lange-Klapholz) — Fox-trot,
California Ramblers
Learning to Love (Ward and Arthur) — Fox-trot,
Glantz and His Orchestra
Cutie (from the Musical Production "The Blue
Kitten") — Fox -trot. Eubie Blake and His Orchestra
Jimmy, I Love But You (Trebla and Capie) —
Fox-trot Eubie Blake and His Orchestra
Good-bye, Shanghai (Johnson and Meyer) — Fox-
trot Glantz and His Orchestra
My Mammy Knows (De Costa and Jerome) —
Fox-trot Green Brothers' Novelty Band
Virginia Blues (Fred Meinken) — Fox-trot,
Lanin's Southern Serenaders
Doo Dah Blues (Rose and White) — Fox-trot,
, Lanin's Southern Serenaders
Somewhere in Naples (J. S. Zamecnik) — Fox-
trot Joseph Samuels' Music Masters
Colorado and You (Johnson and Robison) —
Waltz . Joseph Samuels' Music Masters
Greenwich Witch (Zez Confrey) — Piano Solo,
Zez Confrey
You Tell 'Em Ivories (Zez Confrey) — Piano
Solo Zez Confrey
VOCAL
Little Grey Sweetheart of Mine (Fred Fisher) — _
Tenor Solo, Orch. Accomp Charles Harrison
Old Fashioned Girl in a Gingham Gown (Al
Jolson) — Baritone Solo, Otch. Accomp.
Arthur Fields
Oh! You Beautiful Baby (Lewis- Young-Akst) —
Novelty Song. Oroh. Accomp Fred Hillebrand
Atta Baby! (Tracey and M-ohr) — Novelty Song,
Orch. Accomp Fred Hillebrand
I've Got the Wonder Where He Went and When
He's Coming Back Blues (Little and Lyman) —
Novelty Duet Orch. Accomp.,
Al Bernard and Ernest Hare
I'll Be Glad to Get Back to My Home Town
(Tracey and Mohr) — Novelty Song, Orch. Ac-
comp Billy Jones
Blue Bird, Where Are You? (Clarke-Maslof) —
Tenor Solo, Orch. Accomp Billy Jones
Hawaiian Bluebird (Gravelle-Harding) — Tenor
Solo Vernon Dalhart
Accomp. by Hawaiian Guitars,
Ferera and Franchini
Ave Maria (Gounod) — 'Cello Solo, Piano Ac-
comp Lajos Shuk
The Swan (Le Cygne) (Saint Saens) — 'Cello
Solo, Piano Accomp Lajos Shuk
10517
10518
10519
10520
10521
10522
10523
10524
10525
10526
10527
10528
3065
3066
3067
3068
3069
3071
3070
132
133
CONNORIZED MUSIC CO.
I Wonder Blues (Little-Lyman) — Fox-trot,
Bailey's Lucky Seven
Pick Me Up and Lay Me Down in Dear Old
Dixie Land (Kalmar-Ruby) — Fox-trot,
Bailey's Lucky Seven
By the Old Ohio Shore (Earl)— Waltz Taylor Trio
Swanee River Moon (Clark) — Waltz,
Matts Orchestra
Rio Nights (Thompson) — Waltz Hawaiian Quartet
Hawaiian Rainbow Hawaiian Quartet
Old Fashioned Girl (Jolson) — Fox-trot.
Lanin's Dance Orchestra
Lo-La-Lo (Smith-Wheeler- Lange-Klapholz) — Fox-
trot ." Lanin's Dance Orchestra
Time After Time— Song, Orch. Acc. .Geo. W. Ballard
Angel Child (Price-Silver-Davis) — Song, Orch.
Acc Geo. W. Ballard
The Herd Girl's Dream (Labitzky) Taylor Trio
Sweet Genevieve Taylor Trio
Georgia (Johnson-Donaldson) — Fox-trot,
Ray Miller's Black and White Boys
Lonesome Hours (Rose and Friend) — Fox-trot,
Glantz and His Orchestra
NUOVI DISCHI ITALIAN
II Canto del Cardellino (Camerlingo) — Mazurka,
Banda Siciliana 10
L'ccelli in Festa (Valente) — Polka. Banda Siciliana 10
Pupilla (Canora) — Polka Banda Siciliana 10
Visioni d'Amore (Canora) — Waltz. Banda Siciliana 10
LATEST PURITAN RECORDS
11112 She's a Mean Job — Fox -trot,
Handy's Memphis Blues Band
Muscle Shoals Blues — Fox-trot,
Handy's Memphis Blues Band
11111 Angel Child — Fox-trot Frisco Syncopators
Venetian Love Boat — Fox-trot .... Frisco Syncopators
1 1 107 Virginia Blues — Fox-trot,
Lenzberg Midnight Frolic Orchestra
Boo Hoo Hoo — Fox-trot,
Lenzberg Midnight Frolic Orchestra
11106 Dear Old Southland — Fox-trot. .. .Frisco Syncopators
Cutie — Fox-trot Frisco Syncopators
11105 Those Days Are Over— Fox-trot,
Selvin's Novelty Orchestra
After the Rain — Fox-trot,
Yerkes S. S. Flotilla Dance Orchestra
11104 On the 'Gin 'Gin 'Ginny Shore — Fox-trot,
Selvin's Novelty Orchestra
I'm Cuckoo Over You (Intro. "Don't Leave Me
Mammy") — Fox-trot. .. .Selvin's Novelty Orchestra
11103 While Miami Dreams — Fox -trot. . California .Ramblers
(Continued on page 163)
April 15, 1922
THE TALKING MACHINE WORLD
163
LATEST PATENTS „;
RELATING To'fALKING
RECORDS
Washington, D. C, April 8. — Sound Box.
Washington C. Kantner, Reading, Pa. Patent
No. 1,394,427.
This invention relates to certain new and use-
ful improvements in sound boxes for sound-
reproducing machines, the object being to pro-
vide a sound box which is so constructed that the
sound waves are broken up or separated so as to
eliminate the shrillness, harshness and ear-pierc-
ing effects whereby sweet, melodious strains can
be produced.
A still further object of the invention is to pro-
vide a sound box with a series of chambers dis-
posed between the vibratory disc and the outlet
in order to cause the sound waves of the outer
portion of the vibratory disc to travel through
the openings of the walls of the chambers in such
a manner that the waves produced by the vibra-
tory diaphragm are broken up before they are
transmitted to the horn.
A still further object is to provide a mechanism
which can be readily applied to the ordinary con-
struction of sound box now in use by simply
employing screws of a greater length.
In the drawings Figure 1 is a longitudinal sec-
tion through a sound box constructed in accord-
ance with the invention, and Fig. 2 is a longitu-
dinal section showing the parts separated, show-
ing the path of travel of the sound waves.
Sound Box. Washington C. Kantner, Reading,
Pa. Patent No. 1,394,428.
This invention relates to sound boxes for sound-
reproducing machines and is in the nature of an
improvement on the application for sound box
filed June 25, 1920, Serial No. 391,573, the object
being to improve the general construction of the
same in order that the box can be manufactured
very cheaply.
A further object of the invention is to provide
a sound box which is so constructed that the
ordinary sound box now in use on sound-repro-
ducing machines can be used in building up a
sound box constructed in accordance with this
invention.
Another and further object of the invention is
to provide a sound box in which a plurality of
ADVANCE RECORD BULLETINS
(Continued from page 162)
All that I Need Is You — Fox-trot,
Yerkes S. S. Flotilla Orchestra
11102 Granny — Fox -trot — Yerkes S. S. Flotilla Dance Orch.
All that I Need Is You — Fox-trot. California Ramblers
11100 Tell Her at Twilight — Fox-trot,
S. S. Flotilla Dance Orchestra
Smilin' — Fox-trot ....S. S. Flotilla Dance Orchestra
11099 Wanna — Fox-trot Saxophone Sextette
Bow Wow Elues — Fox-trot,
Yerkes Master Saxophonists
11098 St. Louis Blues — Medley Fox-trot,'
Handy's Memphis Blues Band
Yellow Dog Blues — Medley Fox-trot,
Handy's Memphis Blues Band
11086 The Sheik of Araby— Fox-trot.
Vincent Lopez and His Hotel Pa. Orchestra
Ty-Tee — Tahiti— Fox-trot,
Vincent Lopez and His Hotel Pa. Orchestra
11085 Song of India — Fox-trot. ... Glantz and His Orchestra
When Francis Dances with Me — Waltz,
Selvin's Novelty Orchestra
11109 In Bluebird Land — Tenor Solo Charles Harrison
Carolina Rose — Tenor Solo Sam Ash
11108 I've Got the Wonder Where He Went and
When He's Coming Back Blues — Comedy Solo,
Lucille Hegeman and Her Blue Flame Syncopators
High Brown Blues — Comedy Solo,
Lucille Hegeman and Her Blue Flame Syncopators
9109 Cohen at the Wedding — Comedy Monolog,
Monroe Silver
Cohen Takes His Friend to the Opera — Comedy
Monolog Monroe Silver
9086 Dreamy Hawaii — Hawaiian Guitars,
Ferara and Franchini
Honolulu March — Hawaiian Guitars,
Ferara and Franchini
spaced discs are employed arranged within a
lidlike member, said member and disc being pro-
vided with centrally disposed openings in such a
manner that the waves produced by the vibratory
diaphragm are broken up before they are trans-
mitted to the horn of the sound-reproducing ma-
chine.
In the drawings Figure 1 is a longitudinal sec-
tion through a sound box constructed in accord-
ance with the invention; Fig. 2 is an enlarged
section taken on line 2 — 2 of Fig. 1, and Fig. 3
is a plan view of the disc.
Expression Device for Sound-reproducing In-
struments. William A. Johnson, Yonkers, N. Y.
Patent No. 1,408,514.
One object of this invention is to provide an
expression-controlling device for the aforesaid
purpose that shall not only be promptly respon-
sive to the will of the operator but also have a
particularly direct effect upon the reproducer
itself rather than upon the passage through which
the sound is transmitted after it is produced.
Another object is to provide a simple and com-
pact structure for acting upon the mechanical
connection between the needle or stylus and the
reproducer, whereby the amplitude of the vibra-
tions transmitted from the record to the dia-
phragm of the reproducer may be directly under
the control of the operator.
Referring to the drawings, Figure 1 is a trans-
verse sectional elevation of a reproducer equipped
with an expression-controlling means which con-
stitutes one embodiment of the invention; Fig. 2
is a front elevation of the same mechanism; Figs.
3 and 4 are sectional plan views taken on the
lines 7 — 7 and 8 — 8, respectively, of Fig. 1; Figs.
5 and 6 are views corresponding to Figs. 1 and 2,
showing still another modification of the inven-
tion; Fig. 7 is a sectional plan view drawn to a
larger scale and taken on the line 11 — 11 of Fig. 5.
Another modification of the invention is shown in
Fig. 8, which corresponds to Fig. 2.
Phonographic Machine. Charles M. Goldstein,
New York, assignor to Columbia Graphophone
Co., Bridgeport, Conn. Patent No 1,408,585.
This invention relates to phonographic ma-
chines of the type used for dictation purposes and
aims to improve devices of the character indi-
cated by making the indicating device susceptible
of attachment to existing machines without ne-
cessitating structural rearrangements therein.
Another object is to provide mechanical marking
means in combination with an index sheet ar-
ranged in the form of a cylinder.
Figure 1 is a vertical section taken on line 1 — 1
of Fig. 3, sufficient parts of a phonographic ma-
chine being illustrated to show the application of
the invention; Fig. 2 is a front elevation of the
invention looking in the direction of the arrow
"2" in Fig. 1, the mechanical marking means
being omitted; Fig. 3 is a top plan of Fig. 1, look-
ing in the direction of arrow "3"; Fig. 4 is a
vertical section taken on line 4 — 4 of Fig. 1 ;
Fig. 5 is a section taken on line 5 — 5 of Fig. 6;
Fig. 6 is a top plan of Fig. 5, parts being broken
away and parts being in section, and Fig. 7 is a
section on line 7 — 7 of Fig. 4.
Sound Box for Talking Machines. Harold Y.
Prendergast, Brooklyn, N. Y. Patent No. 1,-
408,776.
This invention relates to improvements in
sound boxes, and is a continuation of an aban-
doned application, Serial No. 134,987, filed De-
cember 4, 1916.
One of the objects of the invention is the pro-
vision of means for concentrating the sound
waves emanating from the diaphragm and con-
veying such sound waves through a passage so
arranged as to preclude diffusion of extempora-
neous sound waves in adjacent passages or cham-
bers within the sound box.
Further objects are the provision of means for
taking the sound vibrations from the central por-
tion of the diaphragm where the clearer and
richer tones are reproduced, and subsequently
transmitting such sound waves through an insu-
lated passage to the tone arm — the provision of a
resilient enclosed partition or sounding board, so
disposed and arranged as to improve the quality
of the reproduced sound — the provision of a
sound box provided with means for concentrating
the reproduced sound waves at or about the cen-
ter of the diaphragm, and transmitting same to
an outlet opening located eccentrically with ref-
erence to the axis of the sound box.
In the accompanying drawings Figure 1 is a
central section through a sound box embodying
the present invention; Fig. 2 is a section on the
line 2 — 2 of Fig. 1; Fig. 3 is a section on the line
3 — 3 of Fig. 1, looking in the direction of the
diaphragm, and Fig. 4 is a section on the line
3 — 3 of Fig. 1, looking in the direction of the
tone arm.
Talking Machine Reproducer. Franklin G.
Mathieu, Chicago, 111. Patent No. 1,408,820.
This invention relates to talking machines and
more particularly to the reproducers thereof with
a view to improving the tone qualities of the
machine.
Hitherto it has been usual in talking machine
construction to provide a disc behind the dia-
phragm having a central aperture or apertures
for the passage of sound from the diaphragm to
the goose-neck. The amplitude of vibration of
the central portion of the diaphragm is greater
than that of the parts nearer the periphery, so
that a greater volume of sound is obtainable from
the center than from the outlying portions of the
diaphragm. The tones given out by the central
part of the diaphragm are, however, harsher and
more strident than those from the outer portions
of the diaphragm. This invention is designed to
overcome this defect.
It is an object, therefore, of the invention to
(Continued on page 164)
164
THE TALKING MACHINE WORLD
April 15, 1922
PATENTS RELATING TO TALKING MACHINES AND RECORDS — (Continued from page 163)
provide means ior softening the tones given out
by the central portion of the diaphragm and for
giving relatively greater freedom to the passage
of the vibrations from the outer parts of the
same.
It is also an object to provide an improved
form of disc for controlling the passage of the
sound waves from the diaphragm to the horn or
sounding box. A further object is the provision
of a sound reflector behind the center of the dia-
phragm adapted to reflect the vibrations received
from the latter in lateral directions.
In the drawings Figure 1 is a side view of a
talking machine embodying the invention; Fig. 2
is a section on the line 2 — 2 of Fig. 1; Fig. 3 is a
section on the line 3 — 3 of Fig. 2; Fig. 4 is a
central section through a modified form of re-
producer; Fig. 5 is a section on the line 5 — 5 of
Fig. 4.
Modifier for Phonograph Sound Boxes. Burr
B. Blood, Chicago, 111., assignor to the Jewel
Phonoparts Co., same place. Patent No. 1,408,437.
This invention relates to a device whereby the
tones or sounds produced by the reproducer or
sound box of a phonograph may be readily modi-
fied; that is. the volume of -the tones reduced or
moderated without, however, affecting the tone
quality; the object of the invention being to pro-
vide means whereby the modifying of the tones
or sounds may be quickly accomplished without
necessitating any change or alteration in the
sound box or reproducer, per se; the invention
comprising means whereby the tones or sounds
may be modified without dissipating the tones as
is the case with many modifiers at present in use.
The invention contemplates means adapted to
be readily secured to any of the well-known types
of sound boxes at present employed and which
may be easily adjusted to the varying sized
sound boxes or reproducers in use.
Figure 1 is a front elevation of a sound box or
reproducer with the improved modifier attached
thereto; Fig. 2 is a sectional view taken on the
line 2 — 2 of Fig. 1, looking in the direction of the
arrows; Fig. 3 is a perspective view of the modi-
fier, unattached to a sound box; Fig. 4 is a front
elevation of a sound box or reproducer, illus-
trating a modified form of the invention; Fig. S
is a fragmentary view of a portion of the sound
box and modified form of modifier mechanism
shown in Fig. 4.
Sound Record. Chester C. Cook, McMinnville,
Tenn. Patent No. 1,409,674.
REPAIRS
All Makes of Talking Machine*
Repaired Promptly and Efficiently
REPAIR PARTS FOR ALL MACHINES
ANDREW H. DODIN
28 Sixth Avenue New York
TELEPHONE, SPRING 1194
The present invention relates to improvements
in sound records or discs for phonographs,
graphophones or the like. At the present time
there are two distinct types of these disc records
in use, one having one surface only grooved for
musical reproduction and the other having both
sides or surfaces grooved. The advantages of
the latter over the former, especially as regards
the phases of economy of space and expense, are
too well known to need comment upon. The
great disadvantage, however, lies in the fact that
it is seldom that the purchaser gets his own
selection on both sides. In other words, while
he may select the record for the reproduction on
one side, he is obliged to take the manufacturer's
selection on the other. He has, of course, resort
to the single surface reproduction type, but in
doing so he loses the important advantages of
the double type which have been referred to
above.
The object of this invention is to provide an
article of manufacture which will permit the pur-
chaser to obtain a sound record of the double
type with the combination of reproductions he
desires. This is carried out by making the rec-
ords preferably relatively thin and each grooved
with the sound reproduction upon one side, these
being so supplied to the retailer of the sound
records. It should be understood that the term
"relatively thin" used above and in the claims
is intended to comprehend a disc member which
is of such a thinness or thickness as to be imprac-
ticable for the ordinary handling incident to ac-
tual use. These discs are sufficiently thick, how-
ever, to permit the purchaser to try out his selec-
tion and when he has made his choice of two
such records the retailer places adhesive upon
the backs and sticks the two discs together. This
form of connection is not necessarily a permanent
one, because it may be desired to separate the
two records for a subsequent change. At any
rate, the proposal is to employ a readily fusible
adhesive so that separation may be effected if
desired.
Figure 1 represents two thin record discs of
the type proposed to employ for combination
purposes and which may be connected by an ad-
hesive; Fig. 2 is a plan view of a spring ring
which may be utilized instead of cementing the
records together; Fig. 3 is a similar view of a
modified form of sectional ring, and Fig. 4 is a
cross section through the ring, considerably en-
larged.
Phonograph Reproducer. Robert C. Mathes,
New York, assignor to the Western Electric Co.,
Inc., same place. Patent No. 1,409,388.
This invention relates to a volume of tone
control for a phonograph or gramophone. Prior
to this invention the common methods for chang-
ing the volume of tone consisted in constricting
the cross-sectional area of a horn at some point
by means of shutters or valves. The inevitable
result of such methods was to alter the reproduc-
ing characteristics.
An object of this invention is to produce a
simple means of changing the loudness of re-
production without altering the acoustic prop-
erties of the system.
Another object is to produce a device by which
the volume of tone may be altered while the ma-
chine is in operation.
In combination with a sound box and stylus
lever, we have a sound modifier which consists
of a support arm having a slideway therein,
attached to the sound box. A slide is mounted
in said slideway and has an arm slidably connect-
ing it with the stylus lever, thus forming an ad-
justable fulcrum point for the stylus lever. A
set screw or other clamping means is used to
retain the slide in any desired position.
Figure 1 is a side elevation and Fig. 2 is a
cross section of the device.
Sound Box. Jacob H. Weber, Brooklyn, N. Y.
Patent No. 1,409,503.
This invention relates to sound boxes and
particularly to stylus bar mountings having knife-
edge bearings. An object of the invention is to
provide a stylus bar mounting for sound boxes
having readily renewable bearings which can be
of various desired materials or of various de-
grees of hardness, and in which the bearings
are secured to the casing or stylus bar in a man-
ner to eliminate danger of loosening or chatter-
ing, in the use of the box, of any of the elements
of the mounting. A further object is to provide
a mounting of this type and for this purpose
which is simple and inexpensive and in which
the bearings can be replaced at a very low cost
and by inexperienced persons.
Figure 1 is a front elevation of a sound box
constructed in accordance with the invention;
Fig. 2 is a bottom plan of the same; Fig. 3 is a
side elevation of the same; Fig. 4 is a bottom
plan of the same with the stylus bar and secur-
ing springs removed, and Fig. 5 is a perspective
of the removable bearing element.
Sound Amplifier. John B. Mitchel, Bowman-
ville, Ontario, Canada. Patent No. 1,408,761.
The invention relates to improvements in sound
amplifiers with novel features of construction,
whereby the sound is conducted from the tone
arm through a substantially bell-shaped sound
chamber constructed of brass or like material
and preferably having a vibratory top of like
material and is emitted through a chamber hav-
ing sound-deflecting boards therein.
The objects of the invention are to provide a
form of sound amplifier capable of reproducing
the full volume of the sound received from the
tone arm and at the same time eliminating the
metallic tone so common in phonographs and
rendering the tone flexible and pure and gen-
erally to provide a sound amplifier which will
be inexpensive to construct, durable and efficient.
Figure 1 is a plan view of the device with the
top board of the cabinet removed; Fig. 2 is a sec-
tional view taken on the line B — B of Fig. 1; Fig.
3 is a transverse sectional view taken on the line
A — A of Fig. 1*; Fig. 4 is a plan view of a por-
tion of the device showing a modified form of
top for the amplifying chamber.
W. H. Fifield and E. O. Russell have opened a
talking machine and typewriter business in Clare-
mont, N. H. Brunswick phonographs and rec-
ords are handled.
LESLEY'S PATCHING VARNISH
dries instantly without showing a lap. For repairing
scratches, packing marks and anything wrong with a
varnished finish. Complete Outfit, enough for 1,000
patches, and instructions, PRICE $3.50.
Send for catalogue.
LESLEY'S CHEMICAL CO.. INDIANAPOLIS, IND.
April IS, 1922
THE TALKING MACHINE WORLD
165
Some Leading Jobbers of Talking Machines in America
TEST IT.
OUR VICTOR
Record Service
has a reputation for efficiency.
Suppose you try it
E. F. DROOP & SONS CO.
1300 G. STREET, WASHINGTON. D. C.
231 N. HOWARD STREET. BALTIMORE, MD
Where Dealers May Secure
COLUMBIA
Product
Ready, Full Stocks, and -Prompt Deliveries
from Convenient Shipping Centers
all over the United States.
Distributors
Atlanta, Ga., Columbia Graphophone Co., 661-
563 Whitehall St.
Baltimore, Md., Columbia Graphophone Co., 16
South Howard St.
Boston, Columbia Graphophone Co., 1000 Wash-
ington St.
Buffalo, N. Y., Columbia Graphophone Co., 737
Main St.
Chicago, 111., Columbia Graphophone Co., 325 W.
Jackson Blvd.
Cincinnati, O., Columbia Graphophone Co., 317-
321 East 8th Street.
Cleveland, O., Columbia Graphophone Co., 1812
East 30th St.
Dallaa, Tex., Columbia Graphophone Co., 316
North Preston St.
Denver, Colo., Columbia Stores Co., 1608 Glen-
arm Ave.
Detroit, Mich, Columbia Graphophone Co., 115
State St,
Kansas City, Ho., Columbia Graphophone Co.,
2006 Wyandotte St.
Los Angeles, Cal., Columbia Graphophone Co.,
80S S. Los Angeles St.
Minneapolis, Minn., Columbia Graphophone Co.,
18 N. 3rd St.
New Orleans, La., Columbia Graphophone Co.,
517-525 Canal St.
New York City, Columbia Graphophone Co., 121
West 20th St.
Omaha, Neb., Columbia Graphophone Co., Eighth
and Jackson Sts.
Philadelphia, Pa., Columbia Graphophone Co.,
40 N. 6th St.
Pittsburgh, Columbia Graphophone Co., 632-640
Duqueane Way.
Salt Lake City, Utah, Columbia Stores Co.,
221 South West Temple.
San Francisco, Cal, Columbia Graphophone Co,
345 Bryant St
Seattle, Wash., Columbia Graphophone Co, 911
Western Ave.
Spokane, Wash., Columbia Stores Co, 161 South
Post St.
St. Louis, Mo, Columbia Graphophone Co, 1127
Pine St
Tampa, Fla, Tampa Hardware Co.
Headquarters for Canada:
Toronto, Ont, Columbia Graphophone Co, 347
West Adelaide St.
Montreal, Que., Columbia Graphophone Co, 824
St. Denis St.
Executive Office
COLUMBIA GRAPHOPHONE CO.
Gotham National Bank Building
New York
W. J. DYER & BRO.
DYER B'LD'G, ST. PAUL, MINN.
NORTHWESTERN DISTRIBUTORS
OF THE
VICTOR
Machines, Records and Supplies
Shipped Promptly to all
Points in the Northwest
Mickel Bros. Co.
Omaha, Nebraska
Des Moiaes, Iowa
Victor Distributors
Sherman .Jpay& Co.
San Francisco, Los Angeles, Portland, Seattle, Spokane
PACIFIC COAST DISTRIBUTORS OF
VICTOR PRODUCTS
Wholesale Exclusively
EASTERN TALKING MACHINE CO.
85 Essex Street, Boston
VICTOR DISTRIBUTORS
The
Toledo Talking Machine Co.
Toledo, Ohio
Wholesale Victor
Exclusively
i
IfflllllliMlillllllillllllllllMlitil
m
CONSTRUCTIVE ARTICLES IN THIS
ISSUE OF THE WORLD
| Ready Reference for Salesmen,
iiiiiiniiu
The Value of Interdepartment Co-
operation 3
Honesty of Statement a Vitally Impor-
tant Asset in the Domain of Sales-
manship 4
Constructive Pointers on the Develop-
ment of the Instalment Department. 6
Evidence of Business Betterment
Grows 8
Taking Advantage of the Radio
Craze 8
Developing Sales Plans and Methods. 8
Why Music Week Should Command
the Support of the Talking Machine
Trade 9
Credit Men Keep Tab on Instalment
Sales . . 9
Arranging a Patriotic Program and
Window Display for Decoration
Day 10
Increasing Sales by Analyzing Records
and Playing Up Beauty Spots. . 1 2 to 14
How Much to Spend for Retail Adver-
tising in the Talking Machine
Trade 1 5 to 18
Selling Talking Machines as Musical
Instruments 19
Why Credit Should Be Watched _2 1
A Fair Knowledge of Music Is a Big
Factor in the Success of the Retail
Record Salesman 24
Some Essential Points in Record Sales-
manship 26
Pros and Cons on the Circulating
Library 27
How Events of Current Interest Can
Be Turned Into Profits by Mer-
chants 29
Selfishness 30
Creating Sales From the Broadcasting
of Records 33
Dealers and Department Heads
u
Letter of a Veteran Salesman to a
Friend 37
Four-Minute Conferences on Business
Subjects 44
The Value of the Postal Card as a
Means of Stimulating Record Sales . 48
Making a Success of "Opera Book"
Campaign 50
Managers See Export Boom 51
Publicity by Means of Pamphlets. ... 52
Robert Gordon's Page of Merchandis-
ing Suggestions 59
Need of Discarding Apathy for Hard
Work 62
A Review of Trade Conditions in New
England Territory 69 to 72
Interesting Budget of News from the
Dominion of Canada 80 to 82
Trade Happenings in the Quaker City
and Pennsylvania 86 to 88
New York's Third Music Week from
April 30 to May 6 98
The Mid-West Point of View and
Western Trade News 1 08 to 120
Foreign Valuation Basis Upon Which
Duty on Musical Instruments Will
Be Paid 126
Record or Roll Trade Unhurt by Sheet
Music Sales 127
Melody Superseding Jazz in Orches-
tral Domain 129
Teaching the Musical Possibilities of
the Talking Machine 148
The Talking Machine Situation in
Europe 1 5 7 to 160
Advance List of May Bulletins of
Talking Machine Records. . . 161 to 162
Late Patents of Interest to the Talk-
ing Machine Trade . 1 63 to 164
166
THE TALKING MACHINE WORLD
April IS, 1922
INDEX to ADVERTISERS
Acme Die Casting Corp 138
Adler's Orchestra, Oscar 129
Aeolian Co 22, 23
American Felt Co 39
American Mica Works 136
American Talking Machine Co 102
American W^ut Mfrs. Ass'n 151
Andrews, Curtis N 97
Atlantic Instrument Co 145
B
Badger T. M. Co 54
Barnhart Bros. & Spindler Inside back cover
Bell Hood Needle Co 154
Berlin, Inc., Irving 131
Blackman Talking Machine Co 94
Boston Book Co 18
Bradford, Perry 129
Brand, William 134
Bridgeport Die & Machine Co 82
Brilliantone Steel Needle Co 20. 33, 40, 57. 100, 138
Brooks Mfg. Co 49
Bruno & Son, Inc., C 79
Bruns & Sons, A 26
Brunswick-Balke-Collender Co. Insert following page 50
Buegeleisen & Jacobson 150
Buehn Co., Louis 85
Cabinet S: Accessories Co 140
Celina Specialty Co 64
Cheney Talking Machine Co 36
Claremont Waste Mfg. Co 103
Classified Want Ads 155,156
Cohen & Hughes 52
Collings & Co 35
Columbia Graphophone Co 16. 17, 21, 26, 34, 39,
44, 57, 89, 93, 100, 133, 138, 150
Connorized Music Co 148
Consolidated Talking Machine Co 96, 113
Da-Lite Elec. Display Co. .
Deca-Disc Phono Co
Diamond Products Co....
Diaphragm Co
Display Fixture Co
Ditson & Co., Chas. H . . .
Ditson Co., Oliver
Doctorow, D. R
Dodge Mfg. Co
Dodin, Andrew H
Droop & Sons Co., E. F.
Duo-Tone Co
Dyer & Co., W. J
E
Eastern Talking Machine Co
Eclipse Musical Co
Kdison, Inc., Thos. A Back-
Eight Famous Victor Artists
Elmes Engg. Co., Chas. F
Empire Phono. Parts Co.-
Eshborn, Samuel
141
132
143
93
149
69
69
140
147
164
165
19
165
69
136
cover
29
120
12
103
Favorite Mfg. Co 155
Federal Elec Co 114
Feist, Leo 55, 62, 68. 77. 97, 126, 130, 142, 144
Fietcher-Wickes Co 41
Flexlume Sign Co 51
Fox Pub. Co., Sam 130
Fulton T. M. Co 142
General Phonograph Corp Inserts following pages
34, 82 and 98
General Phonograph Mfg. Co. .
Gibson- Snow Co
Gramophone Co., Ltd
Granby Phono. Corp
Greater City Phono. Co
Greater New York Novelty Co.
42
47
157
78
45
37
Gretsch Mfg. Co., Fred 77
Griffith Piano Co 47
Grinnell Bros 122
H
Hall Mfg. Co 91
Hallet & Davis Piano Co 53
Harper & Bros 83
Harponola Co. 31
Hartzell Crucible Co 72
Health Builders 11
Hegeman-Stewart Co 151
Hessig- Ellis Drug Co 47
Hiawatha Phono. Co 119
Hoffay Phono. Co 82
Hough, J. E.. Ltd 159
Hough, L. W 71
I
Ilsley, Doubleday & Co 72
Independent Jobbing Co 55
International Mica Co 88
Iroquois Sales Co 27
Italian Book Co 33
J
Jenkins' Sons Co., J. W 127
Jewel Phonoparts Co 20, 98
Jewett Phono. Co 25
K
Kent Co., F. C 50
Kiefer-Stewart Co 47
Kimba.l Co., W. W 73, 113
Kirkman Engg. Co 44
Knickerbocker T. M. Co 10
Kraft, Bates & Spencer, Inc 70
Kunde, A. G 92
L
Lakeside Supply Co 119
Lansing Sales Co 72
La Velle Mfg. Co 123
Lauter Co., H .- 89
Lee-Coit-Andreesen Hdw. Co 47
Lesley's 164
Lidseen Products •. 83
Long Cabinet Co., Geo. A 58, 107
Long Island Phono. Co 102
Lorentzen, H. K 42
Lyon & Healy 110, 115
Lyradion Sales & Engg. Co 147
M
Magic Phono. Supply Co 100
Manhattan Recording Labs 125
-Manufacturers' Phono. Co 67, 101
Marshall Co., Inc., C. L 47
McMenimen, H. N 95
Mellor Co., C. C 50
Melody National Sales Co 118
Mellowtone Needle Co 88
Mermod & Co 126
Mickel Bros. Co 89
Minneapolis Drug Co 47
Modernola Co 144
Monarch Felt Co 57
Montagnes, I., & Co 47
Moore-Bird & Co 47
M. S. & E 47
Mutual Phono. Parts Co 9 J
N
National Decalcomania Co 86
National Metals Depositing Corp 125
National Publishing Co 18
Natural Voice Phono. Co 66
Netschert, Frank 61
Newark Recording Labs 75
New England Talking Machine Co 71
New York Album & Card Co 4
o
Ogden Sectional Cabinet Co., Inc 105
Ormes, Inc 15
Oro-Tone Co :...117, 118
Orsenigo Co ."• • ■ • • 63
Outing T. M. Co i ' 139
P
Pace Phono. Co 134
Peabody & Co., Henry W 60
Pearsall Co., Silas E - 9
Peckham Mfg. Co 106
Peerless Album Co 6
Penn Phonograph Co 86
Perophone Co., Ltd -. . . . 158
Phillips Phono. Parts Co., Wm 27
Phonomotor Co 74
Player-Tone T. M. Co 153
Plaza Music Co 28, 75
Pleasing Sound Phono. Co 153
Plywood Corp 62
Q
Oualitiephone Sales Co 84
R
Reco-Rap Co 90
Refiexo Products Co 49
Regal Record Co 38
Recordophone Co 104
Rene Manufacturing Co 50, 80
Rex Gramophone Co 160
s
Saginaw Sectional Book Case Co 32
Schloss Bros 149
Seaburg Mfg. Co 24
Self-Lifting Piano Truck Co 68
Shelton Elec. Co 151
Sherman, Clay & Co 30
Silent Motor Corp 122
Simplex Elec. Phono. Motor Co 81
Smith Drug Co., CD 47
Snyder, Jack 128
Sonora Distr. Co. of Texas 47
Sonora Co. of Philadelphia 87
Sonora Phonograph Co., Inc.,. Inside front cover, 46, 47, 61
Sonora Phonograph Co. of Pittsburgh 47
Southern Drug Co 47
Southern Sonora Co 47
Southwestern Drug Co 47
Sphinx Gramophone Motors 43
Star Mach. & Nov. Co 133
Starr Piano Co 56
Steger & Sons Piano Mfg. Co 65
Steinert & Sons Co., M 70
Sterling Devices Co 109
Sterno Manufacturing Co 124
Strevell-Paterscn Hardware Co 47
T
Talking Machine Co. of Philadelphia 87
Talking Machine World Trade Directory,
Insert following page 66
Templar Mfg. Co 117
Toledo Talking Machine Co 165
Tunepen Co. , . . . , ]4
Tonofone Co 120
Tophams, Ltd 21
Triplex Art Phono. Co 90
u
Udell Works 40
Unit Construction Co 135
United Mfg. & Distr. Co 112
United Music Stores 87
V
Yal's Accessory House 95
Van Houten, C. J., & Zoon 47
Van Veen & Co 106
Vicsouia Mfg. Co 45
Victor Talking Machine Co Front Cover, 5,7
w
Walbert Mfg. Co Ill
Wallace Institute Insert facing page 18
Walthall Music Co 47
Ward Co., C. E 48
Western Radio Instrument Co 137
Weymann & Son, H. A 86
Whitsit Co., Perry B 106
Widdicomb Furniture Co 13
Williams Co., G. T 103
Wimpfheimer & Bro., A 34
Wolf Mfg. Industries 116
Y
Vahr & Lange Drug Co 47
THE TALKING MACHINE WORLD
cUhe NEW Scotford Tonearm
and Superior
Reproducer
©
©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©©
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©
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©
©
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©
©
©
©
©
CA new external shape
of grace and heauty^
without changing the
internal design:
STYLE NO. 1 FINISH
A combination of Nickel or Gold Plate and Black Rubber Japan
©
©
©
©
©
©
©
©
©
©
©
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©
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STYLE No. 2 FINISH
A different combination of Nickel or Gold Plate and Black Rubber Japan
The
NEW
That same an&le turn with tbe solid inclined plane
deflecting the sound waves straight downward into
amplifying chamber. That same famous Scotford
tone. — 'the tone of refinement. — genuinely musical.
Now in a tonearm of accepted, conventional, popu-
lar design. WRITE FOR SAMPLES.
New Construction
STYLE No. 3 FINISH
All parts Plated in Nickel or Gold
The lon& straight tube is of drawn
Yellow Brass. Tonearm Base, Main
Elbow and Connection Elbow and
the Reproducer Frame, Face Rin&
and Back Plate are cast of TENSO
White Brass Alloy — an alloy more
than double the tensile strength of
cast iron. — much stronger, harder
and lighter in weight than ordinary
white metal alloys. New dies have
been produced for casting all parts.
The new parts are solidly cast, and
are very substantial and durable.
In ordering specify whether Reproducer should have Plain Gilt Plate or" Superior" Name
Plate. To obtain Individual Name Plate, customer must furnish Decalcomania Transfer
Samples Will be Submitted on Approval
Style 1 Tonearm lonfe tube and main
elbow, Reproducer face rin& and
back Black Japanned; other parts
Plated.
Style 2 Tonearm lonfe tube and main elbow Plated, base Black Japan-
ned ; Reproducer back Black Japanned, the face ring and frame
Plated.
Style 3 All parts of Tonearm and Reproducer are Plated.
Gold $ 9.00
Gold 10.00
Gold 11.00
No. 1 New Scotf ord Tonearm and Superior Reproducer . Nickel $7.00
No. 1 New Scotford Tonearm and Superior Reproducer . Nickel 7.75
No. 3 New Scotf ord Tonearm and Superior Reproducer . Nickel 8.50
Samples Prepaid at the Above Prices
Write for Our
Specification Sheet and Quantity Price List
BARNHART BROTHERS
& SPINDLER
Monroe and Throop Streets
CHICAGO, ILLINOIS f
After all, the one phonograph that can
sustain the test of direct comparison with
living artists is the ONE phonograph that
ultimately will be in every home.
THOMAS A. EDISON, Inc.
ORANGE, NEW JERSEY
The NEW EDISON
JOBBERS OF THE NEW EDISON, EDISON RE-CREATION, THE NEW EDISON DIAMOND AMBEROLA
AND BLUE AMBEROL RECORDS
CALIFORNIA
Los Angeles — Edison Phonographs,
Ltd.
San Francisco — Edison Phonographs,
Ltd.
COLORADO
Denver — Denver Dry Goods Co.
GEORGIA
Atlanta — Phonographs, Inc.
ILLINOIS
Chicago — The Phonograph Co.
Wm. H. Lyons (Amberola only).
INDIANA
Indianapolis — Kipp Phonograph Co.
IOWA
Des Moinei — Earger & BHsh.
LOUISIANA
New Orleans — Diamond Music Co..
Inc.
MASSACHUSETTS
Boston — Pardee-Ellenberger Co.
Iver Johnson Sporting Goods
Co. (Amberola only).
MICHIGAN
Detroit — Phonograph Co. of- Detroit
MINNESOTA
Minneapolis — Laurence H. Lucker
MISSOURI
Kansas City — The Phonograph Co.
of Kansas City.
St. Louis — Silverstone Music Co.
MONTANA
Helena — Montana Phonograph Co.
NEBRASKA
Omaha — Shultz Bros.
NEW JERSEY
Orange — The Phonograph Corp. of
Manhattan.
NEW YORK
Albany — American Phonograph Co.
Syracuse — Frank E. Bolway & Son,
Inc., W. D. Andrews Co.
(Amberola only).
OHIO
Cincinnati — The Phonograph Co.
Cleveland — The Phonograph Co.
OREGON
Portland — Edison Phonographs, Ltd.
PENNSYLVANIA
Philadelphia — Girard Phonograph
Co.
Pittsburgh — Buehn Phonograph Co.
Williamsport — W. A Myers.
RHODE ISLAND
Providence — J. A Foster Co.
(Amberola only).
TEXAS
Dallas — Texas-Oklahoma Phono-
graph Co.
UTAH
Ogden — Proudfit Sporting Goods Co.
VIRGINIA
Richmond— The C. B. Haynes Co.,
Inc.
WISCONSIN
Milwaukee — The Phonograph Co. of
Milwaukee.
CANADA
Montreal — R. S. Williams & Son*
Co., Ltd.
St. John— W. H. Thorne & Co., Ltd.
Toronto— R. S. Williams & Sons ,
Co., Ltd.
Vancouver — Kent Piano Co., Ltd.
Winnipeg — R. S. Williams & Sons
Co.. Ltd.
Babson Bros. (Amberola only).
VOL. XVIII. NO. 5
SINGLE COPIES. 25 CENTS
PER YEAR. TWO DOLLARS
^TALKING ^
Published Each Month by Edward Lyman Bill, Inc., at 373 Fourth Ave., New York, May 15, 1922
Victrola
REG. U. S. PAT. OFF.
The word "Victrola" as well as the picture "His
Master's Voice" is an exclusive trademark of the
Victor Talking Machine Company* Being registered
trademarks they cannot lawfully be applied to other
than Victor products.
HIS MASTERS VOICE t
REG. U.S; PAT. OFF.
Victor Talking Machine Company, Camden, N.J.
Entered as second-class matter May 2, 1905, at the post office at New York, N. Y., under the act of Congress of March 3, 1879.
THE TALKING MACHINE WORLD
Sonora takes the Lead
in Price Reductions
\\7 ITH the substantial reduction of price
* * which went into effect April 1st on
Here are a few of the many Sonora models, regardless of aston-
popular Sonora Sellers ishingly improved tone quality, Sonora be-
at New Reduced Prices : Comes the first of the leading phonograph
manufacturers to take a step in the right
direction to instill confidence in the public
PERIODS mind
Canterbury - $200
Queen Anne (Improved) 250 Coincident with this announcement is
Louis XV, Standard - - 300 the further assurance that there will be no
Lafayette . 165 other price change this year.
Pembrook (Improved) - 165
tttdti tputo These facts, combined with Sonora's fair
Melode and square policies with relation to its repre-
Et^deie sentatives whereby rebates are made on all
Elite 250 unsold models affected, are significant of
Grand 300 Sonora's sound financial strength, far-
Invincible 350 sightedness and loyalty to its dealers.
"A Good House to Represent"
Sonora $t)onograpl) Company, 3nc.
GEORGE E. BRIGHTSON. President
NEW YORK: 279 BROADWAY
Canadian Distributors: I. MONTAGNES & CO., TORONTO
The Highest Class Talking Machine in the World'
THE INSTRUMENT OF QUALITY
onor;
CLEAR AS A BELL
m
The Talking Machine World
Vol. 18. No. 5
New York, May 15, 1922
Price Twenty-five Cents
PAYS TO MAKE STORE ATTRACTIVE VICTOR FACTORY WEEK IN OKLAHOMA WHY NOT ANNOUNCE THE RECORD ?
Some Pertinent Reasons Why an Attractive
Store in a Poor Community Pays — The Ex-
periences of a Talking Machine Dealer
In every town or city there are quarters where
the people are of the poorer class and invariably
the talking machine establishments in these sec-
tions are in keeping with their surroundings to
a certain degree. One of the most successful
merchants in a poor quarter of the metropolitan
district has just opened a store, the equal in ap-
pearance of any in the city. What he says con-
cerning his reasons for spending a large sum
of money in opening a fine and artistically ar-
ranged store in that section may be of interest
to other dealers located in similar positions. His
statement follows:
"We have been in business here for a num-
ber of years and close investigation of the atti-
tude of the people and their reaction to a high
class of service and anything beautiful has con-
vinced us that an artistic store here will be
appreciated more than the attractive store in a
neighborhood where the customers take it for
granted.
"We aim to make our establishment the music
center for the people living here; a place that
is the equal in beauty of any in the city. They
will get service of the best quality and there
will be" no comparison in any way between our
method of conducting business and that of the
house where the customers are financially in
better condition.
"Our reasons for this are due to the fact that
among the poorer people, who have few pleas-
ures other than simple ones, the love of music
and beauty is an outstanding feature. It forms
a larger part of their lives than in the case
where greater abundance of money makes pos-
sible other pleasures which our prospective cus-
tomers cannot afford."
The soundness of this reasoning was evident
on the opening day of the store. Open house
was held and during the entire day people
crowded in to inspect the line of machines han-
dled by this concern and to listen to records.
Not a few records were disposed of and the
chances are that whoever is in the market for
a talking machine in that neighborhood will
patronize this enterprising type of dealer.
JOINS OKEH JOBBERS' STAFF
Vernon T. Stevens Appointed Manager of Okeh
Department of Doerr, Andrews & Doerr —
Well Qualified for New and Important Post
Minneapolis, Minn., May 4. — Vernon T.
Stevens, popular songwriter and for several
years connected with the music publishing
business, has been appointed manager of the
Okeh division of Doerr, Andrews & Doerr of
this city, distributors of Okeh records. Mr.
Stevens was at one time general manager of the
A. J. Stasny Music Co. of New York, and re-
cently Northwest manager of the Richmond-
Robbins Music Co. In addition to his commer-
cial activities he has written a number of songs
which have proven popular successes, and he is
in close touch with the leading orchestra leaders
and professional people throughout the country.
Mr. Stevens has already started an intensive
sales campaign in behalf of Okeh records along
lines similar to the campaigns inaugurated by
popular music publishers. He has solicited and
received the help of orchestra leaders, branch
managers of music publishing offices as well as
theatre managers. As the result of Mr. Stev-
ens' live sales campaign, Doerr, Andrews &
Doerr report a material increase in the sale of
Okeh records and state that many new dealers
have joined the Okeh distributing organiza-
tion recently.
Oklahoma Talking Machine Co. Arranging for
Special Factory Displays by Victor Dealers in
That Territory During Week of June 4
Names and Prices of Records Played on Machines
Before Stores Impart Knowledge to the
Listener Which Induces Action
Oklahoma City, Okla., May 2. — The Oklahoma
Talking Machine Co., the new Victor distributor
here, is arranging a "Victor Factory Week"
among Victor dealers for the week of June 4.
The plan, which has been well received, includes
the arrangement of a special factory window in
all Victor stores in the State, the idea being that
the cumulative effect will result in business for
all concerned.
The "Baby State" of the Union is one of mag-
nificent distances, but regardless of that fact,
Oklahomans are a migratory people, Tulsans
having interlocking interests in Oklahoma City
and Oklahoma Cityans having a similar interest
in Muskogee and Okmulgee. Because of the
residents of the State spending so much of their
business time visiting around, the Victor dealers
have realized the value of this advertising and
have entered into the plan most enthusiastically.
VICTOR LINE WITH HOME FURN. CO.
Braddock, Pa., May 3. — The Home Furniture Co.,
852 Braddock avenue, this city, recently added
the Victor line of talking machines and records,
according to an announcement made by Alex-
ander Goldsmith, sales manager. The company
is planning a vigorous sales campaign in the in-
terests of its new product. Immediately follow-
ing the acquisition of the Victor line full page
advertisements in which the various models were
illustrated were run in the local papers. In dis-
cussing the acquisition of the Victor line, which
has been long sought, Mr. Goldsmith remarked:
"We feel, to use baseball vernacular, that we are
batting in the big league with Victor products."
Talking machine dealers who make it a point
to attract the attention of passers-by by playing
a talking machine near the doorway of their
store are overlooking a golden opportunity of
making more record sales and increasing interest
in their store and its display by not announcing
to the public, either in the window or at the door-
way, the exact musical number which is being
played. In his perambulations the other day the
writer passed some stores where a large number
of people were attracted to the windows of talk-
ing machine stores by the music which emanated
from some very pleasing records. One of the
party who was quite enamored of the music
turned to the writer and remarked, "It is a pity
that the name of that record and the price are
not placed at the door or in the window so that
we may know what piece is being played. I am
sure that it would result in a great many sales
being made were the records changed every
twenty minutes or half an hour."
There are thousands of people who, for one
reason or another, do not take in the current
shows these days, but who would like to hear
the best "hits" from these performances, hence
the value to be derived from publishing the
name and the price of the record when it is
exploited publicly by the dealer. The suggestion
is certainly along the right line, and is passed
along to talking machine men for consideration.
CHALMERS STORES ADD CHENEY LINE
Company Operates Seven Talking Machine
Stores in Various New Jersey Cities
CHANGE IN BUFFALO FIRM
E. R. Burley has purchased the interest of H.
E. Biesinger in the firm of Burley & Biesinger,
Victor dealers of Buffalo, N. Y., and will con-
tinue the business at the same address on West
Ferry street as its sole proprietor.
One of the largest orders ever booked by the
Cheney Sales Corp., of New York, jobber for
the Cheney line of phonographs, recently re-
sulted from the addition of this line by the
Chalmers Music Co., of New Jersey, which
operates seven stores. The concern has stores
in Newark, East Orange, Montclair, Orange,
Summit, Morristown and Westfield.
ACCESSORIES OFFER A PROFITABLE FIELD FOR DEALERS
Every Talking Machine Owner Is a Prospective Customer for Accessories — Every Sale of a
Machine or Records Opens an Avenue for the Sale of This Class of Merchandise
Every talking machine owner is a prospective
customer for accessories of all kinds. In view
of this fact it is indeed strange that merchants
pay so little attention to this source of revenue.
Window display space is given to talking ma-
chines and records, but it is seldom that even a
corner is allotted to needles, record-cleaning
brushes, albums, etc. The writer, in an investi-
gation covering half a dozen supposedly first-
class stores run by live wire merchants, was
surprised to find that comparatively little at-
tention was paid to pushing this class of mer-
chandise.
Accessories are a real necessity to the talking
machine owner. They are vital aids to the
fullest enjoyment of the music and as such their
importance and profit-producing probabilities
should not be overlooked. The chances are that
very few talking machine owners are equipped
with the necessary accessories, and the oppor-
tunities for increasing the revenue in this direc-
tion are wide open to the dealer who cares to
take advantage of them.
The talking machine owner, as a rule, is eager
to take advantage of anything which will add
to his enjoyment of the records and compara-
tively little argument will be found necessary to
make sales because of the smallness of the
amount of money involved in these transactions.
See second last page for Index of Articles of Interest in this issue
No dealer would think of selling a machine with-
out making an attempt to dispose of some records
at the same time. Along the same line of rea-
soning it would be very much worth while to in-
clude accessories, not only from the standpoint of
the immediate profits resulting from these sales,
but because if the purchaser has the proper equip-
ment to gain the full measure of enjoyment from
his instrument he will be more satisfied with his
purchase and the dealer will have gained added
prestige.
True, the profits from the sale of a few rec-
ord albums or record brushes are small when
taken individually, but in the aggregate, say
during the period of a year, they amount to con-
siderable proportions and will go far toward
making the annual business reach a satisfactory
volume.
Instead of merely placing this merchandise in
the showcase or a dark corner, it should be ac-
tively exploited, and the members of the sales
staff should be given definite instructions to con-
fine some of their efforts in this direction. The
usual display of machines and records in the
window might also be occasionally variegated with
a display of accessories and a circular letter to
the customers mailed with the monthly record
supplement would undoubtedly prove instru-
mental in securing some of this business.
of The World
4
THE TALKING MACHINE WORLD
May 15, 1922
■II
Following Up Record Sales as a Means of
Retaining Former Customers
By Robert Falconer ■
iiiiiiiiiiiniiiiiM
In the Fall of 1920 a man and his wife went
into a large department store and bought a
hundred and fifty dollar talking machine. At the
same time they selected and purchased a small
collection of records. Since then they have
bought records at six different stores, yet their
total collection is still small.
Some of the records have been purchased on
charge accounts. Some have been paid for at
the time of purchase, and then delivered by the
store. Some have been paid for and carried away
at the time of the purchase. All but two of the
stores patronized have the name and address of
this family and data that show it owns a phono-
graph.
There are a great many other families just like
this one and it may be interesting and instruc-
tive to learn just what could have been .done to
increase the sale of records to this phonograph
owner. To date nearly all the records pur-
chased have been bought because some friend
mentioned them and spoke about what fine rec-
ords they were. Some were purchased because
of information given in local newspaper adver-
tising. A few were selected from the catalog
or from the national advertising of the maker.
All these years it has been much easier to
keep from buying than to buy. Many a time a
magazine or a newspaper has nearly sent one of
the family to the store to buy a record, but be-
fore the trip was actually made something else
came up and the purchase was delayed. Then
some other record seemed more desirable and the
first one was forgotten. This has probably hap-
'pened in the case of no less than a hundred dif-
ferent records, not one of which has been pur-
chased.
Why has this happened? One reason has been
that when it has almost been decided to buy a
record the problem has come up of deciding at
which store to buy it. The family is not now liv-
ing in the same city it did when the machine was
purchased. Before it moved to the city where
it is now located it bought all records at the
store where it bought the machine. Every rec-
ord bought at this store was sealed in its enve-
lope, and a record once purchased could not be
returned. This was a guarantee that every record
was new and had never been used by anyone
else. There was a feeling that one was getting
full value for his money.
No store in the city where the family now lives
has been found that has this practice. There is
always a feeling that perhaps the record bought
may have been used for demonstrating purposes
or has been returned by someone else. There is
a slight lack of confidence and this is deterring
purchases.
What is of greater importance, however, is the
fact that no store seems to be especially inter-
ested in selling records to this family. Any store
that did show real interest along this line ought
to be able to sell several records every month to
this talking machine owner. The collection that
■ Many People Buy 9
9 Records From Several - :
9 Stores Because No j|
| Merchant Shows a De- B
9 sire forTheir Patronage
.:.
■ contains only a few dozen records would
soon grow to several hundreds.
This interest could be shown in an effective
manner by means of the following method: First,
the store would have to convince this customer
that all records sold were new and had never
been used for any purpose whatsoever. This
would have to be done in order to win the com-
plete confidence of the customer.
The next step would be the mailing of letters
to the family to call attention to special records.
If a little attention were given to the class of
records this family has been buying these let-
ters could bring to its attention the particular
kind of records in which it is most interested.
If this were done an appeal would be made to
some member of the family, and made in such a
forceful manner that it would not be possible to
resist the temptation to spend the amount neces-
sary to buy that record.
Should these letters point out the fact that the
lllllllllllllllllllllllllli
particular records were selling at a rapid rate,
and that a prompt purchase would be necessary
in order to make sure of getting the record de-
sired, then the purchase would be speeded up.
Still better, if it happens to be a store at which
the family has a charge account, and it was sug-
gested that the order be telephoned in at once,
many a sale would be made as soon as the letter
was read.
Assuming that it cost five cents a letter to pre-
pare and mail them, and a letter was mailed each
month, this would mean an expenditure of sixty
cents. Such an expenditure on well-prepared let-
ters would lead this family to increase its pur-
chases from $25 to $30 a year. It wouldn't seem
like an abnormally high expense to increase sales
in this way.
Of course, no such returns could be expected
from every family, but they could be expected
from this particular family. Even a letter once
in three months, or twice a year, would surely in-
crease the sales.
At the present time no one seems to be partic-
ularly interested in selling records to this par-
ticular machine owner. No member of the family
visits any record department of a talking machine
store often enough to be known there. Some-
how it seems as though the clerks were not
especially interested in making sales.
Not a clerk has offered to take down the
name and address in order to keep this purchaser
informed in regard to new records and other
records there may be in stock that will prove
especially interesting. No one has taken the
trouble to mail any special letters calling atten-
tion to any desirable records.
Yet six stores have been patronized. At least
one purchase has been made in each of them.
Every one of these stores has lost an opportunity
to increase sales.
The chances are that had this family bought its
machine from a mail order House which believes
in following up all its customers its present col-
lection of records would be larger, the machine
would be used more and more needles would have
to be bought. As it is, no one cares enough
about making sales to make an investment of
even twenty-five cents a year in special direct
appeals. That is why this family doesn't buy
more records. Many merchants are probably
losing profits in a like manner.
THE TALKING MACHINE'S HELPMATE
QUALITY
NYACCO ALBUMS are quality albums,
not only in workmanship and materials but
in their lasting qualities as well. The long
life of NYACCO ALBUMS has been made
possible through the proper selection of
the best material for each specific purpose
and through their being built by thoroughly
experienced workmen.
In spite of the high quality, NYACCO
prices are reasonable.
The Only Loose-Leaf Record
Album on the Market
Quotations and Prices on Request,
New York Album & Card Co., Inc.
NEW YORK
23-25 Lispenard St.
A. W. CHAMBERLAIN
New England Factory Representative
174 Tremont St.. Boston, Mass.
CHICAGO
415-417 S. Jefferson St.
May 15, 1922
THE TALKING MACHINE WORLD
Vict
or supremacy
is the supremacy
of performance
The commercial triumphs of the Victor
naturally follow its musical superiority,
This inevitable result is a consideration of
vital importance to every dealer in Victor
products.
Victor Wholesalers
Atlanta, Ga Elyea Talking Machine Co.
Phillips & Crew Piano Co.
Baltimore, Md Cohen & Hughes
E. F. Droop & Sons Co.
H. R. Eisenbrandt Sons, Inc.
Birmingham, Ala. . .Talking Machine Co.
Boston, Mass Oliver Ditson Co.
The Eastern Talking Machine
Co.
The M. Steinert & Sons Co.
Brooklyn, N. Y American Talking Mach. Co.
G. T. Williams Co., Inc.
Buffalo, N. Y Curtis N. Andrews
Buffalo Talking Machine Co.,
Inc.
Burlington, Vt American Phonograph Co.
Butte, Mont Orton Bros.
Chicago, 111 Lyon & Healy
The Rudolph Wurlitzer Co.
Chicago Talking Machine Co.
Cincinnati, O Ohio Talking Machine Co.
The Rudolph Wurlitzer Co.
Cleveland, O The Cleveland Talking Ma-
chine Co.
The Eclipse Musical Co.
Columbus, O The Perry B. Whitsit Co.
Dallas, Tex Sanger Bros.
Denver, Colo The Knight-Campbell Music
Co.
Des Moines, la Mickel Bros. Co.
Detroit, Mich Grinnell Bros.
Elmira, N. Y Elmira Arms Co.
El Paso, Tex W. G. Walz Co.
Honolulu, T. H....Bergstrom Music Co., Ltd.
Houston, Tex The Talking Machine Co. of
Texas
Indianapolis, Ind. . .Stewart Talking Machine Co.
Jacksonville, Fla..The French Nestor Co.
Kansas City, Mo.... J. W. Jenkins Sons Music
Co.
The Schmelzer Co.
Los Angeles, Cal. .. .Sherman, Clay & Co.
Memphis, Tens O. K. Houck Piano Co.
Milwaukee, Wis Badger Talking Machine Co.
Minneapolis, Minn. . lleckwith, O'Neill Co.
Mobile, Ala Wm. H. Reynalds
Newark, N. J Collings & Co.
New Haven, Conn.. .The Horton-Gallo-Creamer
Co.
New Orleans, La. ... Philip Werlein, Ltd.
New York, N. Y Blackman Talking Mach. Co.
Emanuel Blout.
C. Bruno & Son, Inc.
Charles H. Ditson & Co.
Knickerbocker Talking Ma-
chine Co., Inc.
Musical Instrument Sales Co.
New York Talking Mach. Co.
Ormes, Inc.
Silas E. Pearsall Co.
Oklahoma City,
Okla Oklahoma Talking Machine
Co.
Omaha, Nebr Ross P. Curtice Co.
Mickel Bros. Co.
Peoria, 111 Putnam-Page Co., Inc.
Philadelphia, Pa.... Louis Buehn Co., Inc.
C. J. Heppe & Son.
Penn Phonograph Co., Inc.
The Talking Machine Co.
H. A. Weymann & Son, Inc.
Pittsburgh, Pa W. F. Frederick Piano Co.
C. C. Mellor Co., Ltd.
Standard Talking Mach. Co.
Portland, Me Cressey & Allen, Inc.
Portland, Ore Sherman, Clay & Co.
Richmond, Ya The Corley Co., Inc.
Rochester, N. Y....E. J. Chapman Co.
Salt Lake City, U...The John Elliott Clark Co.
San Francisco, Cal. . Sherman, Clay & Co.
Seattle, Wash Sherman, Clay & Co.
Spokane, Wash Sherman, Clay & Co.
St. Louis, Mo Koerber-Brenner Music Co.
St. Paul, Minn W. J. Dyer & Bro.
Syracuse, N. Y W. D. Andrews Co.
Toledo, O The Toledo Talking Machine
Co.
Washington, D. C... Cohen & Hughes
E. F. Droop & Sons Co.
Rogers & Fischer
Victrola IV, $25
Oak
Victrola VIII, $50
Oak
Victrola No. 100, $150
Mahogany, oak or walnut
Victrola No. 130
$350
Victrola No. 130, electric, $415
Mahogany or oak
Victrola
HIS MASTER'S VOICE
REG U S PAT. OFF.
Important Look for these trade-marks. Under the lid. On the label.
Victor Talking Machine Company
Camden, New Jersey
6
THE TALKING MACHINE WORLD
May 15, 1922
IIIIIIIIIIIIIIIIIIIH^
j The First Principle of Scientific Talking
| Machine and Record Selling -
aiiiiiiiiiiiiiiiiiiiiiniiiiiiM
The selling of talking machines involves, as its
first consideration, in order of time, as well as of
importance, the clear realization that the object
of a sale is, fundamentally, to put the buyer in
possession of means for entertainment, pleasure,
interest, through the medium of reproduced music
in any of its forms.
The statement seems self-evident, but one learns
by experience that the self-evident is not always
the same as the self-acted-on. It does not in the
least follow that a man will straightway begin to
practice a certain series of actions merely be-
cause it has been demonstrated to him that the
practice will be useful, advantageous, or even
very pleasant. In the practice of salesmanship
there is no doubt whatever that the most impor-
tant single principle is the principle of prelim-
inary analysis, the practice, that is to say, of
splitting up into its component parts every propo-
sition which may be laid down, every proposal
which may be made, every case involving mer-
chandising problems which may present itself.
Unless this analysis is habitually carried on there
can be no such thing as systematic salesmanship.
It will be admitted, I think, that systematic sales-
manship, analytically directed to ends foreseen
and correctly envisaged, is a need of the talking
machine industry.
Unfortunately, however, it is one thing to be-
come convinced of this fact and quite another
thing to put it into practice. The human mind
dislikes intensely taking up new habits, because
to do so means to undertake a process which in
its beginning is always more or less irritating
and difficult. It is so much easier to cling to old
habits, of which the most powerful represent
always actions which have involved the least
mental activity in their production. That is one
reason why bad habits stick and why, for that
matter, most habits are more or less bad anyway.
Still, if we are going to attack systematic
scientific salesmanship for the talking machine
retail trade it is plain that we must begin by
making up our minds to the need of some new
mental habits, some new ways of thinking and
some new actions based on those thoughts. Let
us then assume, for the purposes of this article,
1 1 Mil:! :iLhl'lil'll:::LI:l i : M : i ; ; ! i ! . ' J : L i i:i ll !.! II Mi:,: !.l I . i ' I i I ! . i . I . I I.I i'!!M .1 i . i . I ! I M 1 1 ! 1 1 ai I U i I i 1 1 1 1 . 1 . 1 1 1 : 1 L 1 : 1 11 !
that we are ready to take up these little burdens
and then we can go on more easily.
The Principal Objective
I have said that the object of a talking machine
sale is to provide means for entertainment in
the home via reproduced music. The physical
form and cost of the machine itself do not con-
stitute the principal objective. The customer,
upon entering a talking machine store, or after
reading a talking machine advertisement, may be
expected to be in possession of certain concep-
tions, more or less definite, more or less well
argued out, more or less in accord with facts, but
all relating to the general idea, "talking ma-
ll
m The Prospective Buyer g
| Must be Made to Real- j
■ ize the Entertainment B
| and Pleasure Value of jj
( the Talking Machine (
chine" and "records." The nature of these con-
ceptions will depend upon a variety of consider-
ations which may be summarized somew'hat
roughly after this fashion:
(1) The idea that talking machines give nice
music.
(2) The idea that it is nice to have music at
home when you want it.
(3) The idea that a great many other people,
friends and acquaintances have talking machines.
(4) The idea that the children will like it.
(5) The idea that the prices do not appear to
be high, judging from what one hears through
the neighbors.
There may also be counter-ideas suggested by
advertising, by seeing some special machine in
somebody's possession, or by -the gossip of
friends. They may take the form (1) that a
A Machine Stock Register Book That
Will Make Money for Victor Dealers
Requires no book-keeping knowledge to keep it up-to-date. Tells
instantaneously what stock is on hand, what is "on order" and what
styles are selling best. Highly prized for more than a year past by
many Victor dealers. Now available for the entire Victor trade.
Costs little but is worth a lot.
IT TELLS YOU AT A GLANCE
Where Each Machine
Date Ordered.
Quantity.
Finish.
Balance Due.
From Whom Each Machine Was Received.
ALL ON FACING PAGES
Was Ordered
Serial Number.
Date Received.
Date Sold.
Name, etc., of Buyer.
Jobbers' Inquiries Invited. Dealers' Orders May Be Placed
Through Regular Victor Jobber or Direct to
CURTIS N. ANDREWS
Victor Wholesaler BUFFALO, N. Y.
:: :: By W. Braid White |
good deal of expense is connected with the
game, or that (2) records cost a great deal and
break easily.
A still further counter-idea is occasionally dis-
covered, namely, the idea that talking machine
music is "canned music" and therefore inar-
tistic. But persons who think thus will not come
into a store and will be discovered only by can-
vassers out prospect-hunting. We shall discuss
the treatment of their case at a later date.
Meanwhile, we dismiss them.
Now, the counter-ideas enumerated are not
likely to be strong enough to stand by themselves.
The casual visitor to a talking machine store is
safely to be regarded as in a receptive mood
almost always. What is needed is to forget the
physical facts involved, the kind, form, type, fea-
tures and price of the machine. All these must
be resolutely put aside, save by way of briefly
answering any questions put by the customer,
until the latter has become satisfied that the
desired musical entertainment may be had in
every imagined variety by a talking machine.
Convincing Demonstrations
That is to say, the object of the salesman must
be to effect a convincing demonstration. It
should not be a question of saying, "What sort of
a machine do you want?" For if one thing is
more certain than another, it is that there is no
defined sense of values in the mind of the ordinary
prospect. The ordinary prospect has no expert
knowledge, and if asked such a question would
probably ask to see something cheap. It is only
after the demonstration has been made that the
question can be raised as to the particular physi-
cal embodiment of this music-in-the-home idea
most likely to be suitable. What will be suitable
will in each individual case differ, according to the
many individual differences which exist among
the circumstances and tastes of different persons.
This effectuation of a convincing demonstra-
tion is not quite so simple a task as it may at
first seem to be. It involves (1) a tactful leading
away from the vague, crude idea "I-half-wish-I-
had-not-got-into-this" which the entering pros-
pect always entertains for some moments at least
after his entry. (2) Gentle introduction of the
prospect into the sort of atmosphere which sug-
gests the living-room at home. (3) Skillful ex-
traction from the prospect of pertinent informa-
tion about his musical tastes. (4) Satisfying that
taste by appropriate music. (5) Patient service
which allows the music and the spirit of the idea
to work into the personality of the prospect.
"Let Them Sell Themselves"
Then, and then only, when the prospect has
soaked up the atmosphere, and has brought him-
self by gradual stages to the right point of inter-
est and desire — then, and then only, the prospect
will take the next step by asking, "Well, now,
how much will it cost me to get all this?"
There is a wise saying attributed to some wise
salesmen in the player-piano game. It says
"Leave them alone and they will sell themselves."
If what I have said above has any meaning at
all, then the same wise saying is applicable to
the talking machine trade and should form one
of the principles of all systematic salesmanship.
And that this principle is so applicable there
cannot be the slightest doubt. In fact the talking
machine is to be sold only secondarily and inci-
dentally. That which is primarily and as a mat-
ter of principle, to be sold, is 'the music to which
the talking machine is the means. The art of
talking machine salesmanship is the art of selling
music. It involves, runs parallel with, and is
equal in importance to the sale of records.
The record and the machine go together
and neither should be separated from the other.
This, then, is the result of considering the
first principles of systematic salesmanship, sum-
marized in last month's Talking Machine World.
May 15, 1922
THE TALKING MACHINE WORLD
7
Victor supremacy is the
supremacy of performance
Victrola VI
$35
Mahogany or oak
Its evidence is all
around you. The un-
equaled group of famous
artists, the perfection of
the Victrola, the great
variety of instruments
and entertainment — and
the success of dealers in
Victor products every-
where.
1
Victrola IX
$75
Mahogany or oak
Victrola No. 80
$100
Mahogany, oak or walnut
4*
Victrola No. 120
$275
Victrola No. 120, electric, $337.50
Mahogany or oak
—
Victrola No. 240
$115
Mahogany or walnut
Victrola No. 260
$160
Mahogany or walnut
EflGR£93
Victrola No. 280
$200
Mahogany or walnut
Victrola
REG. U.S. PAT. OFF.
"HIS MASTERS VOICE"
Important : Look for these trade-marks. Under the lid. On the label.
Victor Talking Machine Company
Camden, New Jersey
8
THE TALKING MACHINE WORLD
May 15, 1922
^TALKING ^
(Beglstered In the U. S. Patent Office)
PUBLISHED BY EDWARD LYMAN BILL, Inc.
President and Treasurer, C. L. Bill, 373 Fourth Ave., New York; Vice-President,
.T. B. Spillane, 373 Fourth Ave., New York; Second Vice-President, Raymond Bill, 373
Fourth Ave., New York; Secretary, E. L. Bill; Assistant Treasurer, Wm. A. Low.
J. B. SPILLANE, Editor
RAY BILL, B. B. WILSON, BRAID WHITE, Associate Editors
L. M. ROBINSON, Advertising Manager
L. E. BOWERS, Circulation Manager
Trade Representatives: A. F. Carter, Wilson D. Bush, C. Chace, Edward Lyman
Bill, V. D. Walsh, E. B. Munch, C. R. Tighe, Scott Kingwill, A. J. Nicklin
Western Division: Republic Building. 209 So. State Street, Chicago, 111. Telephone,
„ Wabash 5242
Boston: John H. Wilson, 324 Washington Street
London, Eng., OfBoe: 2 Gresham Buildings, Basinghall St. W. Lionel Sturdy, Mgr.
The Talking Machine World has regular correspondents located in all of the principal
cities throughout America.
Published the 15th of every month at 373 Fourth Ave., New York.
SUBSCRIPTION (including postage): United States, Mexico, $2.00 per year; Canada.
$3.00; all other countries, $4.00. Single copies, 25 cents.
ADVERTISEMENTS: $5.50 per inch, single column, per insertion. On quarterly
or yearly contracts a special discount is allowed. Advertising pages, $150.00.
REMITTANCES should be made payable to Edward Lyman Bill, Inc., by check or
Post Office Money Order.
t^" NOTICE TO ADVERTISERS— Advertising copy should reach
this office before the first of each month. By following this rule
clients will greatly facilitate work at the publication headquarters.
Long Distance Telephones — Numbers 5982-5983 Madison Sq.
Cable Address: "Elbill," New York.
NEW YORK, MAY 15, 1922
STUDY OF TRADE CONDITIONS NECESSARY
FOR some months past the talking machine trade, at least that
portion established on a permanent basis, has been faced with
the problem of doing a legitimate business and maintaining list prices
in the face of hundreds of sales of machines of various kinds offered
at low prices to effect the liquidation of stocks. The problem has
been a serious one, but, so far as present indications point, it is
rapidly coming to an end as the excess stocks are being absorbed and
the public again is turning to machines of known standards. On top
of the liquidation problem, however, has come that of meeting the
terms offered by numbers of dealers who insist upon resorting to
the price appeal whenever the demand slows down a bit.
For some time past the newspapers have been full of advertise-
ments offering machines of well-known makes, not at cut prices, but
on terms ranging from nothing to $5.00 down on instruments re-
tailing at $100 upwards. It is a question of just how far this
practice can continue without threatening permanent injury to the
industry. There is no question but that a certain amount of business
can be brought in by a direct appeal of terms, for the fact that the
individual can purchase a valuable talking machine and spread the
payments over several months means much more sales than though
all cash were asked for it.
There should be a limit, however, to the low level to which
terms may be allowed to fall. The public generally realizes to-day
that it is impossible to obtain something for nothing, and the offer of
a valuable piece of property such as a talking machine selling for
$100 to $150, for instance, for nothing down and payments to begin
a month hence, is not likely to promote public confidence. Of
course, the talking machine dealer has the advantage of being able
to demand that the customer purchase a definite quantity of records
for cash before obtaining the machine, but the point is that the
machine itself is given free for a specified period. If terms must
be advertised, and in certain instances it may be a wise move, let
them be sufficiently high to represent a fair proportion of the sale
price.
It is generally conceded by those specializing in instalment sales
that the charge of the first payment should be from 20 to 25 per cent
of the purchase price. If talking machine dealers would even cut
that figure and demand 10 per cent it would at least be giving the
public the impression that while their attitude was one of generosity
they still had in mind the real value of the product they were selling.
It is quite certain that an individual who cannot pay from ten
to twenty dollars down on a good talking machine is certainly going
to be a bad credit risk if he is able to secure the same machine for
nothing down. It is also significant that those who insist upon
proper terms are doing their share of business even in the face of
discouraging conditions. In the matter of terms the talking machine
men might take warning from the piano dealers, and not do likewise.
| DEPARTMENTAL CO-OPERATION HELPFUL
MANY retailers of talking machines who operate talking machine
departments in conjunction with departments handling other
products, while realizing that the talking machine line must be
handled as a distinct proposition, have also come to realize that sales
resistance will be overcome to a material degree by promoting the
spirit of co-operation between the various departments of the store
in order that one may profit to some degree through the publicity of
the other.
The sales argument of the department store manager is not so
much that the public likes to shop and do as much of its buying as
possible under one roof, but rather that coming into the store to pur-
chase some definite thing the customer must of necessity pass through
.various departments handling different lines of goods and is quite
likely to stop and make additional purchases not contemplated in the
first instance.
It has been found in department stores that by a little tactful
work the buyer of dress goods can be interested in some other line —
possibly talking machines. It is, therefore, much more likely in a
general store that the purchaser of a piano or some band or on *:estra
instrument, having once become acquainted with the store, k most
easily induced to visit and patronize the talking machine department.
Inter-department co-operation simply means the capitalizing of
an acquaintanceship that has been built up probably at considerable
expense, time and effort, but if that acquaintanceship is confined to
a single department it proves an expensive proposition. If, on the
contrary, it can be made to bring business to several related or un-
related departments the development cost of each individual sale is
reduced materially.
It does not pay for any department manager to remain aloof
with the idea that he can paddle his own canoe without worrying
about the other departments of the store. Perhaps he can, but a
little real co-operation is going to make the paddling easier for all
hands.
| GREAT PROGRAM FOR COMING CONVENTIONS
IT is likely that members of the talking machine trade will play a
prominent part in the program at the annual conventions of the
Music Industries Chamber of Commerce, the National Association
of Music Industries and allied associations, which will be held at
the Hotel Commodore, New York, during the week of June 5. As
a matter of fact, several features of the program of the Merchants'
Association will be contributed by the talking machine men them-
selves and will be directly applicable to that division of the music
industry and at least one big feature of the entertainment program—
a gala concert at Carnegie Hall on the evening of June 6 — will be
provided by a talking machine company.
Various music trade associations, particularly the National
Association of Music Merchants, have for several years been making
strong efforts to interest and secure the active support of the talking
machine men in the conduct of their association affairs, but the
response to date, for one reason or another, has been rather dis-
appointing. There is reason to believe, however, that the co-opera-
tion of the talking machine interests with the other divisions of the
industry on a proper basis would work out to the advantage of all
concerned. The interests of the various divisions are so closely
interlocking at many points, particularly in the matter of distribution
at retail, that the problems of one division are properly the problems
of all.
PUTTING PERSONALITY INTO SALESMANSHIP
AMOVE on the part of many members of the talking machine
trade that is worthy of particular commendation is that of
bringing into their stores and recital halls prominent record artists
of recognized standing that they may sing before the dealers and give
to those who sell their records the benefits of personal contact and
May 15, 1922
THE TALKING MACHINE WORLD
9
acquaintanceship. Chas. H. Ditson & Co., Victor wholesalers in
New York, for instance, have been conducting a weekly series of
recitals at each of which some prominent Victor record artist appears
and sings recorded and unrecorded numbers for the benefit of a
goodly number of dealers who attend by invitation. In other
cities of the country dealers in various lines have followed out the
same idea, although perhaps not so systematically, and in every in-
stance the appearance of the artists has resulted directly and imme-
diately in an increased demand for his or her records. It simply
follows out the idea of putting personality into salesmanship, for it is
but natural that the retailer and his salesmen will show more interest
in exploiting and selling records made by some one whom he knows
personally than he will in simply disposing of records made by those
who, so far as he is concerned, represent only names.
During the course of the musical season there is hardly a section
of the country that is not visited by at least several grand opera and
concert stars who have made records for one or another of the
various companies and, if properly approached, the majority of these
artists are only too willing to appear ■ in some central hall or salon
and sing a few numbers for the benefit of a group of dealers. The
average artist is proud of his records and is anxious to see that they
sell readily and in goodly numbers, for that reflects credit upon him.
He realizes also that when he gives a private recital for a group of
dealers he is simply increasing his own popularity and stimulating
sales. The opportunity is present and should be capitalized.
releases are not sufficiently frequent to become commonplace, they
serve the same purpose as monthly bulletins in impressing the record-
buying public with the fact that there is something new for them to
listen to and purchase.
INCREASED HOME BUILDING HELPS TRADE
SPECIAL RECORD RELEASES HELP SALES
AMONG the factors that have served to stimulate record sales
at a time when they have most urgently needed stimulation
have been the special record releases by practically all the leading
companies, and the great majority of retailers are enthusiastic over
the practice.
Under the old system a full month elapsed between new record
releases and, after the interest in the current list had worn off, it
meant a week or two in dragging and strong selling effort before
the new supplement appeared to bring machine owners again into
the stores. The special record releases — generally well-selected num-
bers, although comparatively few in number — nevertheless served to
fit into this quiet gap very acceptably, and to provide a sufficient
revival of public interest to keep things moving until the next full
list is ready.
There always has been and always will be a certain steady
volume of trade throughout the month on standard and semi-standard
numbers — a trade which many dealers have managed to cultivate
to a very substantial point — but there is no denying the fact that the
popular types of records, particularly of dance music, still make up
the great bulk of sales, and the class of people who favor such records
for the most part buy them as soon as they are released and then
wait impatiently for the next month's batch. Special releases serve
to keep these people in line and interested. So long as these special
THE movement started in many States and towns, throughout the
country, including New York, for the purpose of encouraging
home building on a large scale, so as to relieve the housing shortage
which has existed so acutely for several years past, is deserving of
the support of talking machine merchants particularly, and business
men generally, for any material increase in the number of homes in
the country means that just so many more families have been placed
in a position where they not only can buy home furnishings and the
things that give pleasure, but they will have a place to put them.
To-day there are thousands of prospective buyers of talking machines
and other musical instruments who are dividing homes with other
families, living in furnished rooms, or in small apartments where
there is no room for placing even a diminutive musical instrument.
The legislature of the State of New York during the session just
closed gave quite a stimulus to housing projects through the passage
of ameliorative laws, while other states and cities are also encour-
aging building on a big scale. It must be borne in mind that each
house or full-sized apartment building occupied means in most cases
a place in which to put a talking machine or some other musical
instrument; hence in supporting such projects talking machine mer-
chants are assisting in a most practical wray in opening a new and
proper field for their products — they are aiding not only in a matter
of getting business but in supplying an essential need for comfort
and enjoyment of our people.
SELLING THE HIGH PRICED RECORDS
WE sometimes wonder whether a real, earnest effort is made by
talking maehine dealers to feature in an effective manner the
better class of records. The rank and file of the retail trade to-day
has concentrated very largely on the popular "hits" of the day, in-
cluding all the popular dance numbers. This is commendable sales-
manship, but we have noticed that those dealers who are placing
special emphasis on the records by our noted singers, violinis.s, and
pianists are being rewarded by a volume and class of trade that is
bound to enhance the prestige of their stores as well as place a good
profit on the right side of the ledger.
It should be the duty of salesmen, even in stores where popular
records are largely in demand, to call attention to the records of the
leading artists, because in this way they are educating the public to
a knowledge of the fact that the world's most noted musicians are
not only to be found represented in record catalogs but that they
consider the talking machine a most admirable and satisfying medium
for bringing their talents to the attention of the musically inclined
people of the nation.
RES. U.S. PAT OFF
TELEPHONE NUMBERS
FITZROY 3271—3272—3273
FOUNDED ON EXPERIENCE
The efficient Ormes Victor distributing organization is not
an overnight development. It is the result of years of practical
experience and intensive effort in the proper distribution and
merchandising of Victor products. Ormes, therefore, is
splendidly equipped to render valuable assistance to Victor
retailers in the profitable development of their business.
Ormes Service is Worth a Trial.
ORMES, Inc.
Wholesale Exclusively
15 West 37th Street
New York
10
THE TALKING MACHINE WORLD
May 15, 1922
pilllllllllllllllllIIIIIIIIIIIIB
I Analyzing the Possibilities of the Radio for |
the Talking Machine Dealer
By Kenyon W. Mix |
Director, Lyradion Sale3 & Eng. Co. =
iiiiiiniiiiiiiiiiiiiiiiiiiim
Is there any basis for the somewhat prevail-
ing opinion among talking machine and music
dealers that radio is going to either put them
out of business or going to cut heavily into their
profits? I am asked this question very frequently
of late and I always answer it with a very
emphatic "No!" I make this statement without
a single reservation because I am convinced
of the soundness and reliability of the analysis
upon which we are basing our production and
sales.
As a matter of fact, we are of the opinion that
radio presents to music dealers the greatest op-
portunity for added profits they have ever had.
Some people express the opinion that radio is
merely a fad. This is not true, but what is true
is that radio is passing through a faddish stage
on its way to stability. You will remember if
you will let your mind go back a decade or so
ago that the telephone, automobile and phono-
graph passed through a similar stage before both
the producer and consumer brought about definite
and standardized practice in design and utility.
The time is coming, and it is coming quickly,
too, when radio is going to be as much of a
necessity as the telephone or the automobile.
Every requirement in the appearance and opera-
tion of both the automobile and phonograph has
been due to the influence of the woman of the
house. She has — for the novelty of the thing —
been content to have a radio receiving set in-
stalled in her home, if it did turn one room
into a miniature and untidy machine shop, but
now that the novelty is wearing off she wants
radio in somewhere where it will be properly
housed in cabinet form and which will har-
monize with the other surroundings of her home.
Illlllllllllllllllllllllllll
We are absolutely convinced that a demand of
this nature does exist and that such a demand
is going to be emphasized in the very near
future.
You may ask just what bearing this has on a
connection between radio and the music dealer —
it has a great deal. Under present conditions
radio has reached the state where it is practical
and utilitarian and it has reached that stage
primarily by virtue of the efforts of those who
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiinie
an instrument of entertainment, a large portion of
which consists of musical broadcasts, it is really
a musical merchandising proposition belonging to
the talking machine and music dealer.
As manufacturers of phonographs and radio-
phonographs we recognize this fact.
Radio is not going to supplant the phonograph,
the piano or the player-piano, but it will serve
to enhance all of these. Under any possible set
of circumstances the person who owns a radio
Broadcast from
Detroit News
Station for
May, 1922
SELECTION
PRESERVE THE RADIO PROGRAM IN YOUR HOME
Records
Victor Colombia Brunswick CHteh Edison Aeolian
Playei Rolls
Q.R. S. Amnlco Duo-Art
Publisher
Plan of Helping the
are electrically inclined and by virtue of the fact
that radio receiving sets have been sold up to
the present time by electrical dealers. The aver-
age electric shop is not, and I do not think any-
one will deny this, under the direction or
ownership of men who are really capable of
handling the radio proposition with modern re-
finements, such as I have in mind. A radio is
not an electrical shop or a specialty shop proposi-
tion. As long as a radio receiving set is essentially
SEND FOR YOUR SAMPLE TO-DAY
This
is the
New
Design
c
0 C*'
V
>
275.
Mr. Victor Retailer —
Would you spend 15c to bring a customer into your store
and keep your name constantly before a Victrola owner?
We'll say you will! That is why we will send you a free
sample on request of our Advertising Sales-Building-Record
YOUR ad inserted without extra charge.
KNICKERBOCKER TALKING MACHINE CO.
Victor Wholesalers
138 West 124th St. New York City
Dealer Make Sales
receiving set has no choice of a program, but
must take what is sent, when it is sent; on the
other hand, popular music broadcasted by radio
may make a marked appeal to the owner of the
radio set, and it is altogether likely that he will
want to make permanent on his phonograph, his
piano or player-piano the selection which pleases
his fancy. Realizing that this is true, we have
been advocating a plan which is accepted by
various newspapers and one which renders a real
service to the readers of the newspaper, and un-
questionably renders a tremendous service to the
music dealer. Under this plan, which is sim-
plicity itself, the newspapers who are already
devoting a great deal of space to radio give this
added space. The definite broadcasts sent out by
the various stations are listed; in the next six
columns are listed the various makes of phono-
graph records, and then the player rolls are
listed, then the various publishers are listed. As
for example, the Detroit News broadcasting sta-
tion on a certain day broadcasts "Hurry Back
Home" and this selection appeals to those who
hear it and they wish to make it permanent in
their home; they will find that the same selection
is offered by the various record companies and
piano rolls and the sheet music by different pub-
lishers. Definite and concrete tie-up is thus made
which cannot but act favorably upon the news-
papers, the readers and the music dealers. Radio
is being made and housed in period cabinets simi-
lar to the various phonograph period cabinets
which are extremely pleasing to the eye, and
the only ones actually in a position to sell such
sets to the public are music dealers by virtue of
their long years of experience in similar lines.
A radio if properly installed is not a com-
plicated affair from the standpoint of service — at
least, there is no more service connected with
it than there is to the phonograph or a player-
piano and what small amount of service there is
can be handled just as easily and efficiently by
the music dealer.
We believe in all sincerity that the talking
machine and music dealer is the logical man to
sell radio equipment, provided such equipment is
properly housed in a cabinet which will fit in
with the surroundings of any home of refinement
and good taste. There is to-day a strong demand
for radio equipment — we have convinced our-
selves that there is a stronger demand for radio
receiving sets which can go into any home and
occupy a small space and which will be an orna-
ment to that home. We believe it is up to deal-
ers to capitalize this fact.
May 15. 1922
THE TALKING MACHINE WORLD
11
Hit a "Home Run" With Peerless Albums
A "Go Getter"
Sales Plan
Vacation days are
coming — schools will
be closed.
How many responsi-
ble boys are there in
your neighborhood
who would welcome
the opportunity to
make a little vacation
money right now?
Call eight or ten of
them in. Give each
an album filled with
twelve of the latest
records. Send them
out among their
friends to demonstrate
and sell the records
and the albums. A
small commission to
the boys will bring you
some mighty good and
profitable business.
Now is the time to
start — some of the
best boy salesmen
might wish to work
for you all summer.
Peerless enjoys an enviable repu-
tation, established over a period
of long and faithful service, and
stands behind every album sold.
If there were a hundred album
manufacturers in America,
Peerless would be the foremost,
because:
1 — Quality, the first consideration,
is evidenced in every Peerless
product; which is represented by
better workmanship and choice
material.
— Price, the next consideration,
is always the minimum with
Peerless, due to modern manufac-
turing methods. Quality consid-
ered, Peerless prices are right.
O — Of paramount importance to
the Peerless organization is a
helpful co-operation with every
branch of the industry — particularly
the requirements of the individual
dealer.
Peerless albums are covered
and bound with Interlaken
cloth
Originators of No. 80 album
equipment, as well as the
album sets for all flat shelf
phonographs which we sup-
ply with Peerless Big Ten.
the Album
store — write for one
A — Our interest extends
■ beyond the mere sup-
plying of the best album at
the lowest possible price.
We try to suggest means of
selling them. Here is a
sign which will help the sale
of Peerless Albums in your
or more if you need them.
Note: Three years ago, when Peerless began to serve the trade in a
big way, we said, "An empty album is an invitation to the purchaser to
fill it with records." Will our friends now be kind enough to write us
their opinion of our new slogan, "Albums sell records"?
PEERLESS ALBUM COMPANY
WALTER S. GRAY
San Francisco
942 Market St.
PHIL. RAVIS, President
636-638 BROADWAY
NEW YORK
L. W. HOUGH
Boston
26 Sudbury St.
EL
-3
12
THE TALKING MACHINE WORLD
May 15, 1922
liiiiiiiiin^
Compiling an Authoritative
by Thoroughly Canvassing
Prospect List
the Territory
^lllllllll!llllllllll!lll!lllllllllllllllllllllllll!l!lll!lllllllllllllllllllllllllll»
How many retail music merchants have any
approximate idea of the number of homes in
their territories equipped with a musical instru-
ment of one sort or another, or of the number of
homes that, lacking any kind of musical instru-
ment, may be legitimately regarded as being
worthy of a place on the prospect list? Judging
from experience, the number of retailers so in-
formed, or who have available approximate fig-
ures upon which to base any sort of a fair cal-
culation, are few in comparison to those who
are uninformed.
For a number of years there has been much
discussion in the trade regarding the advisa-
bility of carrying on a general canvass of the
country to ascertain the proportion of homes
musically equipped, but it was considered that the
venture was too ambitious and would probably
prove too expensive to warrant going into.
What has been advised, and to some degree
considered, however, has been the possibility of
retailers making surveys of their own immediate
territories to eliminate guesswork as far as
possible from their selling plans. What sta-
tistics have been gathered regarding musical in-
struments in homes have been gathered largely
by interests outside the trade and for reasons
other than that of the direct sale of musical
instruments. Not long ago a farm publication
made a survey of its subscription list and brought
forth some interesting information regarding the
number and types of musical instruments in the
homes of the rural population.
The biggest thing in this line, however, has
been done by the Milwaukee Journal, which a few
months ago made a thorough canvass of homes
in Milwaukee and vicinity to ascertain how thev
were supplied with musical instruments, and
which compiled a report covering 10,000 homes
where the questionnaire offered by the newspaper
was answered in full. The results of the sur-
vey, for which the newspaper deserves full credit,
indicated that of the 10,000 homes 7,236 or 72.4
per cent were homes with children, which fact
H A General Canvass of J
| Homes to Determine ■
M Those Equipped With m
| Music Will Yield §
U Valuable Information B
proved very significant in its effect upon the
musical instrument equipment.
Of the 10,000 homes, also, 7,942 or 79.4 per
cent had some kind of musical instrument. Of
homes in which there were boys only 80.47 per
cent had some musical instrument, and where
there were girls 85.77 per cent had some musical
instrument, while of the homes without children
69.2 per cent had some sort of musical instru-
ment.
A general survey of the 105.000 families in
Milwaukee indicated that 45.91 per cent have
pianos, 42.43 per cent have phonographs, 6.96 per
llll!lll!l!lll!llillllllllllllllllll!llllllll!l!lillllllllllilll!li!lllllllll!lllllll
cent have violins, 4.23 per cent have player-
pianos, and .14 per cent have pipe organs, while
the balance have a miscellaneous assortment of
instruments. These percentages are particular-
ly interesting in that they show a condition that
existed with the beginning of the present year.
Judging from limited surveys that have been
made in other sections of the country and by
various agencies, Milwaukee may be said to be
particularly well-supplied in the matter of musical
instruments and to be possessed of a citizenry
that is in itself distinctly musical. Figuring
the proportion of sales to the country's popu-
lation it would seem that the percentages in
Milwaukee are high, but the very interesting
showing made there should serve to encourage
music trade interests in other localities to seek
similar information for their own guidance, in
cases where no outside agencies can be relied
upon to undertake the task. If a newspaper with
many fields to draw upon for advertising finds it
worth while to spend some thousands of dollars
in making a careful survey of a single city in
order to find a basis for fresh advertising argu-
ments, how much more important is it for the
manufacturers, and particularly the sellers, of
musical instruments to gather such information
for their own use?
It is certain, however, that in most localities
such a survey, even though not as extensive as
that carried on by the Milwaukee Journal, will
serve to prove to retailers that there is still a
tremendous field available for musical instru-
ment sales. Having once been convinced of that
fact, the retailers can concentrate their efforts on
consideration of ways and means for reaching that
field.
Main Wholesale Depot:
741 Mission Street, San Francisco
Branch Wholesale Depots:
10th and Santee Sts., Los Angeles, California
N.W. Corner 13th and Glison Streets
Portland, Oregon
Oceanic Bldg., Cor. University and Post Sts.
Seattle, Washington
330 W. Sprague Ave., Spokane, Washington
Victor Victrolas— Victor Records— Victor Accessories
Sherman Bay & Go.
Pacific Coast Distributors
Five Wholesale Depots for Your Convenience
May 15, 1922
THE TALKING MACHINE WORLD
13
Beauty of Design
Rare Tone Quality
Fine Cabinet Work
William and Mary
Console
A handsome new model
furnished in mahogany or
butt walnut with black in-
lay, Standard Jewett con-
struction, height 34^4
inches, width 32^ inches,
depth 20 inches.
List Price $185
{ I >«:-, f-i ■ '. 1 x * ■
wM
—
Where Can You Find Another Line that
Combines These Three at a Popular Price?
There may be other lines of
phonographs besides the Jewett that
can boast beauty of design —
There may be others that in your
opinion have the tone quality a high
grade phonograph should possess —
And you can possibly point out
other lines that are splendid
specimens of cabinetwork —
But not until the Jewett was
offered to the trade was it possible to
find these three essential qualities in
any one line at a popular price.
We ask you to hear the Jewett in
your own store — to compare it point
by point with any line you choose.
See if you do not agree that it is
equal or superior in design, tone
quality or workmanship to any
instrument you have ever seen or
heard.
Then see if you can match Jewett
values with any line of similar
quality on the market.
JEWETT PHONOGRAPH COMPANY
GENERAL SALES OFFICES: 9th FLOOR PENOBSCOT BUILDING, DETROIT
Jewett
J? Jrl o n
©
14
THE TALKING MACHINE WORLD
May 15, 1922
OPENS FINE NEW VICTRQLA SHOP
Unique Features of M. Goldsmith & Son Store
Make It One of the Finest Victor Establish-
ments in the Metropolitan District
The formal opening of the new Victor shop
of M. Goldsmith & Son, 1493 First avenue, New
York City, recently, marked the addition of one
of the finest talking machine stores to the music
establishments in the metropolitan district. The
new store, while not large in comparison to
many other music houses in the city, ranks
with the best in attractiveness and completeness
of appointments.
The record demonstration booths and interior
decorations, which were installed by the Broad-
man Construction Co., of New York, are unique
in several respects. The booths, ten in number,
have been so arranged that advantage is taken
of every available space. They are constructed
of carved walnut and paneling of the same mate-
rial has been used on the walls. In each booth
there is an electric button, which the customer
pushes when the service of a salesman is de-
sired. In the rear of the establishment, in plain
view of all who enter the store, is a show case
built flush with the wall, in which will be dis-
played a single talking machine. This case is
illuminated by electricity at all times, making
the display stand out distinctly. On the main
floor there are record racks with a 10,000-disc
capacity and in the basement record shelves
have been constructed to hold a 15,000-record
surplus stock.
During the opening, which was attended by
many people, handsome souvenirs were distrib-
uted. These included 10 and 12-inch record
albums, with the firm name on the cover, rec-
ord brushes, mirrors, on the back of which was
reproduced a likeness of the Eight Famous Ar-
tists, and Victor dogs. During the day a concert
was staged and members of the trade were
served with refreshments. The store will be
under the management of Morris Goldsmith, Jr.
In the evening the crowd became so great that
the services of the police were necessary to pre-
serve order. Chas. Harrison, William Robyn, Chas.
Hart and Elliot Shaw, Victor artists, entertained
with some of their most popular songs and auto-
graphed a number of records for eager pur-
chasers. Further music was furnished by an
orchestra hired for the occasion. Messrs. King
and Shilkret, of the Victor Co. forces, were pres-
ent and helped to make the event a success. Later
in the evening the company served a buffet sup-
per to more than fifty guests. J. N. Blackman, of
the Blackman Talking Machine Co., delivered an
address on modern tendencies in merchandis-
ing. The interest manifested by the entire trade
in the event was attested by the many tele-
grams of congratulation and floral tributes re-
ceived by the proprietors.
WELKER JOINS MICKEL STAFF
PHONOVA HONS CO. CHARTERED
A charter of incorporation was recently granted
to the Phonovations Co., of New York City, with
a capital stock of $10,000. Incorporators are:
C. Peck, I. Albert and A. J. Messing.
Cash in on the Wireless Demand
Our specially equipped Cabinets, with horn and all apparatus
out of the way, sell themselves. Also in stock as complete
Phonographs or Cabinets for assemblers. Write for Prices
Seaburg Mfg.Co.
Jamestown, N. Y
No.250T,List Price $195.00
Usual discounts to dealers
48"x28"x31" high. Finished all
around
Genuine Mahogany, Walnut or Oak
Well-known Victor Man Head of Mickel Credit
Department at Des Moines — Prominent in
Western Talking Machine Trade Circles
Des Moines, Ia., May 7.— W. 0. Welker, one of
the most popular men in the Victor trade in the
Middle West, has joined the forces of Mickel
Bros., of this city, Victor wholesaler, and will
have charge of the credit department. Mr.
W. O. Welker
Welker, who has had considerable experience in
Victor retailing and wholesaling, has an exten-
sive acquaintance among Iowa dealers.
When he first entered the talking machine in-
dustry Mr. Welker was associated with Case
& West, of this city, who at that time were
Victor wholesalers, and upon their retirement
from the wholesale field he spent several seasons
representing the Putnam-Page Co., of Peoria,
111., in eastern Iowa. For the past four years
Mr. Welker has been purchasing agent for the
city of Des Moines, and he brings to his new
post a wealth of practical experience that will
be used to advantage by Mickel dealers.
DERIVATION OF THE WORD RADIO
Few persons, even among the experts, know
the derivation of the word "radio" as distin-
guished from the older generic term "wireless."
Of course, radio is wireless in a sense, but the
latter applies to so many other forms of free
communication that it was found necessary to
seek a new word that would express more ex-
actly the peculiar activity of the broadcasting sta-
tions as we know them to-day.
Radio applies specifically to electric communi-
cation by means of ether waves. There are many
other forms. Electric discharges may be con-
ducted through water or the earth. They may
be conducted through light waves, just as ether
waves are employed for a similar purpose. Even
induction between wires strung short distances
apart has been used by telegraph companies. Tel-
egraphic communication has been established be-
tween free-moving trains and the telegraph wires
strung along the sides of the road by the simple
expedient of laying metal sheets on the roofs of
the cars. And successful experiments have been
conducted between balloons equipped with a cov-
ering of tinfoil. All these may be called by the
name of wireless. So may radio, but it is a thing
apart.
GRANBY OFFICES NOW IN NORFOLK
The Biggest Value on~the Market. A Trial Order Will Convince
Norfolk, Va., May 4. — The general sales offices
of the Granby Phonograph Corp., of this city,
which were located for a short period at 21
West street, Boston, Mass., are now housed
with the executive offices of the company in this
city. It has been found more advantageous to
have the' sales offices located in close proximity
to the production and executive headquarters.
Edward F. Carson, assistant general manager of
the company, who was in charge of the offices
in Boston, returns to Norfolk.
May 15, 1922
THE TALKING MACHINE WORLD
15
iiiiiiiiiiiiiiiiDiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiiim
J The Merchant Who Secures Even Distribu- 1
I tion of Business Can Render Better Service I
Most talking machine establishments are busiest
during certain periods of the day and at others
there is an absolute dearth of business. The
average merchant tries hard to give the best pos-
sible service, realizing, of course, 'that upon this,
to a great extent, does the reputation of his
establishment depend. No matter how much ef-
fort is expended by the merchant, if his store is
crowded with customers during the peak hours
of the day some of them are bound to wait be-
fore they can obtain the services of the clerks.
This naturally results in a certain amount of
ill feeling on the part of customers who are com-
pelled to await their turn, and there are some
people who will visit other stores in the future
with the hope that their demands can be satisfied
with more speed, and where this occurs the
dealer will, in all probability, lose a customer.
There are two methods of overcoming this
condition. One is to provide some plan so that
the arrival of customers will be more evenly
distributed during the day and the second is to
provide some means to ease the waiting period.
In any event it should be impressed upon the
minds of the clerks that customers should be
waited on in their proper turn. If a customer
enters a store and finds two or three persons
there before her and more follow her in she
does not expect to be waited on last. Where this
occurs it is pretty certain that the customer dis-
criminated against will take her trade elsewhere,
and with good reason.
In most talking machine establishments the
morning hours are the quietest and in the after-
noon the rush hours occur. Therefore, the dealer
should make an effort to get some of his cus-
tomers to do their record shopping in the morn-
ing.
There are several ways of doing this, and they
all require most careful handling to eliminate the
possibility of offending customers. A simple
method is to try, wherever possible, to impress
on the customer's mind, by personal conversa-
tion, the fact that in the morning hours your
store is not so crowded and, consequently, bet-
Ill!
( The Dealer Can Avoid (
g Rush Hours by Edu- (
U eating the Customers to |
U Do Their Buying Dur- (
■ ing Different Hours [
ter service can be rendered and more time can
be given to record demonstrations.
The dealer might also enclose a personal letter
to the customer with the monthly supplement,
diplomatically urging that record shopping be
done in the morning. Of course, these letters
must not be too strong or insistent. The printed
word is often crude and sometimes conveys an
entirely different meaning to the reader than the
same message in a personal chat.
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIHIIIIIIIIIIIIIIIIIIIII^
One dealer is doing a large morning business
through the medium of morning concerts. A
note of invitation is sent to a selected list of
customers and the records to be played are
listed. The recipients of the invitations are
carefully selected through data on file in the
office of the store. For example: On the card
bearing the name of each customer there is a
notation concerning the particular quality of
music preferred by that person. If the dealer
arranges a Red Seal record concert he takes
care to send invitations only to those customers
who have evinced a liking for that class of
music. It is obvious that a person who is fond
of jazz and does not care for the better music
will not make any particular effort to attend a
concert of this sort. On the other hand, this
dealer finds that classical record enthusiasts do
make an effort to attend the concerts, which are
well patronized. The plan has been instrumental
in selling a considerable number of records dur-
ing those hours when business is dull in most
establishments, and the thinning of the ranks of
afternoon shoppers has enabled the salesmen to
devote more time to each customer, greatly in-
creasing the efficiency of the house and promot-
ing good will of patrons.
SHORE MUSIC SHOP IN NEW HOME
The Shore Music Shop, formerly located at
Tennessee and Pacific avenues, Atlantic City,
N. J., is now in its handsome new establishment
at 924 Pacific avenue. A complete line of Vic-
trolas, Starr phonographs and Victor and Gen-
nett records is handled in addition to pianos.
3"
On the Trail of Your Wants!
MAY
There is no MAY in our organization.
Pearsall Service means MUST.
You want it — We've got to find it.
Ask any Pearsall Dealer — He'll tell you
"Desire to Serve Plus Ability"
10 EAST 39th ST.
NEW YORK CITY
SILAS E. PEARSALL COMPANY
liiiiiiiiiiiiiii
I 11 Nil
16
THE TALKING MACHINE WORLD
May 15, 1922
Announcing the
Columbia
Illustration above shows how compact, attrac-
tive, and easy to carry is the New Portable
Grafonola. Weighing only 22'i pounds, it is
no heavier than an ordinary hand-bag.
The New Port-
able Grafonola
open and ready
for playing.
HERE'S big news for every Columbia Dealer !
The New Portable Columbia Grafonola —
the instrument you have been waiting for — is
now on the market. The improved, compact,
handsome Portable Grafonola embodies the iden-
tical method of sound reproduction found in the
large, cabinetted Columbia Grafonola, and this
feature now places all other portables on the
defensive.
Believing that it is wrong to subordinate the
reproducing qualities of a portable phonograph
for the sake of compactness, we have produced
a highly scientific instrument with all the best
reproduction features of the cabinet model
Grafonola, and yet an instrument that can be
carried as easily as a hand-bag.
Think of what a wonderful selling proposition
this Portable Grafonola offers you for summer
business !
Just the thing for vacation use, for week-end
trips, for summer bungalows, picnics, lawn par-
ties, day trips, porch dancing, beach parties, to
take aboard the motor boat, automobile or
canoe — in fact, it will be found indispensable to
all who like to take music with them wherever
they go.
Being covered with heavy, durable, black
Fabrikoid, reinforced at the corners, this new
Portable Grafonola is a light-weight, handsome
piece of luggage which no one will object to
carrying and which will withstand all sorts of
hard wear.
From every standpoint of beauty, utility,
quality, and volume of reproduction and service-
ability the New Portable Grafonola is beyond
doubt superior in every respect to anything
of its kind on the market, and as a musical
instrument is something on which you can
go the limit in pushing, knowing full well that
it will give complete satisfaction.
May IS, 1922
THE TALKING MACHINE WORLD
*
17
new Portable
Grafonola
Look at these
improved features
A — Two pivoted tone-control leaves at the mouth
of the amplifying chamber permit modifying the
volume of tone as desired.
B — The cover encloses the scientifically shaped am-
plifying chamber (or horn) which permits the
full and natural development of the sound-waves
(as in the big cabinet Grafonolas) from the neck
of the tone-arm to the mouth of the horn.
C — An escutcheon at this point fits over the motor
pinion and secures the turntable against rattle
or damage during transportation.
D — The standard Columbia bayonet-joint tone-arm
conveys the sound-waves directly into the am-
plifying chamber in a continuously widening
channel without obstruction or the necessity of
employing special turns or adjustments to suit
this type of a phonograph.
E — Covers seal needle cups when top is lowered for
carrying.
F — Three nickel needle cups (one for used needles)
prevent aggravating forgetfulness.
G — The position of the winding spindle gives the
crank a wide swing, which permits easy and
safe winding of motor.
H — Complete exterior is covered with the best grade
of heavy black Fabrikoid.
/ — Heavy nickeled corner protectors give strength,
withstand abuse, and save scratching of furniture.
J — The inside is finished in highly polished Red
Mahogany, which, with the highly polished
nickel parts and black Fabrikoid exterior, makes
this instrument very attractive in the playing
position.
K — Tone-arm and improved standard Columbia re-
producer swing back without adjustment and
are safely positioned by a spring for carrying.
— Winding crank is conveniently positioned here
for transportation.
M — Ingenious safety catch permits dust-proof clos-
ing of cover.
Illustration above shows
how the Portable Grafo-
nola is made ready for
carrying.
COLUMBIA GRAPHOPHONE COMPANY, New York
18
THE TALKING MACHINE WORLD
May IS, 1922
The ALBUM method EXCELS all other RECORD FILING systems EVER TRIED
SELECTING THEIR FAVORITES
To the Trade:
Our Record Album factory — all or any part of
it — is at your command. Hundreds of customers
can and will gladly testify as to the good quality of
our production.
Our large and growing business is due to satis-
fied customers and repeat orders.
Imprint (firm name or trade mark) stamped on
covers if desired when orders are sufficiently large
to justify it.
OUR ALBUMS ARE MADE TO CONTAIN VICTOR.
COLUMBIA, EDISON, PATHE. VOCALION AND
ALL OTHER DISC RECORDS
NATIONAL PUBLISHING CO., 239 S. American St., PHILADELPHIA, PA.
New York Office, 54 Franklin Street, Telephone, Franklin 1227, James E. Maguire, Representative
THE PERFECT PLAN
MANY NEW JEWETT DEALERS
Important Accounts Opened Up by Jewett
Phonograph Co. — March Sales Greater Than
January and February Combined
Detroit, Mich., May 8. — The Jewett Phonograph
Co., of this city, manufacturer of the Jewett
phonograph, has closed a number of important
accounts recently. Among the dealers who have
arranged to handle the Jewett phonograph dur-
ing the past few weeks are the following: W. S.
Barringer, Kokomo, Ind.; Carr & Hicks, Fos-
toria, O.; John Deans, Eddystone, Pa.; F. H.
Frazelle, Toledo, O.; Grosse Pointe Furniture
Co., Detroit; Gardner White Furniture Co., De-
troit; John J. Howard, Detroit; C. Kobe & Son,
Findlay. O.; Ralph Lloyd, Flint, Mich.; Eugene
C. Laurent, Morton, Pa.; C. J. Lenhard, South
Bend. Ind.; Newman & Kettler, Lima, O.; Pathe
Shop. Columbus, O.; People's Outfitting Co.,
Detroit; Sprow's Music House, Carlisle, Pa.;
Schultz & Humm, Caro, Mich.; Tepper Bros.,
Fort Wayne, Ind.; Thomas Furniture Co., Pon-
tiac, Mich.; W. B. Wood Piano Co., Parkersburg,
W. Va.; Watt & Shand, Lancaster, Pa.; White
Furniture Co., Detroit.
A. A. Fair, sales manager of the company,
states that the new William and Mary console,
retailing at $185, is meeting with a hearty recep-
tion from the trade. The new upright line intro-
duced a month or so ago is also proving popular
with Jewett dealers everywhere, who are exploit-
ing it to splendid advantage in their respective
localities.
As indicative of the progress that the Jewett
phonograph is making, it is interesting to note
that Mr. Fair reports a total business for March
greater than January and February combined.
Official figures for April have not yet been com-
piled, but preliminary totals indicate that April
showed a substantial increase over March sales.
AMERICAN "TALKERS" IN CHILE
Good Market for Talking Machines and Rec-
ords— Heavy Import Duties Add to Expense —
Very Little Competition to Contend With
During and since the war musical instruments
have been imported into Chile almost exclusively
from the United States, according to a recent
report by Consul D. C. McDonough, who is
stationed at Concepcion. The report states, in
part, that: "The market for talking machines
and records is very good, although not large,
and American instruments have very little com-
petition. The import duties make them rather
expensive, especially heavy discs or records. Im-
porters receive a credit of ninety days.
G. S. Crawford, formerly with the Jones Dry
Goods Co., of Paris, 111., is now with the J. E.
Rice Music Co., Mount Olive, 111.
YOU OWE IT TO YOUR CUSTOMER
Patented
1914
Patented
1914
The successful merchant always appreciates the fact that his customers place in him
their utmost confidence. Therefore, he makes it a point to supply them with goods
of a kind that he would appreciate were he a prospective customer. He knows that
in doing this he does not have to worry and think up all kinds of schemes in order to
increase his business. His business increases automatically. BOSTON ALBUMS —
with their wooden backs and interchangeable leaves — are goods of this character, and
business builders. Have you sent for a sample of the latest Bostonian?
BOSTON
501-509 Plymouth Court
BOOK COMPANY
CHICAGO, ILL.
ANNOUNCES TALKING MOVIE
Lee De Forest, of De Forest Radio Telegraph &
Telephone Co., Tells of Perfected Device for
Talking Motion Pictures — Arouses Interest
Lee De Forest, pioneer in wireless telegraphy
and telephony, returned from Germany recently
on the "Mauretania," with an announcement that
he had perfected a device for talking motion pic-
tures. The action of the photoplay and the voice
were registered on the same strip of film, which
could be used in an ordinary projection machine
with an attachment, he said.
Enthusiastic over his invention, which, he pre-
dicted, opened great possibilities, Mr. De Forest
exhibited a strip of film of a speaking movie.
The voice, he said, was registered on the narrow
margin of the strip by action of the light on the
sensitive cells. The margin thus bore a picture
of the voice. Through the medium of a special
device the voice was reproduced in perfect syn-
chronism with the motion picture.
"I am convinced my invention will revolution-
ize the motion picture industry," Mr. De Forest
said. "An entire play or opera of an evening's
length will be one of the novelties of the speak-
ing movies."
Mr. De Forest said his voice registration
method could be applied to the talking machine
—ordinary films could be played without a
needle. He said experiments with the "photo-
phone" demonstrated that musical sounds were
more pronounced than those from the talking
machine.
Mr. De Forest, who is president of the De
Forest Radio Telegraph & Telephone Co., said
he would return to Germany in two weeks to
continue his work on the talking motion pic-
ture machine, which he expects to put on the mar-
ket soon. He said he found technical labor
easier to obtain and experimental conditions
more favorable there. While here he would add
another factory to his business of manufacturing
radio telephone products, he said.
"TALKER" CONCERTS ON TRAINS
The management of the C. I. & L. R. R., bet-
ter known as the Monan Road, has installed a
Brunswick phonograph and a number of records
on one of its dining cars for the entertainment
of passengers. Concerts are held each evening
to break the monotony of the trip. The invita-
tion to the concert is printed at the bottom of
each menu.
N. A. BURKE BUYS VICTOR BUSINESS
Nyack, N. Y., May 3. — The Victor talking ma-
chine and stationery business of Tunis S.
Dutcher, of this city, has been purchased by
Norman A. Burke, proprietor of a Columbia
Grafonola shop here. Mr. Burk moved the
Victor stock of machines and records to his
establishment on South Broadway.
The Talking Machine World, New York, May 15, 1922
Walter Camp's
"DAILY DOZEN"
Inspiring
Music
Every One a
Prospect — Even
Trained Athletes
Field Unlimited
-for Men, Women
and Children
Mr. Walter Camp
Famous Yale football coach and athlete who for more than 30 years has been considered
AMERICA'S FOREMOST AUTHORITY ON AMATEUR ATHLETICS.
The Talking Machine World, New York, May 15, 1922
The "DaUy Dozen"
One of the most remarkable endorsements ever accorded a man's achieve
ment, given to Walter Gamp's Daily Dozen by twenty dominant men
of International Prominence.
On Board
S. S. George Washington
Brest, France
TO WALTER GAMP
Your drill has been the test of us ;
You've better made the best of us;
You've much improved the rest of us ;
You've raised each sinking chest of us ;
You've much reduced each vest of us ;
You ever will be blest of us;
North, south and east and west of us;
Signed with the seal attest of us.
FRANKLIN D. ROOSEVELT
C. M. SCHWAB
VANCE C. McCORMICK
HENRY M. ROBINSON
GUY T. HELVERING
HOWARD HEINTZ
JOHN H. FINLEY
WALTER S. TOWER
C. K. LEITH
H. T. CLARKE
A. W. DUBOIS
S. A. BROWN
H. S. AMBERG
A. H. BROWN
E. B. REED
M. COOLIDGE
PAUL D. MOODY
PRESTON HERBERT
M. SWENSON
E. A. SCHUMAN
Dedicated to
Walter Camp
By 20
Internationally
Famous Men
Who Have Used the
Daily Dozen"
The " Daily Dozen " Exercises were used by a President's Cabinet and endorsed by
many men of National Prominence
■■^■■■■■■■■■■iH
The Talking Machine World, New York, May 15, 1922
The "Daily Dozen"
Builds Up Good Hard Flesh and Muscle and Eliminates Useless and Excess
Flesh Without Undignified and Irksome Positions or Harmful Exercises
That Injure the Heart, Body or Health.
Following Publications Are The Health Builder System is one
■» T . . , . that appeals particularly to discrimin-
INow Ku lining Advertisements ating stores that are very careful of
q£* tlic ^Dailv Dozen'* ty^e anc* c*ass °^ mercnano,ise
which they offer for sale.
Herewith is a list of stores handling
the "Daily Dozen", selected at ran-
dom from some of the largest cities
of the country. It indicates clearly
the standard and merit of the "Daily
Dozen" records.
John Wanamaker, New York and Philadelphia
Marshall Field & Co., Chicago
Lord & Taylor, New York
Jordan, Marsh & Co., Boston, Mass.
The Landay Stores, New York
S. B. Davega Stores, New York
J. L. Hudson Company, Detroit, Mich.
L. S. Ayres & Co., Indianapolis, Ind.
Baldwin Piano Co., Cincinnati, Ohio
Wm. Hengerer Co., Buffalo, N. Y.
Grafonola Co. of New England, Boston, Mass.
Woodward & Lathrop, Washington, D. C.
S. Hamilton Co., Pittsburgh, Pa.
Maison Blanche Co., New Orleans, La.
Chase & West, Des Moines, Iowa.
Scruggs, Vandervoort & Barney Dry Goods Co.,
St. Louis, Mo.
Frederick Loeser & Co., Brooklyn, N. Y.
R. H. White & Co., Boston, Mass.
Saturday Evening Post
Red Book
American Magazine
National Geographic
Mentor Magazine
Metropolitan
Current Opinion
Association Men
Nautilus
Magazine of Wall Street
Review of Reviews
Physical Culture
World's Work
Success
Wide World
Normal Instructor
Columbia
Journal of Nat' I Educa-
Crescent
tional Association
Popular Science
National Pictorial
Adult Student
Elk's Magazine
Asia Magazine
McClure's
N. Y. World Magazine
House and Garden
Section
Atlantic Monthly
American Legion
New York Tribune
Detroit Free Press
Cleveland Plain Dealer
Literary Digest
Indianapolis Star
N. Y. Times
Forbes Magazine
Los Angeles Times
Outlook
St. Louis Post Dispatch
Hartford Courant
New Haven Register
Washington Post
New Republic
Chicago Tribune
Denver Post
THE "DAILY DOZEN'9 IS A PROVEN SUCCESS
The s'DailyM)ozen" Is One System That You Can Conscientiously Recommend
To Your Wife, Mother, Daughter or Sister
The Talking Machine World, New York, May 15, 1922
The "Daily Dozen"
Makes You Fit by Building Up or Bringing Down to Normal. A System
of Glass and Merit. Scientifically Correct. No Harmful or Heart Straining
Exercises .
Nothing Abnormal or Grotesque. No Restricted Class Appeal.
Never Irksome. No Contortions.
Record No. 4
Rec,
ord N0 s
"iieerd No.? - El I R«"rd N°. 6^ - Exerrisell „ The "WAVE' Tt»"*BMi
Ttecorf 'No.J BxOax
1 — The "G
J<0 Jlerc"se 3 - The "GRATE"
It takes a few minutes to dem-
onstrate a regular musical
record.
It only takes a few minutes
longer to demonstrate a Health
Builders'1 set, and your profits
are 20 times greater.
All Records Double Faced. (Not Single Faced)
Music on Both Sides
'T'HESE Health Builder Records are sold in sets,
each set comprising five ten-inch double-disc
records with twelve charts containing 60 real
photographs and a booklet of instruction written
by Walter Camp — the whole course enclosed in a
beautiful black and gold album. They are pro-
duced by a special exclusive arrangement with
Mr. Camp.
A Proven Profit Maker
The Health Builder System is a quick-selling,
profitable phonograph record proposition. Its suc-
cess is proven. Mail the coupon today for sample
double-faced ten-inch record, with booklet of
charts and instructions for the complete course and
full particulars of our special offer. We will tell
you all about this profitable movement that is
making good everywhere. Splendid dealer co-
operation to promote sales freely given. Send the
coupon now for sample outfit. There is no obliga-
tion.
Health Builders, Dept. W-5
334 Fifth Avenue New York
Health Builders, Dept. W-5
334 Fifth Avenue, New York.
Please send me. prepaid, one 10-inch double-disc Health
Builder Record, comprising four of Walter Camp's "Daily
Dozen" exercises — with booklet containing charts and in-
structions on the complete "Daily Dozen" — and your special
proposition to dealers. I have the privilege of returning the
outfit.
Name
Address
City State
May 15, 1922
THE TALKING MACHINE WORLD
19
"MODERNOLETTE" MAKES ITS DEBUT
New Portable Machine Attractively Designed
and of Distinct Merit Placed on the Market
by the Modernola Co., Inc., Johnstown, Pa.
I Four-Minute Conference on Business Topics I
No. 2 — Your Losses — In Part
Johnstown, Pa., May 1. — The Modernola Co.,
Inc., of this city, which is well and favorably
known throughout the talking machine field
through the production for many years past of
the Modernola phonograph, has announced the
advent of a new member in the Modernola fam-
ily. The new arrival has been named the Modern-
olette and is a portable machine of attractive ap-
pearance weighing twenty-one pounds, twelve
ounces, and is produced in either wax finish or
leather covered. This new portable has been
in the process of development for a long time
past. It had to meet many rigid tests before it
was finally placed on the market, and in its
present condition it has the unqualified endorse-
ment of the Modernola Co., which makes many
exceptional claims for it. This new portable
has been placed on the market at a particularly
appropriate time, and in season to permit the
dealer to have it in stock in time for the Sum-
mer months, which is usually the heaviest sales
season in this type of machine. The accom-
plishments of the Modernola Co. in the past be-
speak a bright future for the Modernolette.
ROBERT RINGL1NG TO MAKE RECORDS
Robert Ringling, only son of Charles Ringling,
circus owner, and a baritone of distinction, has
just signed a contract with R. E. Johnson, con-
cert manager, of New York, for concert and
operatic appearances and singing for talking ma-
chine records during the next two years. Mr.
Ringling is twenty-five years old, and has been
studying singing since he was eight, finishing up
with some of the great masters in Europe.
A new music store was recently opened at
Teppers, Ind., under the management of A. J.
Fedewa and C. G. Cauers. Brunswick phono-
graphs and records are handled.
[This is the second of a series of four-minute conferences
on topics of direct interest to business men in the talking
machine trade which have been prepared for this publication
by Lester G. Herbert. — Editor.]
Business loss includes waste through mis-
management as well as through unavoidable
economic conditions. By eliminating prevent-
able loss and waste we fortify ourselves against
emergencies and disaster.
One of the most frequent causes of waste in
business is failure to furnish continuity of em-
ployment for the different workers. Each and
every one of the employes rightly expects full
pay for all time put in, and it is the fault of the
management if there are gaps which are unpro-
ductive and time which must be paid for, and yet
which shows nothing in return in the way of
profitable production.
It does not make any difference who the em-
ploye is or what sort of work is being done — ■
continuous employment of the right type is nec-
essary or there will be a tremendous leak which
will express itself in unnecessarily high over-
head expense.
Then many employers fail to plan their work in
sufficient detail that it may be done to advantage.
It is possible to trust trained and experienced
helpers to go ahead with their work, for these
people have developed a sufficient sense of per-
sonal responsibility to be interested in and con-
cerned for the final results of their work.
But it is unsafe to take anything for granted
especially if changes are planned or new workers
are being employed. It is only fair to old em-
ployes who are being put to new tasks that their
time will not be wasted or the work done to poor
advantage.
Sometimes we think that employes have had
more experience or a broader vision than they
really have. Then, too, we may forget that good
as their judgment is, often they are not in touch
I
with the inner conditions of the business as we
are, and so are handicapped. In any event, joint
planning is sure to be a decided advantage in that
both individuals contribute constructive ideas and
benefit by the conference and its suggestions.
A third cause of waste is now being recognized
as high labor turnover. People are discharged
who might be trained if a little interest were
taken in them; or a worker who is a failure at
one job may be especially good at some other
part of the task.
Investigation in the building industry showed
that one man in the course of five and a half
years worked for no less than seventy-six differ-
ent contractors, and was hired 108 times. This is
an extreme case, but it shows how much time the
man must have lost and the expense he repre-
sented in starting each new job.
It is better to develop efficiency in the busi-
ness and then to make continuous use of it. A
wise employer will plan business to keep his
organization profitably employed.
ISSUES COMPLETE CATALOG
Rene Mfg. Co. Distributing Catalog of Complete
Repair Parts — Valuable Book for Dealers
The Rene Mfg. Co., Montvale, N. J., has just
issued an attractive catalog featuring the complete
line of repair parts that it manufactures. This
company has won signal success as a manufac-
turer of mainsprings for every type of motor and
it also makes a complete line of repair parts.
This new catalog is arranged to afford maxi-
mum convenience when used for reference pur-
poses and there is hardly a repair part in gen-
eral use that is not listed in the catalog. The com-
pany has already received requests for copies
from all parts of the country.
"SHOP AROUND," ADVISES HOOVER
We Want You to Test and Compare
DE LUXE NEEDLES
And You Will Know Why We Consider Them
"The Best Semi- Permanent Needle Made"
Let the De Luxe Speak for Itself and Send for Samples and Discounts.
DuofoNE Company, Incorporated
Sole Manufacturers of De Luxe Needles
ANSONIA, CONN.
DON'T FORGET THESE FACTS
Perfect Reproduction of Tone No Scratchy Surface Noise
PLAYS 100-200 RECORDS
Full Tone
Three for 30 cents (40 cents in Canada)
Medium Tone K
20
THE TALKING MACHINE WORLD
May 15, 1922
AN INTERESTING COURT DECISION
In Injunction Sought by E. S. Geer and W. H.
Huth to Restrain the Manufacture and Sale
of Gold Seal Record Repeaters, Defendants
Ordered to File Bond of $10,000 to Secure
Plaintiffs' Loss of Profits, and Damages
The latest development in the action brought by
Edmund S. Geer and Walter H. Huth against
George M. Browning and others for a prelimi-
nary injunction restraining the defendants from
continuing the manufacture and sale of the Gold
Seal record repeater occurred on April 18, when
Judge Knox, in the U. S. District Court, South-
ern District of New York, decided not to grant
the injunction, provided the defendants filed a
bond of $10,000 to secure plaintiffs against loss
of profits and damages. The attorneys for the
defendants stated that the necessary bond would
be filed immediately. The suit will now come to
trial in the usual course. The decision of Judge
Knox was, in full, as follows:
KNOX, D. J. : The great number of claims contained in
the Geer patent imposes no little burden upon the Court in
reaching a conclusion as to their range and the extent of
any infringement thereof by defendant, and I shall now not
attempt to do so.
It is admitted by defendants' experts that the alleged
infringing device may read upon claims 4, 23, 24, 30, 33,
34, 37 and 40 of Geer, and assuming them to be valid, and
not anticipated, this is enough, upon proof of sales within
this district of the infringing article, to justify a pre-
liminary injunction.
It is sought to avoid what would ordinarily be the effect
of such an admission by the argumentative statement that
the Geer claims mentioned above read equally well upon the
device disclosed in the German patent to Goepper, No.
249.872, patented August 1, 1912.
The rejoinder which plaintiffs make to this answer is
that Geer has successfully fixed the time of his invention
as of a date prior to August 1, 1912.
Geer's own affidavit of September 23, 1914, is couched
in most general terms, and, filed in the Patent Office, was
sufficient to get his patent allowed over a citation of
Goepper. By an affidavit filed herein he fixes the date of
the reduction to practice of his device as in March or April
of 1912. This affidavit is corroborated by one made by
Arthur H. Kirkpatrick, who swears that he saw Geer
constructing his device in April, 1912, and that he actually
saw it used upon July 13, 1912.
Further affidavits made by Geer's sister show that he
accomplished sufficiently early what was needful to an-
ticipate Goepper.
It may be that the defendant upon the trial will be able to
so qualify the apparent anticipation as to make it impossible
to sustain the Geer patent; but as the case now stands the
lack of invention upon the part of Geer is not so obvious
as to disentitle him to the protection for which his patent
presumably calls.
If he does not now receive such protection, and here-
after he should win his suit, I am of opinion that his
success will be of small benefit. The marked difference
in cost between the two articles, the somewhat evanescent
(I should imagine) demand for phonograph repeaters,
means that Geer must have his monopoly now or never.
As between the parties the convenience of the plaintiffs
should receive first consideration.
Upon the question of infringement within this district
by defendant I think there is small doubt but that the sales
complained of took place in the manner described by plain-
tiffs. I also feel that what the individual defendants did
was done for and upon behalf of the Gold Seal Co.
The fact that the Gold Seal Co. carried on business in
New York "inadvertently" seems to me of small conse-
quence. I dare say the "inadvertence" was probably a lack
of appreciation as to the possible effect thereof.
After consideration of all the matters submitted to me,
including the financial statement (the worth of which is
almost wholly dependent upon whether defendants' article
may lawfully continue to be marketed), I have concluded
that a preliminary injunction shall issue unless defendants
secure plaintiffs against loss of profits and damages by
filing herein a good and sufficient bond, to be approved by
the Court, in the sum of $10,000. Should such bond not
be given an injunction will issue upon the filing by plaintiff
of the usual injunction bond in the sum of $5,000.
Duell, Warfield & Duell (D. A. Woodstock,
of counsel) for the plaintiffs and Cooper, Kerr
& Dunham (Drury W. Cooper, Parker W. Page,
Thos. J. Byrne, of counsel) for defendants.
TYING UP WITH RECORD ARTIST
Appearance of John Steel at Keith's Riviera in
Brooklyn Capitalized Most Successfully by
Baim Bros. & Friedberg Co., Victor Dealers
When John Steel, the popular tenor and Victor
record artist, appeared at Keith's Riviera Theatre
in Brooklyn recently arrangements were made
with the management of the theatre for the plac-
ing of a Victrola in the lobby and the playing
thereon of a number of Mr. Steel's records. The
machine and record display was arranged by
Charles M. Unger, manager of the branch store
of Baim Bros. & Friedberg Phonograph Co., St.
John's place and Utica avenue, near the theatre.
Mr. Steel autographed a number of his records
at Mr. Unger's suggestion, and signs on the
Victrola at the theatre called attention to the
fact that such records were available at the Baim
Bros. & Friedberg store.
Mr. Unger is most enthusiastic over the suc-
cess of the display, and Mr. Steel's interest in
the exploitation of his records. It is the sort
of tie-up that gets results with the public and
Mr. Unger suggests that Victor dealers wherever
possible endeavor to get direct publicity out of
the appearance of record artists in theatres near
their stores. In Mr. Steel's case, for instance,
it was found that quite a number of people were
made aware for the first time of the fact that he
had made records.
NEW MUSIC SHOP IN ROCHESTER
Lew Berk is the manager of a new music store
recently opened at 209 East Main street, Roch-
ester, and dealing exclusively in sheet music and
phonograph records. The new business bears
the name "The Song and Gift Shop."
Max Landay, head of Landay Bros., Inc., is
back at his desk following illness. Landay
Bros, operate a chain of stores in New York.
LOUIS JAY GERSON TO EUROPE
Louis Jay Gerson, formerly manager of the
talking machine department of the John Wana-
maker store in New York, and now general man-
ager for the Interocean Holding Co., Inc., im-
porters and exporters, sailed recently for Europe,
where he will investigate the business situation
in various countries, especially with reference to
the talking machine, record and piano business in
relation to South America from the viewpoint
of the manufacturer.
FEATURES
LARGE diaphragm
and long stylus bar
lengthens vibrations,
producing a deeper and
more natural quality of
tone.
Perfectly balanced in
accordance with carefully
worked ratios and with re-
gard to co-ordinate parts,
this tone arm and reproduc-
er permits a freedom and
sweetness of tone hereto-
fore thought impossible.
Surface sounds . almost en-
tirely removed.
Throw-back design permits
of easy access to needle
socket. Saves records from
unnecessary scratching.
« ■ 1 1 1 1 ■ 1 1 1 m i in i in 1 1 1 1 1 1 1 1 ii ■ i i i ii i mi 1 1 1 1 1 1 1 1 1 1
for
KNOWN the country over
its excellent quality of tone
and natural, life-like reproduction
of all musical tones, and its great
volume. This tone arm on your
machine spells success, because of
its high standing in the Phonograph
World.
Made only in 8^-inch length. Can
be furnished with or
without Mute Tone Mod-
ifier, with Mica or
NOM-Y-KA
diaphragm.
THE JEWEL MUTE
C
ONTROLS volume just like the
human throat. Built in the repro-
ducer and functions in such a way
that the length of vibrations is minutely
regulated and the tone reproduced to a
softness and clearness that are remark-
able.
Operates by means of a thumbscrew
and is instantly adjustable. Tone has
free and unimpaired passage throughout
tone arm and chamber — Not "Muffled" or
"Choked" as with ordinary type of tone
modifier.
Perfect regulation without in any way
changing character of tone.
■ j n m?CWt r 1 1 1 1 1 n i ¥ itgtTn-iii pwi ■ i i 11 nn n i i i
JEWEL PHONOPARTS COMPANY
154 Whiting Street
Chicago, 111.
May 15, 1922
THE TALKING MACHINE WORLD
21
At this season of the year when everyone
likes to get out-of-doors, Columbia Dealers9
Road Signs with your imprint send busi-
ness to your store. Ask your Dealer Service
Man about outdoor road sign advertising.
Columbia Graphophone Co
NEW YORK
GATHERING OF COLUMBIA DEALERS
Connecticut Columbia Dealers' Association
Meets in Bridgeport — Elect Officers and In-
spect Columbia Record Department
Bridgeport, Conn., May 2. — Benjamin P. Mor-
rison, of this city, was re-elected president of the
Connecticut Columbia Dealers' Association at
the quarterly meeting held recently in the Strat-
field Hotel. More than fifty State dealers at-
tended the gathering. The other officers elected
include: L. H. Merwin, New Haven, vice-pres-
ident; J. W. Ballou, New Haven, treasurer; C.
G. Brodrib, Waterbury, secretary, and directors,
L. C. Warner, New Britain; Joseph B. Zellman,
Waterbury; L. H. Merwin, and J. W. Ballou,
of New Haven.
Prior to the meeting, the dealers made a visit
to the record department of the Columbia
Graphophone Co. here, where they were es-
corted through the plant by A. V. Bodine, gen-
eral superintendent; E. S. Coldwell, assistant
superintendent, and J. F. Kilbride, assistant
superintendent of the record department.
Methods used in creating the finished record
were shown to the visitors and all appliances
and machines used in making the finished prod-
uct were described by the guides.
The members of the Association enjoyed a sup-
per at the Stratfield in the evening at which more
than 100 members and guests were present.
Secretary of the Chamber of Commerce Se-
ward B. Price was chairman. After welcoming
the out-of-town guests he gave a short history
of the settlement and further development of
the Columbia plant here. He introduced the
speakers of the evening.
H. L. Tuers, manager of the dealers' sales
service department, told of the work of the serv-
ice department in conjunction with dealers and
gave a number of developed ideas with a re-
gard to increase in sales. Manager Oliver Benz,
of the record department, spoke on methods of
selling machines and records. He gave origi-
nal ideas for large record sales by dealers and
their salesmen.
Manager Kenneth Mills, of the New York
branch, told of increased sales of machines
during a recent sales campaign held throughout
the Eastern section. G. W. Hopkins, vice-pres-
ident and general sales manager of the company,
spoke on the service of agency managers and
told of the work of the sales bureau in devel-
oping Columbia graphophone sales to the high-
est pinnacle.
He spoke on the new machine which will
come out next week, a revelation in graphophone
circles with a number of improvements. A new
portable machine will be ready for delivery
during the month, he said.
A number of vocal and instrumental artists
from New York who are engaged by the Co-
lumbia people to make records gave a program
of unusual interest. Latest New York song
successes were rendered by George Cornell and
Edward Porray, through the courtesy of Irving
Berlin Co., Harry Hoch and Harry DeCosta,
of Waterson, Berlin & Snyder; Bob Miller and
Herbert Steiner, of Leo Feist, Inc.; William Pa-
gan, Joe Sherman and Frank Damstadt, of M.
Witmark & Sons, and Joseph Santley, of J. H.
Remick. A number of the latest records made
by the company were played and greatly enjoyed.
warded as from Granby's throat they roll. Here's
a thing that's worth the telling. Li's well liked
among the trade. In the years that he's been
LIONS CLUB HONORS L M. COLE
Popular Wholesale Traveler Featured in Busi-
ness Club's Publication — His Success in In-
dustry Well Deserved
Buffalo, N. Y., May 6. — One of the most popu-
lar men actively engaged in the selling end of
the phonograph and record business in New
York State is Lionel M. Cole, sales manager of
the Iroquois Sales Corp., of this city, wholesale
distributor of Okeh records and Granby phono-
graphs. Mr. Cole owes a considerable measure
of his success to his host of real personal
friends in the trade, and to the fact that he
possesses the rare quality of working effectively
both for his house and his customers in a man-
ner that produces permanent relationships and
lasting results.
The Lions Club of Buffalo, New York, of
which Mr. Cole is a member, recently intro-
duced him in the "Get Acquainted" column of
the club's publication through the medium of
the following prose poem:
"Songs that masters great have sung us
never need we now to lack. Here's Lionel
Cole among us, who can bring the masters back.
For their greatness they've recorded on the
Okeh record's scroll. Listening we feel re-
L. M. Cole at His Desk
selling, many are the friends he's made. Used
to be quite athe-letic, in which field he also
shone; now his efforts energetic are into his
business thrown."
MARKETS RADIO AMPLIFYING HORN
The F. C. Kent Co., 67 Grace street, Irving-
ton, N. J., the well-known manufacturer of at-
tachments for talking machines, has placed
upon the market a new radio amplifying horn
under the trade name Kentone. The instrument
is made of brass tubing and in such form that
there are no sudden angles to deflect sound. It
will fit any of the popular makes of radio re-
ceivers and is guaranteed by the manufacturer.
The styles are in black, nickel and gold plated.
311 SIXTH AVE. Tcl:Chekea9237 NEWYORK
S0N0RA DISTRIBUTORS EXCLUSIVELY
for New York, Staten Island tf the lower Hudson Valley
The superiority of the Sonora is as marked,
as the ease vith vhich il sells.
1
& tc,
Sonora fir Sales are Synonymous
22
THE TALKING MACHINE WORLD
May 15, 1922
ii 1
The New EDISON
Chippendale Console
[See page facing this]
May 15, 1922
THE TALKING MACHINE WORLD
23
Illustrated on the opposite page is the NEW
Chippendale Console of the New EDISON
Phonograph
Hp HIS is one of the latest additions to the
EDISON line .... a new, popularly priced
Console Model in the much-favored Chippendale
design.
A few years ago Thomas A. Edison, Inc. offered
the trade the first Console Period Models ever
manufactured in the phonograph industry. These
were the higher priced authentic Period designs.
With the broadening of the phonograph market in
late years has come a desire for finer designs at the
popular prices, and Thomas A. Edison, Inc. has
met this desire with the official laboratory model in
this new Chippendale Console, which in quality is a
worthy peer of the earlier but higher priced models.
It is offered in Mahogany (brown only) at $295.
(In Canada $395)
THOMAS A. EDISON, Inc.
ORANGE, NEWf JERSEY
24
THE TALKING MACHINE WORLD
May 15, 1922
The Playing of a Battered Old Talking Ma-
chine Is an Exceedingly Bad Publicity Stunt
IllllllllllllllllllllllllllllillllllllW
Upon dropping into a neighborhood cigar
store recently the writer had occasion to listen
to the conversation of the cigar man and sev-
eral customers regarding the annoyance caused
by a local talking machine dealer through the
constant playing of a rather scratchy talking
machine and apparently very much battered rec-
ords, with the "music" issuing from a type of
tin horn that did everything but improve the
tone. The conversation was far from compli-
mentary to the dealer. The cigar man offered
the opinion, perhaps biased, that people ac-
tually went to a cigar store located in another
direction rather than pass the talking machine
store and hear the discord.
A visit to the talking machine store proved
that the proprietor thought he was pulling off
a good publicity stunt. He did not simply put a
record on and let it play, but each time the
record was changed he put a sign into a special
frame at the side of the window reading: "The
machine is now playing the latest fox-trot,
'Cherie,' " or whatever the title might be. For
demonstration purposes the dealer had dug up
an old-style horn machine, attaching a rubber
hose to the horn socket, with the other end
fastened to a hole in the doorjamb. On the
other side of the hole facing the street was an
ordinary tin horn, of what was one time known
as the "flower" type. The dealer carried one
of the leading types of machines and records
and was giving the public a demonstration of
the latest releases. The music evidently started
from the record all right, but all that came out
of the horn was a blare and rasp, with the
melody hardly distinguishable.
Illlllllllllllllllllllllllllllllllllllllllllllll^
The question was just how much good the
dealer was doing his business by continuing the
open-air demonstration, for it appeared more
than likely that he was driving away more trade
than he was attracting.
Certainly the layman, who had no idea of talk-
ing machine quality, would not be impressed
with the reproducing powers of the modern
■ A Worn-out Machine \ ;
M Is Not a Good A elver- |
B tisement for Records
H and Arouses the An- m
m tagonism of Neighbors [
instrument while listening to the tones emitted
from the horn, and there was nothing about the
demonstration that was calculated to make a
man enter the store and risk hearing such music
at first hand.
The idea of conveying talking machine rec-
ord music long distances through tubes and
through various contraptions to a point where
it can be thrown wildly at the passer-by on the
sidewalk is fast being cast aside, for although
such a demonstration attracts attention it also
TONE QUALITY
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Purity, resonance, volume, individuality,
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these qualities are faithfully reproduced by
the Violin Spruce Diaphragm. Nature's
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Wins Instant Approval
The following excerpts are from letters in
our files:
A famous artist, under exclusive contract with a
maker of phonograph records, says:
" . . that is the most perfect, the most beau-
tiful reproduction of my playing I have ever
heard."
From a phonograph manufacturer:
"... it proves to be first-class and the best
we have heard on classical records."
From a builder of special designs only:
"We have concluded our tests ... it is su-
perior to any we have tested heretofore . . .
we intend to use your tone arm."
From household owners:
"... is the most wonderful I have ever
heard."
"... it has brought out tones from my
records I never heard before."
"... I tell my friends it is the perfect
reproducer."
From a sales executive, fourteen years in the talk-
ing machine business:
"... I have tried it (the reproducer) on
every kind of record imaginable and the re-
production is excellent."
Violin Spruce Diaphrag
illustrated retails
Of
to
Special Interest
Manufacturers
We are prepared to furnish in
any quantity the following
items adapted to any make of
phonograph: Tone Arm,
equipped complete with Violin
Spruce Diaphragm Repro-
ducer ; Violin Spruce Dia-
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Spruce Diaphragm alone to as-
semblers in 2-9/16" diameter
only.
m Reproducer as
for $7.50
.THE DIAPHRAGM COMPANY
Cleveland
Violin Spmce Diaphragm
attracts criticism, proves a nuisance to the
neighborhood and does not offer a proper dis-
play of the real musical powers of the machine
and records.
The modern plan in the Summertime is to
place a large machine close to the doorway and
then play the new records at intervals with
sufficient rest period between demonstrations to
prevent the playing becoming tiresome to those
who live nearby and whose patronage is con-
sidered worth while.
Another good plan that has been adopted in
several instances is to place grille work in the
panel under the show window, maintaining a
machine on the platform in the cellar so that
the tone chamber is directly on a level with the
street and then letting it go. This requires the
presence of an attendant on the platform to
change the records and the needles, but the
cost of a half-hour demonstration when the
crowd on the street is the thickest is little
enough when possible results are considered.
The talking machine as a musical instrument
is frequently abused. The tenant in Apartment
10 may enjoy immensely the playing over of a
lively Irish reel, time and time again, for an
hour or two each evening, but the people who
live in Apartments 11 and 12 may be so unfeeling
as to prefer a little concert music in homeopathic
doses. The result is that the tenants in 11 and
12 talk loudly of the talking machine as a
nuisance, although one or the other may have
an outfit of his own and with the sort of records
he prefers.
There are enough inconsiderate talking ma-
chine owners scattered about to cause trouble
and develop prejudice against even the best ma-
chines and records without the dealer lending
his help. A blary demonstration is bad enough
in the crowded business street, where if is
drowned during the day by the noise of the
traffic and silenced after business hours, but to
keep the neighborhood flooded with mangled
jazz throughout the evening, when people in
their homes feel that they have a right to con-
verse, read or sleep, as may be, in comparative
quiet within the precincts of their own home, is,
on the face of it, maintaining a nuisance.
It might be well for the dealer who has been
carrying on such demonstrations, even though
he has devised a plan for carrying the music
to the street without impairing its quality, to
have a little scouting done about the neighbor-
hood to get a line on the effect. He is in busi-
ness to sell goods to his neighbors and not to
annoy them, and even though the annoyance is
unintentional it has its effect just the same.
Talking machine concerts of good music can,
at proper intervals, prove pleasing even in the
select resident neighborhoods, but a continu-
ous noisy demonstration does no good.
The public demonstration problem, incident-
ally, has been cleverly solved by a talking ma-
chine concern in a small city in the upper sec-
tion of New York State, which secured per-
mission from the town authorities to block off
a section of the main street in front of its store
for the purpose of giving a demonstration con-
cert of special records. Under such conditions
a demonstration is bound to arouse general in-
terest and commendation.
MISS YATES HEADS DEPARTMENT
Cincinnati, O., May 2. — Miss Stella Yates, who
has been connected with the talking machine
department of the H, & S. Pogue Co., this city,
for the past seven years, has been promoted to
buyer and manager of the department, succeed-
ing C. S. Browning, who recently became man-
ager of the new talking machine departments
opened by Steinway & Sons.
May 15, 1922
THE TALKING MACHINE WORLD
25
/. G. Heidner & Son, Inc., Springfield, Mass
The Z. L. White Company, Columbus, Ohio
Are You Wasting Your Advertising?
READ THIS UNICO MESSAGE.
Then Get Out Your Pencil!
Y/'OUR advertising says in effect, "Come to my store;
you will get Better Service here." Fine, that's your
logical argument because it is a mighty small community
where one dealer has an exclusive agency for a particular
line of machines and records.
UT what is "Better Service"? To be successful, adver-
tising must be convincing and your claim of "Better
Service" must be substantiated. Your customer must be
assured comfortable and convenient audition rooms, record
sales facilities that satisfy and store surroundings that are
artistic and in harmony with your quality merchandise.
this point Unico Service comes into the picture. You
specialize in selling music — we specialize in equipment
and service for producing sales. Equipment that guarantees
"Better Service" makes good your advertising. But, you
say, wherein does Unico Equipment differ from any I might
build and what is Unico Service?
S one successful dealer recently described it, Unico
Equipment "provides the most effective sales facilities
at the most economical cost" — equipment which, in addition
to its mechanical efficiency, creates a sales background
which is convincing in its appeal.
T TS value as a selling force is permanent — through pat-
A ented sectional construction Unico Equipment is insured
against depreciation.
^TNICO Service is just as different as Unico Equipment.
Your problems are handled by a staff of experts com-
bining years of merchandising and construction experience.
It is this expert service together with unequalled facilities
which make possible the complete installation of depart-
ments of character, such as those illustrated above, within
two or three weeks from date of your order. Our record
of 2,500 installations is conclusive proof that yours will
be right.
OW for that pencil ! The selling force and the adver-
tising value of Unico Equipment alone make it your
wise and logical choice. However, figure it from a dollars
and sense standpoint as an investment — consider the sur-
render value.
^^VER 50% of the cost of any equipment you install is
represented by labor cost and when you have occasion
to move or rearrange your department that 50%, in the
case of ordinary equipment, is practically all lost, together
with a good portion of the remaining 50% through material
that is damaged and destroyed. That's why Unico Equip-
ment is your economical investment. Our patented units
are simply unlocked. All labor that entered into their
original construction is saved. Your equipment does not
have to be refinished. There is no loss of material. The
value is still 100%.
(^•ET the full Unico Message! Write to-day to our
home office or one of our branches.
Unit Construction Company
NEW YORK, N. Y.
299 Madison Ave.
RAYBURN CLARK SMITH, President
58th Street and Grays Avenue, Philadelphia, Pa.
NEW ORLEANS, LA.
506 Marine Bank Bldg.
ATLANTA, GA. DALLAS, TEX.
49 Auburn Ave. 209 Dallas Bank Bldg.
SAN FRANCISCO, CAL.
924 Market St.
H. A. MOORE & CO., LTD. (Salei Agent)
Premier House, London (W.C.I. ), England
CHICAGO, ILL.
30 N. Michigan Blvd.
SALT LAKE CITY, UTAH
150 Main St.
DENVER, COLO.
1741 Champa St.
26
THE TALKING MACHINE WORLD
May 15, 1922
Here's a great combination! Al Jolson sings
"Oogie Oogie Wa Wa," while the Hart Sisters,
a new addition to the Columbia staff of
artists, sing the coupling — "Little Red
School-House." A-3588.
Columbia Graphophone Co
NEW YORK
glllllllllUlll!IIIIIIIIUUIIIIIIIIII!lll!lllllllllllllll!lllllllll!llllll!llllllllllll!lllllllllllllllllllllll!ll
J The "Eye" of the Store Should Tell a Story |
By R. S. BAAS, of the Baas Music Shop |
The character of every man shines forth in
the expression of his eye, and at first meeting
one is either favorably or unfavorably impressed
by what he sees there. So it is with a dealer.
Every passer-by is either favorably or unfavor-
ably impressed by the "eye" of your store, and
unless that impression is favorable you may be
losing rnone)' daily in lost business through such
an impression. Where your rate of rental is
based on the value of your window, as it happens
to be in a good many cases, your loss will be
untold.
An effective window display is one prepared to
tell a story, and in addition to telling the story
should attract the eye. Don't try to tell the
passer-by too much of a story. If, for instance,
you are making a display of records, then make
it solely a record display with nothing to detract
from that story.
Window trims can be classified under three
headings: selling, creating a desire and decora-
tive. These three headings dovetail more or less
into one another, but each is planned differently.
An actual selling window is one that sells
chiefly by its being brought to the attention of
a passer-by, and without any premeditated inten-
tion on his part. It may be a single record, it
may be several records of the same classification
or it may be a Victrola of a certain type and
finish at special terms. No matter what kind, it
tells a story that produces immediate results.
A good window display grows on the looker.
Its attractiveness gets the attention and its ef-
fectiveness makes the sale. For instance, at
Christmastime we show a huge fireplace with
the logs a-burning within. The fireplace, dummy
figures of mother, dad and the children, a Christ-
mas tree, toys and a Victrola standing near. A
window of this sort is apt to create a desire for
possession.
The decorative or display window is one that,
while telling no particular story, acquaints the
passer-by with the fact that here is a good place
to buy a Victrola and Victor records, and so im-
presses him that when he is in the market for
your merchandise he thinks of you as being the
best one to buy from. Above all, your window dis-
play should never be slovenly or haphazard of
merchandise. Such a window means nothing and
invariably leaves an unfavorable impression of
your store.
Never overcrowd 3^our displays. They then
become a jumbled mass and lose their effective-
ness. Another thing, regardless of your ability
as a window trimmer, you can at least keep both
the glass and the floor clean. A clean, sh;ny
window always stands out sufficiently to attract
attention. While all dealers do not possess the
knack of clever window trimming, nevertheless
a little thought and time given to your window
displays and with frequent changes will add to
the prestige of j^our store, which means addi-
tional profits for you.
NEW SONORA EXPORT DEPARTMENT
Charles A. Richards Heads New Export
vision of Sonora Phonograph Co.
Di-
The Sonora Phonograph Co. has added an
export department and all export business will
be directed from the main office in New York
Charles A. Richards
hereafter. This division will be under the direct
supervision of Charles Arthur Richards, recent
head of the American International Steel Corp.
and during the war director of the Bureau of
Exports of the War Trade Board. Mr. Richards
was formerly with Bowring & Co. and Henry
W. Peabody & Co.
Recognized in export circles as an authority,
Mr. Richards is also the author of "The Export
Commission House," published by the Business
Training Corp., of New York. The Sonora
Phonograph Co. is confident that he has added
strength to the Sonora personnel and is looking
forward to a large export business.
SUCCESSFUL THOUGH BLIND
One of the most successful talking machine
record salesmen on the staff of the Eggleston
Pharmacy, Kingman, Kan., is Robert Means,
who is totally blind. Mr. Means has been par-
ticularly successful in house-to-house selling.
The Talking Machine World, New York, May 15, 1922
Sensational Success
Sophie Tucker's
first release on
The Record of"
Quality
The flood of order? that is pouring in for Sophie Tucker's first record release is
nothing short of a sensation in the record business. And this is only the beginning.
O.her recordings by her are to be released immediately.
The phenomenal popularity of this premier vaudeville favorite could not have been
more convincingly demonstrated than by this tremendous demand for her first
~rd.
This ready-made market for Sophie Tucker records is waiting for the wide-awake
dealer to take advantage of. You cannot afford to miss this big opportunity.
Any Okeh dealer can make the new Sophie Tucker records a big event in his town
— and a correspondingly big event for his cash register. And that's what counts.
If you are not an Okeh dealer, now is the time to get on the band wagon.
TREMENDOUS SALES ARE ASSURED.
First Sophie Tucker Record Release
Contralto with Orchestra SOPHIE TUCKER
Contralto with Orchestra SOPHIE TUCKER
4565 r HIGH BROWN BLUES
10-in. J
75c SHE KNOWS IT
General Phonograph Corporation
OTTO HEINEMAN, PRESIDENT
25 West 45th Street, New York City, N. Y.
)}
May 15, 1922
THE TALKING MACHINE WORLD
27
|iniiiiiiiiiiimiiiiiiiiiim^^
'A
\Jj\fJL Records j
GRANBY PHONOGRAPHS
1 MASTER-TONE TALKING MACHINES j
| OUTING PORTABLES
| NEEDLES
I Okeh — Truetone — Wall Kane 1
= Tonofone — Gilt Edge
I Delivery Bags, Accessories, etc.
I Complete Stocks — Prompt Service |
| IROQUOIS SALES CORPORATION
i Wholesale Distributors
| 210 Franklin St. BUFFALO, N. Y. |
I iiinniuiJiniiiiii]iiiiiiiiiiiEiiiiii[iiiJ[iMiiiiii]iiiiii][i>iiiixiJi[iji[iiij'iii] tirijiimiiiiiiiiii»nii tiiiiruiiitifiriiiiriiiiiiiuiiiititiiii^S
EDISON DEALERS MEET IN DALLAS
Merchants From Texas and Oklahoma Convene
at Texas-Oklahoma Phonograph Co.'s Store
Dallas, Tex., May 3. — Half a hundred phono-
graph dealers from various points in Texas and
Oklahoma attended a conference at the Texas-
Oklahoma Phonograph Co.'s store recently. The
conference during the day was followed by a
banquet at the Oriental Hotel in the evening,
which was attended by dealers and their wives.
A. H. Curry, president of the company and
vice-president and general manager of the pho-
nograph division of Thomas A. Edison, Inc.,
Orange, N. J., was the principal speaker at both
the conference and the banquet. Mr. Curry
talked on the phonograph industry and business
conditions generally. He said that business con-
ditions were much improved in the North and
East, and predicted that a corresponding im-
provement would soon be noted in the South-
west and other sections of the country.
The Brunswick Shop, of Williamsport, Pa., re-
cently gained considerable publicity through a
contest open to all, for the best essay on "The
Benefits of Music in Every Home."
A DECISION OF WIDE INTEREST
Gramophone Co., of London, Eng., Wins De-
cision Against Polyphon Co., Barring Sale of
Its "Red Seal" Records in Sweden
The proceedings brought by the Gramophone
Co., of London, Eng., against the Deutsche
Grammophon A. G. and the Polyphon Co., at
Copenhagen, Sweden, for alleged violation of the
copyright of certain "Red Seal" artists' records
has been decided in favor of the first-named
concern, according to advices reaching here
recently. The Gramophone Co. is a subsidiary of
the Victor Talking Machine Co., of Camden,
N. J.
The situation was brought about by the sale
of certain records, including some made by
Caruso and other prominent artists, which had
been secured by the Polyphon Co. during the
war as a result of the trading-with-the-enemy
laws. After the war the Gramophone Co. brought
suit to restrain the German concern from selling
these records in other countries, charging an in-
fringement of copyright privileges and property
rights.
This decision is important in view of a similar
suit of the Victor Talking Machine Co. which
is now pending in the United States District
Court in Brooklyn, N. Y., asking for an injunc-
tion against the sale of imported records by the
Opera Disc Co.
VICTOR RECORDS BY CARUSO
Attractive New Booklet Devoted Exclusively to
Caruso Records Just Issued by Victor Co.
The Victor Talking Machine Co. has just is-
sued an attractive little booklet, carefully com-
piled and classified, and devoted exclusively to
the records made by the late Enrico Caruso.
The booklet opens with a short introduction out-
lining Caruso's career, and then come the record
lists divided into the several classes, such as
dramatic, lyric, in English, concerted, devotional,
love songs and Neapolitan numbers.
Setting forth as it does in one group all the
records made by Caruso, the booklet serves to
emphasize most emphatically the great work of
the late tenor, and should prove of distinct con-
venience to those who sell Caruso records, as
well as those who desire to expand their libra-
ries of such records.
NEW POST FOR W. R. CASSELL
W. R. Cassell has been appointed a member of
the sales staff of the New York Talking Ma-
chine Co., Victor jobber. Mr. Cassell succeeds
H. F. Murchie, who has moved to California.
CHAMBER OF COMMERCE CONVENTION
Constructive Program Arranged for Tenth An-
nual Meeting of Chamber of Commerce of U. S.
to Be Held in Washington This Month
Washington, D. C, May 6. — "European Con-
ditions and Their Effect on American Business"
will be the main topic at the tenth annual meet-
ing of the Chamber of Commerce of the United
States, to be held in Washington May 16 to 18.
This announcement was made by the Chamber
when it made public a tentative program.
Because of the interest of business men
throughout the country in the general subject
it is predicted that the convention will be one of
the largest ever held by the Chamber. More than
1,400 business organizations have been asked to
send representatives and an attendance of from
4,000 to 5,000 business men is looked for.
"In selecting the subject for the convention,"
said the statement by the Chamber, "there
was a desire to obtain a thorough discussion of
world business conditions as well as domestic
conditions for use as a basis of judgment in plan-
ning measures to insure a continuing future pros-
perity in the United States. The situation abroad
has been constantly changing and the time has
come for a new inquiry into the facts. The big-
gest question before American business men to-
day is the problem of formulating intelligent
plans that may be of assistance in restoring nor-
mal economic conditions.
"No plans can be made that do not take into
account the European situation, including such
problems as the Allied debts, reparations settle-
ments, paper currency issues, exchange fluctua-
tions, ocean shipping, etc."
As in previous years the work of the conven-
tion will be done largely in group sessions.
Groups representing the major divisions of busi-
ness will take up the questions before the meet-
ing in their relation to the particular interests
or industries within the group.
Among the subjects scheduled for discussion
are: Effect of the European Situation on Amer-
ican Business, Merchant Marine, Housing, Dis-
tribution, Production in Industry, Finance, For-
eign Commerce, Insurance, Actual Resources,
Railroads, Highway Transports, Labor and Im-
migration and Transportation and Communica-
tion Abroad.
The talking machine and furniture establish-
ment of B. Glass, in Suffern, N. Y., has been
redecorated. The talking machine department,
where the Victor line is featured, has been con-
siderably improved by the addition of several
sound-proof demonstration rooms and a large
room for the display of the machines.
MUTUAL
TONE ARMS & SOUND BOXES
There are three things that go to make up
satisfaction:
1. QUALITY
2. SERVICE
3. PRICE
And we can satisfy you in each particular.
A test will convince you that Mutual Tone
Arms and Sound Boxes are the Best on the
market. We give prompt and efficient serv-
ice. Prices from $2.15 up.
Mutual Phono Parts Manufacturing Corp., I4*N]w^fXt&tyitreet
The Russell Gear & Machine Co., Ltd., 1209 King St., West, TORONTO, CAN., Exclusive Distributors for Canada and All Other British Possessions
28
THE TALKING MACHINE WORLD
May 15, 1922
The Development of an Attractive Person-
ality Is an Essential to Success
By Chas. T. Hubbard ■
lilillllilllllilllPilllilllllllllllllllllllllllllllllllillllllillillllllllllllll
Personality as a success feature worth devel-
oping is highly recommended to the ambitious
talking machine and music dealer. Emerson re-
marked that "an institution is but the lengthened
shadow of a man" and so the popular and profit-
able store is often the reflection of one man's
personality. To some personality is a miscon-
ception. Many believe that personality is merely
the business manner of being able to greet cus-
tomers with a glad hand and a smile. This is
but personality in its lowest evolution.
The talking machine dealer who has cultivated
a pleasant personality has accomplished more than
merely the knack of shaking hands while extend-
ing a smile. The type of personality which wins
success and prosperity is that which is founded
on sincerity. Personality means thoughtfulness,
friendliness, wholesomeness and many other vir-
tues. Sometimes the best personalities are to be
found among dealers who do not possess the
effervescent smile and practiced handshake. Per-
sonality originates in a man's mind and should
not be donned as part of business equipment to
be used merely during the day. A successful
personality is not the result of endeavoring to
copy the ways or mannerisms of another, but in
the thorough analyzation of one's self to find first
what powers should be best cultivated. Person-
ality represents the highest cultivation of these
powers.
Perhaps as a dealer or manager you have as
your asset the virtue of patience. Again, you
may be endowed with a pleasant voice or it may
be that you are favored with a pleasing address,
a good sense of management, original qualifica-
tion in advertising or other powers. On these
your personality can rest if you will but take
lllllillllllll
an inventory of the manner you should best culti-
vate.
It has been stated that almost any twelve-year-
old boy can, as automobiles pass, tell the make and
cost of each one and describe with surprising
knowledge the mechanics of each car and all
about it. Many men at later ages pride them-
selves on being able to do the same thing. Most
of us are familiar with the lives and histories of
jj A Sincerely Pleasant j
( Attitude Is an Asset |
| Which Should Not Be |
m Overlooked by Talk- ■
1 ing Machine Dealers (
our leading ballplayers, actors and prizefighters
— yet how few of us really know anything about
ourselves? The talking machine dealer has dis-
covered that by making a study of records and
human nature an interesting and profitable busi-
ness has been created. A knowledge of business
methods is necessary in order that one may qual-
ify as a successful talking machine dealer. In the
same manner a knowledge of yourself is essential
in order that you may benefit with the best re-
sults from others. The good features of your
A R E AL
Talking
Machine
in
Portable Form
Retail Price
Wax Finish
Case
$35.oo
Leatherette
Covered Case
$4Q-00
MODERNOLA CO., Johnstown, Pa.
The Modernola Sales Co., Inc.
No. 929 Broadway New York City
iiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiniiiiiiiiii
own personality are well worth cultivating in this
worthy effort — for they are very likely to be
characterized throughout your whole organiza-
tion and its results.
NOW DESCRIBED AS "A MENACE"
Princeton University Professor Makes Excited
Attack Upon Talking Machine and Its Influ-
ence Upon the Life of the Students
Although the work done by the talking ma-
chine in the development of musical interest and
appreciation is generally recognized throughout
the country, and recognized by those in a posi-
tion to observe and understand the great results,
there are still those who for one reason or an-
other like to take a fall out of the talking machine
and talking machine music whenever the oppor-
tunity presents itself.
Now comes a professor of Princeton Univer-
sity, backed by the Daily Princetonian, the
University paper, to declare that the talking
machine is to be regarded as a menace at the
University as tending to cause waste of time
and interfere with the work of the students. The
charge is embodied in the following dispatch
which appeared recently in the New York
Herald:
"The phonograph has become one of the
greatest menaces to serious study in American
universities, say several professors in Princeton.
It now ranks with bridge, dances, 'petting' and
other diversions which attract the undergraduate
from his books. Says Prof. Randolph Her-
mance, supervisor of freshmen:
" 'One man goes to visit a friend's room and
immediately they indulge in a phonographic ses-
sion, playing one record after another with no
apparent interest in the music. And so one more
perfectly good hour is wasted in the idle and use-
less amusement.' "
The worthy professor and his associates will
find few to agree with their contention. They
probably forget the times, if they ever knew
of them, when the average college frat house, or
dormitory, simply exuded so-called melodies
from the throats of ambitious glee club men,
properly stimulated, or plucked out of guitars,
mandolins or banjos. At least the modern talk-
ing machine offers real music, which same can-
not be said of the amateur efforts of other days.
OK EH ARTISTS AT RADIO CONCERT
Well-known Artists Appear at Bedloe's Island
Station — Successful Concert Under Fred
Hager's Direction — Plan Weekly Programs
Another Okeh record radio party was given
April 19 under the direction of Fred W. Hager,
general manager of the Okeh recording library,
at Bedloe's Island Broadcasting Station (WVP).
Several of the selections on the program were
request numbers, among which were "Kiss Me
By Wireless," sung as a duet by Jane Neilson,
soprano and Nat Sanders, tenor. Nathan
Glantz, another well-known Okeh artist and
brilliant saxophonist, entertained with a new
novelty number "Step Along," and also played
"Dardanella" by request.
The Rega Dance Orchestra, an exclusive Okeh
organization, under the direction of Justin Ring,
played three selections, "The Sheik," "The
Clock of Love" and "Swanee Smiles." Other
numbers on the program contributed to the
success of the evening, and it is interesting to
note that Okeh concerts have been so well re-
ceived by radio fans that plans have been made
whereby Okeh artists will offer programs every
Wednesday night from Bedloe's Island Broad-
casting Station.
May 15, 1922
THE TALKING MACHINE WORLD
29
When we say that BANNER RECORDS
give full 75c worth of record value for 50c
we mean just that! We give just that!
Send for a sample! Make the test!
Play BANNER! Hear how good a record
it is! Look at the label! See whether the
recorders really are widely known! Make
sure of its wearing qualities! Play it again
and again! Use a microscope and see
whether the surface is worn! Make any
other test you may know of!
You will understand then why BANNER
has made so great an advance in so short
a time — why it has won the unqualified
favor of a great music buying public.
First Quality — then price!
"Gallagher and Shean"
Their humorous little ditties have been laughed
to from Maine to California and from Canada
to the Gulf. Everybody knows them. Every-
body wants them. They're so typically G. & S.
that one little strain is enough to put a giggle
through a whole house. As rendered on Banner
Record 1054, the song is a thunderbolt — one
hundred per cent mirth provoking, and sales
producing.
And here's another idea — a Gallagher and Shean
fox-trot — wonderful! — with a talking saxophone
and a laughing trombone. You can almost hear
the words. "Absolutely" speaks the saxophone —
"Positively" says the trombone. The orchestra
has taken advantage of the opportunity and made
just that kind of a dance-thing that sells and
sells and sells — for months!
A Few Fast Selling Hits!
Some Sunny Day
Rosey-Posy
Honey Lou
Sing Song Man
Teasin'
My Honey's Lovin' Arms
You Won't Be Sorry
Samson & Delilah (Opera-trot)
Doo Dah Blues
Sweet Man O'Mine
Just a Regular Girl
Rigoletto (Opera-trot)
Gallagher & Shean, Vocal
Gallagher & Shean, Fox-trot
Georgia
By the Sapphire Sea
Pick Me Up and Lay Me Down
California
Three O'clock in the Morning
Angel Child
Atta Baby
The Rose of Stamboul
Old Time Favorites, Vocal
Medley
An Oil Painted Window Display!
BANNER RECORDS
Pick MelteAadLjjy
Down in D&kiand %
£ ivtojlin &*ugs Grche*tT« .
•• An <M V?Mmsd Om^if
Entirely different from
anything that has yet
been issued in the rec-
ord field. A peculiar
type of illustration and
a different way of re-
production— beautifully
executed in four bril-
liant colors of oil paint.
Varnish finish, which
gives each card the ap-
pearance of an original
oil painting.
A truly clever thought! Famous operas con-
verted into fox-trots — that is Opera-trot (name
copyrighted by BANNER). The beautiful strains
of operatic music have been used to wonderful
advantage and now we have snappy, rhythmic
fox-trots. Proof of success? New York orches-
tras are playing them in New York ballrooms
and New York folks are calling for more.
PLAZA MUSIC CO.
18 West 20th Street New York
Attach to your business letterhead and mail to us today!
PLAZA MUSIC CO. (Banner Record Dhr.),
18 W. 20th St., New York.
Send samples, together with complete details on
Banner Records.
Name
Address ,
City State
30
THE TALKING MACHINE WORLD
May 15, 1922
eiiiiiiiiiiiiiiiiiiiiiiiiiiiiim
AMBITION
By EDWARD FRASER CARSON
a goal and the energy to work for it. And these
two things are ambition.
And if you, young man, have ambition there
is no handicap you cannot overcome, no bar-
rier you cannot surmount. With ambition there
is nothing you cannot attain.
DAVIN ADDRESSES DULUTH DEALERS
When a young man enters business he is very
much like a ship starting on a voyage. Only
it is usually the case that the young man does
not know where he is headed. The ship does.
Before the ship
weighs anchor or
casts loose from its
pier the captain gets
his sailing orders.
These orders tell him
to what port he is to
take the ship and with
that knowledge he
gets out his charts,
orders the engineer to
start the engine and
he is off— headed for a
definite port.
Edward Fraser Carson And> barring acci-
dents, the ship in due time reaches that port.
How many young men who start out in life
have a definite goal in view? Have YOU — you
who read these lines? Do you know in what di-
rection you are heading? Do you know where
you will make port? Do you know where you
will be, even where you hope to be, twenty or
thirty years hence?
Will you be a boss yourself, directing the
work of others? Or will you be plodding — still
plodding along on a salary dependent on an-
other for the privilege of working?
Have you ever stopped to sit down and seri-
ously figure it out? Believe me, it's a good
thing to do. And the more you think — -really
think about it — the sooner you will get your
sailing orders. The sooner you will know what
IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIH
the future holds for you in the way of pros-
perity.
And when you have your orders you will start
the engine that nature gave you and see to it
that it keeps working smoothly and steadily.
You will keep your eye on the chart and your
mind on the destination you have chosen.
When you do that, young man, you will reach
the place you set out for. It doesn't make a
bit of difference what that place is. No matter
what your ambition may be you can attain it
if you keep it continually before you and work
hard. It is as sure as death and taxes.
Ambition is dual in its nature. It implies
first, a definite goal and, second, the energy to
work to attain that goal. To have a goal with-
out the energy to work for it is to dream, and
undirected — or misdirected — energy is wasted
power. Many a man can, and usually does, dream
of the things he would like to be or the heights
he would like to attain. He wishes he were rich
or that he was mayor or governor or that he
was the boss.
But he lacks the energy to attain this ambi-
tion. He takes it out in wishing. He is like
a ship with the engines broken down at sea,
drifting at the mercy of the waves.
In like measure, others have the energy — the
pep, as they say — necessary to win success, but
they never get anywhere. They are always
working, always striving, but have no goal in
view.
If such a man does get anywhere it is pure
luck. Like a ship without a chart he has noth-
ing to guide him.
Success in life depends on these two things —
Speaks on Advertising and Selling — Miss Dixon
Dwells on Music Appreciation — To Renew
Billboard Publicity — Victrola Show Planned
Dtluth, Minn., May 4. — At the regular monthly
meeting of the Victor Dealers' Association, held
in this city recently, the principal speaker of the
evening was J. J. Davin, of the Reincke-Ellis Co.,
who spoke most interestingly on the subject of
advertising and selling. With his wide experi-
ence in the talking machine business and his
grasp of conditions throughout the country, his
talk made quite a favorable impression and he
was given a rising vote of thanks.
Miss Dixon, supervisor of music for the
schools of Duluth, also gave a very interesting
talk on 'Music Appreciation," and asked for full
co-operation in the music memory contest held
in this city.
After the Association banquet, which was at-
tended by all the Victor dealers along the Range,
the regular monthly business session was held
and it was decided to renew the co-operative bill-
board campaign inaugurated by the Association.
The city of Duluth's yearly exposition will be
held the week of May 14, and the Association is
planning a Victrola show as its contribution to
the exhibit.
WRITES ARTICLE ON RECORDING
An interesting article on the making of talking
machine records appeared in a recent issue of the
Christian Science Monitor. The text, which was
supplemented by illustrations of the actual re-
cording and a view of the record-pressing room
of a plant, was supplied by A. C. P. Russen, of
Newark, N. J.
No. 558
Universal Self-Service Displayors
Help Boost Record Sales
In the busy summer season, when dance records are so popular, the
SELF-SERVICE features of the DISPLAYORS enable your regular
customers to practically wait on themselves, enabling you to take good
care of your trade with fewer salesmen and less expense.
Neat — Inexpensive — Attractive — They Earn Many Times
Their Cost in Increased Sales
Ask Your Jobber — or Write Direct to
UNIVERSAL FIXTURE CORPORATION
133 WEST 23rd STREET NEW YORK
May 15, 1922
THE TALKING MACHINE WORLD
31
(NO. V)
Dear Bill:
I have just finished reading your letter and
that portion of it relating to your difficulty in
making collections reminded me that only last
week the Jones Music House went into bank-
ruptcy. In his petition Jones stated that his
failure was due to the large number of out-
standing, uncollectible accounts. I have been
watching Jones for the past year and have
warned him time and time again against the
methods which he was using in trying to make
collections. Perhaps you are making some of
the same mistakes and, therefore, I will risk
your displeasure by preaching again and warn-
ing you against certain harmful practices.
Every customer who comes into your store,
whether he is independent from the financial
standpoint or depends on his weekly or monthly
salary" to meet current expenses, is possessed
of a certain amount of pride. In this particu-
lar every man, woman and child is kin and, in
view of this fact, it will be best for you not to
forget to calculate on this very human character-
istic when trying to collect delinquent accounts.
Instant antagonism is aroused on the part of
a customer when the dealer undiplomatically
and bluntly tells the customer that his payment
is overdue. The typewritten letter is also a
cold proposition from the customer's standpoint.
In the majority of cases you will find, upon
investigation, that a person has neglected to
make a payment for either one of two reasons:
either the matter has been overlooked uninten-
tionally or the patron is in temporary financial
difficulty. The latter will often be the case where
the head of the house is employed at a trade
where he is out of work for several days at a
time in periods between jobs. This class of
customer usually takes pride in the fact that bills
are paid promptly, and if you become impatient
at a few days' delay the chances are that you
will make an enemy. It is much better to try
to get in touch with the customer personally
and have a frank understanding about the mat-
ter. Make him feel that while you want your
money when it is due you value his patronage
and he will respond by making every effort to
comply with your policy of doing business.
If it is impossible to make personal contact
the only thing left to do is to get in touch with
him by letter. As I stated before, the short,
snappy, so-called business type of letter will
do more harm than good in a case such as this.
Write in the same manner that you would to a
friend, mentioning the fact that the customer
has not been in to see you of late and also
draw attention to some new records, etc., which
you think might interest him. Before closing
call his attention to his overdue payment, stat-
ing that the matter has probably been over-
looked by him and close with a statement that
you hope to see him concerning the records
mentioned. An inquiry as to whether the ma-
chine which he purchased is giving satisfaction
will also go far in promoting good will.
In the case where a customer neglects to make
a payment through an unintentional oversight
a letter similar to the above will achieve the
desired results without giving offense. Of
course, the thing to do is to keep after cus-
tomers so that they will not get into the habit
of putting you off, but the point is that you
cannot afford to make an enemy of even a slow-
paying customer.
With best wishes,
Jim.
SONORA PRICES ARE REDUCED
New Price List Announced by Sonora Phono-
graph Co. Represents Reductions in Entire
Line — Company Advises Trade New Prices
Will Remain Standard for Balance of Year
The Sonora Phonograph Co. announced a few
weeks ago a new schedule of prices for Sonora
phonographs. When advising the trade regarding
these new prices the company stated as follows:
"Present conditions have had their effect on
labor as well as the price of raw materials, so
that the Sonora factories are to-day turning out
better phonographs at lower prices. Sonora's
policy always has been, and always will be, to
pass on to dealers and the public all savings ef-
fected by careful management and economy in the
buying of raw materials, as well as economies
realized by increased production. An exhaustive
investigation has been made into the various
steps of the construction of each model, with the
result that to-day's prices will not be again
changed this year."
The new prices of the conventional Sonora
models are as follows: Invincible, $350; Grand,
$300; Elite (wooden tone arm), $265; Elite (new
metal tone arm), $250; Baby Grand, $200; Inter-
mezzo, $175; Imperial, $150; Etude, $100;
Melodie, $50, and the Portable, $50.
Reduced prices for Sonora standard and De
Luxe period models have also been announced
and the new prices of the standard period models
are as follows: Lafayette, $165; Pembrook, $165;
Canterbury, $200; Queen Anne, $250; Louis XV,
Lorraine, $325 and $300; Italian Renaissance,
Verona, $300; Louis XVI, Royale, $300; Adam,
Hartford, $300; Queen Anne, Queensboro, $300.
INSTALLS TWENTY RECORD BOOTHS
Washington, D C, May 2. — Extensive altera-
tions, designed to considerably enlarge the Vic-
trola department of the Boston House, one of
the largest department stores in this city, have
added twenty record demonstrating rooms to
that department. A nursery room has been
built in which children may hear records played.
CO-OPERATIVE BUYING
Supplying the Retailer With Radio
Sets, Parts and Equipment at a
Saving of 10 to 25%
CO-OPERATIVE BUYING as illustrated by chain store successes is the one
way to secure the manufacturers' lowest prices for the average dealer.
What applies to drug, cigar, furniture and other chain
stores applies also to RADIO EQUIPMENT.
New York is the greatest Radio supply center in the World.
THE RADIO BUYERS' SYNDICATE has been formed to bring under one
buying head a great many dealers in Radio. By adding your order to many
others it is possible to obtain from the manufacturer his jobbers' prices, thus
saving for yourself the 10 to 25% which is the jobbers' profit.
THE RADIO BUYERS' SYNDICATE maintains offices,
stenographers, Radio experts, messengers, etc., to serve
you and are at your command at all times.
Your share of the overhead will be $12.50 for a period of six months from
the date of your check, during which time we will act as your New York
Buyer and maintain your offices.
Send in your initial order — large or small — with your
check for $12.50 and become a member of the syndicate
and buy radio equipment at prices which will allow you a
big profit from this wonderful business. Your interests
are best served by prompt action.
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•»" miiimniiiiiiiimitiiiim miiuiiuiMiiiniiiiiiimir iiijiimiiiiiitinititi mum in
Radio Buyers' Syndicate
145 W. 45th St. New York
32
THE TALKING MACHINE WORLD
May 15, 1922
BriQ
^ N E
Packed expressly for YOU
with uour Name
On An Order For
500,000 Needles
(300,000 Extra Loud, 100,000 Loud, 100,000 Medium)
We will pack Brilliantone Needles in tin boxes, attractively decorated
in colors as illustrated, 200 needles to a box, with your name on each.
You will gain increased prestige and good-will when your customers
see that your needles are made, packed and imprinted especially to
your order by the largest manufacturer of talking machine needles in
America.
Tell us to whom you desire shipment billed — we will supply you with
prices and complete details, or give you the name of our nearest dis-
tributor.
SEND FOR SAMPLES AND PRICES
BRILLIANTONE
STEEL NEEDLE CO. OF AMERICA, INC.
Selling Agent for W. H. Bagshaw & Co. Factory : Lowell, Mass.
347 Fifth Avenue
NEW YORK
SUPERIOR STEEL fl f
RRILLiantoNF
• REGISTERED TRADE MARK ■ 1
NEEDLES
May 15, 1922
THE TALKING MACHINE WORLD
33
pUlllUlllllllllllllllllllllllllllllllH
I Sells Records From Music Shop on Wheels |
1 Written for The World by CHAS. OLIVE
An entirely novel idea in connection with the
sale of talking machine records has been put into
use by the Hershey Music Store, of Willmar,
Minn. This store, one of the oldest music busi-
nesses in that town, is under the management of
Mr. Hershey, Victor and Columbia dealer, and
is doing a good business, both at Willmar and
Atwater, where a branch store is conducted.
His new idea is that of selling records by auto-
mobile.
A closed car is used for carrying the records
and it is equipped with racks that hold the rec-
ords safely even on bumpy roads. The record
outfit consists of the greatest hits and the most
popular pieces, because these are the easiest to
sell. The auto is in charge of a competent sales-
man, whose route is carefully mapped out for each
day in the week; thus the territory controlled by
the firm is canvassed many times during the Sum-
mer and Fall, and every home with a talking
machine is visited, in town, surrounding coun-
try and villages. The records are delivered di-
rectly from the stock carried in the car, so that
these pieces are not used merely for demon-
stration.
The plan is as excellent as it is novel and the
salesman does a good business. He visits not
only the homes in the neighborhood, but also the
hotels, boarding houses and Summer cottages.
Around Willmar are many beautiful lakes, where
people spend the Summer months in cottages,
and these people are good buyers of new records.
They are staying out there just to rest and enjoy
themselves and have lots of time to use and play
talking machines. Any new and striking pieces
will interest them. Summer boarders also look
for good records to break the monotony. And
even the folks out on the farms buy many records
when the salesman comes around. They use the
talking machine at lawn parties, church socials,
picnics, etc., and are always glad to get some-
thing new to play. The salesman is able to ad-
vise them of the latest hits and, as the records
can be obtained so conveniently, the temptation'
of buying the best can hardly be withstood.
Further, the salesman carries one of the smaller
Victrolas in the car, for the purpose of interest-
ing possible purchasers in the machine, and also
for demonstrating Certain records when neces-
Sharpen the Fibre Needle
Without removing it from the
Tone Arm of the Phonograph
It's 5 years ahead of the times
CONVENIENT
MECHANICALLY RIGHT
Very Simple
LIDSEEN
FIBRE NEEDLE
CUTTER
LIDSEEN PRODUCTS
832-840 So. Central Ave. CHICAGO
sary. Those places or localities yielding the most
business are visited at least twice a month with a
stock of new records and many sales are made
there every time. As conducted by Mr. Hershey
the selling of records by automobile not only
increases Summer business, but also advertises
the store and gives it greater prestige, so that
many more regular customers are attracted to
the place. Because the Hershey Music Store
carries a complete stock of sheet music and musi-
cal instruments of all kinds every record customer
means also a possible purchaser of some other
merchandise in the music line.
KODISK PLACED ON MARKET
Metal Disc for Making Permanent Home Re-
cordings Now Ready for Trade — Uses Ordi-
nary Steel Needle for Recording and Repro-
ducing— Has Many Unique Features
A metal recording disc for home recording
which will be known as the "Kodisk," has just
been placed on the market by the Phonovations
Co., Inc., 37 East Eighteenth street, New York,
which will be the distributor of this disc. The
"Kodisk," which is manufactured by the Metal
Recording Disc Co., may be used with any
phonograph to record the human voice or any
combination of musical instruments. Record-
ings may be made either through talking into
the horn of the phonograph and using the
sound box as a recorder, or by using the "Ko-
disk" recording horn for recording and repro-
ducing. The discs will be made in various sizes
with space for recording on each side, and it
is stated that the record made on the "Kodisk"
is absolutely permanent. The ordinary high-
grade loud tone steel needle is used for the re-
cording point, and the simplicity of the "Kodisk"
and its method of operation is one of the out-
standing features of this new home-recording
outfit. It is the invention of one of the best-
known members of the talking machine
industry.
SEABURG CO. IN RADIO FIELD
Well-Known Manufacturer Making Radio Cab-
inets— Orders Received in Large Quantities
Jamestown, N. Y., May 5. — The Seaburg Manu-
facturing Co., of this city, manufacturer of the
Librola phonograph, a combination talking ma-
chine and library table, is doing considerable
work in the radio field. Librola cabinets are
admirably fitted for the installation of wireless
outfits, as nearly all standard equipment may
be installed in the record compartment side,
while the horn on the other side is used as a
loud speaker.
The Seaburg Manufacturing Co. is furnish-
ing cabinets alone for both the talking machine
manufacturer and the radio assembler, and dur-
ing the past few weeks orders have been received
from well-known concerns in all parts of the
country. The Seaburg • factory is co-operating
with its trade in every possible way and is mak-
ing prompt shipments of these cabinets.
W. D. WARREN IN NEW QUARTERS
W. D. Warren, who has built up a very ex-
cellent business in talking machines, records
and player rolls in Denver, Col., has just moved
to a new location in that city at 238 Fifteenth
street. He is carrying a very large stock and
has equipped the establishment in a manner that
should prove most attractive to purchasers.
He has also opened a repair department to meet
the needs of his customers.
The firm of McKean, Darby & Baldwin, Port-
land, Ore., has purchased the talking machine
business of A. J. Lilburn & Son, Roseburg,
Ore.
LATEST RELEASES
SONGS ■ DANCES - COMICALS
00987x E Sbocciano Ee Rose,
Cav. Uff. G. Godono
Addio Mia Bella, Addio,
Cav. Uff. G. Godono
00991x I/' Altalena Cav. Uff. G. Godono
E 1/ Ammore Cav. Uff. G. Godono
00993x Venerdf F. Rondinella
'E Ssignurine D' 'O Palazzo,
R. Ciaramella
00997x Serenatona R. Ciaramella
Vipera J. Baroni
00999x 'O Guarraeino— Part 1 P. Mazzone
'O Guarraeino — Part 2 P. Mazzone
001007X Un Balbuziente In Tribunale
(Seena Comica)
Cozzolino-Di Napoli-Mazzone
Pulcinella Ad Una Festa Da Hallo
(Scena Comiea)
Cozzolino-Di Napoli-Mazzone
001009x Dolores. Valzer. .Orchestra Napoletana
Joupe Goulotte. Two-Step,
Orchestra Napoletana
001013x II Musicomane. Polka,
Orchestra Siciliana
Fiocchl Di Neve. Gavotte,
Orchestra Siciliana
We Are Also Manufacturers & Distributors of
Italian Popular Music Rolls
New Hits Released the 15th of Each Month
JUST OUT
xl93— Abat-Jour. (Salome.) Versi di B.
Neri-Musica di Stalz. (Word
Roll) $1.25
x215 — 'E Bellizze D' 'A Stagione. Versi
di L. Sica. Musica di R. De Luca.
(Word Roll) 1.25
xl71 — Che Bella Cosa Oine. Versi di A.
Barbieri. Musica di G. Capolongo.
(Word Roll) 1.25
— 'A Serenata 'E Coppola Rossa.
Versi e Musica di L. Donadio.
(Word Roll) 1.25
188 — Gentil Pehsiero. Instrumental.
Waltz by H. Ciauri 90
L
ITALIAN BOOK CO.
Music Dep't
145-47 Mulberry St.
New York City
DISCOUNT TO DEALERS— ASK FOR
CATAXOGUES
34
THE TALKING MACHINE WORLD
May 15, 1922
A timely advertising stunt is the Columbia Dealer's
Summertime Fan — imprinted with your name. A
novelty of genuine utility— and a constant advertise-
ment for your store. Ask your Dealer Service Man
about it.
Columbia Graphophone Co.
NEW YORK
ADVOCATES STANDARD "TALKERS" FOR BROADCASTING
Absolutely Essential to the Best Results in the Transmission of Record Music by Means of the
Radio, Declares President of the Cleveland Radio Association, E. H. Poad
Cleveland, O., May 6. — That the standard talk-
ing machine is essential to proper broadcasting of
music by radiophone is the assertion of E. H.
Poad, president of the Cleveland Radio Associa-
tion, this statement coming simultaneously with
the closing of negotiations with the Department
of Commerce by Warren R. Cox, head of the
Cox Laboratories, who has just returned from
Washington with the limited license that per-
mits the broadcasting of music, news and general
information. The Cox station, the only one in
Cleveland, and one of only five in the country,
will be known as WHK.
In order not to conflict with the distribution
from Pittsburgh, Chicago, Newark and Spring-
field, Mass., on those nights during which concerts
are given, the wave length from WHK will be
kept down to 360 meter wave lengths, which
means that receivers within a radius of 200 miles
will receive the material thus broadcasted in
Cleveland without interfering with outside
broadcasting, and vice versa.
So well equipped are the Cox Laboratories,
however, that the music distributed from this
point has been received in Celina, Kan., according
to Mr. Cox. The laboratories are located on the
top floor of the Stuyvesant Building.
While the talking machine figures most promi-
nently in the music broadcasted from this station
a staff of musicians, headed by Miss Ethel Toole,
is part of the Cox organization. The concerts
sent out are now being held three nights every
week. The room in which the concerts are
held is cloth-padded, absolutely sound-proof and
barred to all outsiders.
But the chief factor in this method of music
distribution is the talking machine, in the opin-
ion of President Poad, of the Cleveland Radio
Association, under the auspices of which the
concerts are being given.
"A standard talking machine is absolutely essen-
tial to the proper transmission of record music,"
says Mr. Poad. "Surface noises must be absent
entirely or the effect is spoiled completely. We
know this by experience with many types of
machines. Those outside of the sending station
have often wondered why they cannot get good
reproduction at times. It is because of the sur-
face noises created by some instruments or
records. We who are interested in developing
this science have learned this by experimenting
with various machines. There is no idea of dis-
crimination, however, but we have found that the
best-recognized machines and records are best
for this purpose."
It merely happens, therefore, that in the pres-
ent work being done in Cleveland the Victor ma-
chine and Victor records are being used at
WHK. The instrument and records are being
supplied by the Buescher Co.
VELVET COVERED TURNTABLES
ADD TO THE QUALITY OF MACHINES
A.W.B.
VELVETS
THE BEST TALKING MACHINES ARE EQUIPPED WITH
A. W. B. BOULEVARD VELVETS
GRAND PRIZE— GOLD MEDAL, ST. LOUIS EXHIBITION
WRITE FOR SAMPLES AND PRICES
A. WIMPFHEIMER & BRO., Inc.
450-460 Fourth Avenue, New York
ESTABLISHED 1845
It is through the Cleveland Radio Association
that significant steps in radio development in the
Cleveland district are being taken, in the opin-
ion of Mr. Poad. Prominent business men of
the community are personally interested in its
achievements and in directing its affairs.
SOUND BOX THIEF SENT TO JAIL
H. J. Wexler, Youth Who Stole Talking Machine
Parts From Store of Winterroth & Co., New
York, Sentenced to Elmira Reformatory
At least one talking machine sound box thief
will not annoy New York dealers for a couple of
years to come, following the action of the Court
of Special Sessions recently in sending Her-
man J. Wexler, of 2 Tracy avenue, Newark, N. J.,
to Elmira Reformatory.
The prosecution of Wexler came about through
the efforts of E. J. Winterroth and Valentine
Faeth, of Winterroth & Co., Union Square. A
man went into one of the Winterroth booths on
April 8 to hear some records and when he left
one of the machines was found to be minus its
tone arm. A careful watch was kept and the fol-
lowing day a young man came in to listen to
some records and as he started toward the door
an investigation showed that a tone arm was
missing and a large exhibition sound box had
been removed and replaced by a smaller type.
The tone arm was found on the youth, who
proved to be Wexler, and it was decided to prose-
cute. Messrs. Winterroth and Faeth were sup-
ported in their case by Charles E. Neier, an at-
torney, and Irwin Kurtz, president of the Talk-
ing Machine Men, Inc. It was hoped to learn
the name of the party to whom Wexler had dis-
posed of his talking machine parts, but he con-
sistently refused to reveal the name. Investiga-
tion brought out the fact that he had pleaded
guilty a few months ago to the theft of a sound
box from an uptown, store.
OK EH RECORDS POPULAR IN SOUTH
Atlanta, Ga., May 3. — One of the live-wire Okeh
record dealers in the South is B. G. Porter, of
Eustis, Fla., who has been handling this line
only a few months, according to P. C. Brock-
man, sales manager of the J. K. Polk Furniture
Co., Inc., Okeh distributor in this section of the
South. Mr. Porter states that the Okeh rec-
ords are increasing steadily in popularity, if
increasing sales are any indication.
SENT A SUBSTANTIAL CHECK
Since the publication of the list of contribu-
tors throughout the trade to the Jewish War
Relief Drive by the committee in charge of
same, a number of additional contributions
have been made. Among them is a substantial
check from N. Cohen, president of the Greater
New York Novelty Co., Brooklyn, N. Y.
A talking machine department has been added
to the drygoods business of Ewald Klings,
Blue Island, 111.
The Talking Machine World, Nezv York, May 15, 1922
m
mi
Introducing to the Trade
The Most Fascinating Form of
Entertainment in the World
THE
AIR-0-PHONE
The Perfected Radio
Concert Receiving
Instrument
No Aerials to Set Up
No Installation to
Make
No Knowledge of
Radio Required
Standard Air- Voice Model Complete $450.00
Our First Announcement to the New York Public, Made Through the New
York Times, February 21, 1922, Brought Buyers to Our Salesroom from as
far West as San Francisco, Mostly Hard-Headed Department Store Buyers
Who Came, Marveled and Purchased.
A New Timely Source of Revenue
Bigger Than Any Entertainment Device
Ever Placed Before the Pu blic
Take Advantage of the Crest of the Radio
Wave That Is Sweeping the Country
Be the First to Demonstrate the Air-O-Phone in Your Town
The Public Will Crowd Your Store Every Day
We Are Now in Production
Distributors now being appointed. If we are not represented in your Territory — Telegraph, Telephone or Write.
AIR-O-PHONE CORPORATION
Factory:
Canton, Pennsylvania
Sales Offices:
122 Fifth Avenue, New York
May 15, 1922
THE TALKING MACHINE WORLD
35
TAKE OVER REGINA ASSETS
Creditors' Committee Incorporated for the Pur-
pose of Settling the Affairs of Bankrupt Con-
cern— Will Start Work at Once
At a meeting of the creditors of the Regina
Co., held at the office of the Referee in Bank-
ruptcy last month, the referee approved a plan
for the purchase of the assets of the company by
the Creditors' Committee. The plan was car-
ried out and the Regina Corp. was chartered
under the laws of the State of New Jersey with
a capital of 10,000 shares of no par value stock,
for the purpose of taking over the assets and
business of the Regina Co.
It was the original intention of the committee
to issue a share for each dollar of indebtedness.
It was found, however, in order to carry out
this plan, the fee of the Secretary of State would
have been in excess of $10,000.00. It therefore
was decided to have fewer shares and issue one
share, for each $100.00 of indebtedness. This
necessitates there being fractional shares, but it
was held that this is not objectionable.
An organization meeting of the new company
was held and the following officers and directors
elected: W. L. Desnoyers, president; C. M. Cub-
bison, vice-president; Eugene F. E. Jung, secre-
tary and treasurer; James F. Shaw and E. F.
Fretz, directors.
Of the above, Mr. Fretz is president of the
Light Manufacturing and Foundry Co., at Potts-
town, Pa., and was the largest merchandise
creditor and was on the Creditors' Committee.
Mr. Jung also is on the Creditors' Committee
and is by profession a statistician and economic
expert. Mr. Shaw is of the banking house of
Knauth, Nachod & Kuhne. Mr. Cubbison is
a sales manager of large experience and will
take charge of the sales of the new company.
Mr. Desnoyers has been acting as receiver and
his training and experience in reorganization
work should be of value to the company.
The following trustees were appointed: W. L.
Desnoyers, John Bernhard and D. L. Murphy.
These have qualified and will superintend the
winding up of the affairs of the old Regina Co.
It is expected that between now and the end
of May it will be possible to pay off all preferred
claims, liquidating expenses, etc., and the com-
pany will then be prepared to send a statement
to credit agencies and to its stockholders.
STEALS TALKING MACHINE MOTORS
Obtains Names of Machine Owners From Dealer
and, Posing as Repairman, Steals Motors
The operation of a new type of burglar was
revealed in the metropolitan district recently
when Benjamin Springsteen was arraigned be-
fore Magistrate Douras charged with grand lar-
ceny. The complainant against him was Jacob
Zatlin, proprietor of a musical instrument store at
596 East 180th street. He charged that Spring-
steen obtained a list of his customers who had
purchased talking machines on the instalment
plan and visiting nine of them induced them to
let him remove the motors of the machines "to
look them over" and then failed to return them.
VICTOR CO. APPEALS DECISIONS
Appeals to the United States Circuit Court of
Appeals at Cincinnati were taken by the Victor
Talking Machine Co. on April 17, 1922, from
the decisions of Federal Judge Sessions, rendered
April 5, 1922, in the Victor Co.'s suits against
the Brunswick-Balke-Collender Co. and against
the General Phonograph Corp. and General
Phonograph Corp. of Illinois.
LOUIS M. GREENBERG INCORPORATES
The firm of Louis M. Greenberg, of New York
City, dealer in talking machines, has been
granted a charter of incorporation under the
laws of New York State, with a capital of $45,-
000. Incorporators are L. M. and M. and S.
Greenberg.
"DAILY DOZEN'MN^ THE SCHOOLS
Health Builders' Records Become Part of Cur-
riculum of George Washington School,
Keokuk, la. — Stimulates Athletic Activity
Keokuk, Ia., May 1. — Walter Camp's "Daily
Dozen," through the medium of the Health
Builders' records, produced by Health Builders,
Inc., New York City, has become a part of the
curriculum of the George Washington School
of this city. Every morning at 9:45 and again
in the middle of the afternoon the pupils in all
the grades of this school are put through the
twelve exercises to be found in this record
course. At the beginning the first set of records
explaining each part of the exercise was used,
but the children rapidly learned these exercises,
and now the advanced records in which the exer-
cise is merely announced are being used. The
twelve exercises are gone through in less than
fifteen minutes, during which the windows are
thrown open. The same talking machine which
is used in other educational work is used for the
Health Builders' record. The teachers of all
grades in this school are enthusiastic over the
"Daily Dozen" and many of the children have
induced their parents to purchase the Health
Builders' course of records from the local talking
machine dealer for use in their homes.
G. K. LORD SINGS FOR RADIO
Gene Kenneth Lord, the Singing organist, who
recently signed a contract to record exclusively
for Okeh records, is one of the latest Okeh ar-
tists to sing over the radio. Mr. Lord has been
singing from the broadcasting station of Straw-
bridge & Clothier, Philadelphia, and the pro-
gram has been advertised in all of the Philadel-
phia papers. His new spiritualistic hymns are
meeting with an excellent reception from the
Okeh dealers, who are well pleased with the sale
of these records.
Reubin Wallace is the new manager of the
Yictrola sales department of the Carroll Music
Shop, Appleton, Wis.
Fine Music Goes Hand in Hand with Fine Machines
and Fine Machines are Cased in Genuine Mahogany
T N these days, when the music-loving public enters your
A store, you have not only to talk music but durability, fine
workmanship of motor and cabinet and particularly, you
have to talk quality. For the public is as much interested
in the appearance of the machine as in its tone-producing
ability.
The trade is realizing this more and more. A New York
City evening paper recently carried the following news
item :
"The situation of the companies that are in difficulties can be
summed up in their producing an inferior product," said
George A. Dodge, of Boston, treasurer of the Eastern Talk-
ing Machine Company. "They produced an inferior prod-
duct that didn't stand up even in the hands of dealers. Some
companies filled their storehouses with as many as 500,000
of these machines, and the public threw them back on their
hands. Naturally, they have to liquidate."
Ninety percent of the pianos built in this country are
made of Genuine Mahogany. Genuine Mahogany,
whether in pianos, furniture, paneling, or in talking
machine cabinets, is both durable and beautiful. And
your clientele has been educated for many months to
demand the durable and beautiful.
THE MAHOGANY ASSOCIATION, Inc.
NEW YORK
After all — there's nothing like
MAHOGANY
36
THE TALKING MACHINE WORLD
May 15, 1922
^iimmiwiBiHiflMww'W^
or Cut Bait!
A while ago "big business was being banded out on a silver platter — but to-day tbings
bave cbanged. "Big Business is still to be bad, only it means action, and lots of it.
What are X)ou doing to stir up new business, Mr. Vi ctor Dealer? Going to sit tight
and wait for something to happen — or are you going to get down to "brass tacks ? One
thing is certain — your future success depends upon your efforts.
Right now, let's all get behind the one big bet of the season — t he PORTABLE
VICTROLA No. 50. This instrument, while an all-year- round money producer, is
a particularly ideal model for the spring and summer months. The abundant pleasure
it affords, its wonderful reproducing qualities, its extremely low cost, are all features
that make the No. 50 a sure seller.
In the country, in the home, when camping, while sailing, for dancing and entertainment,
the PORTABLE VICTROLA No. 50 is indispensable.
What a wo rid of opportunity there is open to you, Mr. Victor Dealer! Don t delay
a moment — begin your advertising and selling campaign at once. In doing so you will
receive the benefits of the Victor Company s advertising that will soon begin in all the
leading magazines and newspapers throughout the country. A rare opportunity
now presents itself !
C. BRUNO & SON, Inc.
351-353 Fourth Avenue New York
Victor Wholesalers to the Dealer Only
llUMINIIillie
may 15 .1922 THE TALKING MACHINE WORLD 37
PlllllllllllllillllllllllllllllllillllllU
I Some Timely Merchandising Suggestions for |
I Live Talking Machine Dealers - ey Frank h. wiiuams |
iiiiiiiiiiiiiiiiiiiuiiiiiiiiiiiiiiiiiiiiiiu
Women's wear stores and department stores
stage style shows constantly and get a lot of
business from such stunts.
Why couldn't the talking machine dealer stage
a style show and boost business thereby?
Here's the idea: Secure some old-style instru-
ments of the kind you handle and display these
in your show window alongside some modern
machines — preferably the console or perpendic-
ular styles. Then get some old-time records, in-
cluding the cylinder type, and arrange them be-
side the modern records. At the rear of the win-
dow place a sign reading like this:
;i|iiuiiiiiiiiiiiiiiiiiiiiiniiiiiiiiiiiiiiiiiiiiiiiiiiiiiiim
| OUR TALKING MACHINE STYLE SHOW
Contrast the old-style talking machines and rec- §
g ords with the modern styles of machines and rec- g
g ords. Keep up with the style. Change your old g
= machine for a new instrument NOW. §{
pniiiiiiuuiiiiiniM
The same sort of an exhibition might be car-
ried out inside the store.
This would create a lot of interest and would
undoubtedly make numerous sales to people who
would be brought, by the show, to a realization
that they were, perhaps, far behind the times in
the matter of possessing the latest creations in
machines and records.
An Original Plan of Making Sales
The Wolf & Dessauer department store, of
Fort Wayne, Ind., has developed a particularly
good business in Victor machines and records
under the direction of W. E. Cotter, the manager
of the department. One of the ideas which he
has used in pushing his business could, undoubt-
edly, be employed by other talking machine de-
partments or stores to good advantage.
This stunt is the formation of an orchestra
among the store employes and the playing by
this orchestra at farmers' institute meetings,
school gatherings over the county, and public
gatherings of every sort where there is a de-
mand for music and where no other provisions
for music have been made. The orchestra is
composed of music-lovers who play for the love
of it and so it costs nothing to operate the orches-
tra. All the members, too, have their own instru-
ments, so the store is out nothing for equipment.
And whenever the orchestra goes anywhere to
play, Mr. Cotter always takes along a big Victor
demonstrator and a bunch of records of the type
he feels will appeal to his audience. Between
selections by the orchestra, the machine is played.
In this way Mr. Cotter secures a demonstration
where it will do the most good, and he has made
many sales as the result of all this.
How to Stimulate Interest in the Store
Who has the oldest talking machine in your
city?
Who has the oldest record?
Think how interesting it would be to discover
these old-timers and to exhibit them in your
show window!
And think how much interest would be
aroused in your city by an announcement to the
effect that you would award a prize of five new
records to the owner of the oldest machine in the
city and five records to the owner of the oldest
local record! Such an announcement would
create a lot of scurrying back and forth and ex-
amination of machines and records and all this
sort of thing would stir up a renewed interest
in machines and records and would, therefore,
stimulate your business as well as making your
store more talked about than any other talking
machine store or department in the city. Try
this plan in YOUR store NOW!
Keeping the Young Folks Interested
Every parent of a child of high school age is
deeply and vitally interested in knowing where
his child is at night.
This being the case it would be a good stunt
for the talking machine dealer to secure a list
of the local high school students from the prin-
cipal of the school or from the local superin-
tendent of schools and then to solicit the parents
of these children on the proposition of pur-
chasing machines and records for home use, as a
"talker" in the home is one of the best possible
ways of keeping children of this age at home
PLAN NATIONAL MERCHANDISE FAIR
Event Similar to the Leipzig Fair in Europe to
Be Held in New York in August
Announcement has been made that the Na-
tional Merchandise Fair under the auspices of
the National Retail Dry Goods Association will
be held in New York City at the Grand Central
Palace during the first three weeks of next
August. Colonel Michael Friedsam, president
of B. Altman & Co. and chairman of the gen-
eral executive committee in charge of the Fair,
issued a statement in which he reviewed the
plan and told how all energies would be devoted
to preparing for the event. With the assistance
of the committee, he is now completing the va-
rious groups required to handle the Fair ar-
rangements, including ways and means, merchan-
dise exhibits, co-operation, entertainment and
publicity.
Describing the need of lower distribution costs,
from the raw material to the consumer, Colonel
Friedsam declared the Fair would provide ap-
preciable economies, since it would allow buyers
nights and of getting the young people to bring
their friends around to the house where the
parents can see who and what sort of people these
friends are.
In many of the homes thus solicited there
would, undoubtedly, already be talking machines,
but there may be no new records in the home,
hence the "talker" was seldom used. To these
people the dealer could easily sell new records.
Don't pass up this method of getting more
business.
to purchase all they needed within a limited
period and within the least possible area adequate
for merchandise display. In mentioning the
good results obtained abroad, he stated that the
Leipzig Fair this year had given work to the
manufacturers for the next half year. The as-
surance of immediate sales in large volume, he
said, would be welcomed by the manufacturers
here.
Booth space will be allocated to the various
lines of merchandise, it was explained at the
Association offices, in the same proportion that
they contribute to the general volume of busi-
ness of the average department store, the pur-
pose being to develop a well-rounded exhibition.
At the same time the plan calls for a lay-out
of exhibits along the lines generally followed
in the average department store.
Every sales manager and salesman should
remember that line of Charles Frohman's, says
the Treasure Chest: "There are no bad towns —
only bad plays!" Every town will show its good
side to good salesmen, good products and good
service.
Wall-Kane Needles
Protect the Record
in
WALL-KANE NEEDLES
Used by 80% of the population, sold by the
leading jobbers throughout the world.
A nationally advertised article that has been in ever-
increasing demand since it was established in 1913
WALL-KANE needles are packed in metal
display stands holding 60 packages, 24 loud,
24 extra loud and 12 medium.
They are also packed in cartons of 1 00 pack-
ages of a single tone, either loud, extra loud or
medium.
JOBBERS ONLY — APPLY FOR
SPECIAL PROPOSITION
The Greater New York Novelty Co.
Sole Manufacturers of
WALL-KANE NEEDLES
3922 Fourteenth Avenue
Brooklyn, N. Y.
38
THE TALKING MACHINE WORLD
May 15, 1922
%e Cheney ^Resonator is actually?
Carved out of
Seasoned violin
Carving Cheney Resonators from
violin wood '— seasoned maple
and spruce
Because the sensitive wood shell ot a fine violin
is the most perfect resonating chamber known to
musical science, the resonator of The Cheney [a
most important exclusive feature} is carved in the
same graceful, symmetrical lines. Suspended at a
single point of contact, it hangs in the cabinet free
from obstruction, vibrating with every passing note.
As its delicately curved walls become ever more
vibrant and responsive, it is true of The Cheney,
like an old violin, that "The longer you play it, the
sweeter it grows. "
Wood
The famous violin resonator of The Cheney is really
carved from seasoned spruce and maple, the resonant
woods which develop within a violin its rich, sweet
tones.
Only by carving the walls of The Cheney Resonator
can we achieve that richness and fullness of tone which
makes The Cheney stand out from all other phono-
graphs. It is a part — and an essential part — of the
acoustic system which makes The Cheney absolutely,
fundamentally different from any other phonograph that
is made.
The violin wood used in The Cheney Resonator is
not kiln dried. It is carefully seasoned for a year or
more in the only way that sensitive woods can be
seasoned to retain their live, vibratory quality — by time
and the elements.
Cheney Talking Machine Company, Chicago
The longer you
play it, the
sweeter it grows1
Cheney
The Master Instrument
Considering the quality
of workmanship, Cheney
prices are remarkably
low. Regular models
retail from $115 to $325.
Console models in a vari-
ety of styles.
May 15, 1922
THE TALKING MACHINE WORLD
39
Fur man and Nash have already made a
name for themselves with their first records.
Their new one is "Those Days Are Over"
and "I Got It9 You'll Get It," tenor and bari-
tone duet. 4-3584.
Columbia Graphophone Co
NEW YORK
HEALTH BUILDERS RECORDS SCORE
Demonstrated at Banquet of Atlantic City
Athletic Club Before Noted Personalities and
Make Big Hit— R. B. Wheelan on the Job
Keeping Fit to Music through the aid of the
Health Builders' course of records, produced
by Health Builders, Inc., New York City, is
set to music. The new Atlantic City Athletic
Club recently held its first banquet in the Vene-
tian room of the Ambassador Hotel, which was
attended by over 200 prominent professional and
business men of this well-known resort. Mayor
Bader of Atlantic City acted as toastmaster, and
among the specially invited guests were Walter
Camp, Robert B. Wheelan, president of Health
Builders, Inc., and Bernarr MacFadden, pub-
Guests at Atlantic City Athletic Club Banquet Exercise to Health Builders Records
progressing steadily in popularity. This course
is not only proving popular in the schools and
the homes, but many large organizations have
enthusiastically used the Health Builders' course,
which consists of Walter Camp's "Daily Dozen"
lisher of the Physical Culture Magazine. Walter
Camp addressed the gathering on "Keeping
Fit," and told of his experiences while helping
the United States Navy Physical Training De-
partment during the World War. Robert B.
What Is YOUR Percentage of Profit?
my,
mi
Queen Anne Console
Price $300
Suppose we could show you — and
PROVE — that
— with Granby you can make up to THREE TIMES
your Present Percentage of Profit at a Merchandise In-
vestment up to 30 Per Cent less.
Would you be interested?
Why not ask us — Today — to prove it?
GRANBY PHONOGRAPH CORPORATION
21 WEST STREET
General Sales Office
BOSTON
Wheelan, president of Health Builders, Inc.,
spoke on somewhat similar lines, discussing not
only the value of keeping fit, but how it was
possible to have the "Daily Dozen" in the home
set to music, and demonstrated this fact by actu-
ally putting the guests through the exercises at
the close of his address. These 200 prominent
members, clad in their "soup and fish," and
others dressed in business suits, responded
heartily to Mr. Wheelan's suggestion and with
the help of a talking machine and Health Build-
ers' records went through the complete course.
This was an outstanding event of the evening,
and much enthusiasm was displayed _ over this
course of records.
WOMEN TELL WHY THEY BUY
Trade Survey Discloses Attitude of Women To-
ward Window Displays and Advertising
Marshalltown, Wis., May 9. — One of the most
complete reports on a retail trade survey ever
given has just been turned over to the local
Chamber of Commerce. The survey was made
in November, 1921, by W. F. Bristol, of the ex-
tension department of the State University. Out
of seventy-five answers received to a question-
naire concerning advertising, seventy-three
women said they read the newspaper ads and
were guided in their purchasing by the advertis-
ing published in newspapers by merchants. Win-
dow display advertising was recommended, how-
ever, as the one from which most results come,
with newspapers second in point of view of re-
sults. The answers disclosed that women were
drawn downtown by newspaper advertisements,
but that they expected the window displays to
draw them into the stores.
TELEPHONE CONCERTS SELL RECORDS
Dealers Inaugurate Clever Plan Which Stimu-
lates the Sale of Records
It isn't a question of "If you're waking call me
early," because you get called early anyhow,
whether you're waking or not. For Flatbush,
N. Y., talking machine dealers have put on an
efficiency stunt that makes every day as mad
and merry a day as anybody could wish, says
The Sun.
This is the way it goes: Your telephone rings,
and in answer to your "Hello" a voice with a
wile inquires concerning your musical appetite
at the moment; whether you feel that jazz or
chamber music would go down easiest, whether
you are hungry for opera or have a hankering
after coon songs. All you have to do is to ex-
press your preference and a musical bill of fare,
selected accordingly, is served you over the tele-
phone. Indicate the items you like best, and in
ten minutes the records show up at your front
door to be tried on your own favorite talking
machine.
F. W. Gibson, talking machine dealer at An-
gelica, N. Y., has secured new quarters in the
Thomas Building.
40
THE TALKING MACHINE WORLD
May 15, 1922
Made in Our
Watch Oil
DEPARTMENT
which for half a century
has made 80% of all the
watch, clock and chronom-
eter oil used in America.
The Best Oil For Any Talking Machine
In refining, Nyoil is given the same care as our
famous watch oil receives. All gums and impuri-
ties are removed, leaving it
Colorless, Odorless and Stainless.
Housekeepers say they would not be without
Nyoil because it is best for phonographs and sew-
ing machines — for polishing furniture and wood-
work and is odorless and will not stain. It is free
from acid and will not gum, or become rancid.
Sportsmen find it best for guns because it prevents
rust.
NYOIL is put up in 1-oz., 3-oz. and 8-oz. Bottles
and in Quart and Gallon Cans.
For Sale by all Talking Machine Supplies Dealers
WILLIAM F. NYE, New Bedford, Mass., U.S.A
ADVISES DEALERS TO DISCRIMINATE
Victor Jobber Suggests That Dealers Carefully
Investigate Discount Proposition — Some Plans
Considered Unfair — Legitimate Discount Com-
panies Suffer by Activities of Other Kind
Talking machine jobbers and dealers in
Greater New York have been visited recently by
representatives of several discount companies
who have tried to interest them in the merits
of their respective propositions. The jobbers
have been asked to lend their endorsements to
the plan, and dealers, of course, have been
solicited direct for business. The Silas E. Pear-
sail Co., Yictrola wholesaler, in order to pro-
tect the interests of its dealers, investigated one
of these plans, and at the conclusion of its in-
vestigation advised Victor dealers to be very
careful in giving their paper to the represen-
tatives of this discount company. The propo-
sition itself seemed equitable on the surface, but
upon investigation it was found that there was
a "joker" in the contract offered the dealer which
not only would necessitate the use of more
paper than specified in the contract, but might
cause the dealer considerable annoyance and em-
barrassment. It is therefore suggested that
dealers in Greater New York who are offered
contracts by discount companies read the con-
tracts very carefully and be absolutely certain
that there is no possibility of any ambiguity
or misconstruction of the terms in the contract.
There are quite a number of discount com-
panies in New York which are conducting their
business along legitimate, ethical lines that rep-
resent practical co-operation to the talking ma-
chine dealer, but these concerns are having their
activities jeopardized by the unfair methods
adopted by some of the discount companies which
have chosen talking machine dealers as victims.
NOT CONNECTED WITH BANKRUPT
Grand Talking Machine Co., Inc., Distinct From
Grand Phono & Piano Co.
A. Abrams. head of the Grand Talking Ma-
chine Co., Inc., 270 Flatbush avenue Extens:on,
Brooklyn, N. Y., wishes to announce that neith-
er he nor his company has any connection with
the Grand Phono & Piano Co.. of Brooklyn,
which recently went into bankruptcy. Mr.
Abrams states that they have registered both
the names Grand Phono Co. and the Grand
Talking Machine Co.
NEW PORTABLE 0RAF0N0LA
Columbia Graphophone Co. Announces New
Portable Model — Will Retail at $50 — Has
Many Distinctive Merits That Will Appeal
The Columbia Graphophone Co. has just
placed on the market a portable model which
has won the enthusiastic praise of all Colum-
bia dealers who have inspected it carefully. The
new portable Grafonola, which weighs only
twenty-two and one-quarter pounds and will re-
tail for $50, is covered with heavy, durable, black
Fabrikoid, reinforced at the corners. The inside
is finished in highly polished red mahogany,
making the instrument very attractive in its play-
ing position.
Some of the features of the new Grafonola,
as set forth in detail in the Columbia Co.'s lit-
erature, are as follows: Two pivoted tone con-
trol leaves at the mouth of the amplifying cham-
ber permit modifying the volume of tone as
desired; the cover encloses the scientifically
shaped amplifying chamber (or horn), which
permits the full and natural development of the
sound waves (as in the big cabinet Grafonolas)
from the. neck of the tone arm to the mouth of
the horn; an escutcheon at this point fits over
the) motor pinion and secures the turntable
against rattle or damage during transportation;
the standard Columbia bayonet-joint tone arm
conveys the sound waves directly into the am-
plifying chamber in a continuously widening
channel without obstruction or the necessity of
employing special turns or adjustments to suit
this type of a phonograph; covers seal needle
cups when top is lowered for carrying; three
nickel needle cups (one for used needles) pre-
vent aggravating forgetfulness; the position of
the winding spindle gives the crank a wide
swing, which permits easy and safe winding of
motor; heavy nickeled corner protectors give
strength, withstand abuse and save scratching
of furniture; tone arm and improved standard
Columbia reproducer swing back without ad-
justment and are safely positioned by a spring
for carrying; winding crank is conveniently po-
sitioned here for transportation; ingenious safety
catch permits dust-proof closing of cover.
Mrs. J. E. Keller, for the past four years con-
nected with the music department of the Pettis
Dry Goods Co., of Indianapolis, Ind., will open
the Keller Music Shoppe, 25 Market street, in
the near future, where she is fitting up attrac-
tive quarters.
SOPHIE TUCKER A RADIO FAN
Okeh Artist Will Feature "Kiss Me By Wire-
less" on European Tour — Fred Hager Writes
Comedy Chorus as Requested
Sophie Tucker, famous vaudeville star and ex-
clusive Okeh artist, sailed a few weeks ago for
England, but before her departure she became
interested in- radio, and while visiting the lab-
oratory of the General Phonograph Corp. for
the purpose of making several Okeh records,
heard the new fox-trot called "Kiss Me By Wire-
less." She tried it out during one of her spare
moments and decided to use it in her repertoire
in England.
When Miss Tucker sailed for England she car-
ried with her copies of the lyrics and orchestra-
tions of this new fox-trot, but just off Sandy
Hook discovered that the song needed a comedy
chorus in order to make it a "real" hit on the
other side. Miss Tucker thereupon visited the
radio operator's cabin and sent the following
message to Fred Hager, director of the Okeh
laboratories, who wrote the song: " 'Kiss Me By
Wireless' needs comedy version."
Upon receipt of this radiogram Mr. Hager im-
mediately composed a special chorus to suit
Miss Tucker's requirements and dispatched it at
once. According to her present plans Miss
Tucker will feature "Kiss Me By Wireless" ex-
tensively in her tour of England.
OPENS OWN BROADCASTING STATION
Jordan Music Co., Charleston, S. C, Believed
to Be First Music House to Do So
The Jordan Music Co., 372 King street,
Charleston, S. C, is believed to be the first
music house in the country to establish its own
radio broadcasting station, the company having
recently installed an elaborate plant with a
360-meter wave length for the purpose of broad-
casting music from its store.
The concerts, which are given under Govern-
ment license, run from 7.30 to 8.30 each eve-
ning, and consist of programs made up of music
from Edison and Vocalion records and repro-
ductions of the playing of well-known pianists
by the A. B. Chase reproducing piano.
NEW POST FOR CHAS. H. ADDAMS
Charles H. Addams, for several years con-
nected with the Aeolian Co. as wholesale trav-
eler, has been appointed to take charge of the
inside work of the wholesale department, includ-
ing the handling of correspondence, the recep-
tion of visiting dealers and the taking care of
retail customers sent in by dealers. Mr. Addams
succeeds Henry W. Pinner, who resigned re-
cently.
In Concert and Entertainment
Personal Appearance of
Eight Popular Victor
Favorites on One Program
A live attraction for live dealers and jobbers
Bookings now for season 1922-1923
Sample program and particulars upon request
P. W. SIMON, Manager
1658 Broadway New York City
Famous Ensembles including
Campbell & Burr - Sterling Trio - Peerless Quartet
May 15, 1922
THE TALKING MACHINE WORLD
41
A Real Musical
Instrument for Children
Cabinet: — Durable Diamond construction
throughout. Made from selected veneers
and hardwoods. Built with infinite care
by experienced cabinet makers. Height. 24
inches; width, 14 inches; length, 28 inches.
The Diamond
Juvenile Console
,_5®saHE money-making value of this
W^JgS fine little instrument hardly re-
>ff?Y^ quires description. As a medium
j#^M||L for increasing the sales of juvenile
" records it has no equal. It per-
fectly plays all records up to 10-inch. Has
beautiful tone and adds that element of
"Atmosphere" which holds the interest of
Handsome
parents and children. Sells while it charms.
Its second value lies in its ability to sell
itself. No child can see it and hear it with-
out wanting it. And it is so pleasing in
form and color and so practically made that
parents want it as much as the children.
Shipments of new orders can be made
after June 10th.
Profits
List Price $25.00
6 Machines or over $15.00
Less than 6 Machines 16.50
All Prices F. O. B. Oswego, N. Y.
A Few Good Territories Still Open to Jobbers — Write for Particulars
THE DIAMOND PRODUCTS CORPORATION
25 West 43rd Street, New York
Factories — Oswego, N. Y.
42
THE TALKING MACHINE WORLD
May 15, 1922
Peo - pie like us aonr nave to wor — ry,
PEOPLE LIKE US
dorit have to Vor
A Humorous Fox Trot Son&
JACK NORWORTH'S
Biggest Song Hit!
You cant #o won #
VithaiujFEIST,son£'
DISPLAYS VOCALION AT STYLE SHOW
Louisville Music Co. Arranged Elaborate and
Successful Exhibition of Vocalion Phonographs
and Red Records at Show in That City
in the Speed Building, 529 South Fourth street,
is meeting with great success with the Vo-
calion line and has established a number of
dealers, some of them exclusively Vocalion, in
that city and vicinity.
COLUMBIA ARTISTS IN EUROPE
Famous Operatic Stars Winning Additional Fame
Abroad — Some Details of Artists' Activities
The Louisville Music Co., distributor for the
Vocalion phonograph and Vocalion Red Records,
had an elaborate display recently at the local
Style Show and attracted much public attention
by offering a Vocalion free under certain condi-
tions. The company's display was presented in
an attractive booth with a plate-glass front re-
NEW YICTROLA BOOK OF OPERA
Sixth Edition Represents Entirely New Work
and Is Most Complete of Its Kind
Louisville Music Co. Display at Style Show
produced herewith, and several machine models
were shown and kept in operation. The Vo-
calion Red Records proved particularly interest-
ing and their demonstration kept the booth filled
throughout the hours of the show.
The Louisville Music Co., with headquarters
The Victor Talking Machine Co. has just an-
nounced the sixth edition of "The Victrola Book
of the Opera." The
new edition docs
not represent a re-
vision of the earlier
editions, but is a
book that has been
completely rewrit-
ten and is one of
the most complete
works of its kind.
The new book con-
tains stories of
more than 100
operas, with sum-
maries of their his-
tory, musical quo-
tations, critical and
explanatory mate-
rial. Correct pro-
nunciations are
g'ven of the names
of operas and oper-
atic characters and
all the stories are
told in clear, con-
cise English. A new and attractive cover design
in gold, embossed on a red background, has
been provided for the new edition.
The worker who willfully cuts down his efforts
almost invariably cuts down his character.
There was recently received at the executive
offices of the Columbia Graphophone Co., New
York, an interesting communication from the
Columbia headquarters in Paris, relative to the
activities of Columbia artists abroad. This let-
ter read in part as follows:
"Charles Hackett is rapidly becoming the best-
known American tenor in Europe. First Monte
Carlo welcomed him with cheers when he sang
in 'Tosca' there; now it is the turn of La Scala,
Milan, and later in the Spring he is to be heard
both at the Paris Opera and Opera-Comique.
Ponselle and Macbeth are being continually
spoken of as the big stars of the Paris
Spring season, while Lazaro is setting them
howling with delight in Naples. The plan of
having a gala performance of 'Rigoletto' at the
opera with Barrientos, Hackett and Stracciari
in the principal roles has not been abandoned,
and this Columbia artists' performance may be
given at the end of March.
"Maria Barrientos is singing in Madrid just
now with bigger success than ever. A series of
concerts and performances are scheduled in
Paris this Spring with her as the principal star.
Hipolito Lazaro continues his triumphant career
in Italy. His time is all taken up for the com-
ing twelve months, and the prices he obtains in
Spain are the highest ever paid any singer.
"Toscha Seidel played a tremendously success-
ful concert in Paris, and the critics are hailing
him as a violinistic revelation. He is soon to start
on a concert tour of Australia, thus making prac-
tically a tour of the world during his. absence
from America, to which he returns next year.
Stracciari, the famous baritone, has apparently
fully recovered from his recent indisposition, for
he is reaping a tremendous success all over Italy
at present."
The Madison
Size 13" wide — 12" deep — 7'/3" high
ACKNOWLEDGED THE BEST VALUE PORT-
ABLE MACHINE IN THE MARKET TODAY
Dealers Delighted with the MADISON
REPEAT ORDERS Prove Its Worth
A remarkable phonograph, selling at a popular price — it has the qualities of the
expensive talking machine.
A wonderful compact motor — improved mica sound box — large amplifying
chamber — speed regulator — start and stop device.
Plays 10 or 12 inch records clear and loud.
Sample Price to the Trade $8.50
—Quantity Prices on Request-
er! Attractive Jobbers Proposition— Write for Territories
Black Leatherette Carrying Case, $1.75
Madison Music Co., 1 1 4 E. 28th St., New York, N. Y.
May IS, 1922
THE TALKING MACHINE WORLD
43
RUSSELL HEADS TROY ASSOCIATION
Manager of Talking Machine Department of
Cluett & Sons, Inc., Made President of New
Music Trades Association Organized in Troy
Troy, N. Y., May 4. — Amos E. Russell, manager
of the talking machine department of Cluett &
Sons, Inc., of this city, was elected president of
the Music Trades Association of Troy, which
was formed here recently, when a number of
local music dealers and those interested in the
trade gathered for that purpose. Other officers
include: E. T. Nehill, secretary, and Mrs. Lil-
Amos E. Russell
lian H. Caldwell, treasurer. A constitution com-
mittee was appointed to select a regular meet-
ing night and to take up other business which
might properly come before it. The committee
is as follows: Frank S. Rogers, L. O. Toole and
Lr G. Hathaway. A publicity committee, com-
posed of J. H. Caldwell, A. E. Russell and F. S.
Rogers was named to acquaint the public with
the aims and accomplishments of the Association.
The Association selected "Give More Thought
to Music" for its motto, pointing out that the
cultural and educational value of music de-
manded at least thought, if not study, on the part
of all individuals.
Tentative plans for the observance of Music
Week were made and a request was made for
suggestions and plans from the members. The
Association has decided to function as much as
possible in the manner of the music trade as-
sociations of other cities, and therefore it was
determined to conduct a publicity campaign on
a large scale during Music Week, April 30 until
May 6. Concerts, theatre displays and demon-
strations were discussed and approved by those
in attendance.
T he charter members of the Music Trades As-
sociation of Troy are as follows: A. E. Rus-
sell, E. T. Nehill, Mrs. L. H. Caldwell, F. S.
Rogers, J. H. Caldwell, L. O. Toole, W. K. Den-
niston, E. F. Culkin, Orrin E. Galbraith, Mrs.
Alice F. Colwell and L. C. Hathaway. The or-
ganization has great plans for the future and
after firmly establishing the present organiza-
tion and proving its worth and ability the mem-
bers expect to organize a music trades associa-
tion embracing Albany, Troy, Schenectady and
other cities of this district.
A UNIQUE DELIVERY AUTO
Columbus, Neb., May 3. — Many talking machine
dealers have arranged their delivery machines
with a special body in the shape of a talking
machine, but C. H. Dack, a local druggist, who
handles a line of talking machines and records
has gone a step further in placing on his Ford
delivery "car a body made of metal designed like
two talking machines. The machine is used foi
delivering prescriptions and two machines can
also be placed in the body for delivery.
BLACK SWAN ARTISTS BROADCAST
Black Swan Troubadours Prove Popular Enter-
tainers While in New Orleans
New Orleans, La., May 2. — The Lyric Theatre,
of this city, recently billed as a feature attrac-
tion the Black Swan Troubadours and Ethel
Waters. The reception accorded this organi-
zation attracted so much attention that the New
Orleans Daily Item, one of the leading papers
of the South, engaged the company to sing and
play its famous jazz number, "Down Home
Blues," and other songs, over the radiophone
through the New Orleans broadcasting station.
The Black Swan Troubadours, composed of
singers and players who record exclusively for
Black Swan records, have been on tour for over
five months. The company is under the direc-
tion of F. R. Henderson, Jr.
It is said that Miss Waters is the first colored
artist to sing over the radio.
The more you know about your own busi-
ness the greater are your chances of success.
+■ — — ..
NEW POST FOR CRUDG1NGT0N
Becomes General Works Manager of Columbia
Graphophone Mfg. Co.
Bridgeport, Conn., May 8. — R. F. Crudgington,
formerly factory manager of the Columbia
Graphophone Manufacturing Co., of this city, has
been promoted to the important post of general
works manager of the company, a position which
was formerly held by H. L. Willson, president o;'
the company. Mr. Crudgington has been iden-
tified with the Columbia organization for several
years, and as a factory executive has won the
esteem and respect of every one of his associates
and employes as a whole. The Columbia factory
is working at a high state of efficiency, due in
a considerable measure to Mr. Crudgington's
thorough knowledge of factory management.
Walter Mahoney, well known in music circles
of Niagara Falls, N. Y., and formerly proprietor
of the Harmony Shop in the Bellevue Theatre
Building, has left that city to assume the man-
agement of a music store in Rochester, N. Y.
Write for prices
Sphinx Gramophone Motors Inc.
21 East 40th St.
NEW YORK CITY
If you don't like the talking machine business
get out of it and try something that you do like.
44
THE TALKING MACHINE WORLD
May 15, 1922
DIGNIFIED AND ARTISTIC WINDOW DISPLAY ESPECIALLY PREPARED FOR MEMORIAL DAY
Victor Talking Machine Co. Suggests a Window for Its Dealers That Is Easily and Inexpensively Arranged, Befitting the Nation's Great Holiday
BRUNSWICK WITH HALLE BROS. CO.
Opens Beautifully Appointed Talking Machine
Department Wherein Brunswick Gets Exclu-
sive Representation — N. Cook in Charge
Cleveland, O., May 9. — One of the biggest events
of the year in the Cleveland talking machine
trade occurred on Monday, May 1, when Halle
Bros. Co., of this city, formally opened the new
Brunswick department. This high-class store,
catering to the better class of trade, has advan-
tages for which many talking machine com-
panies have sought for years. The Brunswick
department is being managed by Norman Cook,
who has been connected with the talking ma-
chine trade for many years and whose last trade
connection prior to this appointment was with
the Eclipse Musical Co.
The talking machine department is beautifully
appointed with Unico equipment and occupies
a large space on the seventh floor of the Halle
Co.'s ten-story building. This company oper-
ates over 110 departments, all elaborately equip-
ped, where retail merchandising is conducted on
a high plane of excellence.
The Cleveland trade appreciates that the con-
summation of this deal is a real advantage for
Brunswick, as all are familiar with the oppor-
tunities offered by Halle Bros. All hands, there-
fore, are congratulating the Brunswick Co. on
closing this transaction, which was handled in
the interests of the Brunswick Co. by A. J.
Kendrick, sales manager, with the assistance of
the Cleveland office of the Brunswick-Balke-Col-
lender Co.
ATTRACTIVE BOBOLINK CATALOG
Latest Products of La Velle Mfg. Co. Featured
and Described in Admirably Prepared Volume
New Haven, Conn., May 8.— The La Velle Mfg.
Co., known throughout the talking machine
trade as producers of the La Velle Bob-o-link
phonographs and record books for children, has
recently issued an attractive catalog of its line
which centers on games and novelty sets for
girls. Four pages are devoted to a thorough
exposition of Bob-o-link phonographs, which
are now produced in two models, and the various
record books. The Bob-o-link model, which
formerly retailed for $25, is now listed at $18
and it is reported that the new price has greatly
stimulated sales.
The newest record book issue is a game set
which includes such familiar games as "Here
We Go Round the Mulberry Bush," "The
Farmer in the Dell." "London Bridge" and
"John Brown Had a Little Indian." This new
set has met with instant popularity although
only recently introduced. The La Velle Co. is
energetically featuring the entire line and other
attractive sales literature has been prepared for
the talking machine trade.
NATIONAL METALS DEPOSITING CORPORATION
FACTORY
34 East Sidney Ave., Mt. Vernon, N.Y.
Telephone: Oakwood 8845
MOUNT VERNON — NEW YORK
MANUFACTURERS OF
LABORATORY
415 Fourth Ave, New York, N Y.
Tel. Madison Square 6635
V^V WE DEPOSIT THE
FINEST COPPER
IN THE WORLD
FOR YOUR CONVENIENCE
OUR
IMPROVEMENT
ALL STAMPERS
HAVE
HIGHLY POLISHED
May 15, 1922
THE TALKING MACHINE WORLD
45
COLUMBUS
Concerts Interest Public — C. E.
Avery Joins Stewart Bros. —
Baker Leases Store — Trade Nezvs
■ Columbus, O., May 5. — All the Victor dealers are
co-operating in the benefit concert that is to be
given at Memorial Hall on Wednesday evening,
May 10, by John Steel, tenor and Victor artist.
The profits of this concert will go to the Wel-
fare Association of the Blind. Practically every
dealer will feature John Steel's records in his
window during the week of the concert, as well
as advertise in the newspapers.
So popular was the first Victrola concert given
in the music room of the Z. L. White Co. that
F. J. Connor, manager of the Victrola depart-
ment, has decided to give another this month.
Business is improving both in records and ma-
chines, according to Mr. Connor. He stated
that the months of March and April have ex-
ceeded in the number of sales the same months
of the past two years.
With the appearance of Frieda Hempel, the
noted Edison artist, in this city, on April 28, in a
Jenny Lind program, the window of the Z. L.
White Store featured the concert. It was cen-
tered by a figure which represented Jenny Lind.
At the piano, a square rosewood of 1850, was
an accompanist in the costume of that period.
There were original Jenny Lind programs in
the window and a painting. C. C. Baker's win-
dow also had a miniature Jenny Lind figure.
C. E. Avery, who has recently come to Colum-
bus to become associated with the Victrola de-
partment of the Stewart Bros., Victor dealers,
is an accomplished pianist. Prior to coming
here he was connected with the J. B. Avery
Music Store, Amherst, O., and later with the Lion
Store at Toledo. He has appeared in concerts
as soloist as well as with orchestras. At the
present time Mr. Avery is particularly inter-
ested in reorganizing the record department of
his firm. It is his object to have the most com-
plete stock of Victor records possible.
C. C. Baker, of the C. C. Baker Music Stores,
recently secured the storeroom and basement at
123 South High street for a term of ten years.
The lease is effective January 1, 1923, and calls
for an average yearly rental of $19,000. Mr.
Baker has four music stores here, and he se-
cured this new room as his central store and ex-
pects to occupy it when he removes from his
present location in the Neil House block.
What is considered to be one of the largest
signs in this city and acknowledged to be the
largest Victor sign is that painted on one side
of the building, housing the Elite Music Store,
Victor dealer, 211 South High street. The
dimensions of this sign are 35 by 80 feet. Plarry
Patton, manager of this firm, stated that this
sign is one of the best advertising mediums he
has ever employed in promoting his business.
- Don John, of John's Music Store, in Lima,
O., was a recent visitor to the Perry B. Whitsit
Co., wholesale Victor jobber, 211 North Fifth
street. Mr. John has designed a large cut-out
metal sign of the famous fox terrier Victor dog,
which he makes in various sizes to be used for
out-of-door advertising or preferably highway
advertising. Some of these signs are constructed
for the purpose of appearing on top of a business
block, and others along the roadside. The
dealer's name and the names of the- Victrolas
painted on the body of the dog make a very
attractive sign or advertisement.
Mrs. Esther R. Beaver, educational director of
the Perry B. Whitsit Co., is now visiting schools
in a number of cities throughout the State,
where she is conducting educational work.
SONORA JOBBER VISITS FACTORY
C. L. Marshall Visits 'Saginaw Plant— Will Call
Upon All Dealers in His Territory — Kentucky
Now Covered by This Distributor
Detroit, Mich., May 8. — Frank J. Coupe, vice-
president* and director of sales of the Sonora
Phonograph Co., visited here a few days ago,
accompanied by C. L. Marshall, Detroit jobber,
and spent a couple of days at the Saginaw
plant of the Sonora Co. Mr. Marshall states
that it is his intention to visit every Sonora
dealer during May, and his purpose in visiting
the factory at this time was to gain an intimate
knowledge of Sonora's present manufacturing
methods. He was delighted with his visit, and
is giving Sonora dealers a detailed account of the
perfection and thoroughness that characterizes
Sonora manufacturing.
The recently announced reduction in the price
of Sonora phonographs has met with an enthu-
siastic reception from the trade. The Sonora Co.
is rebating its dealers for all stock on hand af-
fected by the cut in price, and this broad-minded
attitude has enhanced the good-will and con-
fidence of the dealers in the Sonora.
Kentucky was recently added to the territory
covered by the C. L. Marshall Co., and this
progressive jobber is now taking care of the
dealers in the States of Michigan, Ohio and Ken-
tucky.
Adolph Winters, talking machine dealer of
Richmond, Cal. is constructing a new building
on Eleventh street and Macdonald avenue,
where he will house his business.
CARUSO MEMORIAL EXPOSITION
Display of Mementos of the Late Tenor, To-
gether With Other Musical Attractions, Re-
-cently Held at Canessa Galleries for the Bene-
fit of Caruso Memorial Foundation
Under the auspices of the Caruso Memorial
Foundation an exposition of the singer's mem-
orabilia was opened on Monday, April 24, at
the Canessa Galleries, 1 West Fiftieth street,
New York, and continued for two weeks, both
afternoon and evening. The exhibits included the
late tenor's personal art collection in which are
found rare enamels and porcelains. There was
also shown the original costume he wore in his
debut in "Rigoletto" in 1903, together with many
caricatures from his own pen and busts and
pictures of him by other artists.
Among the interesting mementos was a Vic-
trola of Queen Anne design 'in Chinese lacquer
finish, presented to Caruso by the Victor Talk-
ing Machine Co., together with a gold master of
the first record he made for that company, on
February 1, 1904. The number was "Questa o
quella" (Mid the Fair Throng).
Several houses in the music industry contrib-
uted to the exhibit, showing modern instruments.
The Aeolian Co. displayed a Steinway Duo-Ari.
reproducing grand, two period Vocalions, and a
number of Vocalion records. Thos. A. Edison,
Inc., displayed a model of the original tin-foil
phonograph, together with a modern Amberola.
a new Edison disc machine in period style, ana
a number of Edison re-creations.
Hardman, Peck & Co. had on display Caruso's
own Autotone finished in white and decorated in
Empire style, together with a Hardman repro-
ducing grand, autographed photo of Caruso, and
other mementos.
William Knabe & Co. displayed a Knabe grand
with the Ampico. Landay Bros., Victor dealers,
contributed a large Victrola and a collection of
Caruso records. G. Schirmer, Inc., displayed a
number of books on music and opera scores. The
Rudolph Wurlitzer Co. had on display a num-
ber of rare violins, including a Stradivarius, to-
gether with several harps.
During the course of the week informal con-
certs were given each afternoon and evening
under the auspices of the Aeolian Co., the Amer-
ican Piano Co., Thos. A. Edison, Inc., and Hard-
man, Peck & Co.
OLD SAYING MODERNLY APPLIED
There is no fool like an old fool and a fine
example of this type is the man who expects to
make a success by running his business in the
manner of the country storekeeper of fifty years
ago.
THE NEW PHILLIPS OCTAGON THROW BACK ARM No. 5
Pleasing to the Eye
and
Pleasing to the Ear
■
Also equipped with our regular
No. 3 Reproducer if desired
Tone Arm measures 8}/2 m-> an<J
9 in. from centre to centre
Tone Arms and Sound Boxes
complete from $2.00
Quantity Prices on Request
The William Phillips Phono Parts Corp.
Manufacturers of Tone Arms for Portable, Medium and High Grade Machines
145 West Forty-fifth Street New York City
46
THE TALKING MACHINE WORLD
May IS, 1922
Why You Should Sell
Sonora Phonographs
Reason Five —
Sonora Dealer Service
When a new dealer is enlisted in the great
Sonora household, a powerful service organiza-
tion and»series of dealer helps are at once placed
at his disposal — at no cost to himself.
Sonora lithographic matter, consisting of
beautifully colored counter cards, window cards,
decorative screens, store-hangers, 24-sheet posters,
etc., go to him free. A dealer service department
at Sonora headquarters constantly keeps in touch
with individual dealers, supplying their wants and
assisting them in various ways, through personal
correspondence and a monthly house-organ.
The strength, distinction and timeliness of
Sonora advertising have always given it real
"pull" and exceptional selling power. The news-
paper advertisements shown on this page are only
a sample of the attractive campaigns furnished
free in electro or matrix form to Sonora dealers.
Get this great Sonora Selling
Force behind your retail business.
ottora ^fjonograpf) Company, 3nc.
GEORGE E. BRIGHTSON, President
NEW YORK: 279 BROADWAY
Canadian Distributors: I. Montagnes & Co., Toronto
THE INSTRUMENT OF QUALITY
onor;
CLEAR AS A BELL
The Highest Class Talking Machine in the World
May IS, 1922
THE TALKING MACHINE WORLD
47
The distributor named below who covers the ter-
ritory in which you are located will be glad to answer
all inquiries regarding a Sonora agency on receipt of
a letter from you.
Gibson-Snow Co.,
Syracuse, N. Y.
State of New York with the excep-
tion of towns on Hudson River below
Poughkeepsie and excepting Greater
New York.
Griffith Piano Co.,
605 Broad St., Newark, N. J.
State of New Jersey.
Hessig-Ellis Drug Co.,
Memphis, Term.
Arkansas, Louisiana, Tennessee, Mis-
sissippi.
Kiefer-Stewart Co.,
Indianapolis, Ind.
State of Indiana.
Lee-Coit-Andreesen Hardware
Co.,
Omaha, Nebr.
State of Nebraska.
MS&E,
221 Columbus Ave., Boston,
Mass.
Connecticut, Rhode Island, Massachu-
setts, Maine, New Hampshire and
Vermont.
C. L. Marshall Co., Inc.,
514 Griswold St., Detroit, Mich.
Michigan, Ohio and Kentucky.
The Magna vox Co.,
616 Mission St., San Francisco,
Cal.
Washington, California, Oregon, Ari-
zona, Nevada, Hawaiian Islands,
northern Idaho.
BESIDES possessing im-
portant patents of
its own, Sonora is licensed
and operates under BASIC
PATENTS of the phono-
graph industry. Sonora's
future and the future of
Sonora's dealers' business
are secure.
Southern Drug Company,
Houston, Texas.
Southeastern part of Texas.
Southern Sonora Company,
310-314 Marietta St., Atlanta, Ga.
Alabama, Georgia, Florida and North
and South Carolina.
Southwestern Drug Co.,
Wichita, Kans.
Southern part of Kansas, Oklahoma
(except 5 N.E. counties) and Texas
Panhandle.
Doerr-Andrews-Doerr,
Minneapolis, Minn.
States of Montana, North Dakota,
South Dakota, Minnesota.
C. D. Smith Drug Co.,
613 Arcade Bldg., St. Louis, Mo.
St. Joseph, Mo.
Missouri, northern and eastern part
of Kansas and 5 counties of N.E.
Oklahoma.
Moore-Bird & Co.,
1751 California St., Denver, Colo.
States of Colorado, New Mexico and
Wyoming east of Rock Springs.
Streveil-Paterson Hardware Co.,
Salt Lake City, Utah
Utah, western Wyoming and south-
ern Idaho.
C. J. Van Houten & Zoon,
Marquette Bldg., Chicago, 111.
Illinois and Iowa.
Yahr & Lange Drug Co.,
Milwaukee, Wis.
Wisconsin, Upper Michigan.
Sonora Co. of Phila., Inc.,
1214 Arch St., Philadelphia, Pa.
Eastern Pennsylvania, Maryland, Del-
aware, District of Columbia and Vir-
ginia.
Sonora Dist. Co. of Pittsburgh,
2002 Jenkins Arcade Bldg.,
Pittsburgh, Pa.
Western Pennsylvania and West
Virginia.
Long Island Phonograph Co.
150 Montague St., Brooklyn, N. Y.
All of Brooklyn and Long Island.
Greater City Phonograph Co., Inc.
311 Sixth Avenue, New York
Counties of Westchester, Putnam
and Dutchess; all Hudson River
towns and cities on the west bank
of the river, south of Highland; all
territory south of Poughkeepsie,
including Greater New York, with
the exception of Brooklyn and
Long Island.
■
48
THE TALKING MACHINE WORLD
May 15. 1922
INDIANAPOLIS
Many Talking Machines Destroy
and Indianapolis Talking Machi
ed by Fire in Pearson Piano Co.
ne Co. Stores — Trade Activities
Indianapolis, Ind., May 9. — Following the fire
on Sunday, April 23, which caused an estimated
loss of more than $100,000 to the Pearson Piano
Co.., that concern has taken temporary quar-
ters in the former Marott department store, at
342-358 Massachusetts avenue, pending remodel-
ing of the company's warerooms, at 128 North
Pennsylvania street. Instruments that were in
transit at the time of the fire, as well as sur-
plus stock from the five other stores operated
by the company in other Indiana cities, have
been placed in the new store. It is announced
the burned building will be ready for occupancy
again July 1.
Figures originally given as to the number of
instruments ruined in the fire were excessive,
according to E. W. Stockdale, manager. The
number of pianos in the store at the time of the
fire was 300, and the number of talking machines
was 250. Close to 130 talking machines were
burned, while 50,000 records were ruined by
water, Mr. Stockdale says. The other instru-
ments were damaged by water and smoke.
The Indianapolis Talking Machine Co., located
in a store adjoining the Pearson Piano Co., suf-
fered a loss from water and smoke estimated by
A. C. Hawkins, manager, at about $15,000. Re-
pairs to that store were made during the week
and business was resumed Saturday, April 29.
The Pearson fire was the second fire in re-
cent months causing damage to piano stores.
The Baldwin Piano Co. suffered a loss of about
$25,000 in a fire last November. This company
now is doing business in a completely remodeled
and redecorated store which is one of the hand-
somest in the city. The three floors have been
decorated in brown and gray shades. Draperies
and rugs give the demonstration rooms an air
of elegance, while a specially woven gray carpet
on the main floor adds a distinctive touch there
which is rich and harmonious.
C. P. Herdman, manager of the talking ma-
chine department of the Baldwin store, reports
the April business ahead of the April business
of last year. He has been selling an unusually
large number of the Windsor exclusive period
models, he says, as well as the higher priced
Brunswick models.
Miss Hobson Married
Miss Caroline Hobson, for many years head
of the educational department of the Stewart
Talking Machine Co., Victor distributor, was
married, April 22, to Whiting Raymond, a real
estate broker, of Detroit. Miss Hobson became
widely known throughout Indiana and adjoining
States through her work in the interest of bet-
ter music. It was through her activity that the
music memory contests were taken up in public
schools all over the State. Nothing before has
aroused such general interest in music as these
contests, it is reported b3r school officials and
music dealers.
Barringer in New Quarters
W. S. Barringer, Victor dealer in Kokomo,
has moved his store from 304 Main street to a
new location on West Mulberry street. The new
store was recently refinished, the walls being in
gray with the hangings in purple. Three dem-
onstration booths are furnished with wicker fur-
niture, floor lamps and pictures of noted artists.
Victor Concert to Celebrate "Canadian Day"
As an event in the celebration of "Canadian
Day," commemorating 104 years of peace be-
tween the United States and Canada, Frank
Chance, an advertising man of Indianapolis,
treated residents of the city to a band concert
from the top of the Soldiers and Sailors Monu-
ment. The concert was played by the Victor
Military Band via the Victrola No. 50 and a
Magnavox. Hundreds of people going to their
lunch at the noon hour paused to listen to the
United States and the Canadian national anthems
as played on Victor records.
A Dealer with Merchandising Ideas
Thomas Morgan, a Victor dealer of Owens-
ville, Ind., is fully convinced that "to be a suc-
cessful salesman one must be sold on his own
product first." This is an ad that Morgan has
been running in the local newspaper: "$10.00
reward will be paid to anyone having a Vic-
trola that is worn out. Victor talking machines
have been in use for more than twenty years,
and I have never seen one that is worn out.
One dollar and fifty cents or less will renew any
slightly worn parts."
Whitman Issues Attractive Cover
H. E. Whitman, manager of the Circle Talk-
ing Machine Shop, issued in April an attrac-
tive cover for the Victor monthly supplement.
It was printed on blue paper with the title
"Whitman's Magazine of Music." Two inside
pages, one covering the front of the supplement
and one covering the back, contained notes con-
cerning new records, particularly those numbers
which Mr. Whitman wished to feature. The in-
side of the back cover carried an advertisement
for two neighboring stores, while the entire back
page was devoted to giving the correct name
and address of the Circle Shop.
Announcement has been made of the engage-
ment of Miss Almabelle Ayres, of the Victor
department of the Taylor Carpet Co., to Hurm
Burnett, of L. S. Strauss & Co. The wedding
will be June 12.
Good Demand for Pathe Records
A better feeling is apparent among Pathe
dealers of the State, according to C. S. Dear-
born, vice-president of the Mooney-Mueller-
Ward Co., and manager of the Pathe department.
He says the business in records has increased
considerably in recent weeks, while machines
continue to be sold in limited numbers. He says
THE EMPIRE UNIVERSAL TONE ARMS
Will Give Your Product Individuality That Will Greatly Strengthen Its Selling Force
Ball-Bearing Tone
Arm and Reproducer
Made in Two Lengths :
8" and 9"
Pivot Base Tone Arm
and Reproducer
Made in Several Lengths.
THE EMPIRE PHONO PARTS COMPANY, 1362 East Third Street, Cleveland, 0.
Eitablished in 1914
Manufacturers of High-Grade Tone Arms and Reproducers
W. J. McNAMARA, Pre.ident
May 15, 1922
THE TALKING MACHINE WORLD
4B
-is
Welcome Nora Bayes! Here she is fresh as
a daisy with two new songs: "Oh Sing-A-
Loo" and "Sing Song Man"— both hits on
one record for June. Order it. A-3592.
Columbia Graphophone Co
NEW YORK
he is playing a waiting game and is not pushing
talking machine sales until it becomes more clear
what developments are to be made in the Pathe
business. "There is no use in putting much
money in the selling game until we see what the
future has in store," he said.
To Hear Isham Jones Orchestra
Walter J. Baker, manager of the Brunswick
Shop, has arranged to have the Isham Jones
orchestra in Indianapolis May 16 for a dance to
be held at the Athenaeum. The orchestra will
play also before the Rotary Club on that day.
Mr. Baker completely mystified passersby re-
cently when he developed a unique plan of en-
tertaining with the Brunswick records. He
placed in his show window a phonograph motor
stripped of all covering and attachments ex-
cept the turntable. People gazed at the ap-
pliance, saw it operating and heard the music,
but to their amazement the music did not reach
them from the window. Many of them passed
the window time and again in efforts to locate
the source of the sound. They failed to find
the customary horn protruding from window
or door. One man carefully looked over his
automobile, which was parked at the curb, before
driving away. He told Baker later that he
thought, from the sound of the music, that some-
one might have hidden a phonograph in the car.
What Baker had done was to connect the tone
arm of the stripped phonograph by wire with a
magnavox in the basement. From there the
music was wafted upward through holes bored
in a manhole cover in the sidewalk.
Concentrates on Rachmaninoff
F. R. Follis, manager of the talking machine
department of the L. S. Ayres & Co. store, is fea-
turing Rachmaninoff records this month for the
reason that he believes the Rachmaninoff Pre-
lude scheduled to be issued by the Victor Co. in
May will be one of the largest sellers in many
months. He says that he believes his purchase of
this number is three times as large as that of any
other Indianapolis dealer.
Health Builders' Records Liked
Mr. Follis reports an exceptional April busi-
ness in the Walter Camp records and the Wal-
lace reducing records. The Walter Camp rec-
ord, he says, is selling well throughout the State.
The exercises in connection with the records
were demonstrated three days in April in the
tea room of the L. S. Ayres & Co. store.
Doing Well With Gennett Records
The Collins Talking Machine Co. is retailing
the Gennett records in place of the Emerson.
The company is also retailing the . Meteor and
Jewell talking machines in Indianapolis and is
selling them at wholesale to agents in -Indiana.
The Gennett records are given as premiums to
purchasers of these machines.
Takes on the Victor Line
The Pearson Piano Co., at Kokomo, has added
Victor machines to its line of instruments. The
store held a formal opening recently after the
place of business had been rearranged and re-
decorated. The store was established by C. I.
Shirley, manager, in 1916, when the entire stock
was hauled to Kokomo on a trailer behind a
Ford truck. Now it has a selling organization
of fifteen people and branch stores at Tipton
and Logansport.
A carload of Columbia talking machines has
been placed on sale by the Silverstein Furni-
ture Co. at Terre Haute.
Bad Weather Hurts Trade
The talking machine dealers generally in this
city and in other parts of the State are report-
ing a slack business which is accounted for
largely by the fact that there has been an un-
usual amount of rain and also cool weather.
Country roads have been in such bad condition
as to halt the trade of country merchants.
ENJOY BRISK VOCALIQN BUSINESS
Appearance of Yerkes' S. S. Flotilla Orchestra
in Troy Boosts Record Sales
INSTITUTES BILLBOARD CAMPAIGN
One of the most aggressive Victor agencies in
Illinois are the Cline-Vick Stores, which handle
this line exclusively in their seven retail stores in
that section of the State. At present the con-
cern is boosting Victor products through the
medium of billboard advertising.
Troy, N. Y., May 3. — The appearance here re-
cently of the Yerkes' S. S. Flotilla Orchestra,
exclusive Vocalion artists, greatly stimulated the
sale of these records, according to Amos Rus-
sell, manager of the Vocalion phonograph de-
partment of Cluett & Sons, music dealers of
this city. "Business is improving. We enjoyed
the biggest business of any this year on April
22," states Mr. Russell. "Consistent advertising
and aggressive selling methods are responsible
for this very pleasing and agreeable condition
of things."
Through the efforts of the California Federa-
tion of Music Clubs talking machine records have
been placed in every county library in the State.
The records are loaned to the rural schools in
the same manner as books.
AUTOMATIC STOPS
The simplest and most efficient
Automatic Stop on the market.
They give excellent
service, are easily in-
stalled and are abso-
lutely guaranteed.
Send 50c. for
Sample Stop
SWEETEN THE TONE
with K-E
and Simplex
Circular Record
Cleaners
Reduced Prices
Big Profits
Write for
Particulars
NOW
KIRKMAN ENGINEERING CORPORATION
484-90 Broome Street New York
50
THE TALKING MACHINE WORLD
May IS, 1922
The
(PAT. PENDING)
Radio Amplifying Horn
All brass, beautifully finished, accurately de-
signed, sturdily made, fifteen inches high, six
inch bell. Fits all receivers, acoustically perfect.
Retails for SIX DOLLARS in Nickel Plate
LIBERAL DISCOUNTS TO THE TRADE
Write for our attractive proposition
Reg. U. S. Pat. Off.
MANUFACTURED BY
F. C. KENT CO.. IRVINGTON, N.
Makers of the Kent Attachments for Edison Disc Phonographs
CAPITALIZE THE VANTAGE POINTS OF YOUR BUSINESS
Possibilities of Increased Record Sales Through Popularizing by "Plugging" Outlined by V. T.
Stevens, Okeh Manager of Doerr, Andrews & Doerr — Value of Professional Co-operation
"There is only one way to make a success of
any business," says V. T. Stevens, manager of
the Okeh record department of the Northwest-
ern Distributors, Doerr. Andrews & Doerr,
Minneapolis, Minn., "that is to 'dig' in and cap-
italize on every possible point of vantage of
your business.
"When I left the sheet music business to as-
sociate myself with the Okeh record business,
I decided that there was just as great a possi-
bility of popularizing records by what, in the
terms of the sheet music world, is known as
'plugging,' as there was in the popular sheet
music game itself. With that idea in mind I
reorganized my Okeh force and am at the pres-
ent introducing to the Okeh dealers as well as
the public of the Northwest a 'live' wire serv-
ice which from present indications looks as if
it would be very successful.
Victor
Wholesalers
The House
of
Mellor
in
Pittsburgh
since
1831
"In the first place most of the record dealers
are so busy with their own business of- selling,
that they do not take the time to acquaint them-
selves with what is happening in the musical
circles of their own respective cities. Conse-
quently we have added to our Okeh department
an information bureau through which we collect
in advance each week all the information con-
cerning musical happenings for the coming
week. For instance, many of the larger music
publishers maintain branch offices in the larger
cities. I have found the managers of these of-
fices only too willing to co-operate with me by
furnishing each Saturday a list of the popular
numbers they are going to feature the following
week, and where these numbers are to be used,
theatres, popular gatherings, dance halls, etc.
"On Sunday when the new bills open in the
local vaudeville houses an Okeh representative
attends the performance and gathers the in-
formation as to what songs are being featured
for the coming week. During the week Okeh
representatives are to be found attending all
the leading musical concerts and symphonies,
while others drop into the dance halls and
cafes and get reports on the numbers that are
being used most and what numbers seem to be
most popular.
"I have personally kept my department in
touch with all the leading dance orchestra
leaders of the Northwest, at all times extend-
ing them the courtesy of our reception rooms
to hear the newest recordings of the Okeh dance
artist and keeping them posted weeks in ad-
vance of the regular release of dance numbers,
just what numbers are being used in the East.
As a result every week the leaders co-operate
with me by sending a post card telling me what
are the five most popular 'call' numbers re-
quested during the week. Furthermore, every
principal sheet music counter in the cities of
Minneapolis and St. Paul is furnishing me every
week a list of its ten best sellers in sheet music
for the week.
"With all this information on hand every
Monday the Okeh department publishes the
serial 'Live Tips on Okeh Records,' which in-
corporates all of the material mentioned, and in
addition calls attention to the corresponding
numbers of the Okeh records featuring the songs
which are being used in the city. This pamphlet
is mailed to all Okeh dealers, all record buyers
who may desire same, as well as other record
dealers throughout the Northwest, thus giving
them the information which they have been too
busy to collect for themselves, and giving the
record salesmen in these houses a talking point
on each record. Not only does this bring us
new dealers, and wider distribution, but it has
made hundreds of enthusiastic advertisers for
Okeh records among professional people and
people in the sheet music business.
"We have gone still one step further. If a
song can be popularized by continually singing
it before audiences in a theatre and throwing
slides of the same on the screen, then a record
of the same song, we believe, can likewise be
popularized in the same way.
"With this idea in view I hired on my Okeh
sales staff not only salesmen, but salesmen who
could sing and understand music, then with the
publishers' representatives this scheme was
worked out. If there is any particular song
which we, as Okeh distributors, decide to fea-
ture, my singing salesmen sing the song at the
local theatres. At the conclusion of the song
a slide is flashed on the screen worded some-
what as follows: 'The song just featured is
(name of song) which is featured on the Okeh
record number (record number), ask your
dealer to play it for you.' In return for singing
these songs by my own representative the pub-
lishers are co-operating with me to the extent
that when their own singers appear on the stage
they also carry Okeh slides and show them
when they conclude their song. Thus as dis-
tributors we are helping create a popular de-
mand for the Okeh record, which means more
money in the cash registers of our dealers.
These are only a few of the systems that are
being advantageously worked out, and we have
many more that will be utilized at a future
date.
"In conclusion let me state that I credit most
of my success so far to the fact that I am re-
ceiving the whole-hearted co-operation of pro-
fessional people. This co-operation, coupled with
good hard work and taking advantage of timely
opportunities, is bound to bring any distribu-
tor or dealer results."
ELECTRIC PHONO. CO. SCHEDULES
Schedules in bankruptcy have been filed by the
Electric Phonograph Co., 236 West 116th street,
New York, listing liabilities of $43,334 and assets
of $138,509.
The only way to overcome troubles is to meet
them squarely and unafraid.
Do You Throw Money Away?
It is not a popular pastime — but still it is
unconsciously done by many who just don't
know that Repair Parts can be bought for less
RENE MADE SPRINGS AND PARTS ARE BETTER
COST LESS
RENE MFG. CO. Montvale, N. J.
The Talkhifi Machine II
'odd, New York. Max 15. 1922
USMH-M.l.liCE
oAnnoimcement
We announce with singular pride
that Brunswick Phonographs
and Records only are now sold
by the newly established Phono-
graph Departments of
STEINWAY&SONS
Established 1853
Retail stores in the following cities:
Cincinnati, Ohio
Columbus, Ohio
Huntington, W. Va.
Indianapolis, Ind.
Davton, Ohio
Charleston, W. Va.
THE BRUNSWICK-BALKE-COLLENDER CO.
CHICAGO NEW YORK CINCINNATI
Established l8f 5
KRAFT, BATES & SPENCER
Niezv England Distributors
1265 Boylston Street, BOSTON, MASS.
BRUNSWICK.
P H O N O G R~ A P H S
AND
B_E COUDS
The Talking Machine World, Ne
■w York, May 15, 1922
oAnnouncement
In their newly opened phono-
graph and record department
<Pe Jftalle Bros. ©).
Cleveland, Ohio
Established 1891
will represent only Brunswick Phono-
graphs and Records.
This great institution has long been
recognized as a leader in its field be-
cause of high ideals and principles.
The association of The Halle Bros.
Co. and Brunswick means a mer-
chandising connection of the highest
character.
THE BRUNSWICK-BALKE-COLLENDER CO.
CHICAGO NEW YORK CINCINNATI
Established IS f 5
KRAFT, BATES & SPENCER
j\re?t> England Distributors
1265 Boylston Street, BOSTON, MASS.
BRUNSWICK.
P H O N O G R. A P H S
AND
FCE CORD S
May 15. 1922
THE TALKING MACHINE WORLD
51
EDDIE CANTOR WITH COLUMBIA CO.
Popular Musical Comedy Star Will Make
Columbia Records Exclusively — Well Known
in Theatre Circles Everywhere — Now Starring
in New Show, "Make It Snappy," in New York
The Columbia Graphophone Co., New York,
announced recently that arrangements had been
concluded whereby Eddie Cantor, famous musi-
cal comedy and vaudeville star, would record for
the Columbia library exclusively. The acquisi-
tion of Mr. Cantor to the Columbia library is
Eddie Cantor
one of the most important announcements made
by the Columbia Graphophone Co. in the past
year, as Eddie Cantor has a following among
theatregoers and vaudeville enthusiasts from
coast to coast that is equaled by very few
musical comedy stars of the present day.
Mr. Cantor's manner of singing popular num-
bers is unique and individual, and he has been
responsible for the introduction of some of the
greatest musical hits of recent years. At the
present time he is the star of a new musical
show entitled "Make It Snappy," which opened
a fortnight ago at the Winter Garden and which
gives every promise of being one of the most
successful musical comedies of the year. Mr.
Cantor made his first Columbia record a few
days ago, and it will be released as quickly as
possible.
FINE EXHIBIT OF STARR PRODUCTS
Starr Phonographs and Gennett Records Dis-
played at Exposition in Owensboro, Ky.
The accompanying photograph shows the ex-
hibit of Starr phonographs and Gennett records
made by the Westerfield-
Purdy-Sheffer Co., Owens-
boro, Ky., at the Mer-
chants' and Manufac-
turers' Exposition, held
recently. The products
of the Starr Piano Co.
were featured prominently
and their agents were com-
plimented quite highly on
the display, which at-
tracted a great deal of at-
tention. George Bradford,
traveling representative of
the Starr Piano Co., as-
sisted in the demonstration
of Starr phonographs and
Gennett records which
greatly interested the liund
tendance.
ALFRED CROTHERS
Jackson, Miss., May 6. — '
quarters of Alfred Crothers
East Capitol street, this city, are the equal of
any in this territory. This concern handles the
Columbia line of machines and records exclu-
sively. In addition to a handsome talking ma-
chine department there is a small goods section.
BIG DEMAND FOR PURITAN RECORD
Bridgeport Die & Machine Co. Tells of Progress
— New Label in White and Gold
Bridgeport, Conn., May 5. — The Puritan record,
the new 50-cent record produced by the Bridge-
port Die & Machine Co., of this city, is enjoying
heavy demands. This company is restricting its
sales to a territory east of the Ohio and north
of the Potomac rivers, but is covering that
territory very thoroughly. During the past
month an impressive list of new dealers was
placed upon the books of the company. Repeat
orders are reported coming in in a substantial
volume. A new label has recently been evolved
A recent census among the cadets at the
Kemper Military School, Boonville, Mo., estab-
lished the fact that one out of each eight students
was the possessor of a talking machine.
Starr Exhibit of Phonographs and Gennett Records at Kentucky Fair
ds of visitors in at-
* NEW STORE
The attractive new
Music House, 523
for these records in white and gold upon black.
In addition to the name a distinguishing mark
is to be found in the head of a Puritan, which is
incorporated into the design. The company is
closely pursuing its policy of releasing new
hits weekly and is making energetic plans for
the future.
3 6 KAIL
Flexlume Signs—
Their Value Shows
In Cash Sales
YOU pay high rent
for a good location
because you want
people to see your
store — the display
means money in your
cash register. For the same reason you
need a Flexlume Electric Sign to
attract attention, to give an atmosphere
of distinction to the whole front.
Flexlumes are the signs with the
raised snow-white glass letters — all
They are excellent day signs as well as
night signs — greatest reading distance, lowest upkeep
cost, most artistic designs.
Let us send you a sketch showing a Flexlume to meet
the particular needs of your business.
FLEXLUME CORPORATION
STREET BUFFALO, N Y.
Flexlumes — Electric Signs Made Only by the Flexlume Corporation
lamps enclosed.
52
THE TALKING MACHINE WORLD
May IS, 1922
SYSTEMATIC MERCHANDISING OF ALL RADIO EQUIPMENT
This Interesting Subject Discussed at Radio Conference of National Retail Dry Goods Association,
Held Recently in New York and Attended by Representatives of 500 Department Stores
At the Radio Conference held in New York re-
cently by the National Retail Dry Goods As-
sociation those in attendance represented 500
department stores located chiefly in the eastern
part of the United States and doing a yearly
volume of business in department store lines
amounting to one and one-half billion dollars.
The conference was in session several hours,
discussing the systematic merchandising of all
radio equipment, and, before adjournment, a
committee of five, representing geographical di-
visions of the United States, was appointed to
continue investigation and report. The com-
mittee is composed of F. W. Tully, of R. H.
White Co., Boston, chairman, for the New
England division; C. S. Hammond, of Frederick
Loeser, Brooklyn, for the North Atlantic Sea-
board; Joseph Fisher, of Kirby, Block & Fisher,
resident buyers, New York City, for the South;
Joseph V. Ryan, of the J. L. Hudson Co.,
Detroit, for the Middle West, and Alfred Fantl,
resident buyer, New York City, for the West.
The discussion covered very thoroughly all pos-
sibilities of radio development, more especially
under its merchandising aspects. The general
feeling was that the new popular science presents
wonderful business opportunities, although all
were fully informed as to the difficulties of supply
and demand prevailing at present; that the busi-
ness of supplying radio equipment must undergo
radical changes; that the existing enormous de-
mand may slacken and, again, that the entrance
of new producing concerns may create a surplus
of supply.
Every opinion expressed emphasized the con-
sideration that the sale of all radio material must
be essentially a service-giving business and that,
where some receiving sets may be of a standard
qualified to satisfy every demand on the part
of the public, others may not give the satisfac-
tion which the stores participating in the con-
ference must always provide, whatever the mer-
chandise. It was agreed that any store handling
radio merchandise must be prepared to know
the merchandise, and stand behind it when sold.
David Sarnoff, general manager, and Elmer
E. Boucher, sales manager, of the Radio Cor-
poration of America, were invited, toward the
close of the conference, to explain the difficulties
under which the Radio Corporation is working
at present.
After adjournment, Lew Hahn, the managing
director of the National Retail Dry Goods Asso-
ciation, who had presided, remarked that radio
is a merchandising undertaking and that the As-
sociation does not merchandise. It may be
necessary, he added, to organize, outside of the
Association, a separate corporation which can
take charge of the general merchandising as-
pects in the interests of the public as well as of
merchants.
The Investigating Committee of the Radio
Conference called by the National Retail Dry
Goods Association met later at the offices of the
Association. The Committee first turned its at-
tention to questions touching the quality and
efficiency of radio apparatus and the possibility
of service in its distribution.
The Investigating Committee recognized that
because the radio telephone is so recent a de-
velopment and because the growth of the busi-
ness has inflamed the imagination of manufac-
turers and public alike there is a serious danger
to the good will of stores handling radio goods.
A well-planned and developed radio receiving set
placed in the hands of the amateur user at a
reasonable price should make for good will for
manufacturer and retailer alike, but it is evident
that much of the radio merchandise offered for
sale is of the cheapest and flimsiest quality.
Stores dealing in such merchandise must expect
the inevitable crop of dissatisfactions likely (o
spring up in the wake of such business.
As its first recommendation the Investigating
Committee adopted a resolution, "That all re-
sponsible manufacturers be requested to stand-
ardize the efficiency of their various receiving
sets and plainly mark on each instrument the
receiving radius under average atmospheric con-
ditions."
Such a step taken by reputable manufacturers,
it is believed, will have the effect of making the
amateur purchaser of a radio set understand
what can be expected of the particular type of
instrument that he buys. Such action should
improve the efficiency of all such instruments.
The Investigating Committee believes that all
efforts possible should be put forth to conserve
the confidence of the public in the radio tele-
phone at this time while the demand is still new
in order that the business may develop steadily
without serious set-back.
Tone Superiority of
Bell Hood Needle
Has Been Recognized
Best Results and Best Tonal Qualities Are
Our Claims
The Famous Semi-Permanent
Bell Hood Needle
Retails at 15c. (formerly 25c.) per package
(3 needles in a package)
We offer dealers these needles in quantities of
300 packages or over, $7.50 per hundred packages.
100 packages, $9.00.
This offer is limited! Send your orders now!
Each needle plays many times, without chang-
ing. Records last longer.
Attractive counter display cards that sell the
needles without further effort. These, and cir-
culars without charge to those sending orders
within thirty days.
BELL HOOD NEEDLE COMPANY
183 Church Street, New Haven, Conn., U. S.A.
It is further reported that of the seventy-one
licensed radio broadcasting stations in the
United States, seven are operated by depart-
ment stores. Three of these stores are located
in Philadelphia, and one each in New York,
Newark, St. Louis, and Los Angeles. Numerous
other stores throughout the country have ap-
plied for licenses for broadcasting. Sales of
radio apparatus by many of the large department
stores now amount to as much as $5,000 to
$6,000 weekly, and the manufacturers are far
behind in filling their orders.
FEDERAL SUPERVISION
OF RADIO IS SUGGESTED
Supervising Board of Twelve, Under Secretary
Hoover, Is Planned as Result of Conference —
Amateur Wave Length 275 — Other Moves
Washington, D. C, May 9— Recommendations
providing for virtual Federal control of all wire-
less telephones in the country have been pre-
sented to Secretary of Commerce Hoover.
The recommendations, which are to be sub-
mitted to Congress, provide for distribution of
wave lengths, creation of a supervising board of
twelve men, under Secretary Hoover, and full
authority over Government radiophones.
These are the final recommendations of the
Government radio conference held here several
weeks ago to devise ways and means of regulat-
ing wireless traffic.
Hoover Supreme Chief
The plan makes Secretary Hoover supreme
chief of "ether cops," with full authority to
govern the development of the wireless phone
as he sees fit.
The general allocation of wave lengths pro-
vides :
Transoceanic service, 6,000 meters; fixed radio
telephony, non-exclusive, 3,300; mobile service,
non-exclusive, 2,650; Government broadcasting,
2,050; aircraft, 1,550; city and State public safety
broadcasting, exclusive, 285; amateur, 275.
When transoceanic service is begun the Sec-
retary of Commerce will be empowered to com-
municate with other nations in an effort to set the
wave length between 5,000 and 6,000 meters to
avoid interference.
Present regulations regarding experimental
stations are to remain in effect. The reason the
amateur wave length was set so low was be-
cause "it was felt waves longer than 275 meters
should be reserved for the needs of broadcasting
services greatly desired by a large portion of
the public," the report stated.
Distributing Power Provisions
In distributing power provisions the conference
set the following average values:
Government broadcasting stations, 600 (land)
miles.
Public broadcasting stations, 250 miles.
Private and toll broadcasting stations, fifty
miles.
The report also contained the same provisions
regarding government of amateurs as the pre-
liminary provisions. It "established the status
of the amateur by law" and recommended that
radio inspectors be appointed for various dis-
tricts throughout the country to control ama-
teurs. The inspector himself would be an
amateur who would work without remuneration.
Secretary Hoover would be assisted in his gov-
ernment of wireless telephony by a special com-
mission appointed by the President, to consist
of not more than twelve men, six of whom would
be Government representatives and six civilians.
STATISTICS THAT TELL A STORY
Tulsa, Okla., May 5. — The Edgar Shoppe, which
was recently opened at 518 South Main street,
this city, is considered one of the handsomest
stores in the Southwest devoted to the sale of
Victor products. The cost of equipping this es-
tablishment is estimated at $20,000, or 25 cents
per capita of the 80,000 people who comprise the
population of the city.
May 15, 1922
THE TALKING MACHINE WORLD
53
Home Concert
Receivers—
—the complete Radio
Receiving Instruments
licensed under the Arm-
strong Regenerative
Circuit Patents and
purchasable exclu-
sively from Phonograph
and Music Dealers onlv.
"Anyone Can Operate
a Zenith Successfully"
Chicago Radio Laboratory
Established in 1912
Executive Of iices at 332 South Michigan Ave., Chicago, 111.
Licensed under
Armstrong U. S. Patent,
No. 1113149.
54
THE TALKING MACHINE WORLD
May 15, 1922
TALKING MACHINE MEN, INC., HOLD ANNUAL BANQUET
Many Prominent Grand Opera and Musical Comedy Stars Entertain New York Talking Machine
Dealers at Annual Banquet Held at the Hotel Pennsylvania — Affair Unusually Successful
The annual banquet and entertainment of The
Talking Machine Men, Inc., held at the Hotel
Pennsylvania on Thursday evening, April 20,
proved by long odds to be the most successful
affair in the history of that organization, for
there was provided through the courtesy of the
leading talking machine companies a program that
could not have been duplicated under any other
conditions for many thousands of dollars.
There were present grand opera and musical
comedy stars, instrumentalists of renown and
the majority of the popular dance orchestras of
the city, with the result that there was a con-
tinuous round of music from before eight o'clock
until well after midnight. Due to the efforts of
the entertainment committee the affair ran off like
clockwork, and President Kurtz of the Associa-
tion saw to it personally that the artists received
the proper attention, and that there was no hitch
in the proceedings.
'To Louis James fell the honor of starting the
program with several well-rendered songs. Next
came John Charles Thomas, popular light opera
baritone and Yocalion artist, who offered several
selections amid much enthusiasm. Then in order
came Virginia Burt, soprano; Duci de Kerek-
jarto, prominent violinist; Marie Sundelius, Met-
ropolitan Opera soprano; Barbara Maurel, Elsie
Baker, Delyle Alda, from the Brunswick labo-
ratories; Frank Crummit, the Brock Sisters, from
"The Music Box Revue"; Marguerite Young,
and a number of others.
At intervals during the evening the popular
orchestras paid visits to the Pennsylvania ball-
room and provided music for those who craved
the pleasures of dancing. First there came Ray
Miller and his Melody Boys, and then in rapid
succession .Yerke's S. S. Flotilla Orchestra, Ed-
die Elkins and his Knickerbocker Grille Orches-
tra, Clyde Doerr's Club Royal Orchestra, Paul
The Phonograph with the "Golden Voice"
HARPONOLA
To the Man Who Dared:
SUCCESS
We knew of a phonograph dealer on a side street in a great city.
By aggressive salesmanship, by real service and courtesy to his
customers, he built up a business that far outdistanced the fac-
tory branch store on the busiest street of the same city.
The "little" dealer claimed
the quantity discounts and
didn't get them.
The factory believed that he
dare not cut loose from the
name and the fame of the
machine he sold- But he did
cut loose and he built even
greater sales for a compara-
tively unknown machine.
He had greater profits to
spur him on.
He showed that a good
machine (though little
known) when coupled with
real service selling methods means a
still greater success.
What that man did, you can do.
Write for the HARPONOLA
PROPOSITION— IT IS A REAL
MONEY-MAKER AND DOESN'T
TIE YOU DOWN TO THE LEVEL
OF THE AVERAGE DEALER.
THE HARPONOLA COMPANY
101 MERCELINA PARK
CELINA. OHIO
Edmund Brandts, President
Harponolas have a
wonderful tone, are
splendidly con-
structed and fin-
i s h e d , and
are equipped
with the fin-
est mechani-
al units. The
golden
spruce horn
is a real asset
as a s a le s
getter.
Whiteman's Romance of Rhythm Orchestra, Ben-
nie Krueger's Orchestra, and other popular organ-
izations that served to keep up an almost constant
flow of melody. In addition to playing in the
orchestra Zez Confrey played as a solo his own
composition, "Kitten on the Keys," a selection
that brought forth a brilliant display of pianistic
ability.
The social success of the evening was also pro-
nounced, for the gathering was most representa-
tive of the local trade. A great number of the
manufacturing companies were represented, as
were the jobbing houses and the leading dealers
of New York and vicinity. The companies who
made the program possible were the Aeolian Co.,
the Brunswick-Balke-Collender Co., Columbia
Graphophone Co., General Phonograph Corp.
and the Victor Talking Machine Co.
Arrangements had been made whereby the
employes of members of the Association who
did not attend the dinner proper could arrive at
a later hour and enjoy a part of the program and
the dancing, and the result was that many took
advantage of the opportunity.
There were many factors tending to enliven the
evening, including the ability of many of the
guests to go back, to the pre- Volstead era and
wet their whistles with something just a little
bit stronger than the hotel water. Jimmie Davin
also pulled off one of his characteristic stunts,
arriving in the make-up of an Indian chief and
keeping the guests guessing until his mask was
pulled off.
The' committee in charge of the affair, which is
deserving of full credit for its efforts, consisted of
Sol. Lazarus, chairman; C. Abelowitz, Max Ber-
low, E. G. Brown, E. G. Evans, A. Galuchie, W.
M. Gibbons, Otto Goldsmith, E. Leins, C. B.
Riddle and L. R. Yeager.
COLUMBIA CREDIT PLAN ANNOUNCED
Creditors' Committee of Columbia Graphophone
Mfg. Co. Arrange for Indebtedness to Be
Frozen for Three Years — Plan Approved
The Columbia Graphophone Mfg. Co. credi-
tors' committees have worked out a plan under
which its indebtedness will be frozen from" April
1, 1922, to August 1, 1925, after deduction of
an amount not in excess of aggregate bank de-
position September 15, 1921. The plan has been
approved by the banking creditors, the mer-
chandise and the supply creditors, it was said
this week. The debt is about $20,000,000 and
interest and principal, if due, will be deferred for
three years.
The plan calls for adjustment of interest on
all indebtedness to April 1 of this year. Pro-
vision is made for the appointment of a com-
mittee to represent the debt, which will be known
as the readjustment committee and composed
of M. M. Buckner, Benjamin Joy, J. C. Neff.
William C. Dickerman and G. Herrran Kinni-
cutt.
MISS DE LEATH^S A COMPOSER
Popular Okeh Artist Composer of "Say It By
Radio" — Has Several Hits to Her Credit
Miss Vaughn De Leath, well-known contralto
and exclusive Okeh artist, has just composed a
new selection entitled "Say It by Radio." At
the recent Brooklyn radio show Miss De Leath's
new song was given an enthusiastic reception,
and she was obliged to sing the chorus many
times over in response to the requests for en-
cores. Miss De Leath's success as a composer
is beginning to rival her popularity as a singer,
and one of her new numbers, "New Orleans,"
has every indication of being one of the leading
hits of the day. She is co-operating with Okeh
dealers in every possible way, and her records
are meeting with a ready sale.
Some salesmen confine their selling talk to the
mechanical details of the machine. Some of this
effort might be directed toward the musical qual-
ities of the instruments with good results. Ma-
chines are purchased for their musical quality.
May 15, 1922
THE TALKING MACHINE WORLD
55
THREE tiCLOCKin
""MORNING
Tempo di Valse Lente
A,
Am
1i It's three o' clock in the morn . Ing,
'OUS
5H'^ES WALTZ TH/S.T &
HARROLD SINGS AT DITSON'S
Noted Metropolitan Opera Tenor and Victor
Artist Renders Impressive and. Interesting
Program at Informal Recital for the Benefit
of Local Victor Retailers — Enjoyable Affair
The most successful recital of the series being
given by Chas. H. Ditson & Co., with prominent
record artists as the attraction, was that given
on Friday afternoon, April 21, when Orville
Orville Harrold
Harrold, prominent American tenor and Metro-
politan Grand Opera star, appeared and sang
close to a dozen numbers, some of them recorded
and some not recorded. It is seldom that an
artist is as generous at an informal recital as
was Mr. Harrold on this particular occasion and
the representative gathering of dealers and their
assistants who made up the audience were thor-
oughly appreciative of the spirit shown.
Mr. Harrold opened his program with the sing-
ing of Rudolph's Narrative from "La Boheme,"
reaching the high C called for with an ease that
inspired enthusiasm. Next he sang Herbert's
' I'm Falling in Love With Someone," which he
has recorded for Victor and which will be re-
leased later, and in this he reached a tone or
two higher than high C, explaining that it was one
of the highest notes yet recorded on a record.
For his third number Mr. Harrold selected the
sacred song, "The Living God," and sang it most
impressively and followed it with "Values" (An-
other Hour With Thee), which has been most
successful as a record. He then favored the
audience with a number of light Irish melodies,
including "Sweet Kitty Malone" and "Molly
Brannigan," and displayed a deep sympathy with
the music of the Emerald Isle. As his last num-
ber Mr. Harrold sang "The Great Awakening,"
a sacred number of great power, which, he stated,
would probably be offered in record form some
time in the future.
The artist drew close to his audience at the
outset and made an impression upon the dealers
that will not soon be eradicated. He arranged
to send an autographed photograph to all those
desiring one and at the close of his program was,
with Ditson & Co., accorded a rising vote of
thanks, at the suggestion of Sol. Lazarus.
During the course of the program Miss Anna
Pinto, a seventeen-year-old harpist, who exhibits
marvelous control over that difficult instrument and
is heralded as one of the coming harp virtuosi,
played several selections that won prompt and
enthusiastic applause.
There is no question regarding the effect of
recitals such as that by Mr. Harrold in bringing
together the dealers and the artists, and Chas.
H. Ditson & Co. have been accorded full measure
of credit for arranging the interesting series of
recitals and bringing to them artists of such
recognized standing. P. E. W. Carlson, man-
ager of the wholesale Victor department of Dit-
son & Co., states that some interesting features
along the same lines are scheduled for the near
future.
The previous week Royal Dadmun, popular
baritone and a recent addition to the Victor Co.
list of artists, gave an informal song recital in
the music parlors of Chas. H. Ditson & Co.,
under the auspices of E. W. Carlson, manager
o( the wholesale Victor department of that com-
pany.
WILSON CO._BUYS BUSINESS
Stevens Point, Wis., May 4. — The Wilson
Music House has purchased the music depart-
ment of the Boston Furniture Co., here. This
department at present is devoted entirely to the
Victor line of talking machines and records, but
the Wilson Co., in addition to enlarging the ma-
chine and record stock, will install the Gulbran-
sen and Vose lines of pianos and, later, a com-
plete stock of sheet music and musical instru-
ments. George M. Farrin is manager.
A phonograph using records that produce
buzzing sounds in a quickly learned code has
been invented in Austria to enable blind persons
to read.
WHY SALES EFFORTS ARE HINDERED
Pointed Question and Pointed Answer on the
Analyzation of Conditions
In reply to the salesman's tale of woe that it
was practically impossible to make sales, due
to the housing shortage, unemployment, high
prices, etc., the sales manager asked: "Do you
know how many people are working and re-
ceiving good incomes; how many people live in
nice homes and what the ratio of salaries and
prices is to pre-war days?" The salesman's an-
swer was no. This is indicative of the twisted
outlook on life and conditions which possess
the minds of many who could bolster up their
courage by looking at conditions as they really
are. After all, things could be worse.
BRITISH INDIA INCREASES DUTIES
Washington, D. C, May 4. — Ad valorem duties
on products imported into British India have been
increased under a new tariff bill, according to
information just made public by the Department
of Commerce here. Under the new schedule the
duty on musical instruments has been increased
to thrty per cent ad valorem.
VICTOR CO. SUES GATELY-HAIRE CO.
The Victor Talking Machine Co. has brought
suit in the New York Supreme Court against
the Gately-Haire Co., Victor wholesaler, of Al-
bany, N. Y., to recover $43,548, which, it is al-
leged, is due for merchandise bought by the de-
fendant company.
NEW QUARTERS IN NEW CASTLE, PA.
New Castle, Pa., May 5. — The Snyder Piano
Co. has moved from the Opera House Building
into its new quarters in the corner room of the
Greer Block and has one of the most complete
piano houses in New Castle, Pa. In addition to
pianos, Victrolas and a general line of musical
instruments sheet music will be added.
Alexander's Music Shop, of Long Branch,
N. J., is installing an up-to-date Victrola de-
partment.
The "VICSONIA"
REPRODUCER
For Perfect interpretation of Edison Disc
Records on Victrolas and Grafonolas.
Fitted with permanent jewel point. No loose parts.
Meet the demand— Serve your customers
Sample Model "A" or "B" Vicsonia, nickel plated,
will be sent on receipt of $4.50. Retail price $7.50.
Note: Model "B" Vicsonia plays both Ed;son and
Pathe records.
VICSONIA MFG. CO., Inc.
313 E. 134th STREET NEW YORK, N. Y.
56
THE TALKING MACHINE WORLD
May 15, 1922
•'•A5?—
New
Salesman
to Work!
T_T ERE'S a new silent salesman for your counter. This
X handsome 2-color all-metal Counter Display Stand holds
100 packages of Gilt Edge Needles, of which 20 packages are
visible at one time through openings in front of the display
stand. The packages can be taken out of the reverse side
only. This prevents undesirable
tampering and loss of needles.
This Silent Salesman will
sell phonograph needles
for you. Put him to
work at once.
Fn .-JBSl
•••■■vi
Send for Prices
and Samples
^tu.
Made from start
to finish by
•WH.BAGSHAWCO.
Lowell, Mass.
REFLEXO PRODUCTS CO., Inc.
347 FIFTH AVENUE
At 34th Street
New York City
Suite 610
Canadian Distributor*: The Musical Mdsc. Sales Co., Toronto - '
Foreign Export: Chipman, Ltd., 8-10 Bridge St., New York City
May 15, 1922
THE TALKING MACHINE WORLD
Here's Marion Harris, sunny as a June day,
with two of her latest song successes:
"Some Sunny Day" and "Poor Little Me" —
both on one record for June. A-3593.
Columbia Graphophone Co.
New York
<3W
NEW COLUMBIA CATALOG
Complete Listing of Columbia Records Contained
in Attract ve Catalog Just Issued — Listings
Arranged in Most Efficient Manner
The Columbia Graphophone Co. has just issued
its 1922 record catalog containing a complete list
of Columbia records issued up to and including
December 31, 1921. This catalog represents a
material improvement over all previous editions,
not only typographically, but in arrangement
and lay-cat.
The new catalog is divided into six parts, as
fo'lows: Part 1, alphabetical list of artists making
COLUMBIA
RECORDS
ii
Cover of New Columbia Catalog
Columbia records; Part 2, a complete list of
Columbia records, arranged alphabetically as to
title of selection and name of artist; Part 3, classi-
fied list of specially-selected Columbia records;
Part 4, educational records for school and home;
Part 5, gems and novelties from Columbia cata-
logs of foreign language records; Part 6, tinted
section containing a list of Columbia concert and
operatic stars and their recordings.
bach section is compiled with the one idea of
gving the Columbia dealer and his customers
maximum convenience in finding any desired
record. If the Columbia record catalog is used
properly by the dealer it can undoubtedly act as
a sales stimulant, for every possible means has
been provided to offer record customers timely
suggestions as to various classes of records.
COTTON FLOCKS
FOB
Record Manufacturing
THEPECKHAM MFG. CO., KK"!
Typographically the new Columbia catalog is
beyond all criticism, as every detail represents the
most advanced and successful ideas in catalog
arrangement. A great many illustrations are used
in the catalog to relieve the monotony of the
text, and these illustrations featuring Columbia
artists are noteworthy for their attractiveness.
In fact, the 1922 Columbia catalog as a whole is
a distinct tribute to the efforts of the Columbia
advertising department to provide dealers with
a publication that cin be used profitably as a
merchandising help.
LIMA MUSIC HOUSE TO EXPAND
B. S. Porter & Son Incorporate and Arrange
for Removal to Larger Quarters
Lima, O., May 2. — The old established house of
B. S. Porter & Son, this city, has been incor-
porated and in future will be known as the
B. S. Porter Son Co. It is not only one of the
oldest music stores in Ohio, but is also one of
the largest, and B. S. Porter, founder of the
business, is well known throughout the trade in
the Middle West.
J. E. Porter, the present head of the busi-
ness, has many plans for expansion under way,
the most important being those looking to the
removal of the business from the present loca-
tion on Main street to quarters in the company's
own building, further uptown, known as the
Porter Block.
This change will give them one of the finest
music stores in this section of the State and
will take care of the needs of the business. In
addition to the Lima store, others at Findlay,
St. Marys and Carey, O., are operated by this
company. Besides Victrolas, pianos and players,
music rolls, string and band instruments, and a
complete assortment of supplies are carried,
making, in all, a well-appointed general music
house.
Another B. S. Porter Son Co. expansion is
that of the Findlay, O., store, which will move
within the next thirty days to a fine, new loca-
tion at 513 South Main street. Negotiations have
just been completed by the house for a ten years'
lease on the future home of the business. This
change will put the house of Porter in' the fore-
most rank among music stores of the city and the
entire section. The new equipment will be mod-
ern throughout and the decorations most pleas-
ing, completing a very attractive shop. The new
location is ideal for a music house.
C. O'Harrow, general manager of this branch
store, and C. L. Ritter, in charge of the Vic-
trola department of the store, are both exceed-
ingly enthusiastic about the new location and
its appointments. They have in formation mer-
chandising plans in keeping with the aggressive
expansion program.
Dwight Welding has joined the sales force of
the Lima store.
S. S. Kemp and Porter Lamb, of Scottsville,
Ky., have opened a music store in the Mulligan
Building. Talking machines and pianos are
handled.
VICTROLA HELPS ENGLISH STUDY
Records by Sothern and Marlowe Featured in
Johnston City, 111., High School
Fay Luyster, manager of the talking machine
department of the Cline-Vick Stores, in Illinois,
recently placed a Victrola in the room of the
English class in the Johnston City High School,
and gave a demonstration of the value of the
machine as an aid in English study through the
medium of the records made by E. H. Sothern
and Julia Marlowe for the Victor. Mark An-
tony's oration made a particularly strong im-
pression on both teachers and students. It
stressed the educational value of these records,
which aroused considerable interest.
FORM RADIO CHAMBER OF COMMERCE
The National Radio Chamber of Commerce
has been formed of leading and responsible
houses in this line and a dinner meeting was held
at Delmonico's recently to perfect the plans of
organization. About fifteen concerns, so far, arc
members of the Association, among which are
the De Forest Telephone Co.. the Freed,
Eisemann Radio Corp., the Jewett Co., the
Home Radio Co., Dubilier Condenser Co. and
the F. A. Andrea Telephone and Telegraph Co.
In opening the membership to all established
and responsible companies it is the purpose of
the organizers to prevent, as far as possible,
losses to the public through investment in un-
substantial enterprises, of which there are so
many. It was pointed out yesterday by one of
the tentative officers of the organization that
the radio craze has caused many ex-telegraphers
to enter the business.
Talking
Machine
Supplies
and
Repair Parts
SAMUEL ESHBORN
65 Fifth Avenue
New York
58
THE TALKING MACHINE WORLD
May 15, 1922
PHONOGRAPH
Qflie Aristocrat of Phonographs
Widdicomb Console Phonographs in Period Styles ar^
faithful interpretations of the best designs of the old
masters of the art of wood- fashioning. The artistic
cabinet designs and finish are the handicraft of an organi-
zation which for three generations has enjoyed a reputa-
tion for leadership as designers of fine furniture.
Widdicomb console models have many distinctive features
of design. Chief among these are divided lop, partitions
for albums, automatic stop and patented tone control. The
Widdicomb plays all records. All Widdicomb models
are now sellir.g at pre-war prices. New prices range
from $90.00 to $260.C0.
Why discriminating buyers
a
S H E RATON
MODEL 6
a
choose the Widdicomb
PEOPLE of taste and refinement select
the Widdicomb as their phonograph
for two reasons:
First — Because of its unusual tonal qual-
ities and its surpassingly faithful repro-
duction of every subtle mood and varied
expression of the artist, whether vocal or
instrumental.
Every note of the chromatic scale from the
high, clear tones of the upper register to
the deep, rich bass notes, is given just the
proper emphasis, without metallic harsh-
ness or "blasting."
Second — Because the Widdicomb is an
exquisite article of period furniture, fitted
to take its place harmoniously — really to
"belong"- — among the furnishings of the
most tastefully appointed home.
Into Widdicomb cabinets is built the ex-
perience of three generations of master
craftsmanship in the building of fine furni-
ture.
To a few merchants who are really inter-
ested in attracting a discriminating class
of trade, the Widdicomb franchise offers a
real opportunity to stimulate sales and to
increase prestige.
Write for complete catalog of Widdicomb
phonographs and information regarding
the Widdicomb franchise. Learn for your-
self the sales possibilities of the Widdicomb.
THE WIDDICOMB FURNITURE CO.
Grand Rapids, Michigan
Fine Furniture Designers Since 1865
May 15, 1922
THE TALKING MACHINE WORLD
59
IIIIIII1IIIIIIIIIIIIIIIIIIII
IHI IHKI^MiiU'l.lij.Mi;.;;; I < : : ; < : I ' , i , 1 : 1 1 : M ; ' I ! - 1 1 ' . ! . I : I M . I . I < : I . i : M . ! . 1 : 1 1 Illllllllllllllllllllllllllllllllllllllllllllllllllllllllli Ill II IIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIIII Illlllilllllllllil II Ill HIIIIIIIIIIIIIIIIIII IIIH Illlllllll Illllllllllllllllllllllllllllll Illlllllllllllllllllllllllllllllllilllllllllll|
A DEPARTMENT DEVOTED TO PROMOTING RETAIL SALES
iiiiiiiiiiiiiiiB
Suggestions That Will Stimulate Sales
A WESTERN talking machine merchant popularized his store,
got columns of free publicity in the local papers and boosted his
sales totals to double previous figures by giving free dancing lessons
two evenings a week in the recital hall of his store, to children be-
tween the ages of five and twelve. An ad was inserted, naming a day
for registration. Between 2 and 5 P. M. more than 200 were
signed up, and the books were closed. In all, 500 more children were
disappointed, showing the strength of the idea. Of course, the talk-
ing machine sold by this dealer supplied all the music for the dancing-
sessions, and' the parents and relatives who brought the children had
pienty of time to become acquainted with its merits. Care was taken
to let no commercialism interfere with the freedom of the dancing
lessons. No effort was made to advertise or sell anything at that
time; but countless sales grew out of the proposition to the children's
parents and friends. At the end of six weeks a matinee exhibition
of dancing was given in a local theatre, the entire performance being
managed and paid for by the parents of the children taking part.
Prices ranged from 15c. for the gallery and 50c. for box seats. The
dealer's talking machine, located in the orchestra pit, could be heard
distinctly in ad parts of the theatre, and the 200 children danced
twenty-five numbers to its music. Before the show these 200 chil-
dren canvassed the town, selling tickets. Each ticket bore the dealer s
name and the name of his talking machine. The dancing lessons
were managed by two women on the merchant's sales staff. At the
end of the season, after all expenses were paid, there was $75 in the
bank with which to start the next dance.
% ^
THERE are many buyers who have secured table machines and,
after accumulating a' library of records, have found that they
need a cabinet to keep them in. Put four or five of these cabinets
on display, according to the size of your window, including both
walnut and mahogany finishes and various sizes. On the top of each
cabinet place a sign which reads, "This Model Is for Smallest Size
Table Machines. Special Price, $00 During Display." On your
cabinets for larger machines your card should be altered to cor-
respond. There is good money to be made from accessories. Many
dealers are missing a bet by failing to see this chance for extra
business. Put a table or glass showcase near your door where
everyone will see it coming in or out. Display the various kinds
of needles; motor oil; polish for the cabinet; automatic repeaters,
which play the record over again; toy figures which dance on the
record ; electric motor attachments ; albums, etc. Quote the prices on
these now and then in your ads and on the price tags. Your sign
over the display may read
"Accessories That Add to Your Talking Machine"
* * *
1 4 1 T ERE COMES THE BRIDE"— for May is a popular month of
ll weddings. For a window suggesting the talking machine as a
wedding gift you will need plenty of six-inch white silk ribbon.
Arrange various models of talking machines in a semicircle. In the
center place a small table or a box, entirely covered with white to look
like a raised platform. On this is a sign reading, "The Gift Supreme
for the Bride — A ." Above this hang a large bell of white
paper, and from the bell run streamers of the white ribbon to each
machine in the window. On the platform at the foot of your sign
place a bouquet of imitation orchids, lilies, of the valley, annunciation
lilies and orange blossoms. A few sprays of the flowers can also
be placed on each machine. In the foreground place records of
wedding marches and anthems.
^ ^ sfc
AS soon as you have sold a machine and received the signed con-
tract, show your customer how to take care of it. This little
attention on your part makes an excellent impression. Say, "Now,
before you go, Mrs. Brown, let me explain the proper care of your
instrument." Then show how to lift the turntable and expose the
motor. Show where it should be oiled, and tell how often. Show
how to take the sound box off and put it on. Tell her not to leave
the spring tightly wound but to let it run down when it is not in use.
The customer goes away with a pleasant impression of your service,/
and you may save a needless repair trip later on. This bit of service
seems so obvious as to need no mention, but it would surprise you to
know how few sale men ever think of carrying it out. Most manu-
facturers supply a "Book of Instructions" with every machine, but
nine out of ten people never open it. Demonstrate the mechanical
features with your own hands — then the customers wi.l understand,
and, what is most important, you get the credit.
NATURALLY, you are going after all the vacation business you
can get in small machines. An excellent way to develop pros-
pects is to watch the "Personal Mention" columns of your local
dailies. Whenever you see a paragraph informing the world that
"Mrs. Archibald W. Smith-Brown is preparing to leave for Idle-
wild," send a hand-typed letter to Mrs. Smith-Brown, bringing to her
attention the necessity of a talking machine to take with her.
* ^ ^
THERE is no question about the value of soliciting suggestions
from your own sales organization, but the best method of doing
this is a matter of debate. A method which has proven to be practical
and successful is to designate every Monday as "Letter Day." On
that day every member of the organization is required to present to
you a letter embodying any suggestions they may have for improve-
ments in their own department or any other matters they want to
bring to your attention. Fixing Monday as the day gives the employes
Sunday in which to think over and prepare their letters. A close
spirit of co-operation and many useful ideas will result from the
adoption of this plan. This scheme is more use+'ul in large organiza-
tions than in very small ones, of course.
^ ^ ^
DECORATION Day falls on Tuesday, May 30. In the center of
your window set a low platform about fifteen inches above the
floor and cover this with green crepe paper or green grass. On
this platform place any war relics which you can procure from
friends or relatives who took part in the great world war. Metal
helmets, weapons and similar souvenirs are what you want. Above
this platform place a large wreath of leaves. This should be not
less than twenty-five inches in diameter. It can be procured from
any florist at a reasonable cost. At the bottom of the wreath tie a
large bow of six-inch red-white-and-blue ribbon. Between the wreath
and the platform below arrange some flowers. On the floor at each
side of the platform place several patriotic records, with a card in each
one, giving its title. Through the hole in the center of each record
run a strand of one-inch red-white-and-blue ribbon, and cut the end
of this ribbon in a notch. Any florist can supply you with this ribbon
in various widths. On each side of your center arrangement place
a large talking machine and tie a red-white-and-blue ribbon on the
front of each machine. If you wish to carry your display further
procure photographs of Lincoln and General Grant in uniform,
McKinley with Roosevelt and Wilson with General Pershing in
uniform. These three groups include the Presidents and leading
military figures of the last three wars. Arrange them in three pairs
and under each pair set the date — 1865, 1898 and 1918. In the
center of your window, just at the base of your platform, place a
gold sign lettered in black — "In Memoriam."
NEAR the front of your record department place a small black-
board, about two feet by three feet. On this board write in
chalk new announcements from day to day, such as "Just received —
'Georgia Rose'," or "Special for to-day — the Model 10 — at $00
monthly." A hundred uses will present themselves for such chalk
talks, and the blackboard with the message written in chalk gives
an impression of urgency and "newness," which is lacking in a
printed sign.
MOST dealers put bands of awning material over the lower por-
tion of their windows as sun shields during a portion of the
day. This protects the objects displayed, but cuts off the view of
your windows. If you letter on this sun shield the words, "Look
Over the Top," you'll be surprised how many people will stop and
inspect your display, in spite of the obstruction.
EDITOR S NOTE — Mr. Gordon will publish on this page any good ideas submitted by you for the benefit of tbe trade,
and will also answer any questions you ash him concerning merchandising problems. Use this department as much as you like.
It is intended to serve you — to be a forum for the discussion and exchange of ideas of interest.
60
THE TALKING MACHINE WORLD
May 15,
1922
May 15, 1922
THE TALKING MACHINE WORLD
61
CHARLES EDISON DISCUSSES RADIO GERMAN RECORD CONCERNS ENJOINED
Furnishes Reasons Why the Phonograph Trade
Should Not Be Seriously Harmed by Growth
of Demand for Radio — Interesting Analysis
The many members of the trade who are
more or less in a quandary regarding the radio
proposition will doubtless be interested in the
views of Charles Edison, chairman of the board
of directors of Thos. A. Edison, Inc. It is espe-
cially important, inasmuch as this company oc-
cupies a unique position in its relation to the
radio field, being interested in the manufacture
oi phonographs, in batteries and in electrical
progress generally. When asked by The Talk-
ing Machine World to express his personal opin-
ion regarding what the attitude of the regular
phonograph dealers should be toward radio and
its bearing upon the talking machine industry
he said:
"It is impossible to answer your inquiry with-
out indulging in a certain amount of speculation
on the future relations of the phonograph with
the wireless telephone. To-day the wireless tele-
phone is encroaching on the phonograph sales
field, simply because it is a novelty with a de-
cidedly romantic appeal to the imagination. When
it has become as much of a commonplace as the
electric light, the ordinary telephone or the tele-
graph it will find a sphere of usefulness which
will not conflict with the phonograph. It seems
to me that news is the wireless telephone's real
function. I can readily conceive that a day will
come when the debates at such a conference as
that now taking place at Genoa will be listened to
by millions instead of hundreds.
"The phonograph's function is to give people
music. Instead of giving them any music at any
time it gives them the music they want when they
want it. It will exist as amicably beside the
wireless telephone as it does beside the piano.
"Retail phonograph dealers are free, white and
twenty-one. There is nothing in the world to
prevent them from taking on wireless telephones
if they wish to. In some small communities
it may be an excellent expedient. I can't help
feeling, however, that they'll do better if they
stick to their own line."
SALES VOLUME IS SATISFACTORY
Ansonia, Conn., May 6. — The Duo-Tone Co.,
Inc., of this city, manufacturer of the De Luxe
semi-permanent needle, reports that the volume
of sales of this needle is keeping up in a satis-
factory manner. This company has given par-
ticular attention to quality production and at-
tributes the success and popularity of the prod-
uct to this policy.
PRAISE FOR FLONZALEY QUARTET
The Flonzaley Quartet whose Victor records
are so much admired by the musical cognoscenti
is now being heard in London, and the English
critics are writing in most enthusiastic terms re-
garding the splendid qualities of this great or-
ganization.
The first impression which a customer gets
from a store sticks. Whether the impression is
good or bad depends on the merchant.
No. 35217
B A S KET
Filled with Flowers ;
each, 75c; per dozen,
$7.50.
Write to-day for my
SPRING CATA-
LOGUE No. 35 of
Artificial Flowers,
Plants, Vines, etc.
MAILED FREE
FOR THE ASKING.
FRANK NETSCHERT
61 Barclay Street
New York, N. Y.
Anglo-German Mixed Arbitral Tribunal Issues
Injunction Forbidding Export Out of German}'
of Records Pressed From Matrices Originat-
ing With Victor or Gramophone Companies
The following interlocutory injunction was re-
cently handed down by the Anglo-German Mixed
Arbitral Tribunal at London in the suit of the
Gramophone Co., Ltd., against the Deutsche
Grammophon A. G. and the Polyphonwerke
A. G. to enjoin the German companies from
exporting out of Germany records pressed from
matrices originating with the Victor Talking Ma-
chine Co. and the Gramophone Co.,. and in the
possession of the German company at the out-
break of the war. The Polyphonwerke had se-
cured these matrices by an alleged sale by the
German Government during the war.
The order of the Tribunal was as follows:
"The Tribunal orders that the respondents, their
servants, agents and companies controlled by
them, be restrained until further order from
using, or permitting to be used, and from offer-
ing for sale, selling or permitting to be sold,
gramophone records pressed directly or indirect-
ly from matrices in the custody of the first-named
respondents at the outbreak of war, except after
giving due information to the buyers and users
that the records are for use within German ter-
ritory only."
DISCUSS AUSTRALIAN ROYALTIES
Louis Sterling in New York to Make Satisfac-
tory Arrangements With Music Publishers
Louis S. Sterling, of the Columbia Gramo-
phone Co., Ltd., London, Eng., recently arrived
in the United States. Early this month he at-
tended a meeting of the board of governors of
the Music Publishers' Protective Association, the
purpose of which was to arrange some satisfac-
tory form of paying mechanical royalties on
records manufactured in England and distributed
in Australia.
Owing to the decision of the highest court of
Australia, handed down early this year, Aus-
tralian publishers who have obta:ned the dis-
tribution rights for American compositions in
their country are entitled to the mechanical roy-
alties accruing on the records of such works as
are manufactured in England and sold in Aus-
tralia. Thus the talking machine record manu-
facturer of England who pays the American
publisher for the manufacture of records sold
in England and in Australia must again, accord-
ing to the decision, pay the Australian owner
of the copyright.
It is thought that an arrangement can be ar-
rived at confining the payment of royalties to
one source.
NECESSITIES OF GOOD RETAILING
A leader, a general, an all-around business
man.
A close tab on stock.
A proprietor who not only says "Go!" to his
clerks, but who can stir up the dust w.'th the
best of them.
A square deal that will make folks come 'round
like bees to honey.
A cold shoulder for mis-statement.
A human interest in the welfare of clerks —
interest in clerks begets clerkly interest in sales.
A place for everything and everything in its
place. Disorder means loss of time, loss of sales,
loss of money. Hear the cash register groan,
"Order is heaven's first law."
A stock of all-round knowledge to fit your
stock of goods.
The talking machine department of the M.
O'Neil Co., of Akron, Ohio, which has just
closed its fiscal year, reports that a better busi-
ness was enjoyed than during any other year in
the history of this enterprising company.
THE INSTRUMENT OF QUALITY
onot
CLE AR AS A BELL
Semi -Permanent
NEEDLES
(A) — New Sonora Semi-Permanent
Needle. Note that the parallel
sides (which are not tapered)
always fit the record groove per-
fectly.
(B) — Sonora needle after playing one
record. No perceptible wear.
(C) — Sonora needle after playing
over 50 records— needle is worn
down, but is in perfect play-
ing condition.
The Needle That
Makes Records
Last Longer
Every man, woman and
child who enters your store
is an easy prospect for
Sonora Semi - Permanent
Needles. Their superiority
is obvious on sight. Cus-
tomers actually feel you
are doing them a service by
introducing them to a
needle that not only plays
many more records than the
ordinary needle, but pre-
serves the records because it
does not score the grooves.
Sonora Semi-Permanent
Needles mean a steady,
substantial profit' and lead
to larger sales. Every live
dealer should display them.
fy 1 ITTI/^XTI Beware of similarly
LAU 1 lUll ! constructed needles
of inferior quality
Sonora -pfjcmograpf)
Company, 3m.
GEORGE E. BRIGHTSON
President
279 Broadway New York
Canadian Distributors:
I. Montagnes & Co., Toronto
62
THE TALKING MACHINE WORLD
May 15, 1922
Steal
IRg steal
youi eyes ap peal mg
Stealing
X Fox Trot Rhythm that xv i 1 1 steal right into your Heai'J?
iiniiii^i^iiiiiiiiiiiiiiiiiiLitii]
I Developing Prospects and Sales in Summer |
NEW SONORA DISPLAY CARD
Written for The World by CHARLES OLIVE
The Music Store. Willmar, Minn., has, by a
little extra effort, almost doubled its sales of talk-
ing machines. The company has the agency for
the Edison, Victor and Columbia lines, and is
doing a good business. Last Summer the firm
had a man on the road to boost the business,
which was so successful that the plan will be con-
tinued the coming Summer. He had a small
Ford truck and carried a talking machine and
some records with him, and wherever he found a
person who was in the market for a machine,
either in town or outside, he placed one in the
home for a few days' free trial. In this way
many sales were made that otherwise would never
have materialized.
One novel method of attracting buyers em-
ployed by this firm is that of playing a talk-
ing machine outdoors. Last Summer on Sat-
urday evenings, and on days when something
special was going on in town, a Victor with a
large horn was placed in the truck outside the
store and a man kept the machine going, play-
ing all kinds of new records, and taking care of
people who became interested. The machine.
being loud, could be heard for blocks away, and
drew all kinds of listeners. The demonstrator
had a supply of booklets and other advertising
matter on hand which he distributed to inter-
ested persons in the audience. If there were
any who contemplated purchasing a machine at
some future date he took down their names and
addresses in a book, so that the prospective buy-
ers could be followed up later. During county
fair week and the Fourth of July celebrations a
machine was played on the roof of the building,
and because of its elevation, the machine was
heard by all the crowds. A large sign described
the purpose of the playing, and directed inter-
ested persons to see the man at the door. This
man stood ready to take -care of any customers
who wanted to buy records or wished to see dif-
ferent models and makes of machines. All visi-
tors were given the impression that they could
buy anything in the music line at The Music
Store, and the prices and the service would be
the very best. By the method described, a large
list of prospective buyers was obtaine°d, and fre-
quent sales were made to these later.
TRAIN PULLMAN PORTERS TO SING
Nine Thousand Pullman Porters to Be Organized
in the Quarters for Entertainment of Passen-
gers— Will Break Monotony of Journeys
Chicago, III., May 6. — According to announce-
ment made by the Pullman Company, the 9,000
porters on Pullman cars are to be given musical
training and organized into quartets and glee
clubs for the edification of those who grow weary
of the rail journeys about the country.
The company has divided the country into eight
zones and there will be a chorus organized for
each zone. Rehearsals have been conducted for
some time and the first public try-out of the plan
was made last week when porter quartets were
provided for the three special trains from Chicago
to the Conclave of the Knights Templar in
New Orleans.
Major N. Clark Smith, well-known negro
musician and teacher, head of the music depart-
ment of Tuskegee Institute, and for many years
leader of the Eighth Illinois Regiment Band, has
been retained by the Pullman Company to train
the porters. Major Smith when a boy worked
for Lyon & Healy, where the late P. J. Healy
was attracted by his musical talent, and provided
for his tuition at the Chicago Musical College.
MOVES HIS STOCK BY ADVERTISING
Atlanta, Ga., May 8. — The Winget Jewelry
Co., of Gastonia, N. C, Columbia dealer, recently
featured the latest Columbia advertising cam-
paign, and as a result practically exhausted its
stock on hand in addition to a special shipment
which was incidental to the campaign. In a
letter to the Columbia wholesale branch in this
city, this dealer stated that the advertising had
enabled it to close many prospects which had
been pending for several months, and in addition
had provided a number of new prospects with
valuable sales possibilities.
PHONOGRAPH CASES
Reinforced 3 -ply Veneer
The Standard Case for Talk-
ing Machines and Records
Let us figure on your requirements
MADE BY
PLYWOOD CORPORATION, Goldsboro, N. C.
Mill, in Va., N. C. and S. C.
Attractive Card Now Ready for Sonora Dealers
— Coloring Is Unusually Effective
A new Sonora display card is now being sent
out by the Sonora advertising department to deal-
ers and distributors. The accompanying illus-
tration will give some idea of the attractiveness
of this card, although, of course, the coloring can-
not be reproduced. The design of the bell is a
Sonora Display Card for Dealers
reduced facsimile of that used in the large bell
poster, which has proved so popular with the
dealers. The background is a rich marine blue
and the word Sonora in bright yellow, with the
other lettering in green and red, makes the card
unusually effective.
A feature of this new card is the extra heavy
cardboard upon which it is mounted. This not
only makes the card very durable and does away
with the need of a frame, but insures its standing
and remaining perfectly flat under all conditions.
The dimensions of the sign are nine inches by
sixteen inches.
INDIANA CONCERN CHARTERED
The Latona Talking Machine Co., of Evans-
ville, Ind., was recently granted a charter of in-
corporation under the laws of that State, with
capital consisting of $50,000 of preferred stock.
Caruso painstakingly studied talking machine
records of his songs to find out how he could
improve his work, says Forbes Magazine. Can
you afford to be less painstaking in trying to
improve j'our work?
Expect disappointments, but scorn defeat.
May 15, 1922
THE TALKING MACHINE WORLD
63
Have you ever lost a sale
because you could not supply
a cabinet for that discriminat-
ing customer whose esthetic
taste demanded the best for
her drawing room?
You can unhesitatingly
recommend this delight-
ful creation. The exterior
and interior of the upper
part of cabinet is beauti-
fully lacquered by hand;
the base is finished in
pure gold leaf, carvings
by hand.
Furnished with electric
unit only.
We have confined our efforts for years exclusively to
the manufacturing of period furniture and cabinets.
THE ORSENIGO COMPANY,
34
THE TALKING MACHINE WORLD
May 15, 1922
TOLEDO
Dealers Optimistic — Farmers
Are Buying — Enterprise of Lion
Store — News From Many Points
Toledo, O., May 4. — There is widespread op-
timism in talking machine circles regarding the
business outlook. This is substantiated by the
general improvement in the local employment
situation, particularly in the automotive industry.
The Toledo Talking Machine Co., according
to Manager Chas. H. VYomeldorff, is experi-
encing a stronger demand for Yictrolas from
outside districts. The farmer in Ohio, Michigan
and Indiana is again taking heart and investing
in talking machines. Many dealers are going
direct to him with Yictrolas mounted upon de-
livery trucks and are putting instruments into
the farm house upon very liberal terms. In
some quarters it is predicted that with the
farmer coming into full buying power this Fall
the demand for talking machines will exceed the
supply.
J. J. Davin, Secretary of the Reincke-Ellis
Co., Chicago advertising specialists, talked
to local Victor dealers at the display rooms of
the Toledo Talking Machine Co. upon Vic-
trola advertising plans in formation. Several
of the plans submitted were adopted by the local
merchants.
Easter trade at the LaSalle & Koch. Co.'s
Yictrola department, according to Man-
ager R. O. Danforth, showed conclusively that
the demand for festive music is sufficiently
strong to make it worth while for merchants to
cater to the public fancy on all special occasions.
Mr. Danforth has but recently come to the
LaSalle & Koch department from the Shepard
Stores, Boston, where he was located for some
years.
At Grubb's Music Shoppe a new hit is fea-
tured each week. It is found profitable in
putting over these selections to hitch records,
rolls and sheet music together.
Doing things in a different manner, instead of
waiting for customers to come to the store, is
proving a winner at the Lion Store. A. J. Pete,
manager of the Yictrola department, states that
the inserting of ads written in editorial form
into the large store advertisements has resulted
in tine returns. For these small human interest
stories out of the ordinary topics are selected.
One such recently featured that little known
Mexican waltz, "La Golondrina":
If the strains of a bewitching waltz have been floating
on the air from the direction of your neighbor's house —
and you've been wondering what it is — then you've been
among the discoverers of a new Mexican wraltz played by
Max Dolin's Mexican Orchestra — a new Victor record. A
few music lovers found it among the foreign selections —
and they've been telling so many friends about it that the
demand for "La Golondrina" is becoming very large. Hear
this tantalizing waltz in our Yictrola department.
From that tiny announcement large sales vol-
ume resulted. In fact the number outsold the
entire April list of popular selections, and made
re-ordering necessary several times. It is for
such reasons that the department is showing an
increase in sales over the early months of 1921.
In addition to records the sale of Victrolas has
also been brisk.
Willard S. Mefford recently opened a talking
machine and record shop in the Tiedtke Bros.
Co. department store. An arcade leads
from Summit street to the store proper, which
is situated some distance from the street en-
trance and extends over a city block. During
the month of February a daily average of 40,000
people have passed through this arcade.
The Tiedtke Bros, store is unique in many
ways. Among its features is a pipe organ which
plays most of the day. Other music also is
featured and customers are entertained and thus
induced to linger and buy.
Fred N. Goosman, president of the Goosman
Piano Co. and also of the Ohio Music
Merchants' Association, took an active part in
completing the organization of the Illinois As-
sociation recently at the Hotel Leland, Spring-
field, 111. R. C. Hyre, secretary of the Ohio As-
sociation, also took part in the work.
At the A. B. Taggart Co., successors to
Ignaz Fischer, Brunswick machines are moving
briskly. A recent shipment was almost entirely
taken by schools, academies and similar insti-
tutions. "Lonesome Hours," "Cutie" and "Old
Fashioned Girl" are popular records.
Whitney, Blaine & Wildermuth Co., dealers
in pianos and talking machines, have leased the
second story of the new Newcomber Building
now being completed at 620 Adams street as a
future home for their business. The store will
be beautifully decorated and fitted up. They
expect to be installed in the new quarters about
June 1.
The Madison Music Shoppe, 617 Madison ave-
nue, opened its attractive new store during the
past week. Ivory and blue decorations predomi-
nate, while the hearing booths are mahogany and
ivory. The booths have skylights and are sound-
THE PH0N0M0T0R CO.
121 WEST AVENUE
ROCHESTER, N. Y.
W. F. HITCHCOCK, Proprietor
5 years of success everywhere
100%
Efficient
THE PHONOSTOP
THE NEED-A-CLIP
Two Well-known Phonograph Accessories Needed in Every
Instrument of Class. Satisfaction Guaranteed in Every Case
Once adapted becomes permanent.
A WHOLE PAGE of references if desired.
DON'T DALLY with inferiors, get THE BEST.
PHONOSTOPS are universal, STANDARD, and finished in nickel and gold.
NEED-A-CLIPS in nickel only.
Get Our Printed Price List Immediately
Samples sent by parcels post C. O. D.; money back if unsatisfactory, but youH
want more.
proof. Souvenirs were distributed to the ladies
at the recent opening. Pathe, Kimball, Federal
and American talking machines will be carried.
Connorized music rolls, among others, will be
handled. Jos. Schugarman is manager, and Ken-
neth Rickel is in charge of the sales promotion
work.
Warren Kellogg, representative of the Toledo
Talking Machine Co., upon his recent visit
to Marion, Ohio, found C. G. Wiant, Victor
dealer, who has been confined to his home
through illness, much improved and very op-
timistic as to the Spring trade outlook. His
son, J. Wendell Wiant, is in charge of the store,
and Foster Bain and Miss Saulter are associated
with record and service departments.
Miss Elsie Baer, manager of the talking ma-
chine department of the M. O'Neil Co. in
Akron, recently received much publicity in con-
nection with stunts inaugurated during the sale
of Wallace Reducing records. About 250 stout
ladies have been induced to join classes which
meet regularly in the auditorium of the store
for exercises. A niece of Miss Baer is giving
exhibitions and directing a part of this interest-
ing work.
Robt. Boyd, of the Boyd Furniture Co., Dover,
Ohio, Yictrola dealer, is back at the store after
a severe sick spell.
C. J. Duncan, jeweler and Yictrola dealer, Mas-
sillon, Ohio, who recently held a public opening
of his fine new store, has devised a very unique
balance for his windows, between jewelry and
Yictrolas. The jewelry line is displayed on win-
dows about three feet above the street level.
Talking machines are displayed on a lower level,
thus giving a much evener appearance than if
both were displayed from the same window level.
The Victrola department is on the second floor
of the handsome store and is in charge of John
Longhart, who has been associated with the
house for some years. Many fine floral pieces
were sent by friends and jobbers during the
opening. Among the latter were the Victor dis-
tributors of Toledo and Cleveland.
The Wm. Taylor Son Co., Cleveland, re-
cently celebrated its fifty-second business anni-
versary. Thos. A. Davies, head of the talking
machine department, took advantage of this op-
portunity to offer machines on special terms ot
52 cents down. Mr. Davies also reports much
activity in the radio department and a growing
interest in this invention.
It is stated by Walter Rowlands, general
manager of the J. W. Rowlands Co., at Lima,
that it contemplates moving into its own build-
ing on the square in the immediate future.
Plans for rearranging, enlarging and laying out
the store on a more generous scale are about
completed. In the new location the Victrola
department will have a prominent place on the
first floor, with appointments of a most pleasing
character. H. E. Leach has become associated
with this department.
C. S. Hockett, Bellefontaine, Ohio, Victor
dealer, recently returned from an extensive so-
journ at Miami, Fla.
V. S. Pfenning, St. Mary's, Ohio, Victor dealer
and jeweler, is the proud, father of a chubby
baby boy. He has been named Vincent, Jr.
Recent visitors to the Toledo market were
H. E. Deck, Bryan, Ohio; G. L. Lathrop, North
Baltimore, O.; Mr. Scheuer, of S. Frankel Co.,
Sandusky, O.; Joseph Schottdorf, Defiance, O.;
R. E. Harshberger, of the Victrola department,
C J. Schmidt Piano Co., Tiffin, O., and Ralph
Crane and J. H. Hallick, of Crane's Music Store,
Bowling Green, O.
REALLY, THIS IS ON THE SQUARE
The old-fashioned square piano has gone the
way of the square derby and the square meal
for a quarter. So New York's school board dis-
covered recently when it offered to give away
any of the scores of square pianos now in dead
storage. Nobody wanted one.
"Why," cooed Mae Murray, when she heard
the story, "that's only natural. People are not
dancing the square dances any more."
May IS, 1922
THE TALKING MACHINE WORLD
Model
506
$350
Model
502
$125
Model
503
$165
"1X7 HEN you hear a piano ^
" ' record on the incomparable
Steger, you are impressed with
the amazing fidelity with which it re-
produces the sustained tones. Then,
as you hear the violin, the voice, the
full orchestration, the bands — your
wonder grows into conviction that thi;
is truly the finest reproducing phono-
graph in the world. For every instru-
ment known to music plays through
the Steger as if the phonograph were
not there — you have the perfect, com-
plete illusion of reality, attained only
in the Steger.
The accurately-shaped Steger tone-
chamber of even-grained spruce, the
patented, adjustable tone-arm which
plays all disc records, and the Steger
tone-reproducer are exclusive features.
THE STEGER WILL BRING
YOU SALES
Ask us, now, about attractive open
territory. Investigate our effective plan
of merchandising and extensive na-
tional advertising. Then you will
recognize the opportunity — you will
want to sell the Steeer
Phonograph Division
STEGER & SONS
Piano Manufacturing Company
Established 1879
Steger Building, - - CHICAGO, ILL.
Factories: Steger, Illinois, where the "Lincoln"
and "Dixie" Highways meet.
"// it'saSte%er — it's the most valuable Piano in the world."
m\mmmmmmmmmmmmmmmmv(?
66
THE TALKING MACHINE WORLD
May 15, 1922
AKRON, 0.
Substantial Reasons for Trade
Optimism — Views of Prominent
Retail Dealers Confirm This
Akron, O., May 8. — While noticeably increased
Spring business has not as yet been manifested,
generally good conditions prevail in the retail
talking machine trade in the Rubber City. The bet-
terment in weather conditions has brought in-
creased numbers of shoppers on the thorough-
fares, but it appears that many of the stores,
even some of the leading retail shops of the
city, have been offering great quantities of cheap
machines, which, according to dealers, has had
a tendency to retard sales of standard make
machines to some degree.
Not in many months have dealers been as
optimistic as when visited this week by a repre-
sentative of The World. Local factory produc-
DIRECT FACTORY PRICE— JUST MENTION THE QUANTITY
MOTORS
TONE ARMS
REPRODUCERS
CASTINGS
Grey Iron
and Brass for
TURNTABLES
MOTOR FRAMES
TONE ARMS
HORNS and THROATS
Direct Quantity Importations On
D. R. DOCTOROW
Stylus Bars
Screw Machine Parts
Talking Machine Hardware
JEWEL and STEEL (Bulk or Packed)
PHONOGRAPH NEEDLES
GENUINE RUBY BENGAL MICA
Vanderbilt Ave. Bldg.
51 East 4.2nd Street, New York
Tel. Vanderbilt 54.62
Murray Hill 800
tion is nearing normal and the unemployment
situation has eased to such an extent that calls
are now being sent out to nearby cities for
additional labor for the factories. Collections
are reported better and this feature alone is
probably more encouraging than any other de-
velopment in recent weeks. Dealers realize
they must use the newspapers to get business
and according to several of the larger talking
Study the
SILENT Motor
Its Advantages for Your Line of Talking
Machines Are Self-Evident
n
The Silent Motor With Spring Barrels Demounted. Note the
Sturdy and Simple Construction.
B
Send for Sample and Prices
THE SILENT MOTOR CORPORATION
CHARLES A. O'MALLEY, President
321-323-325 Dean Street, BROOKLYN, N. Y.
An Exclusive
SILENT MOTOR Feature.
Self-aligning governor shaft,
mounted on universal ball-and-
socket bearing. Eliminates gov-
ernor trouble forever.
machine dealers their advertising appropriations
the past month have been increased and they
are going after business with a vengeance.
While not up to the expected volume, business
with the A. B. Smith Piano Co. has been highly
satisfactory during April. "To compete with
mail order houses and fly-by-night piano and
talking machine stores the dealer must adver-
tise and do it more extensively than in past
years," said A. B. Smith, Jr., manager of the
local store. "We are using the newspapers
more and more each week and find them the
best medium to obtain business,'* he declared.
Talking machine sales slowed down during
the month of April at the store of the Windsor
Poling Co., according to Mrs. Earle Poling.
Record sales at this store have not, however,
fallen off, because the management, through the
medium of several original window displays,
has put sales over the top again this month.
Small machines for camp and canoe pleasure
are being featured in a special window exhibit.
The small machine is shown just as it appears
in the canoe and a regular canoe model is used
to make possible the display.
Ray Porter, manager of the talking machine
department of the George S. Dales Co., said
this week that business for April would show
a slight gain. Machines priced $150 to $200 are
the best sellers and have been moving briskly.
The new model Victor machine is also meeting
with a hearty reception by the trade. He pre-
dicts that the month of May will witness a great
improvement in business.
Miss Ethel Baer, manager of the Victrola
department of the M. O'Neil Co., reports busi-
ness good and sales ahead of last year at this
time.
J. M. Lowrey, until recently of the Story &
Clark Piano Co., Pittsburgh, Pa., has been
named treasurer of the A. B. Smith Piano Co.
here, succeeding C. A. Mitten, who recently
resigned.
Earl Woomer, formerly manager of the
Canton Phonograph Co., visited this week with
local friends. He is now on the road for the
Lester Piano Co., Philadelphia.
F. W. Van Scoyoc has joined the sales force
of the A. B. Smith Piano Co., this city, of which
he was formerly advertising manager. He was
recently with the talking machine department
of the M. O'Neil Co. here.
SUBSTANTIAL REDUCTION IN PRICE
New Haven, Conn., May 1. — A reduction in
needle prices was recently announced by the
Bell Hood Needle Co. of this city. The package
which originally retailed for 25 cents is now
available for 15 cents. At the headquarters of
the company it was stated that this reduction
was made possible through decreased manufac-
turing costs. The new price has already proven
popular with the buying public and numerous
dealers have reported greatly increased sales
since the reduction was made.
M. E. WARE IN FINE NEW STORE
Johnsonburg, Pa., May 3. — M. E. Ware, who
has conducted a music store in this city for a
number of years, has just opened handsome new
quarters on Cobb street. Kimball pianos, Gul-
bransen player-pianos, small goods and talking
machines are handled.
The Talking Machine World, New York, May 15,
Q
BEST
PHONOGRAPH NEEDLES
NONE
BETTER
MADE
Territory
Open for
Live Distributors
DEAN
UNIFORM
POINTS
UNIFORM
LENGTHS
PERFECT
REPRODUCTION
i- im,,Hint mi,, wiim I
Write for
Our 1922
Prices
Manufactured by
GENERAL PHONOGRAPH CORPORATION
OTTO H KI N EM A N, President
25VWest 45th Street, New York
May 15, 1922
THE TALKING MACHINE WORLD
67
JOHN H.WILSON, Manager
324 WASHINGTON ST.,B05T0N,MASS.
BOSTON
ENGLAND
Boston, Mass., May 2. — Everyone is looking
forward interestedly to the dawn of better things,
and "good times" certainly will be welcome, for
April was not quite so good a month as had
been hoped for. Business was decidedly spotty
and there are dealers here who would do a
rattling business one day and not 25 per cent
of that business the day following. The weather
has been admirable, of the kind to encourage
people to be downtown. Those establishments
which have taken on the radio outfits have found
this a tempting bait to draw people inside the
stores and it has frequently happened that men
and boys who have had their attention riveted
on the radio idea have become interested in
some talking machine or record proposition to
the extent of negotiating a sale. This is an
interesting development.
Steinert Co. Lloyd Wireless Wholesalers
The M. Steinert & Sons Co. is one of the
several houses in the city to take on a radio
department and it will be in charge of Lothrop
Wakefield, a radio expert who has been con-
nected with the company's domestic factory, and
who plans to give demonstrations by appoint-
ment. The Steinert house has the wholesale
rights for Massachusetts and Rhode Island for
the Firco wireless products which are made by
John Firth & Co. and for which the Lloyd Wire-
less Telephone Corp. of New York is the sole
distributor. Already a large consignment of goods
has arrived. The Steinert Co. has an imposing
exhibit of its line at the Radio Exposition, which
opened in Mechanics Building a few days ago.
Henderson Opens Branch Store
Frank C. Henderson, whose Boylston street
talking machine warerooms have been forging
ahead commendably under the management of
D. Stuart Pope, has opened a branch store at
178 Federal street, near the South station, which
promises to do a good business as it is a very
central location. It carries the Brunswick and
Victor lines of merchandise.
New Edison Styles Much Admired
Two beautiful new console models of Edison
machines, known as the William and Mary and
Chippendale, have just reached the headquar-
ters of the Pardee, Ellenberger Co., Inc., and
are being much admired. They have been placed
at a price that should make them very attractive
period types several years ago. Frederick Silli-
man, head of the establishment, and his large
staff are delving just now into the mysteries of
the radio, an apparatus having been installed
in the warerooms with a connecting antenna
on the roof of the building. Mme. Levorini, the
opera singer, who is an Edison artiste, gave a
tone test a short time ago which was broad-
casted from the big power station at Medford
Hillside and which Mr. Silliman's staff enjoyed
inside their building.
Court Restrains Public Playing
Judge DeCourcy, on behalf of the full bench of
the Supreme Court of Massachusetts, has ren-
dered a decision which is of wide importance
to the retail talking machine business in this
State and may be even more far-reaching as time
goes on. Through his decision the Rosen Talk-
ing Machine Co. is restrained from playing
music "continuously and monotonously" in
front of its School street warerooms. The com-
plainants are several business concerns on this
thoroughfare, one a shoe dealer, one a tailor
and a third a shoe repairer and shoe shiner. It
was claimed by the plaintiffs that the nerves of
their employes were kept on edge by the noise.
It has been the custom of a few talking machine
houses in the city to keep a machine inside or
outside the doorway and largely by means of a
horn project the music into the street.
An Artistic Hallet & Davis Brochure
The Hallet & Davis Co. has just issued a
handsome brochure by way of advertising "The
Phonograph Beautiful," extended notice of
which in its varying styles was given in the
April issue of The World. The embossed cover
is in chocolate brown and gold with delicate
tracery. Within a sort of pocket are four leaves,
on each of which is an illustration of a single
style of machine, these being the Louis XIV,
the Colonial, the Queen Anne and the Louis XV
console types. The catalog, though it is
more than that, is one of the handsomest pieces
of work that any local house has turned out in
a long time. A small folder, also illustrating
these four console types of Hallet & Davis ma-
chines, has been given wide circulation.
The Hallet & Davis Co. is now busily engaged
in mapping out its representation throughout
the field for the new talking machine fathered
by this house. As a general thing the present
Hallet & Davis agents will in addition carry the
purchases, especially when the figure is com-
pared with what was asked for these beautiful
•tiiiiiimiiiiniiiimiiiiniiiiiiiiiiiiiiiiiiitiiiiiiiiiiiiiiiM iiininiiiiii iiiiiiiiiiiiuiiiimi i n iiniiiniiiiiiiiiiniiniiiiiiiiiiiimtuiiiimimiiiiii mm mi imiimiimi i I mm mid , m inn m m iimu nun mi m m i m mum iiiiiiiimii mm iiiimi m |
machine provided they have proved themselves
high-class, hustling representatives; but if it is
found advisable to place this new product in the
hands of another in any city the company re-
serves the right to do so holding that the man
who may be able to sell a piano may not neces-
sarily be the best person to extol the merits of
a talking machine. In the matter of merchandis-
ing its new line the Hallet & Davis proposes to
exercise the utmost care. Sample machines
have been shipped to a great many centers, and
calls have come for them from as far distant
as the Coast, others going into the States of
Illinois, Ohio, Utah, and so on. Thus far the
only house to be definitely decided upon for rep-
resentation is the Lansing Sales Co., which
will merchandise this product in the New Eng-
land field.
Use Talking Machine Record Chimes
There was an interesting experiment tried out
at the Center Methodist Church in Maiden a
short while ago which develops a new use for
talking machine records. In short, records were
used to call the neighborhood to worship, the
records used being those which in their repro-
duction of some musical number use the chimes
or bells. The experiment was under the man-
agement of Charles W. Harper, inventor of the
Oriphone and president and treasurer of the
Harper Oriphone Co. of Boston and Everett.
A Columbia machine was installed in a closet
in the basement of the church and the music
was carried up to the belfry by means of an
amplifier. The bell selections played were "O
Come, AH Ye Faithful," "Lord, Dismiss Us With
Thy Blessing" and "Auld Lang Syne." The
music was carried to quite a distance and Mr.
Harper said later that under perfectly quiet con-
ditions the talking machine chimes ought to be
heard for a distance of two or three miles.
To Prevent Fraudulent Sales of Talkers
It is likely that the Massachusetts legislature
will pass a bill which has been favorably re-
ported by the committee on mercantile affairs
and has passed the. House, and which seeks to
prevent the fraudulent sales of talking machines,
pianos and automobiles. The bill is fathered
by Harry Spencer, of Kraft-Bates & Spencer,
the Brunswick wholesale house, and the name
of Frank B. Finney, of this same concern, also
appears on the petition for the bill. The bill
{Continued on page 68)
1834
OLIVER
DITSON
COMPANY
BOSTON
Eighty -eight Years of Experience
in the merchandising of music and
musical products is back of
DITSON SERVICE.
This experience enables us to antici-
pate and meet the problems of the
retailer to the fullest degree and offer
much beyond the simple delivery of
goods.
VICTOR EXCLUSIVELY
1922
CHARLES H.
DITSON
& CO.
NEW YORK
iiiiuiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiiuiuiiiuiiuiuiijiiiiiimuuiuiiiiuiia
68
THE TALKING MACHINE WORLD
May 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND — (Continued from page 67)
provides a penalty of $100 or six months' impris-
onment or both upon any person who, with intent
to defraud, alters, tampers with or obliterates
the patent number, manufacturer's serial number,
or the trade-mark or trade name on any talking
machine, piano or automobile. The bill would
also make possession for the purpose of sale of
any such article which has been thus tampered
with prima facie evidence of intent to defraud.
Conditions that have invited the passage of this
bill are more or less familiar to persons in the
talking machine trade in particular, for, following
the theft of machines that have been leased,
perhaps it has been hard for the original dealer
to identify his property. There is a Federal law
touching the question of patent numbers which
to a considerable degree safeguards the interests
of dealers, but it has been thought that there
would be a double protection through the pas-
sage of a State law.
Tremont Talking Machine Co. to Handle Radio
The Tremont Talking Machine Co. is still
another concern to install the radio. A large
portion of the second floor is given over to the
demonstration and sale of outfits and parts, and
one of the two large show windows is attrac-
tively arranged with all sorts of apparatus set
against a background of blue curtains. There is
an antenna on the roof and there isn't an hour
of the day when snatches of something from the
outside world cannot be picked up. The depart-
ment is under the management of Winn Camp-
bell, a radio expert, who has had connection
with several large electrical houses.
Fred E. Mann on Extended Trip
Fred E. Mann, head of the wholesale depart-
ment of the Columbia Co., is off on an extended
business trip through southern New England
and he will not be back in town for a week yet.
He is in particular spending much time in Rhode
Island and Connecticut and is making the trip
by motor.
Several from the Boston headquarters were
AT YOUR COMMAND
ANYWHERE IN NEW ENGLAND
TEINERT
ERVICE
E R V K S
Our Unswerving Policy
for
1922
To Protect — to Develop — to Serve
To the Limit of Our Ability
The Victor Retailers of New England
Already Established
Our Entire Stocks and Personnel At Your Disposal
84% of Domestic Records in the Victor Catalog now in our stock
M. STEINERT & SONS
35 Arch Street
New England Victor Wholesalers
BOSTON
among those attending the annual meeting and
dinner of the Connecticut Columbia Dealers' As-
sociation held in Bridgeport, late in April.
J. Norman Mason Welcomed
The local trade is glad to welcome back into
its midst J. Norman Mason, who is located in
Boston with the Grafonola Co. of New England,
where he is to manage for Arthur C. Erisman
his Columbia business. Mr. Mason was with
this same concern several years ago and in the
meantime has been operating a Columbia shop
of his own in Cambridge. Now that Mr. Eris-
man has been turning his personal attention to
pushing the Strand, for which he has the whole-
KRAFT-BATES^SPENCER
NEW ENGLAND DISTRIBUTORS
INC.
PHONOGRAPHS AND RECORDS
Why Less Competition Means
Bigger Opportunities
One of the outstanding advantages of being a Brunswick dealer at the pres-
ent time is the fact that he is not so likely to be educating his prospects to buy a
Brunswick Phonograph or Brunswick Records from a rival dealer.
The time will undoubtedly come when this will not be true, but light now
it is the secret of the great success of many a dealer who grasped the opportunity
to be the only, or almost the only, distributing point in' his community for this
widely advertised and popular make.
When selling a prospect on other standard makes a dealer is too often only
preparing the harvest for the other fellow to reap.
KRAFT - BATES and SPENCER, Inc.
1265 Boylston Street - - Boston, Mass.
NEW ENGLAND DISTRIBUTORS
Steel Needles Albums
Record Brv
Khaki Covers
May 15, 1922
THE TALKING MACHINE WORLD
69
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 68)
\ \ \ I »'.''// /
Having no retail connections — either
directly or indirectly — and with our efforts
and interests concentrated on your problems,
Mr. Dealer, we can serve you best.
Wholesale Exclusively.
e|xH the eastern talking machine gR^n
VICTOR. DISTRIBUTORS PL "A
1 1 < i> ii ii i in mss <X\
sale field here, he looked to Mr. Mason as one
who could take the regular business off his
hands, as he is perfectly familiar with the Co-
lumbia product.
Henry Smith Co. Activities
The Henry Smith Co., manufacturer of Lansing
covers for talking machines, pianos, benches, etc.,
is now well established in its new quarters at
2 Hudson street, this city. Henry W. Smith,
of this company, recently acquired this business
from the Lansing Sales Co., which continues to
distribute the covers. Mr. Smith is thoroughly
familiar with this field, having been connected
for a number of years with the Lansing Co., and
reports that the demand for covers continues in an
entirely satisfactory manner, and is confident
that the future will witness a steady increase in
business. The Henry Smith Co. is working on
a new type of console cover, and also some new
covers for the portable machines, for which an
initial order for 2,000 has already been received.
Mr. Smith left on May 10 for an extended trip
throughout the Middle West.
New England Co. Exhibit Attracted
The New England Talking Machine Co., man-
ufacturer of Perfection tone arms and reproducers,
exhibited its line at the Home Beautiful Expo-
sition, held in Mechanics Hall, from April IS
to 29. The exhibit included attachments for
the Edison machines whereby lateral cut records
may be played, and also attachments for needle-
playing machines whereby hill and dale records
may be played. The demonstration was con-
ducted with the idea in mind of showing the
general public how to get the best results from
talking machines.
Takes on Radio Receiving Sets
The Lansing Sales Co., which is a distributor of
accessories in both the talking machine and piano
fields, has recently added a complete line of
radio receiving sets and parts. In literature cov-
ering these various fields, it has been found that
the best results are obtained through a separate
appeal. Following this idea a recent piece of
literature has been produced entirely on the sub-
ject of piano accessories. This folder is of
sixteen-page size and lists Lansing moving covers
for both pianos and benches, Lansing scarfs, the
concert demonstration series of Q R S rolls,
Lansing duet benches, player benches, combina-
tion player benches, junior benches, chairs, stools
and frames for the displaying of hangers sup-
plied by roll manufacturers. The Lansing Co.
notes a steady improvement in business condi-
tions and believes that this improvement will
continue steadily.
Visited New England Trade for Cheney
Stephen Colahan, wholesale distributor for the
Cheney phonograph in the New England field,
is home from a trip into Maine, where he es-
pecially visited Portland and Bangor, in both of
which cities he found business picking up most
perceptibly. His brother, F. A. Colahan, who
is associated with him, has just returned from
a trip into Connecticut.
New Brunswick Dealer in Bangor, Me.
The latest wide-awake concern to sign up with
Kraft-Bates & Spencer to carry the Brunswick
proposition is the Farrar Furniture Co. of
Bangor, Me., whose establishment at 93 Main
street is one of the largest concerns in that city.
Frank B. Finney, of the Boston house, consum-
mated the deal during a trip into the Pine Tree
State. The Brunswick business is pushing ahead
in this territory in most creditable manner,
thanks to able and business-like management.
Open Victor Agencies
The M. Steinert & Sons Co. has opened up
several new accounts within the past month.
These are C. F. Spooner, of New Bedford,
who, having taken over the Victor stock lately
handled by G. T. Richards, held a big opening
on May 1 at the enlarged quarters at 836 Pur-
chase street, that city. Another is the Mangarnar
Music Co., Inc., at Quincy, which lately has
conducted a place in South Braintree, but is now
represented in the Wollaston section as well as
in Quincy. Wholesale Manager Kenneth Reed,
of Steinert's, reports the Victor business as
(Continued on page 70)
The " Perfection" Bali-Bearing Tone Arms
and
The "Perfection" Reproducers
For the New Edison
Excel in Clarity and Sweetness of Tone. Best quality of
material and workmanship. Descriptive catalog, terms
and discounts sent on request.
Manufactured by
NEW ENGLAND TALKING MACHINE CO.
16-18 Beach Street Boston, Mass.
Factory Representative
L. A. SCHWARZ, Inc., 1265 Broadway, New York City
COMBINATION
For 1922 that cannot be beaten.
Same'LONG QUALITY"CABINETS,
Same "PEERLESS" ALBUMS,
Same "GOOD SERVICE",
Same New England Representative,
with ' 'the smile that won't come off. ' '
L. W. HOUGH
20 SUDBURY STREET BOSTON, MASS
70
THE TALKING MACHINE WORLD
May 15, 1922
THE TRADE IN BOSTON AND NEW ENGLAND— (Continued from page 69)
showing a rapid improvement and this applies to
machines of the more expensive sort as well as
to records.
Association Luncheon a Big Success
A new era in the history of the New England
Music Trade Association was ushered in on
May 2, when the first of a series of luncheons
was held at the Engineers' Club, which was in
all respects a "hummer" and should augur well
for the subsequent success of this association,
too long in a dormant state. Some may say
that it is in part due to new blood, yet in the
present case it was some of the old-timers who
put their shoulders to the wheel and actually
were able to "put it over." President Frank
S. Horning, of the company bearing his name,
sat at one of the tables and had with him as
association guests Major Judson Hannigan, of
General Clarence R. Edwards' personal staff;
and William Courtney, of the "Smooth as Silk"
company, playing at the Selwyn Theatre. There
were seventy-five men present, considerably more
than provision had been made for. Dan Sul-
LANSING KHAKI
COVERS
The Pioneer Moving Cover
High
Grade
Govern-
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Khaki
Dealer's Prices NOW :
$gOQ
$C50
medium
size
43"x20"x23^n
6.
$7 35
large size
49nx23"x243i«
extra large
52"x22^"x23Hn
Fitzall Leather or No. 3x Strap
$2.50
Piano Moving Covers $18.00
SLIP AND RUBBER COVERS
FOR PHONOGRAPHS AND PIANOS
DISTRIBUTORS
1 70 Harrison Avenue
BOSTON, 11, MASS.
livan, of the C. C. Harvey Co., played contin-
uously while the guests were assembling and Miss
Ruby Forbes, of the Boylston street store of
the M. Steinert Co., sang to Sullivan's ac-
companiments, and later several times to her own
accompaniment.
Major Hannigan gave a valuable short talk
on "Co-ordination and Co-operation" and showed
how unfortunately the people of to-day are in-
clined to distrust the other man, something
which is a decided deterrent to business progress.
He thought that where there was co-operation
there usually is co-ordination, and the two are
essential if business is to move forward with the
least friction. President Horning brought the
hour and a quarter to a close with an appeal
for that very co-operation that Major Han-
nigan had thought so necessary. He explained
that it is proposed to hold these luncheons every
two weeks. The success of to-day's luncheon
was largely due to the committee of arrange-
ments, President Horning, Kenneth Reed, of
the Steinert house, and A. J Cullen, of the
Lansing Sales Co., supplemented by Harry L.
Spencer, of Kraft-Bates & Spencer, who pro-
cured Major Hannigan. There will be a new
committee for the next luncheon, as it is planned
to have a separate group of members to ar-
range such programs. One mustn't forget a
word of tribute for Secretary William F. Mer-
rill, who always puts a lot of time into the
association gatherings. He is responsible for
the catchy folder announcement printed in red
and black, which the members received several
days in advance of the luncheon.
Big Musical Affair in Woonsocket
Quite a number of the local Victor attaches
of the Steinert house are planning to go down
to Woonsocket, R. I., on May 14 for the big
concert which is being arranged by the La Roe
Music Store, at which Paul Whiteman's Original
Palais Royal Orchestra is to furnish the music.
The concert is to be given in the new Laurier
Theatre and it is understood that even now all
the tickets, have been sold.
Some Day for Herbert Shoemaker
Saturday, April 29, was a great day for Herbert
Shoemaker, who is sales manager for the Eastern
Co., for the Pennsylvania crew on the Charles
River crossed the finish line a trifle more than
one-quarter of a length ahead of the Harvard
crew. The course was for one mile and 550
yards, and Shoemaker followed the Penn varsity
oarsmen all the wray along the course, as in fact
he did at the practice work on the day before.
Some day for Shoemaker.
H. G. Russell in New Post
H. G. Russell, who formerly covered the New
England territory for the Victor Talking Ma-
chine Co., has been made manager of the Out-
let Co., one of the largest talking machine deal-
ers in Providence, R. I.
Some News Brieflets
Wholesale Manager Barg, of the Vocalion Co.,
has just returned from a survey of some of the
mill cities of New England, especially those in
Massachusetts, and, despite the present condi-
tion where textile and other strikes are opera-
tive, he finds cau§e for hopefulness, and he
thinks that at the end of two or three months
things will considerably have righted them-
selves. Manager Wheatley, of the retail depart-
ment of the business, has been over in New
York for several days in conference with the
home officials.
Joe Burke, of the Musical Supply & Equip-
ment Co., was over in New York a few days
ago and was able to get another consignment
of the new console type of Sonoras, which have
been proving popular with the local dealers.
Widener's, which had been located at 23 West
street for some fourteen months, has moved
off the street level and is located upstairs at
No. 21, where Mr. Widener has his offices. The
retail business continues to be managed by
Charles Shaw.
MICA
DIAPHRAGMS
Absolutely Guaranteed Perfect
We get the beM India Mica directly.
We supply the largest Phonograph Manu-
facturers.
Ask for our quotations and samples before
placing your order.
American Mica Works
47 West St.
New York
OPEN NEW ESTABLISHMENT
Kneupfer & Dimmock, of Lawrence, Mass., Hon-
ored by Large Attendance at Formal Opening
Lawrence, Mass., May 5. — "The House Re-
liability Built," known by its firm name of
Kneupfer & Dimmock, dealers in pianos and
musical merchandise, recently opened a new es-
tablishment at 286 Essex street, this city, and
the occasion drew together a large number of
townspeople and many merchants identified with
the musical business from other places. All day
from 9 a. m. to 9 p. m. the store was full of
people and the three leaders in the concern,
R. G. Kneupfer, the head of the house; Henry
McDade, the head salesman in the piano de-
partment, and Fred Casper, the firm's chief
bookkeeper, together with the entire staff were
kept busy receiving the visitors. The building
is five -stories high with a commodious basement
and the talking machines which the house car-
ries, namely the Brunswick, Victor and Edison
lines, have the place of honor on the ground
floor and are also artistically grouped in the
balcony. At the opening there were a number
of talking machine representatives present, in-
cluding the houses of Pardee-Ellenberger Co.,
the Lansing Sales Co., the Eastern Talking Ma-
chine Co., and the Hallet & Davis Co., whose
new talking machine lately put on the market
is likely to be included in the list to be had at
this enterprising Lawrence warerooms.
The interior of the warerooms was a bower of
floral loveliness, these being the contributions of
the many musical houses with which Kneupfer
& Dimmock do business. The house presented
its guests dainty souvenirs in the shape of small
gold pencils.
ALTERATIONS AT STEINERT STORE
Fall River, Mass., May 2. — Extensive alterations
are under way at the establishment of M. Stein-
ert & Sons, 52 North Main street, here. A
feature of the store, when the work of remodeling
is finished, will be the sound-proof booths for the
demonstration of Victor talking machines and
records. The interior decorations will be in
mahogany and old ivory, with green appointments
and carpeting.
Genuine courtesy springs from the heart, not
from the lips.
"BLACK DIAMOND"
GRAPHITE
Spring Lubricant
The Lubricant
Supreme
Guaranteed not
to dry up or
become sticky
or rancid ; re-
tains its
smooth, silky
touch indefi-
nitely. Pre-
pared in just
the right consistency in 2 sizes, collapsible
tubes; y2, 1, 5, 10, 25, 50 lb. cans.
Manufactured only by
HARTZELL CRUCIBLE CO.
North Side, Pittsburgh, Pa.
Factory Representative
LOUIS A. SCHWARZ, INC.
1265 Broadway, New York City
S. F. LABRIMORE
5836 Easton Ave., St. Louis, Mo.
FOR SALE BY ALL LEADING JOBBERS
May 15, 1922
THE TALKING MACHINE WORLD
71
SAIN T LOUIS
Radio Situation in Local Trade — What Talking Machine Dealers
Are Doing in This Field — Music Week Celebrated — The News
St. Louis, Mo., May 9. — There has been no
material change in the condition of the talking
machine business in St. Louis during the past
month. An interesting development has been
that, relatively, records have not done as well
as machines. This is ascribed, in some degree,
to the increasing interest in the radiophone.
Owners of machines who have been constant
and consistent purchasers of new records seem
to be turning their attention increasingly to the
radio broadcasting. There is difference of opin-
ion among talking machine men as to the extent
that the radio is likely to permanently affect the
talking machine business. The department stores
are the first to take up radio. At the Famous
& Barr Co. and the Stix, Baer & Fuller Co. it is
hooked up with the talking machine departments.
At the Scruggs, Vandervoort & Barney Co. it is
handled separately. The Famous & Barr Co. has
been selling receiving sets and parts for some
time. Manager J. F. Ditzell, of the talking ma-
chine department, under whose direction the
radio branch of the business is being developed,
is proceeding cautiously and conservatively,
waiting for radio to find itself and for a working
out of the details of regulation. He attended the
recent radio show at Pittsburgh and is keeping
closely in touch with developments.
The Stix, Baer & Fuller Co. is the first to put
in a broadcasting plant. A special sound-proof
room has been constructed on the top floor. On
the roof is a six-wire antenna 150 feet long
stretched between two forty-foot steel flagpoles.
The initial program was given the last week in
April, with Mayor Kiel as the principal speaker.
Programs are g,ven Monday, Wednesday and
Friday evenings of each week. Part of each
program is contributed by Victor and Bruns-
wick records. The Hardman reproducing piano
also is used. Artists of note and professors from
the colleges are on the programs. A radius of
500 miles is served and Manager F. J. Ennis ex-
pects to increase it to 1,000 miles. A stock of
receiving sets has been received and the business
in these is crowding the talking machine busi-
ness. Manager Ennis expects the radio to be
absorbed without hurting the talking machine
business in the long run. He thinks that a com-
bination phonograph and radiophone will be
worked out, in console model, with the phono-
graph on one side and the receiving radio on the
other, both hooked into the tone chamber, which
will serve as a loud speaker for the radiophone.
Head phones, he thinks, will disappear.
At Vandervoort's the radio outfit is on the
second floor, distinct from the talking machine
department. There are no present plans for con-
necting them up. Manager A. W. Hosier does
not believe that the radio is going to affect the
talking machines. He is not enthusiastic over
the results now being obtained, comparing them
with the rasping and indistinct renditions of the
early talking machines, and although he tninks
there will be improvement he does not expect
radio to replace talking machines. For one
thing, the element of choice is lacking, people
having to take whatever is in the air.
Sonora Men Report Progress
J. E. Maunder, manager of the local branch of
the C. D. Smith Drug Co., St. Joseph, Mo., So-
nora distributor, and E. D. Coots, of New York,
special representative of the Sonora Co., have
just completed' a trip throughout the Southwest.
They spent three or four days the first part of
April with the Jones Store Co., of Kansas City,
Mo., which had its opening on Sonora phono-
graphs at that time. Mr. Lee, newly appointed
manager of the phonograph department of the
Jones Store Co., was very much enthused with
the line, and had the opportunity of doing some
nice Sonora business to start with, which in-
cluded some high-class period business, with the
prices for these instruments ranging about $500.
Mr. Maunder reports that he is in receipt of
some good business, and the dealers throughout
the entire trip were very optimistic for the bal-
ance of 1922.
"The dealers all realize," he says, "as well as
we, that the phonograph business is getting on
a good deal firmer basis than it has been in the
last three years, and with the dealers building as
they are to-day it should mean that the phono-
graph business will be and should be more sta-
bilized than ever before."
Undergoes Serious Operation
Mrs. F. J. Ennis, wife of Manager Ennis, of
the Stix, Baer & Fuller talking machine depart-
ment, underwent recently at the Jewish Hos-
pital a very serious major operation. She was
unconscious practically all of the time for two
days after the operation, but as this is written
she is reported to be out of danger.
Dealers Co-operate in Music Week
The St. Louis talking machine interests co-
operated fully in the observance oi Music Week
the last week in April. Talking machines figured
in the many music programs of the week, ar-
ranged under the direction of the Civic Music
Association of St. Louis. The slogan for the
week was, "Give a Thought to Music." St.
Louis gave more thoughts to music than it ever
did before in the same length of time. Beneficial
effects in a business way are confidently ex-
pected.
Featuring the Wallace Reducing Records
W. C. Catlin, St. Louis agent for the Wallace
reducing records, is placing them advantageously
and reports large sales. L. M. Schlude, of the
Silverstone Music Co., is handling them in the
Edison trade and his "Get thin to music" adver-
tising is bringing results. A demonstration of
(Continued on page 72)
Important
A nnouncement
Lee De Forest, Ph. D., Sc. D., is connected with but
one manufacturer of radio equipment, the De Forest Radio
Telephone & Telegraph Co.
This Company, which was a pioneer in the radio field,
has the sole rights to all of Dr. De Forest's radio patents
and these rights will be protected against any infringement
to the fullest extent of the law.
The word Radiophone as well as the name De Forest
are exclusive trademarks of the De Forest Radio Tele-
phone & Telegraph Co. Being registered trademarks,
they cannot lawfully be applied to other than De Forest
products.
The patronage of the limited number of distinguished
talking machine houses now dealing in De Forest Radio-
phones is the surest proof of De Forest prestige and
superiority.
RADIOPHONE
REG. U.S. PAT. OFF
De Forest Radio Telephone
& Telegraph Co.
Franklin St. & Central Ave. Jersey City, N. J.
72
THE TALKING MACHINE WORLD
May 15, 1922
In I IIWWII
My home
GEORGIA
ftl^^IrrGsistible Fox Trot -Full of Rhythm and Snap - It s a Hit
"you can't go u/rong
u/ith dnyye/st'sonf
Proved Instantly Popular in Vaudeville
— A Great Favorite with Dancers.
HEAR IT NOW !
TRADE HAPPENINGS IN ST. LOUIS
(Continued from page 71)
the records was given for. an hour one day re-
cently at the Yandervoort auditorium by Airs.
Eiise White Harris, a high school physical di-
re, tor. and sales of the sets were greatly in-
creased in the Vandervoort talking machine
department. A large mail order sale is reported
out of St. Louis.
Edison Shop Opens in Paducah, Ky.
L. M. Schlude, of the Silverstone Music Co..
has returned from Paducah, Ky., where he as-
sisted at the opening of the Wahl & Sin Edison
shop, which he says is the prettiest thing in the
Silverstone territory except the Silverstone store
here.
E. J. Miller, of the Silverstone Music Co. sales
organization, was top man on sales for April.
Two new Console models, the Chippendale,
$295, and the William and Mary, $325, have been
received by this company and are attracting
favorable attention.
J. A. Schlichter, retail sales manager of the Sil-
verstone Music Co., was married recently. The
Silverstone employes presented the couple with
a clock.
R. G. Metcalf, formerly of the Silverstone
Music Co., is preparing to go into business at
Maplewood, a St. Louis suburb.
Myron Goldberg, vice-president of the Silver-
stone Music Co., has returned from a business
trip to New York.
Acting in an Advisory Capacity
Miss M. Easly is making a canvass of Edison
owners in St. Louis for the Silverstone Music
Co., giving advice in the selection of records and
adjusting complaints, where there are any. and
rendering a general personal service.
Some Personal Brieflets
F'-ank J. Coupe, vice-president and sales man-
ager of the Sonora Co., New York, was in St.
Louis recently.
Manager A. W. Hosier, of the Scruggs. Van-
dervoort & Barney talking machine department,
says the April business of that department was
the biggest in its history, with sales of Yictor
consoles and electrics predominating, but with
the record demand not so good.
B. J. Pierce, manager of the talking machine
department of the Jenkins Music Co., Kansas
City, Mo., was here the latter part of April at-
tending a Masonic ceremonial.
George Mickel. of Mickel Bros., Omaha. Xeb.,
passed through St. Louis on his way back to
Omaha from a visit to his old home in Ohio.
J. H. Bennett, of the Brunswick Co., has re-
turned from a business trip to Springfield. Mo.,
and Little Rock, Ark.
T. L. Husselton, Yictor factory representative,
spent several days here recently sizing up trade
conditions, which he found satisfactory, as he
had also in Kansas City and through the South-
west.
Koerber-Brenner Victrola Exposition a Success
The Koerber-Brenner Yictrola Exposition,
which has been touring for several weeks, re-
turned to St. Louis May 1. Miss Golda Airy,
who accompanied it as lecturer and demon-
strator, reports that the tour was a complete
success in every way — in fact, it exceeded ex-
pectations in increasing interest in the Yictrola.
SPECIAL VICTOR RECORD RELEASES
Four Records Announced for Release to Public
on May 20 — Timely Hits Included
The Yictor Talking Machine Co. has an-
nounced a special release of four records which
will be placed on sale on May 20. The first
record, 18882, is of "Swanee River Moon,'' med-
ley waltz played by International Novelty Or-
chestra, and "Do It Again," fox-trot, played by
Whiteman. Then come 18884, "Mammy Lou,"
and "Pick Me Up and Lay Me Down in Dear
Old Dixie Land," sung by the Peerless Quartet;
18890, "California," played by Club Royal Or-
chestra; and "Who Believed in You?" played by
All-Star Trio, and 18891. "Some Sunny Day,"
fox-trot by Whiteman. and "Rosy Posy," fox-
trot by Club Royal Orchestra.
Do NOT Delay Ordering the Lea
Phonograph and Talking Machine TRUCK,
if you expect to reduce your overhead, as we may
not be able to ship promptly later in the season.
With this truck one man is able to demonstrate the
largest machines in the home, the best place ever
to clinch a sale.
We have a circular for you. Ask for it.
Also
Piano Trucks, Hoists, Covers and Straps
Made only by
Self Lifting Piano Truck Co.
FINDLAY, OHIO
DIAMOND JUVENILE CONSOLES LIKED
Demand Is Growing for This Small Talking
Machine — It Seems to Fill a Place All Its
Own — Travelers on the Go
The Diamond Products Corp., New York City,
manufacturer of the Diamond Juvenile console
talking machine, reports that the demand for
this instrument has been far beyond expecta-
tions. In fact, it has resulted in the taking over
of considerable larger space in the Oswego fac-
tories than was first planned for to adequately
care for the numerous orders received. The
shipments of these small machines are now be-
ing allotted, the first of which w.ll leave the
factory on June 1. but it is hoped that they will
be able to ship some before this date. General
Manager H. B. Foster, who has been spending
considerable time at the Oswego factories, re-
cently left for Chicago to take in the last week
of the Toy Fair which is being held there, and
he is planning to visit important trade centers
on his way back to New York.
J. B. Price, Middle West representative of the
company, is. now on an extended tour through
his territory, and is booking orders for the
juvenile console, also for the entire equipment
which the company makes for installation in
the children's booth. He stated that dealers
were keenly enthusiastic about this booth equip-
ment, and that most dealers whom he called
en, whether they ahead}' had a booth of this
nature or not, readily praised this new equip-
ment, and in consequence ordered it.
Lee Conover, New England representative,
made the trip to Chicago with Mr. Foster, and
at the conclusion of the Toy Fair started out
on an extensive tour to the Far West, touching
important points on the way out and returning
by a southern route, which wiil necessitate his
being away from New York for some weeks to
come.
COLLINQS & CO. SALES SCHOOL
F. A. Delano, of Victor Co., to Hold Special
Classes in Newark Next Month Under Aus-
pices of Victor Wholesalers
Collings & Co., Newark, N. J., recently com-
pleted arrangements with the Yictor Talking-
Machine Co. whereby a salesmanship class, under
the direction of F. A. Delano, director of the
Red Seal School, will be held in the display
rooms of Collings & Co.. from June 5 to 8 in-
clusive. Those making" application must attend
the entire course and many dealers and \ ictor
sales people in New Jersey and Northeastern
Pennsylvania have signified their intentions of
attending.
The course, covering four consecutive days,
will be divided into two sessions, from 9.30 to
12.30 in the morning, and from 2 to 5 p. m. each
day. Heretofore these courses had only been
available to those who attended the sessions at
the factory, and bringing them to the dealer di-
rect should receive a ready response.
May IS, 1922
THE TALKING MACHINE WORLD
73
FLETCHER- WICKES CO., 6 East Lake Street, Chicago, Illinois
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO. EXCLUSIVE CANADIAN AGENTS
FLETCHER- WICKES CO. 6 East Lake St., Chicago, III.
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO, EXCLUSIVE CANADIAN AGENTS
SOMETHING ENTIRELY NEW IN TONE ARMS
THE FLETCHER "STRAIGHT"
THE McLAGAN PHONOGRAPH CORPORATION, LIMITED, STRATFORD, ONTARIO. EXCLUSIVE CANA
74
THE TALKING MACHINE WORLD
May 15, 1922
IN PITTSBURGH
Trade Improvement Continues — New Edison Dealers — Mitsie Week
Celebration a Success — New Vocation Distributors — The News
Pittsburgh, Pa., May 10. — Trade conditions in
the talking machine sector of the Pittsburgh dis-
trict have shown for the past month more than
ordinary improvement, and the leading dealers in
talking machines in the downtown district are
of the opinion that May will show a better sales
period than the same month a year ago. The
industrial situation is clarifying slowly and the
general expectation is that the iron and steel
mills will continue to show the same gain in
operation that they have in the past few weeks.
The coal miners' strike is slowly fading away,
and it is believed that this month will see the
finale of the walkout with the miners resuming
work and general prosperity returning.
Take on the Edison Line
One of the outstanding events of the past
month was the formal taking over of the re-
tail Edison shop, formerly conducted by the
Buehn Phonograph Co., by the Columbus Music
Co., of which John Henk is the well-known pro-
prietor. For a number of years Mr. Henk has
conducted the Columbia shop at Sixth street and
Duquesne way. When the Buehn Co. decided
to relinquish the retail Edison shop Mr. Henk
entered into negotiations with Mr. Buehn with
the result that an Edison department has been
opened in the Columbia Music Co.'s shop. A
full line of the Edison phonographs and Edison
records will be found on display in the new
quarters.
In speaking of the change Mr. Henk said to
The Talking Machine World representative:
"For some time past we had been considering
the advisability of taking on an additional line
of phonographs, and when the opportunity came
for us to secure the Edison line we were quick
to take advantage of it. We believe that we now
have a very important line of phonographs with
the Columbia and the New Edison. While it is
too early at this date to make any definite state-
ment, we can say that we are more than pleased
that we have taken on the Edison, and we are
convinced that with the facilities we have for
caring for Edison and Columbia patrons we will
be able to meet all demands that are made upon
us. The very excellent reputation that the Edi-
son line has achieved in Pittsburgh will stand us
in good stead and will enable us to maintain the
good record. We have set aside a special de-
partment in our large store for the display and
demonstration of the Edison phonographs and
Edison records, which will be second to none in
the State."
The Buehn Phonograph Co. will still continue
to act as distributor in the Pittsburgh zone for
the Edison line. A. A. Buehn, treasurer and
general manager of the company, stated that all
indications now point to a marked increase in
sales. The Buehn Phonograph Co. is an enter-
prising concern, and has a corps of live sales-
men on the road constantly who aim at giving
the best of service to the Edison dealers.
Joseph Home Co.'s New Quarters
Pending the work of renovating and rebuild-
ing the Joseph Home Co. store, the talking ma-
chine department, wh'ch is under the supervi-
sion of A. R. Meyer, has been moved from the
second to the sixth floor. The company handles
the Victor, Cheney, Columbia Grafonola and. the
Pooley. When the store alterations arc com-
pleted the talking machine department will be
one of the most elaborate and modern in the
State.
Brunswick Publicity Plans Popular
The Brunswick phonograph dealers here are
committed to the publicity plans that the com-
pany launched some months ago. They believe
in them, due to the fact that substantial sales
have been made through the co-operative ad-
vertising and billboard campaigns all over the
Pittsburgh district. The large posters adver-
tising the Brunswick phonograph have proven,
in themselves, to be most attractive and com-
pelling. Every one of the local Brunswick
dealers who have participated in the publicity
plan is more than pleased with the results that
have obtained.
Edward Hoffmann, of the J. M. Hoffmann
Co., Brunswick dealer, will make an extended
tour of the Old World this Summer. Mr. Hoff-
mann, who is a veteran traveler, will sail from
New York on Saturday, June 10, on the United
States Line's steamer George Washington. Land-
A PERFORMANCE
WORTH NOTING
RELIABILITY is the
keynote of the Mickel
"Performance" and on this
foundation we have earned
and held the good-will
and esteem of the Victor
dealer.
If our "Performance" in-
terests you, we will be
glad to tell you just what
we mean by the word
"RELIABILITY."
MICKEL BROS. CO.
411 Court Avenue
Des Moines, - Iowa
ing at Bremen, Mr. Hoffmann will visit Berlin,
Cologne, Mayence, Stuttgart, Munich and other
German cities, and also pay a visit to Oberam-
mergau where he will witness the celebrated
Passion Play. Then Mr. Hoffmann will pro-
ceed north to Leipzig, the German city which is
noted for its many industrial exhibitions, etc.
Following this he will visit Belgium, the battle
fields of France, thence to Paris and London
and then home.
New Style Victrolas Very Popular
Thomas T. Evans, manager of the wholesale
Victor department of the C. C. Mellor Co., is
of the opinion that good business in the talking
machine line will "come back" real soon. Mr.
Evans, who is a close student of business con-
ditions, stated that the new style Victrolas are
proving very popular and are having a very brisk
sale in certain parts of the territory that he
covers. Mr. Evans said: "Trade conditions are
showing signs of general improvement, and while
the volume of sales does not show up very large,
it is the repeat orders that are making it possible
for us to report better business. The live and
enterprising Victor dealer of to-day is con-
stantly on the alert and is sedulously taking ad-
vantage of every opportunity to increase his
business. The old-time method of seeking
prospects by careful work and search will, of
itself, bring many a sale that is most unex-
pected."
Optimistic Over the Outlook
S. H. Nichols, manager of the Pittsburgh of-
fices of the Columbia Graphophone Co., is quite
optimistic over the outlook for his clientele the
coming months. Mr. Nichols said: "All indi-
cations point to a gradual resumption of busi-
ness with the restoration of industrial activity
for which Pittsburgh has always been noted. I
am most optimistic concerning the Columbia
line and its future, and I believe that we will
have some splendid business this season. It is
also my firm opinion that the talking machine
dealer who makes up his mind to secure busi-
ness will find it by diligent and persistent search.
The time is ripe for good business and the up-
to-date talking machine dealer will profit just
in proportion as he puts forth his efforts to se-
cure business."
The Celebration of Music Week
Music Week was celebrated in Pennsylvania
the week of April 30 to May 6 under the aus-
pices of the Department of Public Instruction. In
practically every city, town and hamlet, from
the Delaware river on the east to the Ohio on
the west, was there a celebration of some kind
during the week. Talking machine dealers took
advantage of Music Week and aided local com-
mittees in the various programs that were ren-
dered. At the State Capital, Harrisburg, the
C. M. Sigler Co., Inc., Victrola dealer, was a
prominent factor in the movement, as were also
Yohn Brothers, the Brunswick and Sonora deal-
ers. The Union Music Co., Columbia dealer,
emphasized the use of the Columbia Grafonola
during Music Week as a medium of happiness
in the home.
Dr. Thomas E. Finegan, State Superintendent
of Public Instruction, in referring to Music
Week, said: "I am most optimistic as to the
influence which the achievements of Music
Week will have upon the future of music in
Pennsylvania. It will, in the first place, give
support to the State plan to incorporate in the
regular public school course the subject of
music. Putting music in the public schools,
giving it the same daily consideration that is
given the other subjects of the school curriculum
will mean that every child in Pennsylvania is to
be given an opportunity to develop its musical
talent on a par with the other intellectual talents
which it possesses. To teach every child to sing
is the obligation of the school as much as it is
to teach it to read.
"There is no subject more attractive to the
child and none which will contribute more to its
cultural and moral development than music. Be-
ginning in September next, it is to be taught
daily to every child in every school in Penn-
sylvania. All teachers entering the teaching pro-
fession are being trained to teach this subject.
The Talking Machine World, New York, May 15, 1922
flllllllllllllllllllllllllllllllllllllllllllllllllllilll^
BRAND NEW
TAfLKINO
MACHINE?
WOR.LD
EDWARD imm BILL"i
373 FOURTH AVENUE
Here is the handbook of the talking
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you, in an instant, detailed knowledge
about this and that company, which
would otherwise consume much of
your time to secure.
ONLY 50 CENTS
For instance, it will give you a com-
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talking machine industry, including in-
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as location of factories, names of offi-
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names controlled, policy of marketing
product, etc., etc.
ONLY 50 CENTS
Also it will give you a full, up-to-date
list of the manufacturers who make
any given class of product, such as
talking machines, records, parts, ac-
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ONLY 50 CENTS
This book contains the kind of data
about each concern which cannot be
put into the company's current adver-
tising for lack of space and which is
nevertheless a kind of data that is val-
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This volume also contains a number of
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topics and much other material too ex-
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ONLY 50 CENTS
It is the only book of its kind ever
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been produced by the publishers of
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USE THIS
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Send Gash, Stamps or Check
EDWARD LYMAN BILL, Inc.,
373 Fourth Ave., New York City.
Gentlemen :
Please send me postage prepaid a copy of the 1922 edition of The Talking
Machine World Trade Directory, in payment for which I enclose 50 cents.
Name
Firm
Street
City and State
5-22
May 15, 1922
THE TALKING MACHINE WORLD
75
Those teachers in the service who are not able
to teach the fundamentals of music will also be
given the required training to teach such sub-
ject.
"Pennsylvania has the musical talent which
gives her the leadership in this great art. It is
the duty of the State to mobilize this talent in a
manner which shall make it effective and bring
the power of music to bear upon the education
and development of the coming generations."
Appointed Vocalion Distributors
C. W. and R. H. Keith, who organized the
Sonora Distributing Co. here, have been ap-
pointed by the Aeolian Co. to distribute the Vo-
calion Red- records here. O. W. Ray, general
manager of the Vocalion record department for
the Aeolian Co., was in Pittsburgh and made all
the arrangements for the transfer of the lease at
505 Liberty avenue, and all stock from the Clark
Musical Sales Co. to the Sonora Distributing
Co. All members of the Clark organization in
Pittsburgh will be employed by the new Voca-
lion record distributor. Charles MacKinnon will
be the district manager for the Vocalion Co. in
the Pittsburgh district.
Victors in Radio Broadcasting
T. E. Shortell, manager of the Victor depart-
ment of the S. Hamilton Co., has arranged with
the Doubleday-Hill Co., of Pittsburgh, to fur-
nish Victor records and a Victrola for use in the
radio broadcasting station that the concern
operates every night. The Victor records for the
concerts are selected by Miss Hildegarde
Wehrle, of the sales staff. Considerable inter-
est is taken in the Victor recitals by many per-
sons who manifest their satisfaction by pur-
chasing certain records that appealed to them.
IMPORTANT BRILL1ANT0NE MOVE
Dealers' Imprints Now Placed on Metal Boxes
on Orders as Small as 500,000
The Brilliantone- Steel Needle Co., New York
City, has made the important announcement that
hereafter dealers may obtain Brilliantone needles
in metal boxes with their individual imprint on
orders for quantities as small as 500,000 needles.
Hitherto it was necessary to place a 5,000,000
needle order to receive the needles in this pack-
ing. These metal boxes not only provide an ex-
cellent advertising medium for the dealer, but
also create a decidedly favorable impression on
the part of the consumer in the knowledge that
the dealer is big enough to have a product packed
for his special purposes. The sale of Brilliantone
needles during April passed all previous records
in the history of the Brilliantone organization.
L. J. Unger, of the Brilliantone sales staff, is
in the Canadian territory and is sending in sub-
stantial orders. V. C. Kent is attaining equal
success in New England.
B. R. Forster, president of the Company, left
on Sunday for Chicago and the Middle West.
L. C. LINCOLN ATTENDS CONVENTION
Sonora Advertising Manager Attends Adver-
tisers' Convention — Visits Jobbers and Dealers
L. C. Lincoln, advertising manager of the
Sonora Phonograph Co., returned to New York
a few days ago after attending the annual con-
vention of the Association of National Adver-
tisers, held at Chicago, May 3-6. The Sonora
Phonograph Co. is a member of this association,
and a number of important topics were discussed
at this year's convention. Mr. Lincoln took
advantage of the opportunity to visit Sonora
jobbers and dealers in Syracuse, Detroit and Mil-
waukee, and the reports he received indicate
that Sonora representatives as a whole are en-
joying a healthy business and are optimistic in
their predictions for a satisfactory year.
INSTALLS RADIO EQUIPMENT
E. G. Rockwell, music merchant of Akron, O.,
has installed a radio receiving set in his store
and is announcing weekly concerts. The idea
has attracted much favorable attention.
LANDAU'S FINE NEW QUARTERS
Victor Line Featured in Spacious Establishment
— Install Radio Department
Wilkes-Barre, Pa., May 5. — Landau's music
store recently moved into its new quarters at 34
South Main street. This is considered one of
the most handsome and spacious establishments
devoted tc the sale of talking machines and
musical instruments in this part of the State.
The Vi.ctor line of talking machines and records
is prominently featured in the new store. Forty
large rooms for the demonstration of machines
and records are a feature of the store.
A radio department has also been opened in
which large stocks of radiophones and radio sup-
plies are handled. In this connection a broad-
casting station has been erected on the roof of
the building from which nightly programs are
broadcasted for a distance of ninety miles.
Thompson H. Rowley, well-known musician
of this city, has been made manager of the
musical instrument department. The members
of the Landau firm include Hvman Landau and
Harry Michlosky. The company operates stores
in this city, Pittston and Hazleton, Pa.
W. C. Blackwell, a customer of Landau's, re-
cently contributed a poem to The Sentinel in
which he extols this house, its stock and its
methods.
SONORA IN JTHE WALDORF
Handsome Art Model Installed in Famous Hotel
— Visitors Praise Its Tone and Appearance
Visitors to the handsome oak room in the fa-
mous Waldorf-Astoria Hotel, New York, have
commented enthusiastically on the artistic ap-
pearance of a Jacobean Robespierre Sonora art
model, which was installed in this room a few
weeks ago. George E. Brightson, president of
the Sonora Phonograph Co., was responsible in
a considerable measure for the honor bestowed
upon the Sonora phonograph by the Waldorf-
Astoria management.
The talking machine business of Forrest Wor-
rell, Tipton, Ind., has been purchased by Ed.
Hewitt.
IMPORTANT NOTICE
Growing Demands for Radio
ARE YOU PREPARED?
We are constantly supplying the Largest Phono-
graph Dealers throughout the country with
R-a-d-i-o - S-u-p-p-l-i-c-s
DO
YOU
KNOW
?
FOR IMMEDIATE DELIVERY
S000 HEAD SETS
2500 Receiving SETS
Complete Accessories Department
Orders Shipped Same Day Received
WIRELESS PHONOGRAPH
ATTACHMENT
FEDERAL JUNIOR
The Federal Junior
Retails at $3.00
Complete Retails $25.00
Write for Special Discounts
Sclf-Scrvicc Phonograph Company, Inc.
167 West 18th Street (at 7th Ave.) New York
TELEPHONE 2765 CHELSEA
Entire Building Devoted to r^"
A D I o
E C O R D S
76
THE TALKING MACHINE WORLD
May 15, 1922
CONSOLIDATED SERVICE
Our watchword is Service. We realize that "you want
what you want when you want it," and we give it to
you. The first requirement of good service is to fill
orders promptly. We can do this because we make it
a point never to allow our stock to become depleted.
We have always on hand a full and complete line of
OKe#^ Records
The Records of Quality
Okeh dealers are experiencing a fast growing demand
for the famous Okeh Records. They are gaining pop-
ularity with the record-buying public with remarkable
rapidity. If you are not carrying Okeh records you are
missing a great business-getting opportunity. You can
cash in big on Okeh record business. We show you the
way. Write us for the most advantageous dealers'
proposition in the country.
Consolidated Talking Machine Co.
227 W. Washington St. Chicago, 111.
Branch: 2957 Gratiot Ave., Detroit, Mich.
May 15, 1922
THE TALKING MACHINE WORLD
77
CLEVELAND
Kennedy -Schultz Co. Reorganization — Dreher's New Victor Depart-
ment— Lyradion Interests — Columbia Sales Class — The News
Cleveland, O., May. 6. — Several important
changes in the talking machine industry in this
section mark the turn of the month. The Ken-
nedy-Schultz Co. is planning a reorganization,
with C. H. Kennedy in charge and H. C. Schultz
contemplating entering another branch of the
field. In this connection Edward F. Carson,
special representative of the Granby interests,
has been in Cleveland conferring with Mr. Ken-
nedy on the future development of the Granby
in Ohio. Plans call for a still more intensive
campaign on Granby under the Kennedy super-
vision.
While here Mr. Carson expressed the opinion
that the underselling practices, prevalent here as
elsewhere in the country, are a benefit rather than
a hindrance to good business, in that the quicker
such stocks are disposed of, the sooner a
strictly normal basis for the industry as a whole
will be reached.
A Change in Alliance
Another change of interest is the acquisition
of the Drake & Moninger Co. account at Alli-
ance by J. H. Johnson's Sons Co., of that city,
who will continue to develop the retail Victor
business in that locality. Edward B. Lyons,
general manager of the Eclipse Musical Co.,
Victor wholesaler, assisted in perfecting the de-
tails of this change.
Still another development of importance is
the announcement of the H. B. Bruck & Soru
Co. to enter the downtown district. The firm
will take the store formerly occupied by the J.
T. Wamelink & Sons Co., Huron road near
Euclid, and may become an Edison factor, along
with the retailing of other talking machines.
New Victor Department at Dreher's
Likewise, added prestige for the Victor in-
terests is the result of the installation of a
fine Victor department in the new store of the B.
Dreher's Sons Co., also on Huron road near
Euclid, where, under the capable direction of
William Gordon Bowie, this branch of the busi-
ness is expected to develop a significant showing.
The installation of this department is the result
of the joint work of Edward B. Lyons, general
manager, the Eclipse Musical Co., and Howard
J Shartle, general manager, the Cleveland Talk-
ing Machine Co., Victor wholesalers. Nine
booths and much space on the ground floor of
the new Dreher establishment will make up the
department.
Brunswick Branch Moves
Removal of the Brunswick wholesale branch
in Cleveland to a better and more adaptable loca-
tion also is about completed. The new quarters
will be at St. Clair and West Sixth, and under
the direction of J. L. DuBreuil, district manager,
and E. F. Hughes, service manager, an efficient
co-operation for all dealers will result.
The much heralded "Moily Darling" musical
comedy made its appearance in Cleveland during
the last week, and Cleveland music followers ob-
tained their first glimpse of the giant Victrola
and Victor records which form a significant part
of the piece. The time was not ripe, however,
for the sale of records between the acts, as
planned, but this will be a feature of future per-
formances as soon as regular records are ob-
tainable, a member of the company informed the
writer.
Exhibits at Building Exposition
Advantage of the American Building Exposi-
tion was taken by two local talking 'machine
factors, the May Co. talking machine department
and the Bohm Manufacturing Co. Dan E.
Baumbaugh, gifted manager of the May Co.
department, was in charge the greater part of
the time, and will have a significantly large pros-
pect list to develop during the Summer, since
Manager Ralph P. Stoddard, of the building
show company, asserts that close to a quarter of
a million persons went through the doors of the
great public hall during the week of the show.
Equally good results were reported by the Bohm
factors, who introduced their Opera Grand
phonograph and types of talking machine cabi-
nets.
During the period Manager Dan E. Baum-
baugh, of the May Co. talking machine depart-
ment, has introduced the Wallace reducing rec-
ords and the Walter Camp "Daily Dozen," and
though the feature has been operating only a
few weeks twice as much space is needed to
handle this part of the business. A capable girl
demonstrates the records for women, and Mr.
Baumbaugh himself does the same for the men.
Many full sets have been sold, according to Mr.
Baumbaugh, who can guarantee the good results
from personal experience, he asserts.
Columbia Salesmanship Class
Another factor that has been beneficial to Co-
lumbia interests in the last week or so has been
the class in salesmanship conducted by W. H.
Inderrieden, salesman in District No. 2, of the
Cleveland Columbia branch. Mr. Inderrieden
mf ■ f
I %
ft
I
Columbia Salesmanship Class in Session
called in several dealers and other aides, and
the interchange of information resulted in im-
mediate boost in business. In the picture Dis-
trict Manager S. S. Larmon is seen at the left,
George Krauslick, service manager, is in the
center standing, and Mr. Inderrieden himself is
at the extreme right.
Norman H. Cook Appointed Manager
In connection with the advent of the Brunswick
at the Halle Brothers Co., referred to on page
forty-four of this issue, Norman H. Cook, well-
known talking machine department manager, has
been appointed director of this ne,w division. The
success Mr. Cook has had with other interests
here is believed to be a guarantee of a repetition
in his new work. Mr. Cook comes from the S.
Kohn & Sons Co., where he has been in charge
since the Eclipse retail establishment was dis-
continued. Mr. Cook's place at the Kohn es-
tablishment will be taken by Meyer Perlman,
who has long been identified with the talking
machine industry in this section.
Miss Ellen Garlock, educational representa-
tive for the Columbia in this territory, has been
conducting many successful meetings with school
interests in cities throughout the district, and a
significant development of school interest already
is seen.
William Murstein, long identified with the
Alhambra Music Co. as manager, has resigned, to
become manager of the Euclid Music Co.'s Su-
perior store.
The Lyradion Makes Its Bow
The Lyradion, newest combination talking
machine and radiophone, niakes its bow ■ in
Cleveland at the B. Dreher's Sons Co., and will
have a conspicuous part in the work of the new
store, according to Henry Dreher himself. Ken-
yon Mix, general manager of the Lyradion Co.,
was in town to supervise the installation of the
instrument in the store, and likewise one in the
residence of Mr. Dreher on the Heights.
Tying Up With the Artist
One of the best of recent tie-ups of the personal
appearance of an artist and her records was ac-
complished by E. F. Hughes, service manager of
Brunswick, during the appearance of Dorothy
Jardon at the Hippodrome Theatre. Through his
connection with the theatrical profession Mr.
Hughes was able to obtain the placing of a
Brunswick instrument in the lobby of the theatre,
along with records of songs being sung by Miss
Jardon. Dealers likewise were well supplied with
said records. Needless to remark, a tremendous
boost in this particular line, as well as other
record business, was the result for dealers.
Planning Vocalion Activities
Plans for developing still further the Vocalion
interests here are being completed, following con-
ferences between Ray McKinnon, of the Aeolian
Co., and T. W. Wade, district manager. It is
probable that a four weeks' intensive drive will
be part of the program.
For the first time in the history of Western
Reserve University social affairs a talking ma-
chine played an important part at the Uni-
versity frolic. Before close to 2.000 persons
James R. Frew, vice-president of the. Euclid Music
Co., suceeded in proving the value of the Victor
machine and records as a soloist for dance and
{Continued on page 78)
Ward's Khaki Moving Covers
Distributors
BRISTOL 4 BARBER. INC.
3 E. 14th St., New York City
YAH R &. LANGE DRUG CO.
207-215 E. Water St., Milwaukee. Wis.
COHEN & HUGHES. INC.
Washington, 0. C.
BECKWITH-O'NEILL CO.
Minneapolis. Minn.
STRE V ELL- PATE RSON HARDWARE CO.
Salt Lake City. Utah
C. L. MARSHALL CO., INC.
Beckman Bldg.. Cleveland, 0.
Butler Bldg., Detroit, Mich.
THE REED CO.
237 Fifth Avenue. Pittsburgh. Pa.
C. J. VAN HOUTON & ZOON
140 S. Dearborn St.. Chicago. III.
SONORA DISTRIBUTING CO. OF TEXAS
Dallas. Texas
KNIGHT-CAMPBELL MUSIC CO.
1608 Wynkoop St., Denver. Colo.
CHAS. H. YATES
311 Laughlin Bldg.. Los Angeles. Cal.
W. D. & C. N. ANDREWS
Buffalo. N. Y.
Grade "D" Cover with No. 3 Straps
THE C. E. WARD CO.
(Well-Known Lodge Regalia House)
101 William Street New London, Ohio
Also Manufacturers of Rubberized Covers
and Dust Covers for the Wareroom
SACHS & CO.
425 So. Wabash Ave., Chicago
SHERMAN. CLAY & CO.
741 Mission St.. San Francisco, Cal.
JOHN A. FUTCH CO.
35 Auburn Ave., Atlanta, Georgia
i500 South Boulevard. Charlotte. N. C.
630 Washington St.. Jacksonville. Fla.
ORTON BROTHERS MUSIC HOUSE
Butte. Mont.
GRAY & DUDLEY CO.. Nashville. Tenn.
ASSOCIATED FURNITURE MFR8.
St. Louis. Mo.
W. J. DYER & BRO., St. Paul. Minn.
AMERICAN PHONOGRAPH CO. \
Burlington. Vt.
JOSEPH BARNETT & CO.. Cedar Rapids, la.
78
THE TALKING MACHINE WORLD
May 15, 1922
TRADE HAPPENINGS IN CLEVELAND
{Continued from page 77)
entertainment purposes. Along about the same
time Mr. Frew gave nightly concerts in much the
same manner in the foyer of the Keith East 105th
Street Theatre, and has followed this by inducing
the management of that house to use for a time
a $1,500 console Victor machine as the sole or-
chestral accompaniment to pictures, the machine
occupying a space in the orchestra pit.
To Try Out the Chain Plan
Extension of the chain store idea of talking
machine and record distribution will be com-
pleted shortly when the twenty or more Mar-
shall Drug Co. stores will be equipped with
booths for demonstration of both machines and
records. The Marshall Co. will be one of the
main factors in this territory handling Starr
phonographs and Gennett records, in the opin-
ion of R. E. Taylor, district manager of the Starr
Piano Co. Already a considerable stock of both
machines and records is being carried in several
stores of the Marshall chain, according to Mr.
Taylor.
Theatre Tie-up Wins Approval
Another theatre tie-up that has won approval
of dealers and public alike was accomplished by
George Krauslick, service manager of the Cleve-
land Columbia branch. At the Loew's State
Theatre Mr. Krauslick induced Gale Sherwood,
permanent soloist at that house, to sing a series
of Columb:a record hits. These records were
The New Revised
1922 Pi ices
on Musical Instruments and
A ccessories are shown in Con-
fidential Trade Price List No
4. Just off the press. Write
on your own letter lead for
your copy. For dealers only.
listed on a large poster in the theatre lobby, and
were linked with appropriate window displays in
dealers' stores. The people liked the way Miss
Sherwood turned the trick, and the dealers were
still better pleased with the way the public re-
sponded in buying records.
A Striking Window Display
One of the most unique window displays has
been used effectively by Spohn's Music Shoppe
Featuring Al Jolson's Columbia Records
and the George A. Clark Co. at Lorain, in push-
ing for business in records by Columbia, entitled
"April Showers." Al Jolson was seen holding
an umbrella. Rubbers and other rainy day neces-
sities were included, and the whole made for
a strong business puller, according to George
Krauslick, service manager of the Columbia
branch in this city.
SELF=SERVICE CO. IN NEW BUILDING
Growth of Business, Particularly Since Com-
pany Commenced to Distribute Radio Products,
Made This Move Necessary — President Gold-
man Anticipated the Present Radio Trend
On May 1 the Self-Service Phonograph Co.
took possession of its new building at 167 West
Eighteenth street, near Seventh avenue. The
constantly increasing business of this firm made
this move imperative. The Self-Service Phono-
graph Co. will occupy the entire building, the
new location providing four times as much
space as was available at the old headquarters.
The Self-Service Phonograph Co. has been
known for many years throughout the talking
machine trade as a general distributor. H. Gold-
man, president of the company, some time ago
foresaw the popularity of radio and its ap-
plication to the talking machine dealer. He,
therefore, immediately formed connections with
a number of manufacturers and at the present
time is doing a business in the radio field that
has already reached large proportions, and
is increasing daily. This company now dis-
tributes Federal, Connecticut and Eisemann sets
and the Rova products. In addition to the com-
plete sets, practically every known radio part
is distributed. The radio end. of the business
is not conducted separate from, but rather as a
part of, the talking machine business. The books
of the company contain the names of a large
number of talking machine dealers.
Realizing that radio and its various parts
are still somewhat technically unfamiliar to the
talking machine dealer, Mr. Goldman has simpli-
fied matters by carefully labeling each part with
its proper name so that when the dealer is
asked for a variable condenser, an induction coil,
a detector, or any of the many lesser known parts,
he will be able to immediately recognize the
part called for.
In the new building one entire floor will be
devoted to radio products and another to talking
machine accessories and records.
Mr. Goldman has many important plans for the
future and is, constantly on the lookout for new
developments. An interesting use of radio is
to be found in a recent sale made by Mr. Gold-
man to Dr. Seymour Greenstone, a New York
dentist. Dr. Greenstone conducts entirely mod-
ern dental offices and has equipped two of his
chairs with Federal receiving sets.
CONCENTRATES ON EDISON LINE
Garver Bros. Co;, Strasburg, O., has ar-
ranged to handle the new Edison phonographs
and records exclusively and discontinued the
other lines of machines handled by it on May 1.
Beware of any immediate profit that will cost
you future good-will.
Prompt Service Now On
This Superior Tango Bass
Shell, 24 x 6 inches
Weighs only 10 pounds!
No dance drummer's outfit complete without this drum.
Light and compact for easy-carrying — sturdily built for
service — big: and full in tone to furnish ample volume.
Built the Twentieth-Century way. with laminated 3-ply
rock maple, polished shell and hoops that CAN'T WARP
OR SHRINK — we guarantee it! Eight nickel-plated,
professional pattern thumb screw rods. Two finest
calf heads.
$lzL00
No. W 1584 X NET To the Trade
Ever since we put this classy drum on the market
we've been embarrassed by insufficient production.
They've been selling faster than we could make them
and we've had to disappoint a lot of good friends of
ours because we simply didn't have the drums to ship.
But that's a thing of the past. In January of this
year we increased our manufacturing facilities to triple
our out-put. And now all caught up with the Jong
list of back orders, we are ready to serve you promptly
with the Tweutieth Century Tango Bass. You can't
order too soon to please us — or to please your trade.
The Fred. Gretsch Mfg. Co.
Musical Instrument Makers
Since 1883
60 Broadway Brooklyn, N. Y.
May 15, 1922
THE TALKING MACHINE WORLD
79
20 Years
Ago
1902-1922
J. Newcomb Blackmail
Twenty years ago on May 1, 1902, after a previous experience of rive years
in the talking machine business, J. Newcomb Blackman established the Blackman
Talking Machine Co., as a wholesaler at 19 Beekman Street, New York. He
started in a modest way, in a small store, with small eapital and two employees,
but with a firm conviction that he would succeed and that no work would be too
hard that would make success possible.
A big, broad policy was adopted, supported by very little "wishbone" but a
determined "backbone." It was a policy of "a square deal for all." A policy
not to attempt too much at once, to be honest and conservative in buying and
selling and not to plunge. That the business would not be allowed to expand
beyond an ability to discount every bill so as to maintain the highest credit standing.
The confidence of everybody was sought, and Mr. Blackman decided not to
sell any goods he could not stand back of.
The first six months proved hard sledding, but at the end of the first year
success seemed assured and each year since has shown a steady and healthy
growth.
Since 1910, all employees with the company over one year have shared in the
profits.
The sales for the last fiscal year were sixty times those of the first year, and
those of one month only, December 1921, about ten times the entire first year's
business. During the same month there were times when one day's sales equalled
those of the entire first year's business.
We believe this indicates that the Blackman Policy is a good one and that the
trade that supports such a policy is a good trade. We want the best policy and
therefore complaints and suggestions will always receive careful attention.
Blackman Service must always be the best we know how to make it.
J. Newcomb Blackman, the founder, head and controlling owner of the
business, tenders his sincere thanks and appreciation to all patrons, creditors,
employees and others who have contributed to the success of the business, and
pledges himself to continue the Blackman Policy of the last twenty years, or any
policy that will make for honest dealing and a square deal for all.
Talking Machine Co.
28-30 W. 23™ ST. New York NY.
VICTOR WHOLESALE DISTRIBUTORS
80
THE TALKING MACHINE WORLD
May 15, 1922
BROOKLYN DEALERS PRE-
PARE FOR SUMMER TRADE
Intensive Selling Campaigns Bring Good Trade
Results — Summer Sales Expected to Be Large
— Jacob Bros. Secure Brunswick Agency — Im-
portant Trade Changes and Other Happenings
During the past month trade in the Brooklyn
territory has been active enough to be satisfac-
tory in a good many ways. Actual sales of ma-
chines and records have totaled up a respectable
figure, and in the case of some dealers who have
used advertising in the local papers to stimulate
sales the result has been very gratifying. "This
is a most opportune time for intensive selling
campaigns," one dealer stated, "and in order to
keep our business up to a certain monthly quota,
we find that although we do not actually attain
it everj- month, it serves as a stimulator for all
concerned, and in consequence keeps our sales
up to a respectable figure." Setting a monthly
sales quota in the talking machine retail shop is
unquestionably a splendid method of stimulating
sales, and more dealers could follow this plan
with profit; even if the goal is not reached the
added effort will be worth while.
Prepare for the Summer Campaign
The American Talking Machine Co., Victor
wholesaler, reports that business during the past
month has been satisfactory in spite of the fact
that machine business was apparently in a slump.
Dealers, however, showed considerable interest
in the new horizontal Victor models, and sales
made of these instruments helped to make the
month a fair one in total business. Plans are
now being prepared by R. H. Morris, general
manager of the company, for an intensive cam-
paign throughout Brooklyn and Long Island in
the interest of an expected large Summer busi-
ness. Attractive circulars and other literature
are being prepared and will be sent out very
shortly to dealers for distribution among their
clientele.
Horace L. Smith Buys Diehm Business
An important change in Brooklyn retail trade
this month is the retirement of John Diehm from
the Victor field after an experience of many
years. Mr. Diehm, who has conducted a retail
store in Brooklyn for man> years past and re-
cently moved his business to 401 Knickerbocker
avenue, has concluded arrangements whereby
Horace L. Smith, well known in the talking ma-
chine field in New York City, becomes the pro-
prietor of this flourishing business. Mr. Smith
plans to conduct this business on the same high
plane that has characterized this store hereto-
fore, and no doubt will become as well known
in the Brooklyn talking machine circles as was
the former proprietor. Mr. Diehm's plans for
the future have not been announced yet, but it
is his intention to take a well-earned vacation
before undertaking any active duties again.
Brunswick Line With Jacob Bros.
Jacob Bros., 997 Broadway, who recently re-
decorated and rearranged their store, report that
business since January 1 has been far in excess
of their fondest expectations. Recently the com-
pany added to the instruments they already carry,
the complete line of Brunswick phonographs and
records, which they are to feature in a special
department set aside in their spacious warerooms.
The entire Brunswick record catalog will be car-
ried so that this line will be represented in the
proper way. Frank Elliott, general Brunswick
representative for this territory, was responsible
WE offer our dealers a Service which is in
keeping with the standards of "the High-
est Class Talking Machine in the World."
THE INSTRUMENT OF QUALITY
OttOD
CLEAR AS A BELL
The bond between us and our dealers is "more
than a business connection." It is said of us
that we are "Suppliers to Satisfied Sonora
Dealers."
Any communication from you will have
our prompt and careful attention.
Long Island Phonograph Co., Inc.
Sonora Distributors for Brooklyn and Long Island
150 Montague Street, Brooklyn, N. Y. Telephone Main 4186
for securing this high-class representation for
the Brunswick Co.
New Sonora Models Greatly Favored
The Long Island Phonograph Co., Sonora
jobber for Brooklyn and Long Island, is well
satisfied with the showing made during the past
month. Sales have been very satisfactory de-
spite the general impression in the trade that
the talking machine business has been in a
slump. It is now displaying in its very attrac-
tive showrooms, at 150 Montague street, the
first models of the new Sonora Queen Anne
console, which is equipped with an improved tone
arm and reproducer. It is also showing the new
Sonora Heppelwhite Pembrook Period model,
which has created considerable interest among
Sonora dealers everywhere. The first shipment
of these machines was received some days ago,
and according to J. J. Schatweiser, sales man-
ager for this company, was at once delivered to
dealers. Already large repeat orders have been
received from every section of this territory,
which seems to indicate that these new models
will meet with considerable favor.
Install Handsome Delivery Truck
The Baim Bros. & Friedberg Phonograph Co.,
Inc., which conducts three retail Victor ware-
rooms in this borough, is proving that "keep-
ing everlastingly at it" brings success. This en-
terprising firm did not settle back when condi-
tions slowed down, but, rather, redoubled its
"Some" Delivery Truck
efforts. The large Stewart delivery truck, shown
herewith, is the last acquisition of the company
in providing the maximum of service to its cus-
tomers and is rolling up a considerable mileage
record in taking care of the extensive business
of the company. Jacob L. Rothwein, of the sales
staff of the warerooms at 1S25 Pitkin avenue, re-
cently consummated the sale of a Queen Anne
Art Model Victrola.
Expects Large Summer Business
Herman Spitz, of Sag Harbor, L. I., promi-
nent Victor dealer, was a visitor to Brooklyn
May 15, 1922
THE TALKING MACHINE WORLD
81
R
Record Slackers
on Your Shelves
Are they Slackers through lack of ac-
quaintance on your part? Try a little
Familiarity with them, a little Analytical
Study, try to imagine what type of Tem-
perament they might please. Most all Rec-
ords have a striking feature, something that
will appeal to some one if we look for it.
You may not be able to popularize them,
but you can judiciously introduce them to
a customer with the right Temperament if
you know what they are and where they are
when the proper Temperament is waiting
for them.
Try it and you will find it Interesting as
well as Good Business.
G WILLIAM? CO. me.
117 DUFFIELD 5T. — BROOKLYN,**
this month, calling on many retail shops, and
also at the American Talking Machine. Co.'s
headquarters, Victor wholesaler. Mr. Spitz is
preparing for one of the biggest Summer busi-
nesses he has yet had, as indications point that
Long Island this year will be populated by the
largest Summer influx of visitors yet experienced
in this popular Summer resort. As this store is
well known in this section as being well equip-
ped with complete stocks of both machines and
records, it is well prepared to take care of a
large amount of this business.
Queens Music Shop Secures Sonora Line
The Queens Music Shop, 21803 Jericho Road,
Queens, L. I., has just taken on the complete
Sonora line of phonographs, and recently fea-
tured this popular line in a very attractive win-
dow display, which created considerable inter-
est. Lee Coupe, representative of the Long
Island Phonograph Co., Sonora wholesaler, se-
cured this important account, and was respon-
sible for an intensive campaign to properly in-
troduce this line to the clientele of the store. To
follow up the splendid window display large
advertisements were carried in the local papers,
and in consequence sales showed an appreciable
increase during the time the campaign was going
on, and it is expected that the Sonora line will
prove an important asset to this live store.
Owens & Beers' New Store on Flatbush Avenue
Owens & Beers on May 1 opened the doors
of the beautiful new store which they recently
erected at 1074 Flatbush avenue to the public,
with appropriate announcements and special fea-
tures "in keeping with the policy and general
character of this high-class store. The store is
the last word in modern store construction, and
one of the finest equipped retail Victor shops
in metropolitan New York. Considerable ex-
pense was entailed in the arrangement and the
erecting of booths, record shelves, etc., and re-
flects the confidence which the proprietors of
the store hold that the talking machine business
has a future that warrants this expense. Owens
& Beers feature the Victor line of machines and
records and are well known in the Brooklyn
retail field. With this beautiful new store and
equipment they are splendidly prepared to fur-
nish their clientele with a service of the highest
character.
Williams Plans Record Campaign
The G. T. Williams Co., Inc., Victor dis-
tributor, has planned a campaign with its dealers
to reduce the supply of what are sometimes
termed "slacker records." These records of
much merit are not called for any too frequently
and a plan of demonstrating or calling the cus-
tomer's attention to the titles should bring sub-
stantial returns. The dealers invariably have
shown favor to the idea.
Sheiman Business Closed Out
It is with regret that the talking machine trade
learned recently of the death of L. Sheiman,
who conducted the Grand Phonograph & Piano
Co. at 269 Grand street, which came after a
prolonged illness. Mr. Sheiman's widow con-
ducted the business for a short time during his
illness but at his death it was decided to close
it out, and in consequence the stock and fixtures
were disposed of to other dealers.
Franklin Music Shop in New Quarters
The Franklin Music Shop, conducted by
Mullen Brothers, at 719 Franklin avenue, has
just moved its business into attractive new quar-
ters at 679 Franklin avenue, where it has con-
increasing business. New booths, record racks,
etc., have been erected, which will enable this
concern to give its clientele a much better serv-
ice than heretofore. The Victor, Sonora and
Brunswick lines are handled. The Mullen broth-
ers have a reputation of being live-wire adver-
tisers and have been successful in developing a
FEATURE OF PHYSICAL CULTURE WEEK
Gathering at Town Hall, New York, Hears Ad-
dresses by Dr. Copeland and President Wheel-
an, of Health Builders, Inc., Scores Big
In New York City, National Physical Cul-
ture Week, extending from May 1 to May 8, was
ushered in by an enthusiastic meeting held in the
Town Hall. Dr. Copeland, health commissioner
of New York City, was the principal speaker
of the evening, and many other names familiar
in physical culture circles were included in tin-
list of speakers.
Appropriate to the subject of the evening,
Robert B. Wheelan, president of Health Build-
ers, Inc., 334 Fifth avenue, led those present
through the exercises included in Walter Camp's
"Daily Dozen." The Health Builders' records
consist of these twelve nationally known ex-
ercises set to music. Mr. Wheelan placed these
records on a talking machine upon the stage
and the audience went through the series like
veterans.
Dr. Copeland, by the way, was most en-
thusiastic over health possibilities through use
of the "Daily Dozen" in the home.
Talking machine dealers who retail the Health
Builders' course took advantage of the interest
manifested by the public in general in National
Physical Culture Week and specially featured
the course. Attractive window displays were
made and it is expected that this week will
talking machine business that required them to
change from their old location into larger and
more commodious quarters.
John B. d'Errico recently opened a talking
machine establishment in Rockville Centre,
N. V., to be known as the Aeolian-Vocalion
Shoppe.
NEW SONORA OUEEN ANNE
New Period Model Added to Sonora Line — Well
Received by Dealers Everywhere
The Sonora Phonograph Co. has just announced
a new Queen Anne model, which is being well
received by Sonora dealers throughout the coun-
try. This new model, which retails at $250, repre-
The New Queen Anne Sonora Model
sents a material improvement in design over the
old Queen Anne, which retailed at a higher price.
The advertising department of the Sonora Phono-
graph Co. is co-operating with the dealers in the
introduction of this new model and, judging from
all indications, it will prove to be one of the
most popular instruments in the Sonora stand-
ard period model line.
HACKETT SCORES HIT IN PARIS
Charles Hackett, the widely celebrated opera
tenor and Columbia artist who is now appearing
in opera in Paris has, according to cable des-
patches, scored the greatest success of any-
American artist for years in the French me-
tropolis. His interpretation of the Duke in
"Rigoletto" was a revelation to hundreds in the
audience who were under the impression that
America is an arid waste as far as music is con-
cerned. The audience was aroused to the highest
pitch of enthusiasm regarding the work of this
great tenor, and his success has made Americans
located in Paris feel proud of their countryman.
siderably more space to take care of its rapidly materially stimulate the sales of these records.
$3.25 Sample TUf fJTORS $3.25 Sample
With 10 inch Turntable * iX. O with 10 inch Turntable
and All Accessories 2 SPRINGS and All Accessories
We are the Exclusive Manufacturers of
THE MAGIC MOTORS
Parts for These Motors Always on Hand — Also Tone Arms — Sound Boxes—
Main Springs, Etc.
MAGIC PHONO SUPPLY CO., 261-273 Lorimer St., Brooklyn, N. Y.
Telephone Stagg 1591
82
THE TALKING MACHINE WORLD
May IS, 1922
THE GENERAL WIRELESS CORP. TO MAKE RADIO PRODUCTS
New Subsidiary of General Phonograph Corp., New York, Organized to Manufacture and Import
Wireless Products of C. Lorenz, A. G., Berlin — Elyria, O., Plant to Be Used
Otto Heineman, president of the General
Phonograph Corp., New York, manufacturer of
Heineman and Meisselbach motors, tone-arms
and sound-boxes, Okeh records and True-tone
needles, announced recently the formation of a
subsidiary company which will be known as the
General Wireless Corp. The company, which
is owned completely by the General Phonograph
a number of details incidental to expansion and
development necessitated another trip to Eu-
rope, and Mr. Heineman sailed on the "Aqui-
tania," May 2, for the purpose of visiting Berlin
and Paris, returning to New York by way of
England. He will probably be away the entire
month of Ma}r.
The C. Lorenz, A. G, has for many years been
Otto Heineman Operating the New Radio Product of the General Wireless Corp. in His Office
Corp., will manufacture and import the wireless
products of the C. Lorenz, A. G., Berlin, Ger-
many, one of the foremost concerns in Con-
tinental Europe.
Mr. Heineman, who returned recently from
a trip abroad, closed these important arrange-
identified with the wireless industry, having
manufactured receiving sets in large quantities,
and having also participated in the erection of
broadcasting stations and radio towers.
According to Mr. Heineman's plans, the mam-
moth plant at Elyria, O., owned by the General
IT Q I FYS GRAPHITE PHONO
11jiJ1jIj * J SPRING LUBRICANT
Ilsley's Lubricant makes the Motor make good
Is prepared in the proper consistency, will not run out,
dry up. or become sticky or rancid. Bemains in its
original form indefinitely.
Put up in 1, 5, 10, 25 and 50-pound cans for dealers
This lubricant is also put up in 4-ounce cans to retail at
25 cents each under the trade name of
FIIRFKA NOISELESS TALKING
^vnuun MACHINE LUBRICANT
Write for special proposition to jobbers
ILSLEY-DOUBLEDAY & CO., 229-231 Front St.. NewYork
ments during his stay in Europe. However, Phonograph Corp., will manufacture the Lorenz
radio products in quantities sufficient to meet the
vast growing requirements of the jobbers and
dealers who are handling radio products. This
plant is ideally qualified for radio manufacture,
as it is a thoroughly up-to-date factory.
The General Wireless Corp. will not only
have the benefit of the lengthy executive ex-
perience of Mr. Heineman and his associates on
the directorate of the General Phonograph Corp.,
but will also include in its personnel wireless
experts with executive and technical knowledge
of every phase of the radio field. A. G. Bean,
vice-president of the General Phonograph Corp.,
and in charge of the factories at Elyria, is
keenly enthusiastic regarding the unlimited pos-
sibilities for the General Wireless Corp.
The plant at Elyria is not a new-comer in
the radio field, as it has produced large quan-
tities of radio receiving sets for the American
Government. This factory was known as the
Dean Electric Co. a number of years ago, and
was a pioneer producer of telephone appliances.
The International Insulating Corp., of Spring-
field, Mass., another subsidiary of the General
Phonograph Corp., has been manufacturing parts
and accessories for wireless apparatus for some
time past, and it will also be an important factor
in the plans of the General Wireless Corp.
It is interesting to note that in the accom-
panying photograph, showing one of the Lorenz
radio receiving sets, the headpiece used by Mr.
Heineman was manufactured in the plant of the
General Phonograph Corp., at Elyria, O.
Showing Reproducer of Jewel Needle Equipment Turned
Up to Change Needle; Also Position When Not in Use
Showing Reproducer of Jewel Needle Equipment in
Position for Playing Vertical Cut Records on Edison
Phonograph
Plays all types of records. Operates the same as
the "EDISON" with the LEVER.
No adjustments necessary when changing from
lateral to vertical cut records. Stop prevents
swinging to the right.
Needle scratch almost entirely removed.
Turning back of Reproducer permits of easy
access to needle socket and saves records from
unnecessary scratching.
Is the ONLY equipment that plays vertical cut
records in the proper 'EDISON" position with
the Reproducer turned FACE DOWN to the
record, giving it a floating action.
neEOLE EQUIPMENT
For The New Edison
NOT
Just Another Equipment
BUT
a distinct improvement in
Tone Reproduction as well as
in Mechanical Construction
and Finish.
Send for descriptive circular
which contains "HINTS RE-
GARDING THE CARE OF A
PHONOGRAPH."
If your jobber does not handle,
write us.
Price the same. Liberal dis-
count to dealers.
GUARANTEED IN EVERY
WAY.
MONEY BACK IF NOT
SATISFIED.
We handle highest grade
Jewel Point Needles.
Sho wing Reproducer of Jewel Needle Equipment in
Position for Playing Lateral Cut Records on Edison
Phonograph
Showing Back View of Jewel Needle Equipment in Posi-
tion for Playing Lateral Cut Records on Edison Phonograph
Needle CENTERS on all records.
Straight air-tight construction and absence of
movable joints insure perfect reproduction and
great volume.
Pivoted ball-joint insures perfect reproduction and
freedom of movement both vertically and hori-
zontally.
Weight is the lightest that can produce perfect
results, thus saving the record, and permitting a
freedom and sweetness of tone considered impos-
sible.
Indestructible NGM-Y-KA diaphragms do not
blast, crack, split or warp, and are the greatest
development in phonographic sound reproduction
in years.
JEWEL PHONOPARTS COMPANY 154 W. Whiting St., Chicago
The Talking Machine World, New York, May 15, 1922
Vincent Lopez,
a in
Hotel Pennsylvania Orchestra
As an interpreter of
dance music this or-
chestra has no superior
This Famous Orchestra Makes Recordings Exclusively For
Records
4579
10-in.
75c
The Records of Quality
First Lopez Orchestra Recordings
ROSY POSY— Fox Trot.
NOLA— Fox Trot
4591
10-in.
75c
KISS ME BY WIRELESS-
Fox Trot.
TEASIN'— Fox Trot.
GENERAL PHONOGRAPH CORPORATION
Otto Heineman, President
25 West 45th Street ... - NEW YORK CITY, N. Y.
May 15. 1922
THE TALKING MACHINE WORLD
83
ANOTHER PLANT FOR SPRAYTONE WIRELESS TELEPHONE SITUATION
Additional Factory Quarters Secured by Spray-
tone Co. in Ridgewood, N. J.
R. B. Linden, head of the Spraytone Phono-
graph Co., Inc., manufacturer of the Spraytone
portable and other model talking machines, an-
nounces that in addition to its factory in Ridge-
wood, X. J., it has acquired a smaller plant at
32 Union avenue, that city. These latter quar-
ters will be used to manufacture small parts and
machinery for this purpose is now being installed.
The growth of this company has been so rapid
that more spate was needed to fill demands.
GODOWSKY IN FINAL CONCERT
Appears at Carnegie Hall, New York, on May 3
Before Sailing for South America
Leopold Godowsky, the well-known pianist
and Brunswick record artist, made his only New
York appearance this season and his final ap-
pearance in this city for several years at Car-
negie Hall, on Wednesday evening, May 3, when
he gave a piano recital with the co-operation of
Guy Maier and Lee Pattison, the feature of the
program being Godowsky's paraphrase on
Weber's "Invitation to the Dance" for three
pianos.
Mr. Godowsky will sail for South America on
May 20, where he will give a series of concerts
during the Summer, and next year will make a
tour of the Far East. He has just completed a
coast-to-coast tour in the course of which he
gave eighty concerts.
VAN VEEN & CO. CONCENTRATES
Office Now Located at Manufacturing Head-
quarters, 413-417 East 109th Street
The executive offices of Van Veen & Co., Inc.,
manufacturers of Van Veen equipment for talk-
ing machine warerooms, were moved on May 1
to 413-417 East 109th street, where the Van Veen
factory is located. Arthur L. Van Veen, presi-
dent of the company, in commenting on this
move to a representative of The World, claimed
that it would materially aid in the service ren-
dered to customers. With offices, factory and
warerooms under one roof a great amount of
time will be saved and increased efficiency made
possible. The new offices have been fitted up
very attractively and possession was taken over
the week-end, thus eliminating any possible
hindrance in the carrying on of the business.
Van Veen & Co., Inc., report rapidly improv-
ing conditions among dealers and Mr. Van Veen
states that the general trend shows a desire for
a better class of equipment.
Mr. Van Veen continued: "Dealers realize that
from now on their methods of merchandising
must be fully on a par with the merchandise
they are selling and are making every effort to
bring their business places to the same high level.
The Van Veen organization has been working
strenuously to show dealers the difference be-
tween a standardized high-grade equipment in-
stallation and the ordinary nail and hammer prod-
uct which a great many of them have been satis-
fied with from local carpenters."
Mr. Van Veen reports that a number of im-
portant installations have been recently com-
pleted and that many others are being planned.
BROWN HAS THE COLUMBIA LINE
Loveland, O., May 8.— Jacob Brown has
opened a Grafonola department in his store in
this city and intends to push the Columbia prod-
ucts in a very vigorous way. Mr. Brown is an
old Columbia man, in a measure, having come
into the Southwest Ohio district with Mr. Fred,
a Columbia dealer in Lebanon, O. He has
built up a large and successful business, having
had his store in Loveland for thirty years, and
twenty-two years in the same location. Mr.
Brown has a brother who is one of the largest
Columbia dealers in Atlanta, Ga.
Ralph L. Freeman, Director of Distribution of
Victor Talking Machine Co., Offers Interesting
Comment in Letter to E. F. Droop & Sons Co.
In answer to an inquiry made of the Victor
Talking Machine Co. by E. F. Droop & Sons
Co., Victor wholesalers in Washington, D. C,
regarding the possible effects of the wireless
telephone developments on the trade, Ralph L.
Freeman, Director of Distribution of the Victor
Co., offered the following reply, which is of gen-
eral interest to talking machine men. Mr. Free-
man said:
"During the recent months in which there has
been so much publicity and apparent interest in
wireless telephony we have been paying close
attention to the development of that art to de-
termine what, if any, relationship it bore to our
own industry but we are not involved in any
way which would justify the use of our name in
connection with any wireless telephone appa-
ratus, as we understand is being done. So far
our conclusions are that the wireless telephone
makes a strong appeal to the imagination of
people when they first come into contact with
it; that it probably has a good prospect for the
future through the development of its utility in
transmitting reports, etc., but that it will not
prove of lasting interest as a home amusement
proposition. To claim a permanent place in the
market as a home amusement product that
product must give results of a very high quality
and the fact that to-day the telephone with its
direct wire transmission is still very imperfect
leads us to believe that the development of the
wireless telephone to the point where the very
annoying features of imperfect transmission are
eliminated is probably still a long way off.
"We are in touch with the people who we be-
lieve are most likely to progress most rapidly
in the development of the wireless telephone
and it will be our aim not to overlook any op-
portunity to make any arrangement that might
benefit the Victor trade, but, as indicated above,
the situation to-day is so uncertain that we are
interested only as an observer."
^Ilimilliimimmi laJhlhEitl1lllllTlllLtlTtlTITtJ[ITITLl[ll:it]ttlLjtl1lllEreiEl[:Tiltlli:iLt]l[lll1Cl[l[|tli;itlllllllll[l|l[IIIl||[lll}lli[tllltIllll]ll[|[Ell]t:iillLbIlllLILMIItlLllEl llllitllblEllEtMlt::j;(-. Ei:lh:t:i[|[|jtIt[iliijL:ilJ[lklTEIlirEIIl!]riIEl[!IEi:i[ITIIIliIII^ILIll]il[lflf3lL![ITM[|TCIIIIl[ I TM^
"Be Sure Your Walnut is REAL Walnut."
For Period Designs m Talking Mack mes
The Ideal Wood Is
f American
"The Cabinet-wood Superlative."
There are several reasons for this fact.
First, the natural beauty of the wood. A beauty of color and figure which
is born in the wood itself and is not a matter of finish. From the standpoint
of sound reproduction, the vital thing in a talking machine is its ability to
reproduce natural tones. It is most fitting, then, that the cabinet should have
a natural beauty.
Second, when a cabinet is made of real Walnut you know it is not going to
fall apart at the joints, or split or warp or crack. The cabinet is going to
be just as good after a generation of use as it is when first made.
There are a number of other reasons which you will find explained in our
"Walnut Book." Ask for a copy.
American Walnut Manufacturers'
Room 1022, 616 South Michigan Boulevard
Association
Chicago, U. S. A.
^llillMlll[lll!llllll!;illMii:iliiitnMllilli;lllllltl[lllllllllllll!llillltini:ii!itii!iiiitiMii![iiiiiiii!:iiiiit]|!iMi]|Mii l!i!!!:::l!l!ilt!llll]IMl!lillli:it!li:i!illi!i;::ill;::!!:i: i::f:;:ii::!lillllll!lliniMlllutillllll!llllMMIlllllll!lllllltll!lll[llll!l!llll!ltlMiMtlltllllllMll[][!llllllH[milc
84
THE TALKING MACHINE WORLD
May 15, 1922
M I LW A U K E E
„...,.,,
Business Improves Steadily — Believe Radio Helps Trade — Chris-
topherson With. Yahr &f Lange — New Vocalion Dealers — The News
Milwaukee, Wis., May 12. — Business is getting
better all the time, say Milwaukee talking ma-
chine men, from manufacturers and wholesalers
to the smallest retailers. The distinct impression
prevails that conditions are more encouraging
now than they have been in about eighteen
months, barring, perhaps, the last holiday sea-
son, which, as usual, was a bright spot. There
was a natural decline in sales after the open-
ing of the new year, but by the time Easter
rolled around the volume was again more satis-
factory, while since then trade has been well
sustained and prospects are for an active Summer.
Benefiting Rather Than Harming Trade
The radio-telephonic craze, which at first was
regarded with apprehension by some who feared
that it might make the home radio outfit sup-
plant the talking machine, or result in selling such
outfits to people who might otherwise buy a
phonograph, seems to have benefited the music
trade rather than harmed it. It is true that deal-
ers in radio-telephone apparatus and supplies are
doing an enormous business, bat the new "sport"
is believed to be creating more "music fans"
than probably any other factor in recent years.
Experts predict that if the present sharp in-
crease in broadcasting stations is permitted to
continue unregulated by governmental agencies
the air will soon be so filled with music and
conversation that the amateur will give up in dis-
gust trying to catch more than a jumble of
sound. At any rate, there seems to be no rea-
son why the talking machine trade, or the music
trade in general, should fear any ill effects from
the competition of the radiophone.
Business Makes Surprising Gains
Victor business in Wisconsin has made surpris-
ing gains in the past few weeks, according to
Harry A. Goldsmith, secretary of the Badger
Talking Machine Co. The month of May so far
has' shown an accentuation of the improvement in
the call for instruments, as well as records and
supplies, from the Victor field organization in this
territory, which has been noticeable for several
months past. "We are elated over the turn busi-
ness has taken and we look for a very fine busi-
ness for the remaining months of the year, with
prospects for the next holiday season the best
we have experienced in a number of years," said
Mr. Goldsmith. "The general business situa-
tion is rapidly clarifying and unemployment is
being cut down faster than most of us believed
it would be. The workman's pockets once more
have the essentials for a tinkle and jingle that
makes glad the heart of the retailer."
Brunswick Makes Big Strides
One of the surprises of the day and age which
is being sustained at fever heat is the remark-
able sale of Brunswick records. The instrument,
too, is in excellent demand, and Thomas I. Kidd,
manager of the local branch of the Brunswick-
Balke-Collender Co., is in a decidedly cheerful
mood over past achievements, as well as the
glowing outlook. In the comparatively short
space of about two years the Brunswick record
has taken rank with the "best sellers" and sales
at this time are by far the largest in the history
of the house.
Christopherson With Yahr & Lange Co.
The Yahr & Lange Drug Co., wholesale dis-
tributor of the Sonora and the Okeh records in
Wisconsin and upper Michigan, has secured the
services of S. R. Christopherson as sales man-
ager of the musical merchandise division. Fred
E. Yahr, president and general manager, will
continue to exercise personal supervision over
the department, which, by special effort, has
been made one of the most powerful influences
in the music jobbing business in this part of the
country.
Mr. Christopherson comes to Milwaukee from
Davenport, la., where he was manager of the
Tri-City Piano Co., which features the Sonora.
Previously he was with C. J. Van Houten &
Zoon, at Chicago. All in all, he has devoted
about eight years to the promotion of the Sonora
and he established such a following that the Mil-
waukee house of Yahr & Lange was able to
secure his services only in strenuous competition
with other large interests. He knows the talk-
ing machine business from every angle and is
especially qualified to handle the retail trade
from the jobbers' standpoint.
Placed Vocalion Line on the Map
Harry M. Hahn, jobber of the Aeolian-Vocal-
ion, the Vocalion record and general talking ma-
chine supplies and accessories, has succeeded in
placing the Vocalion line "on the map" in Wis-
consin to an extent never before reached, although
he has been working on this promotion not
much more than three months.
Boosts New Edison and Records
The Phonograph Co. of Wisconsin reports con-
tinued good -success in "boosting" the New Edi-
son and Edison records in the Wisconsin terri-
tory. The demand is steadily growing.
Getting Share of Export Business
The principal Milwaukee factories, such as the
Milwaukee Talking Machine Mfg. Co., the Gen-
eral Mfg. Corp., the Singer Talking Machine
Co. and several others of note are steadily in-
creasing their capacity to meet the demands of
jobbers and dealers in all parts of the country
and also are getting a good share of export
business.
Milwaukeeans 'Fessed Up
The historical column in the daily issue of
the Milwaukee Sentinel, on April 25, under the
heading, "Fifty Years Ago To-day," said: "Prof.
Faber yesterday afternoon exhibited at the St.
Charles Hotel a wonderful piece of mechanism,
which is called a talking machine. It enunciated
Qua l it i
one
A Small Phonograph Which Will Last
Retail Price $15.00
Fully guaranteed
A Success With Dealers Everywhere
—It has proven its worth
Neat, compact and sturdy, with all the features
of the high priced instrument.
A real motor — silent and durable.
In perfect balance — tested by experts to the
thousandth part of an inch.
Equipped with automatic speed regulator —
start and stop device, genuine mica sound box.
Attractive Proposition for Dealers — Write us today
QUALITIEPHONE SALES CORP. "^y^iSST
May 15, 1922
THE TALKING MACHINE WORLD
85
Welcome to our city ! Here's Ted Lewis and His Band
with two new, breezy fox-trots. "Every Day," intro-
ducing "Oh Gee, Oh Gosh" from For Goodness Sake.
The coupling is "Rosy Posy," from The Blushing
Bride. A-3590.
Columbia Graphophone Co
NEW YORK
letters and words distinctly and spoke different
languages." The files of the newspaper give very
little further details, but local talking machine
men have interested themselves in the matter
and are trying to get more information, for they
believe this is testimony that Milwaukee is one
of the real pioneers in the development of the
tremendous industry and might possibly lay claim
to being the real originator of this business.
Bradford Co.'s Golden Jubilee
The J. B. Bradford Piano Co., which features
the Victor and the Aeolian- Vocalion in its main
store, at 411 Broadway, and the Sonora in the
South Side branch, at 596 Mitchell street, ob-
served its golden jubilee during the latter part of
April. The business was founded in April, 1872,
by the late James B. Bradford. It is now owned
by Hugh W.' Randall, who entered Mr. Brad-
ford's employ in 1899 as an office assistant. One
entire week was devoted to the celebration of this
notable anniversary, which few retail music stores
in this country have ever had the privilege of
experiencing. At the main store the Victor and
Aeolian department is handled by Miss Ruby
Knox and Jewel Montgomery, while Miss Viola
Speckin is in charge of the Sonora department
in the South Side store.
New Vocalion Dealers
The Milwaukee Piano Mfg. Co., of which
Elmer Netzow is manager, has secured a Vocal-
ion franchise and since May 1 is carrying a
complete line of instruments and records.
Another new Vocalion dealership established
in the Wisconsin territory by Harry M. Hahn,
jobber, is that of E. F. Waldhier, retail jeweler
at Juneau, Wis.
The Record Service Shop has recently added
the Aeolian-Vocalion to its line and reports a
splendid reception on the part of its clientele.
New Stores and Changes
The Meyer-Seeger Music Co., 840 College ave-
nue, Appleton, Wis., New Edison dealer, on May
1 moved into its new building, recently purchased
and entirely remodeled. This will serve largely
as a talking machine department, although the
piano division also will profit from the enlarge-
ment of space and facilities.
The Hayden-Gummer Music Co., 16 Waugoo
street, Oshkosh, Wis., has completed extensive
WONDER OF THE WORLD
REPEATING PHONOGRAPH
KEEP YOUR SEAT, IT
PLAYS, REPEATS and
STOPS. Merely set the Dial,
it needs no further attention.
The great convenience and su-
perior tone qualities make this
instrument the most desirable
ever offered to the trade.
Lower prices than ever, liberal
trade discounts, special prices
irty days.
for th
BROOKS MFG. CO.
Saginaw Mich.
improvements in its store, which give it better
facilities for handling the increasing business of
its Brunswick department.
Irving Zuelke, operating two stores at Apple-
ton and Neenah, Wis., is rebuilding both estab-
lishments to gain much-needed room. Mr. Zuelke
handles the Vocalion, Victor and Brunswick, as
well as the Steinway and other Duo-Art repro-
ducing pianos. The changes now being made will
affect the record departments especially, these
having enjoyed a remarkable growth in the past
year or two.
A new music store which will handle several
lines of talking machines and records is being
established at Manitowoc, Wis., by the Meyer &
Glaeser Music Co. Mr. Glaeser formerly was
connected with the Record Service Shop, 728
North Eighth street, Sheboygan and Manitowoc,
in the latter branch.
A concern known as the International Phono-
graph Shop recently opened for business at 147
Sixth street. Milwaukee, and used large news-
paper display space to announce its entrance
into this field.
Honor for Frederick Carberry
Frederick Carberry, head of the Milwaukee
Association of Music Industries and featuring
the Brunswick in addition to the Chickering and
Ampico, has been elected a member of the board
of directors of the Rotary Club of Milwaukee,
of which he has been a member since its in-
ception. Mr. Carberry is being boomed by the
District Club for the position of community sing
leader of the international Rotary organization,
a position which he holds in the District Club,
which held its annual meeting recently at Duluth,
Minn.
Badger Co. Pleased With Outlook
Since James A. Sandee, vice-president of the
Badger Victrola Shop, took charge of the
Badger Music Shop at 109 South Main street,
Fond du Lac, Wis., on April 1, the business of
the house has been almost doubled over the
corresponding period in 1921. The Milwaukee
company owns the Fond du Lac house. Leslie
C. Parker, president of the two concerns and
active manager at Milwaukee, is enthusiastic
over the revival of business and looks for a
record-breaking year. Besides the Victor line,
the Milwaukee store has recently installed a
piano department. The Fond du Lac store has
carried pianos since it was opened.
A ninety-nine-year lease has been secured by
the Badger Talking Machine Co., for the build-
ing at 191-193 Fourth street, now occupied by
the Wisconsin Tire & Rubber Co., and they will
move in May or the first part of June.
Now Sole Owner of Business
Leo Zimmerman, junior member of Page &
Zimmerman, jewelers and music dealers at
Ladysmith, Wis., is now sole owner of the
business. George P. Luell, son of Mayor George
Luell, continues as manager of the talking ma-
chine, piano and music merchandise department.
Opens Radio Department
The Kesselman-O'Driscoll Co., representing
the Edison and Victor, has opened a radio
department under the direction of M. A. Ard-
more, a radio electrician and broadcasting direc-
tor of fifteen years' experience. A grand con-
cert radiophone, standing six feet high and being
four feet wide, has been installed. This also is
being loaned from time to time for special
events outside of the store.
Demonstration of the Wallace Record
The Wallace "reducing" record was intro-
duced in Milwaukee during the past month and
many of the leading music stores have been
making special campaigns to popularize the
line with eminent success. Live model demon-
strations have been the rule in some of the
larger downtown stores and "Get Thin to Music"
is now a byword in Milwaukee homes.
AMERICAN MUSIFER CO. CHARTERED
The American Musifer Co. has been granted a
charter of incorporation under the laws of Dela-
ware for the manufacture of talking machines,
with a capital of $3,000,000. Chas. J. Kleber, of
New York, is the incorporator.
H. N. McMenimen
Consulting Engineer
Consultation by appointment on
every phase of the phonograph in-
dustry, including :
Recording, Plating and
Pressing
Motor, Tone-Arm and
Reproducer Design
Patent and Model
Development
Sales Promotion and
Advertising Plans
Laboratory:
Scotch Plains, N. J.
Tel. Fanwood 1438
Offices:
2 Rector Street, New York
Tel. Rector 1484
86
THE TALKING MACHINE WORLD
May 15, 1922
VOCALION
Phonographs
New Vocalion Period Model
The lightness and graceful lines of this
Jacobean Period Vocalion particularly
recommend it. Note the Maltese Cross
effect which the designer has used, lending
itself admirably to the shading necessary
to the finish of this period. In shaded
walnut finish only.
JOHN CHARLES
THOMAS
The Greatest Favorite on the
Musical Comedy Stage Makes
Vocalion Red Records
Exclusively
Playable on All Phonographs
John Charles Thomas has a following
that extends from Coast to Coast.
Demand for his records runs high.
ANOTHER NEW PERIOD MODEL
A splendid example of the furniture
of our forefathers, in brown mahog-
any finish. This case is typical of
Early American Craftsmen's best
work. While especially suited to
a Colonial living room, it is suf-
ficiently conservative in outline to
blend with almost any furniture.
oAll 'Vocalion Period models equipped with the
wonderful Qraduola tone-control
May 15, 1922
THE TALKING MACHINE WORLD
87
VOCALION
^Red %ecords
The
Vocalion Line
means Business
for you, both as
to quantity and
quality
THE DISTRIBUTORS OF THE VOCALION
MUSICAL PRODUCTS DIS. CO.
37 E. 18th St., New York City
THE VOCALION CO., 190 Boylston St., Boston, Mass.
WOODS1DE VOCALION CO.
154 High St., Portland, Me.
LINCOLN BUSINESS BUREAU
1011 Race St., Philadelphia, Pa.
GIBSON SNOW CO.
306 West Willow St., Syracuse, N. Y.
Vocalion Record Distributors
CLARK MUSICAL SALES CO.
324 N. Howard St., Baltimore, Md.
SONORA DISTR. CO.
505 Liberty Ave.. Pittsburgh, Pa.
PENN- VOCALION CO., 16 W. King St., Lancaster, Pa.
O. J. DEMOLL & CO.
12th & G. Sts., Washington, D. C.
VOCALION CO. of OHIO
328 W. Superior St., Cleveland, Ohio
VOCALION CO. of OHIO
420 W. 4th St., Cincinnati, Ohio
LIND <&. MARKS CO., 530 Bates St., Detroit, Mich.
THE AEOLIAN COMPANY
529 S. Wabash Ave., Chicago, 111.
LOUISVILLE MUSIC CO.
529 S. 4th St., Louisville, Ky.
HESSIG ELLIS DRUG CO. Memphis, Tenn.
V ocalion Record Distributors
THE AEOLIAN CO., 1004 Olive St., St. Louis, Mo.
GUEST PIANO CO. Burlington, Iowa
D. H. I IOLMES CO. New Orleans, La.
STONE PIANO CO. Fargo, N. D.
STONE PIANO CO.
826 Nicollet Ave., Minneapolis, Minn.
CONSOLIDATED MUSIC CO.
Salt Lake City, Utah
COMMERCIAL ASSOCIATES
754 N. Spring St., Los Angeles, Cal.
THE MAGNAVOX CO.
616 Mission St., San Francisco, Cal.
Vocation Record Distributors
Complete Information on the VOCALION Line Furnished Upon Request
^^Ttt^
The AEOLIAN COMPANY
NEW YORK
CHICAGO
ST. LOUIS
BOSTON
88
THE TALKING MACHINE WORLD
May 15, 1922
A NEW DANCE CRAZE
STUMBLING
A FOXTROT ODDITY
You can't, &o wron& n
With any FEISTsong,
HEAR IT NOW
>
5 —
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5s=
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5tum-blin$all a-round,Slum-blin^ all a-round,Stum-blin$aU a-roundso furi-ny, 5tum-blin^hei-eaiidtherc.Shitiiblirigev-i-y-wtiereAridImustde flai-e,-
RADIO BUYERS' SYNDICATE FORMED
Will Act as New York Representative for
Dealers in Purchasing All Kinds of Radio
Supplies for the General Trade
One of the newest developments in the com-
mercial end of the radio field is to be found in
the formation of the Radio Buyers' Syndicate,
New York City, with headquarters at 145 West
Forty-fifth street. This is backed by two well-
known men in the talking machine field and the
services of the Syndicate are planned to a great
extent for talking machine dealers. The purpose
will be to act as New York representative for
dealers everywhere, in the purchasing of radio
sets, equipment and supplies, making group
purchases at quantity rates, thus making the
same low price available to the individual dealer.
One of the officials of the company, in describing
the plan, spoke as follows: "The plan is the
same as the National Department Store Asso-
ciation has adopted and is what makes possible
the five and ten-cent stores and the chain drug,
cigar and furniture stores. We have formed
a central buying station whereby orders from
Main-Springs
For any Phonograph Motor
Best Tempered Steel
% inch x 10 feet for all small motors..... $
3/16 "
% "
x 10
x 10
x 11
x 13
I 15
x 18
x 12
x 10
X 13
X 16
x 1*
X 25
Pathe, Columbia, Heineman.
Columbia
Columbia with hooks
Victor, old style
Victor, new style
Victor, new or old style
Helneman and Pathe
Saal, Silvertone, Krasberg
Saal, SUvertone. Brunswick
Sonora, Brunswick, Saal
Heineman and Pathe . . .
Edison Disc 1.50
SAPPHIRES— GENUINE
Pathe. very loud tone, each 15c, 100 lota $11.00.
Edison Loud-tone, each 15c; in 100 lots. $11.50.
TONE-ARMS
The very best, loud and clear, throw-back $4.50
With large reproducer, very loud. Universal 4.00
With smaller reproducer, but loud and clear 2.50
PHONOGRAPH NEEDLES
We can give you best price on Brilllantone. Magnedo, Wall-
Kane, Tonofone. Nupolnt, Gilt Edge, Incas and Velvetone
Needles.
ORDER RIGHT FROM THIS AD
Send for price list of other repair parts and motors.
Terms — F. O. B. St. Louis. Mo. Send enough to rover
postage or goods will be shipped by express.
The Val's Accessory House
1000-1002 Pine St. St. Louis, Mo.
Ihe members of the Syndicate are sent and
placed direct with the manufacturer, thus se-
curing for each member of the Syndicate the
manufacturer's best prices, which means a sav-
ing of from 10 to 25 per cent in buying and
which makes the difference in profit and loss to
the radio dealers. At present the talking ma-
chine dealer's overhead is so high and the dis-
count allowed by the radio manufacturer is so
short that profits are problematical. We be-
lieve that anything pertaining to music or a col-
lection of sound waves is distinctly the talking
machine dealer's business. Of course, at the
present time the average talking machine dealer
is not thoroughly versed in radio and, therefore,
we. have in our organization radio experts who
will devote their trained knowledge to the buy-
ing of supplies."
The Radio Buyers' Syndicate has opened a
suite of offices with stenographers, messengers,
telephones, and has established connections with
a number of the prominent radio manufacturers.
For individual representation the maintenance of
this New York service would be, naturally, ex-
pensive, but through the syndication of a number
of purchases the individual cost has become
small. The membership price at the present
time for the first six months has been placed
at $12.50 and it is expected that the increasing
number of clients at the end of that period will
allow a still further reduction. It is announced
that the profits of the Radio Buyers' Syndicate
are not derived from the purchaser but from the
manufacturer, who pays for the business secured
in the same manner that he would pay a travel-
ing salesman.
SELF=OPERATING MACHINE ATTRACTS
Five Days' Demonstration of New Phonograph
Proves Claims of Inventor
There was recently held a five days' demon-
stration of a non-winding, self-operating phono-
graph at the offices of the U. S. E. Corp., 7 West
Sixty-first street, New York City. Many inter-
ested talking machine men and not a few engi-
neers attended the exhibit and the successful
operation brought forth much favorable com-
ment. The machine, which automatically starts,
stops and repeats, is the invention of James T.
Sibley and the demonstration was for the pur-
pose of showing that this unique product
operated by dry batteries will run over a year
without renewing the power.
The endurance test, which was most success-
ful, leaves no doubt but that the machine in the
home will give the service claimed for it. It is
fool-proof, plays all makes of records with un-
varying tone and practically all the operations
are automatic.
It is understood that the product is to be
marketed by the Eclipse Phonograph Corp..
which is now arranging for manufacturing
quarters.
The best time to tackle hard jobs is in the
morning when you feel fresh. How many talk-
ing machine men are "on the job?"
TRADE IN DENVER RATHER SPOTTY
Dealers Planning Radio Departments — Denver
Music Co. Adds Sonora Line — Offers Kurtz-
mann Piano as Contest Prize — Trade News
Denver, Colo., May 6. — The talking machine
business here during the past month has been
rather spotty, but the consensus of opinion among
dealers is that a slight gain in sales volume has
taken place. An outstanding feature of the busi-
ness is the number of dealers who have added, or
are preparing to add, radio departments. As a
rule, merchants are optimistic and are working
hard to overcome a natural reluctance to buy
on the part of the public owing to unsettled in-
dustrial conditions.
The Denver Music Co. announces that it has
taken on the representation of the Sonora phono-
graph, which it will push in addition to the Vic-
tor, Brunswick and Columbia lines. The re-
cently remodeled quarters of this concern make
it one of the most attractive places in the city.
A piano-playing contest for persons under
twenty years of age, the winner to receive a new
Kurtzmann piano, will be staged by Chas. E.
Wells Co. during Music Week. Contestants
must reside in either Colorado, Wyoming or
New Mexico. A second prize of $500 to be ap-
plied on a Kurtzmann piano will also be awarded.
The Starr line of phonographs and Gennett
records have been taken on by the Milton L.
Leve Music Co. This concern has also opened
a piano department in which Starr pianos are
featured.
The Martin Bechtold Music Co. is planning to
open a radio department. Announcement has
been made that a full line of radio outfits and
supplies will be stocked.
The Universal Phonograph Co., manufacturer
of the Electrella phonograph, is planning to close
out the retail end of its business in order that
every effort may be concentrated on the manu-
facture of the Electrella. A local firm which
is successfully exploiting this instrument is the
Mae E. Gerarden Music Co.
The Pattison Music Co. recently staged a re ■
moval sale in order to facilitate moving into its
new quarters on Glenarm street.
The Knight-Campbell Music Co., Victor deal-
er, is making a strong sales drive on both ma-
chines and records. Intensive sales work is ac-
complishing good results for this widely known
and enterprising house.
STARR REC0RDS_0F K. OF C. BAND
The Starr Co. of Canada, Ltd., London, Ont.,
Canadian distributor of Starr-Gennett records,
is making a sales drive among the Knights of
Columbus organizations in Canada on records
made by the Knights of Columbus Band, of New
York City, which recently became an exclusive
Starr-Gennett recording organization.
The E. L. Lennox Piano Co. has moved into
its new quarters at 221 N. Pennsylvania avenue,
Indianapolis. This move was necessitated by the
rapid but solid expansion of the business.
May 15, 1922
THE TALKING MACHINE WORLD
89
There is some choice territory
left for dealers and jobbers to
handle the Lyradion Radio line
These complete models were the hit
of the Pittsburgh and Detroit Radio Shows
THE LYRADION CABINETS
Models A, B and C
These radio receiving cabinets are equipped with the famous
Seabrook "loud speaker" horn and amplifyer. They can be fur-
nished completely wired to house a Westinghouse 2 stage R.C.
set or with Lyradion non-regenerative set. Closed compartments
for all batteries and wires. Connects to two base plugs same as
electric phonograph. These instruments combine beauty with
reproducing and amplifying powers which enable a roomful of
people to "listen-in" at once. Ready now.
THE LYRADION CONSOLE
Combination Radio and Phonograph
An attractive model having com-
partments for completely housing
a receiving set. All batteries and
wires out of sight. Wired for West-
inghouse "set" or furnished com-
plete with Lyradion non-regenera-
tive set. This instrument provides
dual entertainment features— radio
when it is being broadcasted —
phonographic music at any time.
Equipped with Seabrook horn and
amplifyer. Ready for delivery in
thirty days.
All models include
Seabrook loud speaker
horn and amplifyer
THE LYRADION ART MODEL
Italian Rennaissance
A beautiful cabinet, hand carved, polychrome finish for large
homes and clubs. Will 'successfully reproduce radio music in
sufficient volume for dancing. All batteries, wires, etc., fully
enclosed and out of sight. Wired for Westinghouse "set" or
with Lyradion non- regenerative set. This is a combination radio
and phonograph and affords a continuous source of entertain-
ment. It is ready for delivery in limited lots now.
Lyradion Sales & Engineering Co,
which is plant No. 5 of Dodge Manufacturing Company
MISHAWAKA, INDIANA KENYON W. MIX, Director
90
THE TALKING MACHINE WORLD
May 15, 1922
SAN FRANCISCO
jjjj: = ti- '^ihi f =iiH»n:iI^Hi£=i£l;ifiIIIiiiI!: E ■ ' nililHIildlnninniinniMu^.ii.i^ii.^uiniiiiii^i
Trade Interest in Radio Growing — Brunswick Line Placed in Em-
porium— Fresno Dealers Meet — Prepare for Shriners — The News
San Francisco, Cal., May 6. — -The talking ma-
chine trade of California is showing" more inter-
est than ever in radio projects and many firms
are featuring radio concerts in connection with
their regular business. It is pretty well agreed
that the public interest in radio equipment means
a stimulated demand for musical merchandise of
all classes, though a few hold the opinion that
the talking machine business will be but tem-
porarily benefited and that the "radio" is mere-
ly a passing fad. Certainly sending music by
radio must be greatly improved before it can
successfully compare with the excellence of the
talking machine in reproducing music.
April business is fair with most houses, though
usually April is a busy month. General condi-
tions in all lines of trade are not brisk, however,
and the talking machine situation is not excep-
tional. The radio business is rushing.
Sonora Business Improving
. -The Sonora merchants report increased busi-
ness since the second price reduction, which
went into effect April 1, and the month has
averaged well in sales volume. Morely Somers,
manager of the San Francisco Phonograph Shop,
is at present on the sick list, being confined in
the Merritt Hospital of Oakland.
Emporium Adds Brunswick Line
Charles Mauzy, manager of the talking ma-
chine department of the Emporium, is gratified
with the opening business on Brunswick ma-
chines and records, which have just been taken
on in addition to the Victor line. The depart-
ment gives two radio concerts daily. Mr.
Mauzy is also manager of the radio department
of the Emporium, and he is confident that the
two departments are mutually beneficial.
Music Men Prepare for Shriners
Byron Mauzy is chairman of the Indiana com-
mittee for the big Shriner conclave, which will
be held in San Francisco shortly, and Clark Wise
is another local Shriner who is an active com-
mitteeman. The San Francisco music trade has
a goodly number of Shriners among its mem-
bers, and it is assured that visiting delegates in
the music trades will be well taken care of. Sher-
man, Clay & Co. will turn over their entire top
floor to the visiting musicians of Islam. The
floor will Be a club and rest room for the dele-
gates, a place where they can congregate at odd
moments and enjoy social intercourse with those
of their own profession.
G. Q. Chase Returning Home
George Q. Chase, president of Kohler & Chase,
who has been East since the middle of March,
is on the way home. He left the East with Leon
\l. Lang, the new manager of the retail piano de-
partment, who has arrived here already. The
company gave a dinner at the Indian Grill of
the "State" cafe in San Francisco last week in
honor of Leon M. Lang, the new manager of
the piano department, and the affair was at-
tended by all the sales force. The talking ma-
chine department in San Francisco is being re-
modeled somewhat, both in the display and rec-
ord departments, in order to provide better facil-
ities for handling the growing business.
Will Handle Radio Phonograph
J. M. Abrams, manager of the wholesale and
retail talking machine departments, expects to
have for sale within two weeks the new Burn-
ham Supertone Radio phonograph, which com-
bines the standard phonograph with a complete
unit of a radio receiving station. The receiver
will have a radius power of about five hundred
miles and the instruments will sell from $300
up. Mr. Abrams says the call for such a machine
is insistent and that the firm expects to make a
wide distribution of the innovation, not only
in the city, but in the country districts as well.
L. S. Giles a Visitor
L. S. Giles, the field sales representative of the
General Phonograph Corp., of New York, was
a visitor in San Francisco this month. He has
been calling on the trade in the Northwest and
from San Francisco left for Southern California.
The Sophie Tucker selections of the Okeh
records promise to have a big sale on the Coast.
News Brieflets
Andrew McCarthy, manager of the wholesale
Victor department of Sherman, Clay & Co., has
gone on a visit to the factories in the East.
Frank Anrys, general manager of the Wiley
B. Allen Co., is taking an automobile trip through
Southern California. The San Francisco store
of the Wiley B. Allen Co. is undergoing a gen-
eral Spring housecleaning.
All the employes of the Wiley B. Allen Co.
will gather for a picnic and general "jinks" near
San Francisco on May 14. Over two hundred
are expected to attend the jollification.
I. S. Lesser, of the Blue Bird Phonograph Co.,
Los Angeles, has been in San Francisco for sev-
eral weeks on business. His company is now
manufacturing radio outfits in addition to phono-
graphs.
Dohrmann Co. Opens New Department
The new talking machine department of the
Nathan Dohrmann Co. is one of the most artis-
tically appointed in the city, being equipped with
four beautiful demonstration rooms and having
ample display space on the mezzanine floor.
The Blue Bird phonograph, which is made in
Los Angeles, is featured, together with the Vo-
calion records. Walter McCoy is in charge of
the department.
Fresno Association Meets
The Fresno Unit of the Music Trades Asso-
ciation of Northern California gathered at an
informal dinner at the Commercial Club in
Fresno recently, to discuss matters- of importance
to the trade. The meeting was presided over by
S. S. Hockett, second vice-president, of Fresno,
and addresses were made by President George
R. Hughes and First Vice-president Shirley
Walker, both of whom came down from San
Francisco to attend the meeting.
Remick Song Shop Remodeled
The Remick Song Shop on Market street has
been remodeled in order to provide better facil-
ities for the handling of Columbia machines and
records. Mr. Adkins, the manager, has his
troubles in accommodating his many customers
in the limited area of the song shop, but under
present conditions it is impossible to acquire
more space at the present location.
SIMPLEX MOTOR POPULAR
New Electric Motor Being Made in Large Quan-
tities— Company Rapidly Expanding
Montreal, Can., May 6. — The Simplex Electric
Phonograph Motor Co. is now turning out its
new electric motor in quantities to fill the or-
ders received from all parts of the United States
and Canada. A new catalog is now on the press
illustrating the motor in detail and the company
is planning to give this catalog wide distribu-
tion. The officers state that in every case where
the company sent out a Simplex motor on a
thirty days' trial basis it received a substan-
tial order, and the reception accorded the motor
by the trade is a source of considerable pleasure.
During the past few weeks quite a number of
orders have been received from talking machine
dealers, but as the company is' confining its ef-
forts to manufacturers and jobbers exclusively
it is turning these inquiries over to jobbers
for their attention.
PATHE MAKING FAVORABLE PROGRESS
Expects to Be Able to Discharge All Claims^ —
Business to Go Back to Owners
The Pathe Freres Phonograph Co., Brooklyn,
N. Y., which has been operating under the direc-
tion of receivers in equity, is reported to be pro-
gressing in a favorable manner. Information
emanating from a responsible source would in-
dicate that a reorganization is imminent and that
control of the company would soon pass back
into the hands of the former management which
was responsible for the growth of the Pathe
organization. It is also learned from the same
source that the company expects to be able to
discharge all claims at 100 cents on the dollar.
LOSE SUIT AGAINST REFLEXO CORP.
The suit of Julius and Nestor Roos against the
Reflexo Products Corp. was decided in the
Municipal Court, New York City, in favor of the
Reflexo Co. Each brother entered suit, asking
damages of $1,000 each for alleged breach of
contract between employer and employe. The
trial lasted two days and it is reported that the
evidence brought out through the trial was over-
whelmingly in favor of the Reflexo Products Corp.
The General Phonograph Mfg. Go.
Model "E" Table Phonograph
The Greatest Value on the Market
IMMEDIATE DELIVERIES IN ANY QUANTITY
New Model "E"
Plays All Makes of Records Superior Tone Quality
Write for our Proposition
The General Phonograph Mfg. Co., Elyria, Ohio
May 15, 1922
THE TALKING MACHINE WORLD
91
Style 904
LOUIS XVI
$92.50
ANNOUNCING NEW
PERIOD CONSOLES
Priced to meet the 1922 Business of
PHONOGRAPH SALES
Consider—
1. Exclusive Designs.
2. Perfect Cabinet Work and Finish.
3. Unsurpassed Tone Quality.
4. Popular Prices.
5. Exclusive Territory.
6. Liberal Discounts.
7. Big Profits.
Specifications
Height 34 Inches
Width 36 Inches
22 Inches
Phillips Universal Tone Arm and Reproducer,
Large No. 33 Heineman Motor, 12-Inch Turn-
table, Automatic Stop, Tone Regulator, Nickel-
plated Hardware, Including Automatic Cover
Support, Continuous Hinge, Domes of Silence,
Needle Rest, All-Wood Sound Chamber, Five
Shelves for Records.
Furnished in Mahogany Only.
Finished Dark Brown Dull.
Write for Catalogue and
Dealer's Discount
Saginaw Sectional Book Case Co.
Saginaw, Michigan
92
THE TALKING MACHINE WORLD
May 15, 1922
Lovers of operatic arias will want this new
June record by Charles Hackett, "Ah! So
Pure," a tenor solo from Martha. Order it
for your operatic music customers. 79885.
Columbia Graphophone Co.
NEW YORK
BLACKMAN TALKING MACHINE CO. IS TWENTY YEARS OLD
J. Newcomb Blackman Receives Many Letters and Telegrams of Congratulation From Friends and
Business Associates on the Celebration, May 1, of the Twentieth Birthday of His House
On May 1 the Blackman Talking Machine
Co., 28 West Twenty-third street, New York,
Victor wholesaler, celebrated its twentieth birth-
day, and J. Newcomb Blackman, president of
the company, received letters and telegrams of
congratulation from his friends and business as-
sociates in all parts of the country. All of these
messages conveyed a well-deserved tribute to
Mr. Blackmail's executive acumen and tireless
efforts in behalf of the Victor industry as a
whole.
The growth and rise of the Blackman Talking
Machine Co. in the past two decades has been
steady and impressive, rather than spectacular
and flashy. In 1902 the company occupied a
small space at 19 Beekman street, moving from
there in 1905 to 97 Chambers street, where the
foundation was laid for the present Blackman
business.
After thirteen years at 97 Chambers street the
company disposed of its retail business, concen-
trating its wholesale activities at 81 Reade street,
which it had been occupying as part of its gen-
eral quarters. This location, however, was very
inadequate for the fast growing business, and
in 1921 the Blackman Talking Machine Co.
moved into its present quarters at 28-30 West
Twenty-third street.
In its new home the company has at its dis-
posal 21.000 square feet, and it is occupying one
of the finest and most up-to-date wholesale es-
tablishments in the country. When the lease
was signed for the second floor of the building
WHITSIT c o -
operation and service to the
Victor dealer has been en-
hanced by the exceptional fa-
cilities afforded us in our new
home. Visit us on your next
trip to Columbus.
at 28 West Twenty-third street Mr. Blackman
determined to sponsor a Victor wholesale estab-
lishment that would be thoroughly representa-
has also devoted valuable time to civic affairs, and
has represented the talking machine industry in
numerous activities of nation-wide importance.
Mr. Blackman has three times received the
highest honor that may be accorded a Victor
jobber by his associates, having been elected
president of the National Association of Talking
Machine Jobbers at three conventions. At the
tive of Victor prestige, and at the same time offer
maximum service and co-operation to the Black-
man clientele of Victor dealers. No expense was
spared in furnishing or decorating the floor, and
it stands to-day a tribute to the Blackman Talk-
ing Machine Co.'s twenty years of activity as a
Victor distributor.
In 1920 Mr. Blackman inaugurated a profit-
sharing plan for his employes that has been
an important factor in the success of the com-
pany, and which has served as a model for com-
mercial and industrial concerns in all sections of
the country. By the provisions of this plan all
employes who have been associated with the
company for a period of one year or more par-
ticipate in the profits, and have, therefore, a
tangible interest in the success of the company.
The volume of business closed by the Black-
man Talking Machine Co. is best represented by
the fact that the sales for the last fiscal yeai
were sixty times those of the first year in busi-
ness, and the figures for December, 1921, alone
were approximately ten times the first year's
business. During that month there were times
when one day's sales equaled those of the en-
tire first year's business. These comparisons are
interesting and illuminative.
Although Mr. Blackman has been personally
responsible for the success of the Blackman
Talking Machine Co., and personally shaped and
directed its policies, he has always found time
to interest himself in all matters aiming to better
the talking machine industry as a whole. He
present time he is a member of the executive
committee of this Association, doing everything
possible to serve this important body.
As a member of the Board of Directors of
the American Fair Trade League, Mr. Blackman
represents the talking machine industry as a
whole. He is also president of the Brightwaters
Holding Corp., Brightwaters, L. I., where he has
his Summer home, and where he has been an
active figure in all civic matters. Mr. Blackman
is also treasurer of the Brightwaters Realty
Corp., and president of the Blackman Securities
Co. Associated with Mr. Blackman in the
executive personnel of the .Blackman Talking
Machine Co. are Fred P. Oliver, vice-president
and general manager of the company; C. L.
Johnston, secretary and sales manager; J. F.
Ashby, treasurer, and Geo. F. Thau, assistant
secretary. They are all in thorough accord with
the policies inaugurated by Mr. Blackman, which
have shaped and sponsored the success of the
company as a Victor wholesaler.
BETTER HOMES WEEK HELPS TRADE
Memphis, Tenn., May 6. — The celebration of
Better Homes Week here in April had the effect
of considerably stimulating all classes of trade,
the talking machine trade not excepted. Special
window displays, prizes and attractive induce-
ments to the public helped to make the event an
unqualified success from the standpoint of in-
creased business.
May 15, 1922
THE TALKING MACHINE WORLD
93
DICTAPHONE FOR RADIO MESSAGES
Special Radio Recording Device of New York
Times Receives European News Messages
A special dictaphone recording device has
been built for use in connection with the recep-
tion of radio signals from Europe, when high-
speed transmission is resorted to, according to
Duplex Phonograph Recorder for Radio Signals in Use at the New York Times Radio Station in
New York City. The Second Record Can he Started While the First Is Still Rotating, so as to
Obtain a Continuous Record of Long Incoming Messages. Signals Can Also be Recorded on the
Records at High Speed, and Afterwards Transcribed on a Low Speed Phonograph.
an article by Arthur H. Lynch in Science and
Invention, to whom we are indebted for the
courtesy of the illustration. This device has
been built especially for the New York Times,
and it is used in that paper's radio-receiving
station for copying press dispatches.
As will be seen from the accompanying photo-
graph, there are two recording machines, driven
by the- same electric motor. Each machine is
fitted with a clutch, which is used to carry the
power from the driving motor to the drum,
which carries the wax records. When one ma-
chine is in operation the other is standing still,
with the exception of a short period, when both
machines run simultaneously, in order to make
certain of continuity of the message from one
cylinder to the other. This is effected in the
following manner:
The recording
devices of both ma-
chines are fitted
with telephone re-
ceivers which oper-
ate simultaneously.
Blank wax cylin-
ders are placed on
the drums of both
machines and one
of them is put in
operation. The re-
cording device is
moved along the
wax record by a
worm-gear and an
arm extends from
it which engages a
small lever shown
in the photograph.
Pressure on the
lever causes the
clutch on the first
recording machine
to disengage and
the machine which
has been idle to
start. The time the two machines run together
depends upon the size of the teeth on the
clutches.
It will be seen that the governor of the driving
motor is quite similar to those found on phono-
graphs and any speed may be had by adjusting
it. By running the records at comparatively
high speed when the signals are coming in and
then placing them on a reproducing machine
which is run at a lower speed it is possible for
the operators to decipher messages which other-
wise would be unintelligible to them, and this
dual system makes certain that none of the
incoming signals are lost while the records are
being changed.
HARMS PIANO CO. IN NEW HOME
Well-known Aberdeen, S. D., Music House Fea-
tures Victor and Brunswick Machines in Its
Specially Constructed Department
Aberdeen, S. D., May 5. — The George Harms
Piano Co., George Harms, proprietor and man-
ager, recently opened its new quarters in the
Wells block, this city. The store has been en-
tirely remodeled, and the Victor and Brunswick
lines of machines and records are displayed in
a specially constructed department, which is con-
sidered one of the most attractive in this part of
the State.* An extensive line of pianos is also
handled. The staff includes, besides Mr. Harms,
Miss Mildred Reese, in charge of records and
sheet music; Henry Stellner, salesman; John
Cushman and J. P. John.
J. G. CORLEY IMPROVED IN HEALTH
John G. Corley, president of the Corley Co.,
of Richmond, Va., is reported as showing sub-
stantial improvement. His convalescence is now
such that he expects to shortly leave the city
for a period of rest in the Virginia mountains.
Mr. Corley is particularly interested in the
coming convention and is most hopeful of being
able to attend.
T. J. Shepherd & Son, Orleans, hid., have in-
stalled a radio equipment in their store. They
make a practice to hook up the equipment with
the Magnavox and enlist plenty of attention an 1
publicity by giving a series of concerts in front o\
their store.
SJ
WHY-THE HALL FIBRE UfS
NEEDLE ? ffffL
It is the needle that sells itself —that sells
records and prompts the purchase of
Talking Machines. It is the needle
that satisfies the customer and
thereby brings money to the
DEALER
PACKED IN THIS VERY ATTRACTIVE FOUR-
COLORED COUNTER DISPLAY. COMBINA-
TION CARTON
\ 25 PKGS. NO. 1—100 to Pkg.
\ 75 PKGS. NO. 5— 50 to Pkg.
CARTON NO. 1— 50 PACKAGES— 100 to Pkg.
CARTON NO. 5-100 PACKAGES— 50 to Pkg.
HALL MANUFACTURING CO.
Successors to B & H FIBRE MFG. CO.
33-35 West Kinzie Street
CHICAGO, ILL.
94
THE TALKING MACHINE WORLD
May 15, 1922
Made of High Grade
Hardened Steel
Specially Treated
to Give
Frictionless Surface
Reg. U. S. Pat. Off.
No. 995758 which will
be strictly enforced
% in.
Are You Selling
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A complete piece of furniture must have
a footwear device.
In selecting that device, what qualities
should it embrace ?
It should embrace — simplicity — ease of
movement — impossibility of getting out
of order — invisibility — protection to fur-
niture, floors and rugs.
There is only one device that has all of
these qualities PLUS
Economy
Silence
Adaptability — Suitable for covered and
uncovered floors alike.
Service — Long wear.
The perfect footwear for furniture —
DOMES of SILENCE
"Better than Casters"
Henry W. Peabody & Co.
DOMESOFSILENCED1V1SION
17 State Street, NewYork City
In All Your Talking Machine Orders,
Specify DOMES of SILENCE
F-37
May 15, 1922
THE TALKING MACHINE WORLD
95
ISf DOMINO Of <MAWi
TORONTO CONTINUES TO BE AN ACTIVE TRADE CENTER
Sound Amplifier Patented by Gerhard Heintzman, Ltd. — Holley to Visit Sonora Dealers — Jewett
Phonograph Co. of Canada Incorporated — Vocalion Recordings Please — News of Month
Toronto, Ont., May 8. — Canadian patent rights
have been granted Gerhard Heintzman, Ltd., on
a new talking machine sound amplifier, the walls
and sides of which are provided with a series of
ribs, which may be varied in number, according
to the size and area of amplifier. It is claimed
these ribs, being placed in a fan shape and in
conjunction with the deflector, equally distribute
the sound waves to the orifice, taking care of all
tones equally, thus making the rendition so that
no tone or tones are hidden.
It is also claimed that, being ribbed, the
higher-pitched tones receive the rigidity neces-
sary, freeing them from any echo or hollowness
sometimes apparent if not used in this manner.
The lower tones, having longer and slower
vibrations, are therefore enriched and broadened
by the gradual spreading of the fan-shaped prin-
ciple of the ribs; also the relation of the vibra-
tions or sound waves to the dimensions of the
material between the ribs. In other words, high
tones are amplified by the rigid portion of the
board where it is ribbed and as soon as the dis-
tance becomes greater from each rib the board
gradually resonates to the accommodation and
benefit of the lower tones. The invention is
claimed to properly balance all tones to the power
value intended by the artist or artists when
recording was made.
A new appointment on the staff of I. Mon-
tagnes & Co., Canadian Sonora distributors, is
J. H. Holley, who will call on the retail dealers
in the interests of the Sonora from Winnipeg to
Vancouver and Victoria. Mr. Holley is a well-
known man in Western Canada. His work will
be to cover the Western provinces more minute-
ly than has been possible in the past and is ex-
pected to mean the eventual opening of a branch
office in this territory.
Edwin A. Stevenson, formerly president of
the Regal Phonograph Co., Ltd., has joined the
sales force of the Gold Medal Furniture Mfg.
Co., Ltd., and will have charge of the talking
machine sales department for the Province of
Ontario.
When the May list of Brunswick recordings
appears dealers will note the addition of some
double-face operatic records. These, according
to the Musical Merchandise Sales Co., Canadian
Brunswick distributor, will be introduced into
the Brunswick catalog, retailing in Canada at
$1.75 to $2.25, and will be followed by others
of the same nature from then on. They will
bear gold labels and will replace in time the
green label series, the single-faced operatic an 1
classic discs, the production of which has been
discontinued by the Brunswick organization.
Gordon Chase has become manager of Mason
& Risch, Ltd., at Chatham, succeeding the late
John Glassford. W. Connor, who has been tem-
porarily in charge since Mr. Glassford's death,
will continue as assistant to Mr. Chase.
Announcement is made of the incorporation
of the Jewett Phonograph Co., of Canada, Ltd.,
with headquarters in Windsor, Ont. This new
firm is capitalized at $950,000.
A "Diner" on one of the large Canadian rail-
road systems was recently equipped with a
Brunswick phonograph. The conductor found
such a marked appreciation of the music at
meal-times that he ran an extra afternoon and
evening program in the dining car.
The Robert Simpson Co., Ltd., is conducting
a series of recitals by local artists who appear in
person during the week in the talking machine
department of this firm. They compose the fol-
lowing "His Master's Voice" artists: Frank Old-
field, Miss Vera McLean and R. H. Ruthven
McDonald.
A series of musical demonstrations for school
and music teachers at the Toronto Conservatory
of Music marks an important step in the devel-
opment of a new method of musical training.
By means of a specially made series of edu-
cational records played on a Grafonola children
are led to an appreciation of the best music.
The present course, which has been marked by
a large attendance of keenly interested Toronto
teachers, is being conducted by Miss Mae E
Skilling and Miss Ethel McKee, of the educa-
tional department of the Columbia Graphophone
Co.
The installation of talking machines with rec-
ords in the public schools throughout Canada
Montreal, Can., May 8. — Widespread interest
was evinced in the recent illness of John Mc-
Cormack, exclusive Victor artist, and the lead-
ing Montreal newspapers bulletined at various
intervals during the day the progress made by
the patient.
The phonograph department of H. P. Labelle,
Ltd., now occupies the ground floor of its new
building, with J. T. Lemieux in charge. The origi-
nal "Windsor" phonograph and other makes are
handled here.
Miss Pierce, for a number of years assistant
to Miss Vezina, manageress of the Columbia
Graphophone department of Almy's, Ltd., has
opened a store on her own account at 431 Wel-
lington street. For the present she will handle
the Stewart phonograph and Columbia records.
V. Sgroi, one of Montreal's leading Columbia
and Edison Amberola dealers, was the subject of
a very flattering notice in a recent issue of The
Standard, of this city. It pointed out how he
started with a cash capital of $50 ten years ago,
and now carries stock to the value of $50,000.
Mr. Sgroi has an able assistant in his son.
One of the handsome main show windows of
Goodwin's, Ltd., recently contained a number of
Brunswick models which attracted considerable
attention from passers-by. Manager Norman F.
Kowell, of the phonograph department, reports
business as fair.
A case has been brought to our attention
whereby a firm manufacturing phonographs re-
cently made an assignment for the benefit of its
creditors. The trade-mark or transfers were
sold to a dealer for a given sum who clapped
them on a machine of his own make and sold
them in competition with the original machine
of the same make, now sold by a dealer who had
a large number on hand at the time of the fail-
was urged by Bruce A. Carey, supervisor of
music in the Hamilton (Ont.) schools in a talk
before the Wentworth County Teachers' Asso-
ciation at Hamilton recently. Mr. Carey classi-
fied the benefits derived by the pupils of musical
teaching as not only musical, but physical, men-
tal and spiritual as well. It was valuable, he de-
clared, as a developer of intellect, as well as a
refining and civilized influence.
The London String Quartet, world-famous
musical organization and Vocalion artists, has,
at the insistent request of many music lovers,
been recalled to Toronto for a second appear-
ance this season.
In addition to several superb recordings the
quartet has made exclusively for Vocalion rec-
ords, Warwick Evans, the distinguished 'cello
soloist, has also recorded a number of delight-
ful solos that should be in every music lover's
library. Scythes Vocalion .Co., Ltd., Toronto,
report a good demand among dealers for these
particular selections.
ure. He says it takes some tall explaining to
convince customers that these two makes, while
similar in name and sold at different prices, are
not one and the same machine.
A new city ordinance has been passed by the
City of Montreal prohibiting the use of al!
phonograph horns projecting from stores into
the street, and any person found breaking this
law is subject to a fine of $40. Commenting upon
this law, one prominent dealer stated that the
transmitting of music by this means netted him
around $20 a month and was, he considered, a
valuable asset to his business, as it invariably
attracted attention to his store and was the means
of having customers or probable buyers enter
his place of business, and nine times out of ten
converting them into buyers.
Signor Friscoe, xylophone genius, played a
week's engagement at the Princess Theatre here
quite recently.
For this act Layton Bros, provided from stock
an official Edison Diamond Disc Laboratory
model phonograph which was used in conjunc-
tion with this musical act. Layton Bros, are
authority for the statement that this artist's last
appearance locally was the means of their sell-
ing a number of Edison phonographs.
Arthur Blouin, Sherbrooke, Que., is reorgan-
izing and enlarging his record department. He
reports the sale of Columbia Grafonolas and
Brunswick phonographs as quite satisfactory.
The promotion and service department of His
Master's Voice, Ltd., does not let an opportunity
slip by for linking up its records with timely
events of general interest to the music-buying
public. The latest correlation has been with
"School Days," a motion picture featuring Wes-
ley Barry and his famous freckled face, that is
{Continued on page 96)
TALKING MACHINE SUPPLIES AND REPAIR PARTS
The superiority of RENE MADE SPRINGS and PARTS
is not accidental but is the result of years of painstaking de-
votion to the highest standards of machine shop craft.
NONE BETTER IN QUALITY NONE LOWER IN PRICE
THE RENE MANUFACTURING CO. Montrale, New Jersey
See page SO
McCORMACK'S RECOVERY PLEASES THE MONTREAL TRADE
Illness of Popular Victor Tenor Aroused Much Attention — Miss Pierce Opens Columbia Store
— New Ordinance Prohibits Use of Phonograph Horns Projecting From Stores — Other News
96
THE TALKING MACHINE WORLD
May 15, 1922
HAPPENINGS IN CANADIAN TRADE
{Continued from page 95)
drawing large audiences in different Canadian
centers. His Master's Voice dealers have been
circularized with a view to getting them to fea-
ture record No. 16526 in this connection. It is
a record that brings back- to mind school and
boyhood days.
W. A. Oliver, well known to the music trade
of Eastern Canada, has been appointed man-
ager of the new talking machine department of
Wray's Music Store here. Victrolas, Brunswick
phonographs and "His Master's Voice" records
are carried.
OKEH RADIO PARTY SCORES
Okeh Artists Appear at Bedloe's Island — Nathan
Glantz Plays Several Selections
GIVING IMPETUS TO RECORD SALES
Winnipeg Dealers Would Like Manufacturers to
Carry Advertising the Same Time Their
Artists Are on Tour — Oliver With Wray Co.
NEW SALES AGENT FOR SPRAYTONE
C. D. M. Trading Co. to Look After the Mar-
keting of Spraytone Portable Phonographs
Another Okeh radio party was held on
Wednesday, April 26, at Bedloe's Island broad-
casting station under the direction of Fred W.
Hager, recording director of the General Phono-
Winnipeg, Man., May 8. — It has been pointed out
before that not enough impetus is given to sales
of records by the dealers and record companies
when a series of great artists come through the
West by the placing of advertising at the same
time as the artists are making their tour. This
is a matter which should be taken up by the
different dealers' associations, who could collabo-
rate with the musical representative of the lead-
ing daily newspaper in every town, in order that
they may get the benefit. Timeliness in advertis-
ing is just as advantageous to the dealer as it is
to the writer of newspaper articles and stories.
During the past few weeks there has been con-
siderable talk about the interesting musical stand-
ard which has been set up in Western commu-
nities within the past few years from the wide-
spread influence of the talking machine and play-
er-piano. It has caused many who were formerly
content to hear operatic selections and drawing-
room ballads sung at intervals by indifferent
singers to wake up suddenly to find that they are
no longer content with mediocre performances
brought here by third-rate opera companies.
The local visit of the eminent pianist, com-
poser and conductor and exclusive Columbia
artist, Percy Grainger, to Regina, Sask., was the
means of still further increasing the popularity
of this artist's recordings and all Columbia deal-
ers renewed activity in this direction.
The Spraytone Phonograph Co., Inc., Ridge-
wood, N. J., has appointed the C. D. M. Trading
Co., 109 Lafayette street, New York, exclusive
sales agent for the Spraytone portable. This does
not affect the various other models manufactured
by the company.
The Spraytone portable is a unique machine
with a double-spring motor and full-size univer-
sal tone arm. It has, however, folding amplify-
ing horns that act as tone modifiers. It is in
mahogany finish, compact and weighs fourteen
pounds.
The C. D. M. Trading Co. is already appoint-
ing distributors throughout the country. Among
these is the Cabinet & Accessories Co., Inc.,
135 West Thirty-fourth street, New York City,
which has been appointed jobber for the metro-
politan district. An intensive sales campaign
has been inaugurated by the company.
DAYTON STARR STORE TO MOVE
Dayton, O., May 6. — Following several weeks
spent in remodeling its new store at 116 North
Main street, this city, the Starr Piano Co. is now
prepared to settle in the attractive new quarters,
according to A. J. DeHays, local manager. A
slock of new phonographs, pianos and player-
pianos will be brought from the factory in Rich-
mond, Ind., for the opening.
Nathan Glantz
graph Corp. Quite a number of well-known Okeh
artists were on the program and William Tilden
acted as master of ceremonies. Among the
artists who appeared were Nathan Glantz, popu-
lar saxophonist; Louis Breau, Nat Sanders, Sibyl
Sanderson Fagan, Lydia Rivetti, Billy Tilden
and Byron G. Harlan.
The White Furniture Co., of Williamsburg,
Ky., was very seriously damaged by fire recently.
It was partially covered by insurance.
Beniamino Gigli, famous Victor artist and Met-
ropolitan tenor, made his first public appearance
out of operatic circles in New York on May 2
in a concert at Carnegie Hall.
50c.
List Price
puritan SUrnrfr
50c.
List Price
10-INCH DOUBLE DISC
The biggest value in 50-cent records on the market. Large
catalogue — Al recording — immediate release of hits —
assures quick turnover.
Increasing numbers of new dealers have added Puritan
records during the past month. Large repeat orders
are being received from our established agencies.
LOOK FOR THE PURITAN ON OUR NEW LABEL
We are confining our shipments to a territory east of the Ohio
and north of the Potomac. Dealers in that territory are invited
to write for our proposition.
THE BRIDGEPORT DIE AND MACHINE CO.
170 ELM STREET
BRIDGEPORT, CONN.
May 15, 1922
THE TALKING MACHINE WORLD
97
BUFFALO
Demand Grozving — New Talk
ing Machine Department
Evidence — Live News Budget
in
Buffalo, May 6. — Talking machine business has
been showing a slow, but what many dealers
believe is destined to be a permanent, improve-
ment. The medium-priced machines of many
makes are moving in increasing volume, while
the models at higher prices are also moving
fairly well.
One encouraging sign of the times is that the
demand seems to be general. Nearly every re-
tailer in the Buffalo district as well as those sup-
plied from the wholesale houses here, has been
making favorable reports of sales, and the gen-
eral tone of business talk is more optimistic than
it has been for some time.
Sales of grand opera records have been leaders
here during the past few weeks, due to Buffalo's
grand opera season. There has also been a
gratifying increase in the sale of popular num-
bers and of standard records. Generally speak-
ing, the trade outlook is better than it has been
for some time past.
One of Buffalo's pioneer talking machine
dealers retired from business on May 1, when
C. E. Siegesmund closed out his store at 632 Main
street and discontinued business. Mr. Sieges-
mund's stock, good-will, fixtures and his Victor
franchise were taken over by A. Victor & Co.,
housefurnishings retailers, who have a retail
store at Main and Genesee streets.
Victor & Co. at once began preparations for
an elaborate set of quarters for their new Victor
department. Opening of this department will
take place in the near future. Arthur Victor
will take personal charge of this department,
which he plans to make one of the chief assets of
the company's big department store. A full line
of machines and records will be carried.
Mr. Siegesmund's retirement is a source of
much regret among the trade, as he has been
one of its real leaders for many years. Until
very recently he was president of the Victor
Dealers' Association of Western New York.
One of the finest talking machine departments
in New York State will be found in the new
music store which is about to be opened by J. N.
Adam & Co. in the building in Washington
street directly opposite the firm's six-story de-
partment store building. Under direction of
Manager Stephen Butler, a talking machine de-
partment second to none in the vicinity is being
installed as a feature of the new store.
Another fine new talking machine department
about to be opened for public inspection is that
which has been provided in the new Kurtzmanr,
retail store in the Pierce Building, now nearing
completion. Many new ideas in the way of
talking machine and record merchandising are
incorporated in the Kurtzmann store, it is under-
stood.
Still another recent addition to Buffalo's fine
talking machine retail departments is that in the
new McClellan Music house in Main street,
above Chippewa street.
Talking machine dealers have been giving their
time to the Chamber of Commerce membership
campaign, through which 1,500 new members
are sought for the city's business organization.
C. N. Andrews, head of the wholesale Victor
house bearing his name, was the active leader
of the dealers' campaign to add all of the leading
men of the music industries to the Chamber's
membership before the campaign closes.
The March meeting of the Victor Dealers' As-
sociation of Western New York was featured by
a discussion of advertising. It was the consensus
of opinion that periods of dull business should
be the time for increased, rather than decreased
advertising. The meeting followed noon luncheon
served in the Hotel Iroquois.
Charles Hoffman, proprietor of one of Buffalo's
leading Brunswick stores, has had his sales and
showrooms remodeled. His patrons now find
every convenience and facility for trading in the
Hoffman establishment.
Lew Berk, who formerly conducted a talking
machine store in South Clinton avenue, Roches-
ter, is the manager of the new Song and Gift
shop recently opened at 209 East Main street,
in that city.
A voluntary petition in bankruptcy was filed
in the U. S. District Court here by Daniel R.
Rober, talking machine and record dealer of
Jamestown, N. Y. Mr. Rober, who conducted
his business under the name of the Song Shop,
listed assets of $2,524 and liabilities of $6,609.
Columbia dealers in the Buffalo territory are
giving 100 per cent co-operation in the national
advertising campaign and are getting the results
which co-operation usually brings. The Colum-
bia branch here has been on the job providing
instruments for the new Buffalo radio telephone
broadcasting station.
The Victor Dealers Association of Buffalo held
a special session on April 19, the occasion being
the visit of J. J. Davin, secretary of the Reincke-
Ellis Co., Chicago, who gave an hour's talk
regarding the amount of money a Victor deal-
er can afford to spend on advertising and
the media in which he should use this appropria-
tion. Later Mr. Davin had the pleasure of visit-
ing many of the local retail stores where he dis-
cussed matters of vital interest to the sales clerks
in the various establishments.
Mamie Smith's records have had a big sale
here since her recent appearance in the Broad-
way Auditorium. Nearly 2,500 persons attended.
Warren R. Truax has closed out his music
store at East Rochester and expects to rest this
Summer. In the Fall he will probably open a
new music store in Canandaigua, N. Y.
The Flexola Phonograph Co., of Jamestown,
N. Y., has begun commercial production of in-
struments.
Walter Mahoney has closed his talking ma-
chine store at Niagara Falls and has taken a
position in one of Rochester's leading music
houses.
HEADQUARTERS
For
Single Spring Motors
and
Mica Diaphragms
WILLIAM BRAND
27 East 22nd St., Mew York City
Spalding & Co., one of the oldest accounts of
the Columbia Buffalo branch, are preparing for
the opening of their newly installed Grafonola
department.
H. W. Cardozo, until recently assistant man-
ager of the Columbia Buffalo branch, has re-
signed.
TROY DEALERS JOINTLY ADVERTISE
Fine Display Made During Music Week by Lead-
ing Houses in Concerts and Publicity
Troy, N. Y., May 8. — The piano and talking
machine dealers of this city celebrated Music
Week with a strikingly arranged joint advertise-
ment in the daily papers of May 3, the center of
which consisted of some impressive and interest-
ing disquisitions on the various phases of music
and its importance. During the week the vari-
ous music houses gave a number of entertain-
ments, and Cluett & Sons especially had a Vo-
calion concert every afternoon from 2 to 4 p.m.
On May 3 the Misses Nellie and Sara Kouns,
sopranos, appeared with the Troy Vocal Society
and the singing of these exclusive Vocalion artists
was enthusiastically received. Their appearance
in the Cluett store resulted in a greatly increased
demand for their records. Troy was certainly
placed on the map during Music Week, thanks 'to
the enterprise of its music merchants.
ATLANTIC Jr.
CRYSTAL RECEIVER
m
Ready for Installation
RECEIVER; Efficient, Attractive
HEAD PHONES; Double Headset, 2000 Ohms
ANTENNA EQUIPMENT; Complete
Unique in Design and Construction
Distributors Communicate with
ATLANTIC INSTRUMENT CO., Inc.
13-21 PARK ROW
NEW YORK
98
THE TALKING MACHINE WORLD
May 15, 1922
Mill I I IIIIHI IIIIIH llllllllllllllHIl Hlllllllllllllllllll II Illlllllllllllllllllllllllllllllllllllllllll li HI Illllllllllllllllllllllllllllllllllllllll :|, l.'llli'lllJlli'illlilll^llLlllii'lL.'lliJllMi -
Special Sale for Thirty Days Only
In order to give our customers an opportunity to take
full advantage of our special sale offer on LONG
CONSOLE CABINETS before permanently closing
it, we are extending the date of closing for thirty days
from May 20th.
Sale Closes on June 20th
On all orders for LONG CONSOLE CABINETS
received up to and including June 2 0th, the special
prices listed below will be accepted. After that date,
our regular prices will prevail.
LONG CONSOLE CABINETS need no introduc-
tion to the trade. They are the recognized leaders in
the cabinet industry.
Style 601
Colonial
Style 302
Louis XV
Styie 603
Chippendale
Regular Price $31.50
Sale Price
$25.20
Regular Price $35.00
Sale Price
$28.00
Regular Price $33.50
Sale Price
$26.80
The quantity is limited. Place your orders today.
THE GEO. A. LONG CABINET CO.
HANOVER, PA.
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Mav is, mi THE TALKING MACHINE WORLD 99
PnLADELPNA
and
IPCALIiy
Philadelphia, Pa., May 6.— One of the features
of the month that has been of particular inter-
est to members of the local talking machine track
and which is expected to prove distinctly to their
benefit was the Music Week celebration from
April 30 to May 7. The cerebration was State-
wide in scope and the talking machine men gave
to it their whole-hearted support and co-opera-
tion.
H. A. Weymann & Son, Victor wholesalers,
sent out some excellent publicity to their dealers
urging participation in Music Week with a view
to impressing upon every person, young and
old, the importance of good music in community
and home life, and of the fact that the Victrola
and Victor records were symbolic of the world's
best music.
Florence J. Heppe, of C. J. Heppe & Son, also
took an active interest in the campaign and it
was largely through his efforts that arrangements
were made for a course of twelve lectures on
music before public school teachers by mem-
bers of the Educational Department of the Vic-
tor Talking Machine department under the di-
rection of Mrs. Frances E. Clark, director of that
department.
Another Music Week enthusiast is Louis
Buehn, head of the Louis Buehn Co., Victor
wholesaler, and president of the National Asso-
ciation of Talking Machine Jobbers, who is con-
fident that real business will result from the in-
terest aroused in music as a result of the many
concerts and recitals. Mr. Buehn stated that a
number of dealers arranged elaborate programs
during the week, among them William F. Lamb,
Pottstown, Pa., who, in addition to handling the
Victor line, also directs Lamb's Orchestra,
which gave several concerts in Pottstown and
neighboring cities.
Mr. Buehn reports that business has been
moving along in a normal manner and that a
great deal of interest has been manifested by the
public in the new Victor machines, horizontal
models, which seem to appeal to patrons more
than the well-known Victor upright models.
An Attractive Window Display
One of the most attractive window displays to
be seen in Philadelphia during the last week was
that at the Buehn Co. store. In keeping with
the season there had been erected in the window
a tall May pole covered with white silk ribbon
and with streamers leading from the pole to the
exhibits of various Victor models and records
that were being shown. Large groups of Spring
flowers added to the attractive display, which
won the approval of the many hundreds of peo-
ple who pass this window daily.
Alterations and Improvements at Perm Co.
Another Arch street house that is displaying
its modern and progressive spirit is the Penn
Phonograph Co., the Victor wholesaler, located
at 913 Arch street. This company is making ex-
tensive alterations to its up-to-date four-story
building, and the entire second floor has been
remodeled in a most attractive way. Half of
this floor will, in the future, be used as of-
fices for the officials of the company, while the
other half has been decorated most handsomely,
and will be used for display purposes for visit-
ing dealers and the public. A number of booths
will be included in this section.
It is expected that these alterations will be
completed within two weeks, and when they are
finished it is certain that this company will have
one of the most beautiful and up-to-date office-
buildings and display rooms to be found in Phil-
adelphia. The third floor, which now houses
the offices, will be used to increase the stock-
room space.
Among the interesting visitors at the Penn
Phonograph Co. headquarters during the last
week was J. H. Hough, of Shenandoah, Pa., who
gave an account of business conditions prevail-
ing in his vicinity.
T. W. Barnhill a Lover of Art
T. W. Barnhill, of the Penn Co., is an ardent
lover of art and takes great pride in the select
collection of paintings by noted masters which
he has gathered together during his life. Nat-
urally he was greatly interested in the observ-
ance of Artists' Week recently. During this
period dozens of stores along Chestnut street
and a few other thoroughfares exhibited paint-
ings loaned by the Pennsylvania Academy of
the Fine Arts. In commenting upon these dis-
plays Mr. Barnhill said that he found it very
difficult to hurry along Chestnut street when
there were so many beautiful paintings to at-
tract his attention.
Hopkins Gets the Victor Agency in Chester
Harry W. Weymann, head of H. A. Weymann
& Son, Inc., announces that the Hopkins Piano
Co., 531 Market street, Chester, has obtained a
Victor agency through the purchase of the stock
of the Norwood Home Store, located in Nor-
wood, a little town about six miles from Chester.
The latter company has discontinued business.
The Hopkins Co. plans to open a beautiful store,
well equipped to do an extensive business.
"I am glad to be able to say that we have been
(Continued on page 100)
WILL THERE BE ANOTHER
VICTOR HARVEST ?
Emphatically yes- — But only for the man who works and
cultivates his field of prospects. This is digging time —
but a war-time rake won't do.
Plough deep the prospect field with outside workers —
cultivate intensively the record field with strong personal
selling and advertising methods.
Your reward should be a summer, fall and winter harvest.
The Louis Buehn Company
The Victor Wholesalers
of Philadelphia
j3
100
THE TALKING MACHINE WORLD
May 15, 1922
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 99)
doing an excellent business in the new Victrolas,
horizontal style," said Mr. Weymann. "It is
really remarkable how enthusiastically the pub-
lic has %velcomed these new models. In nearly
every instance where our dealers have grouped
their display of these handsome instruments
separate from the display of the upright models
they have shown to much better advantage with
the result that they have attracted widespread
attention and approval, and we have received
many repeat orders from these active Victor
dealers.
"According to many reports that we have re-
ceived, the Victor dealers are experiencing a re-
turn to normal business conditions to an extent
that is greater than was generally expected. Our
dealers assert that the April sales of Victor ma-
chines and records have been a decided increase
over those made in March and are also well
above those made last year during the same
period."
Meeting of Columbia Dealers
The monthly meeting of the Columbia Graf-
onola Dealers' Association was held on April 25
at the local Columbia branch, where the latest
business developments were discussed at length.
One of the chief subjects was the growth of the
radio business, and P. C. Cummin, branch man-
ager, told the dealers of the company's views in
that connection.
Mid-month Suggestion Hanger Popular
The dealers' service department of H. W.
Weymann & Son, Inc., under the direction of
Charles Paulson, reports the mid-month sug-
gestion hanger with which they supply their
dealers is continuing to stimulate business in
a remarkable manner. Through the suggestions
on these hangers dealers have been completely
sold out on otherwise slow-moving numbers
and have had to re-order from Weymann. Part
of the work of this department is the personal
co-operation of the dealer, and Mr. Paulson is
giving much of his attention to this end.
Economy Co. Buys Hunt's Stock
The Victor talking machine stock of Hunt's
Drug Store in Danville, Pa., was recently taken
over by the Economy Store Co., of Bloomsberg.
The Economy Co. has installed considerable new
Unico equipment and it now has one of the
most attractive talking machine departments in
that section of the State.
Pierce With Buehn Co.
The latest addition to the sales staff of the
Louis Buehn Co. is H. C. Pierce, who was for-
r
H. A. WEYMANN & SON, Inc.
1108 Chestnut Street Philadelphia, Pa.
VICTOR WHOLESALERS
PLAYER ROLLS
oKteya\am "keystone state STxnfc ifeuraT^
Our Organization is constantly alive to
the individual requirements of our Victor
Dealers, our Sales Promotion Department
being at your service to help you with
your merchandising problems.
All Victor Dealers in our territory should be on
our mailing list and receive our "Mid-
Month Suggestions'' Hangers.
This is one of the many
features of our
Victor Service
;m\\\
merly with the Geo. D. Ornstein Co. Mr. Pierce
takes the place made vacant by the resignation of
E. P. Bliss, who has entered the radio field.
Marriage of Robert F. Bensinger
There was quite a gathering of talking ma-
chine men in the city recently when Miss Dora
B. Lovenstein, daughter of Mr. and Mrs. S. D.
Lovenstein, of Philadelphia and Jenkintown, was
married to Robert F. Bensinger, son of the pres-
ident of the Brunswick-Balke-Collender Co.
Among those attending the ceremony were: C.
T. Miller, vice-president; P. L. Deutsch, general
sales manager; H. F. Davenport, secretary, and
Edward M. Strauss, Eastern district manager,
with headquarters in New York.
Cheney Phonographs on the Sea
The Cheney phonograph is going to attain quite
some prominence on the sea, judging from the
On
Guard
Penn-Victor Dogs are the best watchmen of Victor
Welfare in the Home.
Sold by most Victor Distributors.
Write them or us for prices.
Penn Phonograph Company
913 Arch Street
Victor Wholesale Only
Philadelphia, Pa.
fact that the following ships built by the New
York Ship Building Co. at its yards have been
equipped with Cheney machines: Old North
State, American Legion, Southern Cross, Hoo-
sier State, Blue Hen State, Centennial State, Bay
State and Keystone State.
Death of August Pleibel
August Pleibel, well known in the talking ma-
chine trade through his connection with the Vic-
tor department of H. A. Weymann & Son, died
the closing week of April after a month's ill-
ness. The deceased had been connected with the
Weymann house for fifteen years and his death,
which followed an operation, has caused quite
some regret.
Pathe Offices in Philadelphia
The Pathe Co. has opened local offices on the
fourth floor at 1209 Arch street, with C. W. Flood
in charge. There are some rumors here that
the Pathe Co. is going to manufacture a com-
bined phonograph and radio.
A Columbia Visitor
Among the recent visitors to the local Colum-
bia Co. branch was H. C. Cox, treasurer of the
company, who expressed himself as being well
pleased with the progress being made.
Victor Horizontal Types Being Featured
In talking with' various Victor retailers
throughout the city, all reported sales of the
various new horizontal types of Victrola. The
proportion of sales of this type of machine in
comparison with the upright types varies greatly.
In some instances the sales of the horizontal type
constituted twenty-five per cent of the total ma-
chine sales, whereas in a prominent chain of
stores located in various parts of the city, the
sales of these instruments constituted seventy-
May 15, 1922
THE TALKING MACHINE WORLD
101
CABLE ADDRESS BEG'D
"FILASSE— PHILA."
Send for Samples and Special Quantity Quotations
LONG DISTANCE 'PHONE
BARING 535
IMICO INDIA RUBY MICA DIAPHRAGMS
INTERNATIONAL MICA COMPANY
GENERAL OFFICES AND FACTORY: 37th and BRANDYWINE STS.
PHILADELPHIA, PA.
YOKOHAMA, JAPAN
CHICAGO, ILL.
WEST PHILADELPHIA, PA.
MIDWEST OFFICES
106-110 W. LAKE ST.,
CHICAGO, ILL.
5IFKS. SALES COMPANY
339 FIFTH AVENUE
PITTSBURGH, PA.
V. T. SCHCLTZ
CLEVELAND, OHIO
RAYSOLO SALES CO.
LANCASTER, PA.
JORDAN & COMPANY
305 BROADWAY,
NEW YORK, N. Y.
SAMUEL TOOLE,
336 BURGESS AVE.,
INDIANAPOLIS, IND.
WALTER 8. GRAY
SAN FRANCISCO, CAL.
ARTHUR BRAND & CO.
CINCINNATI, OHIO
FRANK G. SCHOFIELD
220 KING STREET W.
TORONTO, CANADA
H. A. BEMISTER
122 ST. ANTOINE ST.
MONTREAL, CANADA
STANDARD T. M. SHOP
VANCOUVER, B. C, CANADA
STEINOLA COMPANY
KANSAS CITY, MO.
ARTOPHONE COMPANY
1103 OLIVE STREET
ST. LOUIS, MO.
PROVIDENCE PHONO. CO.
95 FOUNTAIN STREET
PROVIDENCE, R. I.
DAVENPORT ACCESSORY CO.
DAVENPORT, IOWA
S. RAKUSEN & COMPANY
SHANGHAI, CHINA
THE TRADE IN PHILADELPHIA AND LOCALITY— (Continued from page 100)
five per cent of the total sales. During the
first week of the month the general newspaper
publicity of the Victor Talking Machine Co.
featured these new models, and it is expected this
publicity will have a very favorable effect.
Featured the Phono-Toner
In the newspaper publicity of the Estey Co.
it recently featured the Phono-Toner, a device
calculated to reduce surface noise and improve
the tone of the talking machine. This com-
pany has handled this device for some time and
has sold a considerable number.
Edw. P. Bliss Enters Radio Field
Edward P. Bliss, of the sales staff of the Louis
Buehn Co., Victor distributor of this city, has
entered the radio field, becoming an executive
member of the Sayre-Level Co., radio whole-
saler, with headquarters in Philadelphia. He
has been prominently connected in the Victor
field for the past ten years, first as traveler for
the Victor Co., then with Lyon & Healy, and
for the past five years with the Louis Buehn
Co. Mr. Bliss has a host of friends in the Victor
trade, and this advancement will be welcome
news to them.
RETURNS FROM TWO MONTHS' TRIP
Harry Beach, Vice-president of the Unit Con-
struction Co., at His Desk After Coast-to-Coast
Trip — Reports Average Business Good
Harry A. Beach, vice-president of the Unit
Construction Co., manufacturer of Unico ware-
room equipment, returned to the headquarters of
the company on the first of the month, thereby
completing a two months' trip throughout the
country, extending as far as the Pacific Coast.
Mr. Beach made stops at the principal cities
en route. While general business conditions
might be termed good, business was found rather
spotty in character, according to the locality.
While in some cities business was slightly below
normal, reports from other cities brought the
average up through reports of very good busi-
ness. The general impression to be found every-
where was that business was on the upward trend
and that it was only a matter of a short time
before very good business would be experienced
everywhere.
POOR MANAGEMENT HURTING TRADE
J. C. Payne, of the Victor Talking Machine Co.,
Addresses Sales Managers
Philadelphia, Pa., May 3. — Business throughout
the country is not as dull as sometimes sur-
mised, according to J. C. Payne, legal adviser
of the Victor Talking Machine Co., who spoke
at the closing banquet of the Sales Managers'
Association at the Bellevue-Stratford in this
city recently. "Business is held up," he said,
"by fright on the part of the seller and not on
the part of the buyer."
Italian Music Rolls
Largest collection of Italian and other foreign
music rolls in the United States. Catalogs and
discounts on application.
UNITED MUSIC STORES
619 Cherry Street Philadelphia, Pa.
225 W. Mulberry St. Baltimore, Md.
Mr. Payne, who has recently returned from
a trip around the country investigating condi-
tions for his company, said business must be-
come less materialistic. Dealers are in a chaotic
state, he believes, because of poor co-operation
with manufacturers. In many cases where the
retailer showed activity his business was doubled,
he found.
COLUMBIA DEALER IN NEW HOME
Starr & Moss Co., of Philadelphia, Occupying
Attractive Quarters — Energetic Sales Work
Triples Record Sales
Philadelphia, Pa., May 4.— The Starr & Moss
Co., 3635-37-39 Germantown avenue, this city,
has just moved into its new home at this ad-
dress. The company, which handles Columbia
Grafonolas and Columbia records, is now oc-
cupying one of the most attractive talking ma-
chine establishments in the State, and its new
home is a distinct tribute to the able management
of Harry Sommers, who is in charge of the
Columbia department.
The Starr & Moss Co. has a novel way of
building up Columbia record business, and the
plan is worth trying, as it has been instrumental
in tripling record sales. Each month the sales
force distributes Columbia catalogs and supple-
ments personally to the residents in the sur-
rounding territory, thereby rendering service,
creating a feeling of personal good-will and stim-
ulating friendship between the customer and the
store.
The members of the sales staff are Miss Low,
a very capable saleslady, and El. Walls, who has
been identified with the talking machine indus-
try for five years. Mr. Walls is well known on
the theatrical stage, having appeared in vaude-
ville, musical comedies and stock repertoire
companies. He numbers among his friends
members of the vaudeville profession through-
out the country, and he has been exceptionally
successful with the Starr & Moss Co.
REPAIRS
TALKING MACHINE TROUBLES AND
HOW TO REMEDY THEM
Conducted by Andrew H. Dodin
starting and stopping features entirely by the
movement of the tone arm.
Taken as a whole the motor should prove to
be one of the best and one that the repairmen
will find pleasure in adjusting and repairing.
THE NEW COLUMBIA MOTOR
The new Columbia motor has been talked about
all Winter and now that it has made its ap-
pearance in the new table model at $150, a word
about its construction is permissible. The first
impression one has in looking it over is the
careful thought given to all its details by the de-
signer.
What should prove of utmost importance to
the operation of this motor is the oil feed sys-
tem, whereby oil from a small receptacle at the
top of the motor plate is fed to all of the parts
which need constant or frequent oiling.
The spring cage, one drum of which contains
two main springs, is compact, neat, and easily
removed. The ratchet and dog are positive, and
so arranged that, should the gears become
jammed while the main springs are wound up,
the dog or pawl can be released and, with the
aid of the winding key as a brake, springs can
be unwound and the cage removed. This fea-
ture is a great time saver for repairmen and can
be appreciated by those men who have repaired
many of the Type C Columbia motors, in in-
stances where the intermediate gears have be-
come jammed to their shafts. The main drive
gear carries the power to a second gear at-
tached to a shaft, on the other end of which is
another gear acting on the turntable spindle, in
the spiral drive fashion made familiar to us by
the Victor and Edison disc motors.
The circumference of the governor worm drive
gear, the depth of the cut of its teeth, and- the
large cut of the governor spindle all contribute
to the smooth and easy running of the motor.
The governor balls are smaller than those used
on the old style motors.
The automatic stop has been improved to such
an extent that the motor is operated in its
Regarding Spring Repairing Machine
Cleveland, O., April 25, 1922.
Dear Sir: I should like to hear further regard-
ing the machine for repairing broken phonograph
springs invented by Dominick Ruff, of Youngs-
town, O. I fail to see anything further on the
subject in the April issue of The World, but am
of the opinion that if the machine does the work
as you stated in the March issue, it will prove
a great saving to all repairmen. Kindiy send
me Mr. Ruff's address. Yours very truly,
(Signed) J. M. Jones.
Answer — Mr. Ruff's address is 246 West Fed-
eral street, Youngstown, O.
Creates New Interest in
Records and
Phonographs !
The Phono-Toner
Renders Softer, Sweeter Music
and Reduces Surface Noise
It is a very handy, simple, essential device, attrac-
tively carded, one dozen assorted.
Retails 35c. In Nickel Finish
50c. Gold Plated
Distributors' and Dealers' Trade Discounts
Samples Upon Request
The Phono-Toner (actual size)
ThePhonotoneCo.
310 Lincoln Building Forms handle
PHILADELPHIA, PA. s'crew.6^ Set
102
THE TALKING MACHINE WORLD
May 15. 1922
What's that new tantalizing Jazz tunc?
Why, it's "Put and Take," one -step blues;
and "Moanful Blues," a fox-trot— played
by Johnny Dunn's Original Jazz Hounds.
A new June record. A-3579.
Columbia Graphophone Co.
NEW YORK
LOS AN G ELES
Speculation About Radio Continues — R. L. Rayner Becomes Cheney
and Okeh Jobber — /. R. Pickering in New Post — Trade Activities
Los Axgeles, Cal., May 6. — Los Angeles is
sharing with the rest of the country an almost
overwhelming radio excitement, and speculations
are rife with regard to the effect which this in-
terest in radio and radio sets will have upon the
talking machine business. It would seem, how-
ever, that the future can be assured to the talk-
ing machine dealer by his running both with the
hare and the hounds; at present, he does not
know which will be hare and which will be
hounds. In other words, the talking machine
dealer might do worse than install radio sets
and radio demonstration rooms himself. Some
dealers have already done so and are receiving
far more orders than they can take care of. This
invasion of the electric business has led man}'
observers to remark that the future of sales of
radio sets will be between the electric supply
store and the music store, with the ultimate tri-
umph and monopoly, if properly developed and
intelligentl}' handled, of the latter.
Sonora Phonograph Equipped With Radio
Sonora period models with radio sets installed
in the spaces which were formerly used for rec-
ords and record albums, have already made their
appearance at Barker Bros, and knots of men
and women, customers and others, gather every
afternoon to listen in and hear concerts and
talks which are being received. In addition, sep-
arate radio sets are for sale from a regular radio
department which has its place in the music sec-
tion. J. W. Boothe, general manager, states that
orders for radio and magnavox sets are far ahead
of the present supply.
Cheney and Okeh Jobber Appointed
C. E. Sanders, of the Cheney Talking Machine
Co., and M. O. Giles, of the General Phonograph
Corp., spent several days in Los Angeles re-
cently, and announced the appointment of R. L.
Rayner as distributor of the Cheney phono-
graph and Okeh record for this section. Mr.
The Most
Dependable and
Inexpensive
Lid Support
on the Market
The new channel
support is construct-
ed of one piece of
metal and it works
automatically per-
fect. The hinges are made in two styles — flexible
PatentedX \\ J
5ept.9.l9l9\ \\
Two other pateirtK^YV/
Allied for.
and bent.
Samples on request.
STAR MACHINE & NOVELTY CO.
81 MILL STREET
BLOOMFIELD, N. J.
Rayner is a successful business man and capital-
ist who has resided in Los Angeles for the past
two years. His firm, which will be known as
Munson & Rayner, will be engaged in the whole-
sale business only, and the future policy outlined
indicates that no expense will be spared in plac-
ing the Cheney and Okeh records among deal-
ers of the highest reputation only, and establish-
ing and maintaining a name which will at all
times carry dignity and prestige.
Parmelee Dohrmann to Enlarge
The phonograph department of the Parmelee
Dohrmann Co. will be very much enlarged in
the near future, and, in all probability, it will
occupy space on the main floor. Mrs. H. P.
Howard took over the management of the de-
partment some few weeks ago and has succeeded
in demonstrating to the firm's satisfaction the
wonderful possibilities of this new department
which started last Fall. Mrs. Howard is well
known in Los Angeles and was perhaps still
better known in San Francisco and Oakland;
she was successively and successfully engaged as
manager of the branch stores in. the latter city
for the Hauschildt Music Co. and Byron Mauzy.
The Blue Bird phonograph and Yocalion rec-
ords are carried.
Assistant Manager at Sherman Clay
Charles Ruggles. manager of the Los Angeles
branch of Sherman, Clay & Co., has appointed
J. R. Pickering as his assistant. The great in-
crease of business as shown last year has ne-
cessitated a large increase of the staff, and new
and larger quarters will be occupied within
the next month or two; Air. Ruggles has found
it necessary to obtain an assistant and selected
Mr. Pickering, who is well known among the
trade and won a reputation for hard work and
helpful co-operation while engaged in a whole-
sale capacity in this territory by the Aeolian Co.
Walter S. Gray Obtains Unico Line
H. A. Beach, vice-president of the Unit Con-
struction Co., completed arrangements with the
Walter S. Gray Co. whereby his company's
products will be handled on the Pacific Coast
by that well-known phonograph accessory com-
pany. Mr. Beach met Mr. Gray in Los Angeles
last month and traveled with him to San Fran-
cisco.
New Radio Manufacturers
The directors of the Blue Bird Talking Ma-
chine Co. have formed a company known as the
Radio Supply Co. for the manufacture of radio
sets, and part of the Blue Bird factory is already
being used for this purpose.
Columbia Manager Covers Territory
William F. Stidham, Los Angeles branch man-
ager of the Columbia Co., has been visiting a
large number of towns in his territory by auto.
During one week, recently, he traveled 1,150
miles, calling at a number of cities, including
San Diego, Santa Barbara and Bakersfield. Mr.
Stidham, who drives a Buick Six, states that an
average speed of thirty-five miles an hour, when
steadily maintained, will enable one to travel
great distances with apparently small effort.
Addresses Association Meeting
N. B. Seabrook, of the Mutual Service Divi-
sion of the Dodge Mfg. Co., was an invited guest
at the April meeting of the Music Trades Asso-
ciation of Southern California. Mr. Seabrook
adressed the members, explaining the purposes
intended in the use of the Seabrook instrument
in the leading theatres by which new releases of
records could be heard by the large crowds of
people attending.
Bullock's Victrola Department Opens
The opening of the new Victrola department
at Bullock's Department Store took place on
May 1. The new department is on the sixth
floor and is a model of efficiency and is beau-
tifully appointed in every respect. Announce-
ment of the opening of this new section states
that "Victor talking machines and records will
be exploited in a manner harmonious with the
character of the Victor product and the pur-
pose of Bullock's." W. V. Ray has been ap-
pointed manager of the Victrola sales, with Miss
R. Johnson in charge of the records. Mr. Ray
has had eight years of experience in the U. S.
and Canada with the Victor line, both in a
wholesale and retail capacity.
Artistic Opera Windows Interest Public
During the recent appearance of the Chicago
Opera Association in one week's grand opera,
some excellent window displays were shown by
Los Angeles music dealers. A number of
scenes from the operas were shown and attract-
ed a great deal of attention, enhancing the sale of
seats at the opera as well as demand for operatic
records. Barker Bros." showing of a scene from
"Thais" was much admired, also the miniature
balcony scene from "Romeo and Juliet." Great
credit for the arrangements is due to Miss Don-
zella Cross, special Education Department repre-
sentative of Sherman, Clay & Co.
Prof. Forest Cheney, inventor of the Cheney
phonograph, recently embarked on a transcon-
tinental tour, accompanied by both partners of
the Van Korn-Shower Co., Michigan State dis-
tributors of the Cheney line.
HIGH CLASS PHONOGRAPH
RECORDING
FOR THE TRADE AT EX-
CEEDINGLY LOW PRICES
Estimates furnished on complete records in any
quantity
Newark Recording Laboratory
15 West Park St. Newark, N. J.
May 15. 1922
THE TALKING MACHINE WORLD
103
3a
"5-, ~ • « 6 -
• ■> 1 ''Bite. <■>
■
HOTEL AMBASSADOR, AT ATLANTIC CITY, N. J., CONVENTION HEADQUARTERS
MARE YOUR RESERVATIONS NOW
FOR THE BANNER
CONVENTION
OF THE
National Association of
Talking Machine Jobbers
At the Hotel Ambassador, Atlantic City, N. J.
June 12th, 13th, 14th and 15th
THE MOST IMPORTANT PROGRAM EVER PREPARED
| MONDAY, June 12th
I afte^noonV^^^8 sessions
■ NIGHT— Victor Co.'s Entertainment -
H An exceptional program has
U been prepared.
| TUESDAY, June 13th
I AF™NOOaNd}BUSINESS SESSIONS
■ NIGHT— Old-fashioned Clam Bake, with
■ all the trimmings.
WEDNESDAY, June 14th
MORNING andjTf^s by the Victor T
AFTERNOON Co' s p«lcials . and
j Department Executives.
NIGHT — Annual Association Banquet.
THURSDAY, June 15th
Annual Golf Tournament at the Sea View
Golf Club, Absecon, N. J.
Send your Hotel Reservations NOW direct to the hotel, and a duplicate copy of your reser-
vations to Fred. P. Oliver, Blackman Talking Machine Co., 28 West 23rd Street, New York.
104
THE TALKING MACHINE WORLD
May 15, 1922
BIG MONEY in
Phonograph Selling
for the Dealer
If you are not getting it
you either have the wrong
machine or the wrong finan-
cial plan. In other words,
you have not tried the
KIMBALL
PROPOSITION
mean" The Finest Merchandise Made
AND THE MOST LIBERAL AND CO-OPERATIVE
Plan of Financing Sales
IN THE BUSINESS WORLD
PLAIN, HARD MONEY FACTS
One dealer in a city
of 50.000 actually sold
and paid for more tban
SIX HUNDRED
KIMBALL
PHONOGRAPHS
in the last six months.
Another dealer in a city
of 60.000 has sold and
paid for one thousand
KIMBALL
PHONOGRAPHS
during the ten months
just passed. (These
are not jobbers.)
Are You Willing
to Make Money?
There are many others
who are making more
real money today on
the
KIMBALL LINE
than they have at any
time in their history.
Glad to give you their
address if you want to
be convinced.
Style C
Style D
More than a
million homes
in America
have had an
instrument from
KIMBALL
Style G
With Albums
With
Albums
Equipped with Albums
35 in. High
in. Wide
23y2 In. Deei
during the past 60 years of successful manu-
facturing experience of this great house.
The same knowledge and experience which
have made the Kimball Pianos and Pipe
Organs celebrated the world over for
Tone, Quality and Durability
and the same
Unquestioned Financial Resources
are back of the
KIMBALL PHONOGRAPH
You Will Be Astonished at the
Liberal Discounts to Dealers
The safe and constructive plan of financing and the profits you
can make on this
SUPERB and EASY-SELLING PRODUCT
Kimball Dealers are going to get the money in 1922, because
we are going to help them get it. Perhaps your territory is still
open. If so, every day you delay writing for our
Special 60 Day Offer
is your loss
Come on join the
PROSPERITY CLUB
W. W. KIMBALL CO.
Kimball Building
Wabash and Jackson
Chicago, U. S. A.
Equipped with Albums
37 la. High
iOYz in. Wide
23y2 in. Deep
1
May 15, 1922
THE TALKING MACHINE WORLD
105
B A L T I_M ORE
Business Slightly Improved — Columbia Drive — Victor Billboard
Publicity — Cohen & Hughes Campaign — New Dealers — The News
Baltimore, Md., May 8. — April business, gen-
erally speaking, was fair, according to consensus
of opinion of the jobbing trade here, and, while
"spotty," was above that of last year. The out-
look for May is better, judging by the busi-
ness done so far this month, and will, no doubt,
run ahead of May, 1921. If it does not many
of the best-posted men in the trade will be very
much disappointed. As Manager Roberts, of E.
F. Droop & Sons, put it, "If the business of
May does not exceed that of last year I will be
one of the most disappointed men in the busi-
ness, and will feel like going into the shoe shin-
ing business."
Close Big Columbia Drive
Very encouraging reports are being received
from the South, especially North Carolina, ac-
cording to W. S. Parks, manager of the local
branch of the Columbia Graphophone Co., who
has just returned from a trip to Norfolk, Va.,
where an aggressive two weeks' campaign has
just closed. During the campaign 10,000 lines
of newspaper advertising were used, and the re-
sult was very satisfactory. Salesman Schwartz,
w.orking with the firm of McGee & Co. there,
sold twelve machines in one day, and the rest
of the dealers also did a record-breaking busi-
ness. O. F. Benz, general sales manager of the
Columbia Co., spent several days making an
auto trip with Manager Parks through the East-
ern Shore and was very well satisfied with the
prospects for business in that section, the deal-
ers being encouraged over the outlook for
bumper crops this Summer, which means that
the farmers will be prosperous again. H. C.
Cox, treasurer of the Columbia Co., was another
visitor to the local branch this month.
Manager Parks is now on a trip through
North Carolina and writes that business is stead-
ily getting better in that territory. Many ac-
counts which have been inactive for some time
are taking on new life and collections are con-
siderably better.
Cohen & Hughes Start Victor Campaign
Cohen & Hughes, Inc., are conducting a very
active campaign in the interest of Victor dealers
generally, one feature of which includes an of-
fer to multigraph circular letters for the trade
at actual cost. Not only will they multigraph
the letters, but will also prepare special copy for
dealers to meet local conditions or featuring any
machines or records on which the firm should
happen to be overstocked. In addition they also
will make window displays at actual cost, repro-
ducing the displays made by the Lexington
Shop here, which are acknowledged to be the
best of any in the city and have also proved
their worth in actual business results.
Plan Victor Billboard Display
The Victor Dealers' Association of Baltimore
is now outlining plans for a co-operative bill-
board display which will be carried out on an
extensive scale. While plans so far are still in a
tentative stage the move has progressed far
enough to assure that it will be carried out.
The city will be covered by twenty-two bill-
boards featuring Victor machines and records,
but no one dealer's name will appear in the
advertisement. The Association at its last meet-
ing at the Southern1 Hotel, when a luncheon
was served, also took up the question of "gyp"
dealers, and, while no action was taken, the mat-
ter was thoroughly discussed and a committee
appointed to bring in a report at the next meet-
ing with some recommendation for stopping this
detrimental class of business, which is injurious
not only to the dealer but to the manufacturer
as well.
Victor Salesmanship Class
Frank A. Delano, of the Victor Co., will be
instructor of a class in salesmanship which will
be conducted during the week of the fifteenth
at the salesrooms of the Chickering warerooms,
Inc., on North Howard street, and to which
the trade of this territory has been invited by
both the Victor jobbers, E. F. Droop & Sons and
Cohen & Hughes. Both of these firms have
thoroughly circularized the trade and explained
just what the proposition means in the way
of getting ideas on salesmanship that it would
be impossible to obtain without a special trip
to the factory.
New Victor Accounts
New accounts reported by local jobbers in-
clude Smith & Boschen, who will open a store
in the old Knabe Building, and who will handle
the Columbia line, and the Talking Machine
Shop, of Hagerstown, which handles Victor
products exclusively.
Dealers' Displays at Fair
Talking machine dealers who had a display
at the "Better Homes Exposition" at the Fifth
Regiment Armory during the week of May 1
included the Hammann & Levin Co., A. Burd-
wise, Gomprecht & Bensch, Amberg & Jordan
and the Phonolamp Co.
Giving Prospect List to Trade
The firm of Cohen & Hughes, which a short
time ago retired from the piano business, has
made a list of A No. 1 customers of the old
house and will distribute the same as prospects
to the trade, giving each dealer as far as pos-
sible leads in his immediate vicinity.
Praise for New Columbia Catalog
Dealers here are complimenting the Colum-
bia Co. on its new 1922 catalog, which has
been distributed among the trade and which is
one of the most complete and attractive cata-
logs issued for some time.
The Southern Hotel is the first hostelry in
Baltimore to install a radio outfit and is using
the Columbia M. V. 1 magnavox with excellent
results. The outfit was installed by the West-
inghouse Co. and is one of the most complete
in this section of the country.
NEW ORLEANS TRADE MARKING TIME
Merchants Getting Results by Hard Work-
Flood Affects Trade — Harris-Loeb Doing Big
Brunswick Business — Dealers Favor Radio
New Orleans, La., May 6.— The talking ma-
chine business here is apparently marking time
for the present. While there has been no notice-
able move in the direction of a further increase
in business, according to local dealers, there has
been no backsliding, and despite certain unsat-
isfactory conditions merchants are courageously
bending every effort to take advantage of oppor-
tunities for better business. The disastrous flood,
which has swept away many levees along the
Mississippi River, -has inundated a great part of
this State. Several dealers report canceled orders
as a result of this, one reporting the loss of two
piano sales.
The Harris-Loeb Piano Store, which cele-
brated its formal opening several weeks ago, has
been doing a splendid business in Brunswick
machines, which it handles exclusively. Sales
have been far beyond all expectations, accord-
ing to President Harris, who has just returned
from a trip to Chicago. Sales of records have
also been considerably better than expected.
Business at Maison Blanche has als-o improved
decidedly during the past month, according to
J. D. Moore. Mr. Moore stated that an order for
$5,000 worth of talking machines for immediate
shipment has been placed.
Local music merchants are looking with favor
on the increasing popularity of the radio here. It
is the consensus of opinion that this rapidly
growing fad will not be detrimental to the music
business, but on the contrary will be decidedly
beneficial to the talking machine trade, partic-
ularly in the record line, due to the fact that
persons hearing a selection broadcasted by radio
which strikes their fancy will be influenced to-
ward buying the recording of that air.
NEW GERMAN RECORD FILE PATENTED
A new device for filing talking machine rec-
ords has been patented in Germany, according
to Popular Mechanics. The device consists of
a heavy paper envelope having a cardboard
hanger at the top. The bottom edge of the en-
velope is also of cardboard so formed as to pre-
vent the record from rolling out. Space is pro-
vided for indexing on the lower corner of the
envelope, so that the figures are plainly visible
when the records are hung in the cabinet.
The Hessig-Ellis Drug Co., of Memphis, Tenn.,
distributor of the Sonora line of phonographs in
this vicinity, has added the Vpcalion Red records
to its stock.
99
"SUPREMACY
To Our Customers We Owe All— To Them We Give All
In the
Merchandise we
distribute
In the
Service
we render
COHEN & HUGHES
Wholesale Exclusively
BALTIMORE WASHINGTON
106
THE TALKING MACHINE WORLD
May 15, 1922
HI
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TRADE
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The Mission of the SIMPLEX Electric Phonograph Motor is to reproduce music just as it was original-
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TEST A SIMPLEX ELECTRIC MOTOR ON OUR 30-DAY TRIAL OFFER
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illllillllllllllllllllllllllllllllllim 1 Ill llllll Illllllllll Ill Illllllllllllllllllllllllllll IIIIIIIIIIIIIIIIIII11MMIIIIIIIIII1III
The Talking Machine World, Ne7v York, May 15,
1922
SIMPLEX
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Sample
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.50
Quantity Prices
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Gilt SIMPLEX
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iima
May 15. 1922
THE TALKING MACHINE WORLD
107
SPECIAL V0CALI0N RECORD PREPARED FOR EQUITY SHOW
Several Artists Participating in the Annual Actors' Equity Show Collaborated in Making Unique
Record — The First Record of Its Kind Ever Produced — Released on May 7
A distinct novelty in connection with the an-
nual Actors' Equity Show held on Sunday
evening. May 7, at the Metropolitan Opera
House was the special Vocation record bearing
bits of recording by a number of the stars of the
show and which is in every particular unique.
It is the first time that so many different artists
of distinction have had a part in the making of
a single record, and it is felt that it will be of
unusual interest to talking machine owners, not
alone for its intrinsic value, but for its signifi-
cance as a souvenir of the occasion.
On one side of the record Raymond Hitch-
cock, DeWolf Hopper, Joseph Cawthorne, Flor-
ence Moore, introduced by Richard Barthelmess
of movie fame, have contributed some of their
wittiest lines and songs to "An All-star Comedy."
On the reverse side is an Actors' Equity fox-trot
record of "Songs of Yesterday by Stars of To-
day," with the Bar Harbor Society Orchestra
snappily playing the accompaniment to old-time
choruses sung by Ivy Sawyer and Joseph Sant-
ley of "The Music Box Revue," Louise Groody
and Oscar Shaw from "Good
Morning Dearie," Lillian Lorraine
and Douglas Stevenson from "The
Blue Kitten," and Olga Cooke
and Bertram Peacock, stars of
"Blossom Time."
The clever Actors' Equity Yo-
calion record made its debut
at the May 7 performance at the
Metropolitan Opera House, and is
on sale in theatres, Aeo'ian Co.
stores and at Yocalion dealers.
NEW CONDON QUARTERS
Condon & Co., Inc.. manufac-
turers' agents for steel phono-
graph needles and "Gliss" cabi-
net polish, have moved from 200
Fifth avenue to new and larger
quarters at 110 West Fortieth
street. The company is now car-
rying a stock of radio apparatus.
Artists Who Made Actors' Equity Vocalion Record
Top Row: Joseph Santley, Bertram Peacock, Olga Cook and Douglas Stevenson. Center Row: Ivy Sawyer. Louise
Groody, Oscar Sbaw and Lillian Lorraine. Bottom Row: Raymond Hitchcock, DeWolf Hopper, Florence Moore,
Toseph Cawthorne and Richard Barthelmess.
Fritz Hauptmann. who is mak-
ing a walking tour around the
world, in the course of which he
is calling on famous people, made
his visit to Thomas A. Edison at
Orange, N. J., on April 28. Mr.
Hauptmann. known as the "wan-
dering sailor," recently called on
President Harding, ex-President
Wilson and other notabilities.
Improve Your Service
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41* inches. ^__wiKhe
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ORDER PORTABLE VICTROLAS NOW
and be ready to "Tie Up" with National Advertising and "Cash In" this
opportunity for an extra profit by Selling
OGDEN STAND YOL-NITS
For the Portable Victrola No. 50, Also No. IV and No.
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Order a Stand for every Portable Victrola (to
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108
THE TALKING MACHINE WORLD
May 15, 1922
DETR 0 I T
Review of the Trade — Music
Memory Contest Big Success
— Store Openings and Changes
Detroit, Mich., May 9. — "Business is what you
make it" was the recent remark made by one
of our livest talking machine dealers, who has
been in the business for about three years and
who has built up a very substantial clientele.
This man didn't know a great deal about the
talking machine industry when he started, but
he did know from the success that he made
in other lines that the man who hustles is
bound to produce no matter in what business
he ma}"- be engaged. And so when he started
to handle talking machines he realized that al-
though a certain amount of trade came to him
he could not make real money at the end of the
year unless he took on considerable additional
business— and to get it he went after it by per-
sonal solicitation and advertising. Wherever
these principles are put into effect the dealer
need have no worry about making a good profit.
Great Music Memory Contest
By the time this issue of The World is in the
hands of our readers Detroit will have en-
tered upon a gigantic city-wide Music Memory
Contest conducted by the Detroit News, the
Detroit Talking Machine Association and the
Detroit Music Trades Association. The whole
thing started some weeks ago when the Talk-
ing Machine Association sent a letter to the
owners of the News, asking that publication
to sponsor and promote a city-wide music ap-
preciation contest, following the successful com-
pletion of the Music Memory Contest held in
the public schools. On April 11 the News,
after meeting with the committee from the Talk-
ing Machine Association and the various deal-
ers, agreed to sponsor and promote the contest
by every means in its power. A staff of news
papermen, headed by Rex G. White, has been
placed in charge of the News end of the af-
fair, and they will devote their entire time to its
promotion and development for the purpose of
popularizing and making the affair a huge suc-
cess. The committee of the Detroit Talking
Machine Association consists of Peter C.
Sweeney, the Edison Shop, chairman; Samuel
Lind, of Lind & Marks, Aeolian-Vocalion dis-
tributors; Phil H. Lang, president of the Asso-
ciation; C. S. Porter, of Grinnell Bros. E. P.
Andrews, of the J. L. Hudson Music Co. talking
machine department, and Mr. Bowman, of the
Janney-Bowman Co., have been added to the
committee. Owing to the brief interval of time,
the committee felt that the underwriting plan
of furnishing prizes was most feasible. On
April 24 this proposal was put before the lo-
cal jobbers, as a result of which prizes aggre-
gating $12,300 will be offered to the winners.
The committee has divided the city into eigh-
teen districts, with the following prizes to be
awarded in each district: First prize, $200 talk-
ing machine; second prize, $100 talking machine,
and third prize, $50 talking machine. This
makes a total of $6,300 in district prizes. In
addition there will be three capital prizes offered
as follows: First prize, choice of a baby grand
model of Mason & Hamlin, Steinway, Checker-
ing and Knabe. This prize is the donation of
the Detroit News. A second grand prize is
offered by Grinnell Bros, in the shape of their
own make of player-piano, valued at $800. A
third grand prize is a Brambach Baby Grand
valued at $635, offered by the J. L. Hudson
Music Co. A fourth grand prize is an eighteenth
century Adam model of New Edison phono-
graph, a donation of R. B. Ailing, of the Edi-
son Shop, and valued at $375.
There will be special prizes for professional
musicians, who have been asked to participate in
the contest. There is a total of four prizes in
this grouping, the total value of which is $1,225.
They are as follows: $500 period model Colum-
bia Grafonola; $300 Sonora phonograph; $250
Cheney phonograph and $175 Pathe phonograph.
There will be junior prizes for children up to
eighteen years of age, which will be aside from
the prizes already mentioned. The four prizes
offered in this grouping are a $400 Brunswick
phonograph, a $250 Manophone, a <j225 Jewett
Queen Anne console phonograph and a $175
Pathe phonograph.
In order to encourage competition among the
Women's Clubs the members of such organi-
zations are asked to participate, and there will
be three prizes for the winners, as follows: $300
Vocalion, $250 Brunswick and a $45 Columbia
with $5 worth of records.
Even the clerks in the retail stores in the
downtown section are asked to take part in the
contest, and so four prizes will be awarded to
this grouping as follows: $295 Chippendale
Edison phonograph, $145 Cheney talking ma-
chine, $100 Victrola and $50 Sonora phonograph.
Last, but not least, the Sunday schools are
invited to have their pupils enter the contest,
and four prizes are offered in this grouping:
$200 Sheraton model New Edison phonograph,
$150 Pathe phonograph, $145 Cheney talking
machine and $60 Sonora phonograph.
Fifty themes from fifty famous compositions
will be featured. It is planned to have hotels,
restaurants, cabaret orchestras play them, and
the News will broadcast them over its own
radio. Music dealers will also play them and
explain them at stated hours of the day in
their establishments. The downtown stores will
feature them during the day, while the outskirt
dealers will feature them in the evenings.
All leading musical organizations of the city
are being urged to co-operate in making the
Music Memory Contest trie greatest musical
event ever staged in Detroit from a standpoint
of interesting young and old, rich and poor alike,
and especially the masses. While some of the
smaller cities have had Music Memory Contests,
never has any contest been planned so carefully
and so extensively. The primary reason why
the talking machine dealers are anxious for it is
that it will stimulate interest in music during
the usual slack Summer months, in addition to
DISTINCT TYPES
$45 $55
A
MAKERS OF
$15 $25 $35
EACH
MUSIC MASTER.
NOW ready for the MARKET:
$ 25 $ retail
For JOBBING TERRITORY apply to
C. D. M. TRADING CO.
109 Lafayette Street New York City
SPRAYTONE
PORTABLE
May 15, 1922
THE TALKING MACHINE WORLD
109
familiarizing the general public with the works
of the best composers, which ultimately will re-
sult in the sale of higher-priced musical mer-
chandise. And it is true that unless people
have some understanding and appreciation of
better music they will not be so apt to invest
heavily in anything but the cheaper priced
pianos, players, talking machines and records.
In the recent contest conducted by the De-
troit public schools the News distributed a num-
ber of talking machines, while special prizes
were offered by The Edison Shop and Grinnell
Bros.
C. A. Grinnell, president of Grinnell Bros.,
has returned from Sea Breeze, Florida, where
he spent a good part of the Winter.
First Prize for Charles Roat -•
Charles Roat, well-known talking machine
dealer of Battle Creek, Mich., was awarded first
prize in the Michigan composers competition,
conducted under the auspices of the Michigan
Federation of Music Clubs, which was the first
contest of its kind ever held in this State. His
prize was for the best song with piano and
string accompaniment entitled "Regrets."
Saginaw Cabinet Co. Reorganization
After having been under a receivership in the
United States Court for the past eighteen
months, the business and property of the Sagi-
naw Cabinet Co. was turned back to that com-
pany on April 25 and the Security Trust Co., of
Detroit, was discharged as receiver. The cabi-
net company is to be reorganized and will re-
sume operations. The company formerly made
phonograph cabinets for the Vitanola Talking
Machine Co., of Chicago.
Budget of Columbia News
H. E. Gardiner, manager of the Detroit branch
of the Columbia Graphophone Co., returned re-
cently from a visit to a number of towns" in
Ohio and Michigan, calling upon Columbia
dealers who have been participating in the mam-
moth Columbia advertising campaign which is
going over so successfully. Mr. Gardiner states
that the business at the branch is substantially
ahead of the same period last year, and believes
that the Columbia advertising campaign is re-
sponsible for a great deal of the increase. Mr.
Gardiner finds that many of the larger dealers
are developing every detail of their service in
order to give their customers satisfaction.
Herman C. Schultz is a new member of the
Columbia sales staff at Detroit, bringing with
him many years of experience, including a pre-
vious connection in the Columbia organization.
Another recent addition to the sales force is
Robert Tilford, who has been visiting the trade
in the northern part of Michigan and who has
closed a number of desirable accounts.
Among the Columbia dealers who have se-
cured splendid results from the Columbia ad-
vertising campaign are the following: Charles
S. Ferrin Co., Mt. Clemens, Mich.; Stern Fur-
niture Co., Jackson, Mich.; Budd's Music House,
Lansing, Mich.; A. H. Van Doran, Gaylord,
Mich.; C. F. .Allan, Wyandotte, Mich.; Hubble
Talking Machine Shop, Monroe, Mich.; Sum-
merfield & Hecht, Detroit, Mich.; City Music
Co., Detroit, Mich.; Detroit Music Co., Detroit,
Mich.; Banner Furniture Co., Toledo, O., and
Wauseon Music Shoppe, Wauseon, O.
Exhibitors at the Radio Show
When the Radio Show was held recently in
the General Motors Building there were three
displays of combination phonograph and radio.
The companies exhibiting were: Lyradion Sales
& Engineering Co., of Mishawaka, Ind. ; the
Jewett Phonograph Co. and the Detroit Radio
& Talking Machine Co. Kenyon W. Mix
was in charge of the Lyradion display, which
was very complete, necessitating the use of
three booths to show the entire line of uprights
and consoles. Mr. Mix was more than pleased
with the friendly reception by the public and
states that there is certain to be a big demand
for the combination radio and phonograph. The
Jewett display was in charge of C. Fred Under-
wood, general manager of the company, who has
been manifesting considerable personal interest
in this new type of machine, and who, like Mr.
Mix, believes that with the development and
growth of the radio will come an increased de-
mand for the combination -machine. The De-
troit Radio & Talking Machine Co. displayed
cabinets of period designs.
Installs Victor Department
The Robinson-Cohen Co., a high-grade re-
tail furniture dealer, at the corner of High and
Hastings streets, has installed a complete depart-
ment for handling Victrolas and Victor records.
It has put in the. entire line and is making a
city-wide bid for business. "We feel that we
are indeed fortunate in securing the Victor line,
and we are going to make it one of the most
important adjuncts of our business," said one
of the members of the firm.
Brisk Business With Grinnell
Charles H. Grinnell, manager of the Victor
wholesale department of Grinnell Bros., reports
that business has been very brisk for the past
six weeks and at present he is having a shortage
on some of the models. He states that both
machine and record business is showing a splen-
did increase over last year for the months of
April and May.
Enthusiastic Over Trade Outlook
Sam Lind, of Lind & Marks Co., Aeolian-Vo-
calion distributors, was in New York recently
on business. He is extremely enthusiastic about
business for the balance of the year and says
that even if business should slump in the Sum-
mer months, which is the usual thing, business
in the Fall should be very brisk for the retailer.
L. W. COLLINGS GOING AFTER TRADE
Victor Wholesaler Carrying on Special Drive in
Northern Pennsylvania Territory
L. W. Collings, general manager of Collings &
Co., the Victor distributors, of Newark, N. J.,
made an extended trade trip into northeastern
Pennsylvania territory during the early part of
this month. Mr. Collings is making a sales drive
on the new horizontal types of Victrolas, which
he accompanies with an educational campaign
outlining to dealers successful methods of plac-
ing these models before the public.
C. D. M. Trading Company
Exclusive Representatives
SPRAYTONE PORTABLE
Retails at $25.00
An "outdoor" phonograph
With "indoor" tonality.
Size 16% x 7 x 10>i inches. Weight
14 lbs. complete. Carried like a grip.
First Class Equipment :
In playing position. Plays any and all
Records brilliantly.
Full Size UNIVERSAL permanently attached tonearm with superior large soundbox.
Double Spring Motor playing 2^-10" selections at even speed with one winding.
8-10-inch records are safely carried in compartment next to removable turntable.
Location of needlecup so arranged as to prevent spilling. Heavy pressed 10" turntable.
Standard finish, exquisite Mahogany. RETAILS AT $25
Note: Folding-in Horns act as modifiers.
Practically a VIOLIN -BODY construction accounting for the PERFECT
REPRODUCTION of all that's in a record.
Truly a
Music Master
Jobbers Metropolitan District:
The Cabinet & Accessories Co.,
145 W. 34th Street, New York.
C. D. M. Trading Company
109 LAFAYETTE STREET
NEW YORK CITY
Tel. Franklin 2251
Correspondence invited regarding
jobbing territory
110
THE TALKING MACHINE WORLD
May 15. 1922
CINCINNA T I
Flag System of Classification for Records — Dealers Are Using
Broadcasting to Advantage — Columbia Activities — Month's News
Cincinnati, O., May 2. — Believing that the old
standard records — those popular ballads, classics,
band records, etc. — which sold so well three or
four years ago, must be the basis of any perma-
nent large sale of records, A. H. Bates, of the
Ohio Talking Machine Co.. wholesale dealer in
Yictrolas, has planned out an extensive "flag
system" of classification, more comprehensive
than an}- of its kind heretofore attempted.
It is Mr. Bates' plan — a plan now progressing
well toward completion — to employ the 1,000
best sellers among these standard records which
sold so well some time ago, but which retailers
recently have ignored in the effort to sell up-to-
the-minute jazz music. This list of "standard"
records would include such perennial sellers as
"Carry Me Back to Old Virginia," and others
of that unfailingly popular type, as well as band
music, violin, voice, in fact, just what Mr. Bates
specifies — the 1.000 best sellers of diversified
types of instrumental and vocal music.
Mr. Bates plans to list these thousand records
in various broad classifications: Band, Artists,
Christmas, Accordion and many others. Oppo-
site each classification on this prepared list will
appear a small square of color — red, blue, green,
red and green, black and yellow, etc., denoting
the "flag" by means of which envelopes con-
taining records in that classification may be
found. One of these lists will be always at
hand, so that when a customer asks for a good
band number, a good violin solo, or any other
sort of record, all the salesman is required to do
is to consult his list, slip out of his cabinets the
envelopes bearing the flags of like color and
hand to the customer twenty or so of the best
records of the type desired.
Mr. Bates has outlined his idea to a number
of retail dealers in Cincinnati and most of them
have been favorably impressed, and it is his
intention to see personally to the installation of
these systems, with a cost to the retailer only
of the very little material needed for flags, etc.
In this way. Mr. Bates believes, he will be able
to put over the entire idea. He wishes to
avoid the possibility of seeing any dealer cut
down the scope of the system to one or perhaps
two classifications and thereby limit its chance
lo demonstrate its usefulness, of which Mr. Bates
is convinced.
Mr. Bates said: "The memory of the best
salesman is too short to hold the best of every-
thing. I believe that if a customer has an oppor-
tunity to select from a large number of records
which he recognizes as good, he will buy more,
naturally, than if his opportunity for selection is
limited. The records I am classifying, more-
over, are records which themselves sell more
records. There are many of them old. but not
one of them is worn out. They are not the
sort of records of which one tires. Nowadays
many talking machine owners think they are
tired of their instruments. The fact is that they
are tired of the popular music which the}' buy
from month to month, play a few times and put
away in the dark. Dealers, too, are putting too
much importance upon the sale of the monthly
list of records, especially dance records. These
really popular records which I am listing are
still greatly in favor. Dealers are not trying to
sell them, and the}- could easily be made to be
the basis of a greatly increased record trade, I
am sure. It is my plan to make the very best
of them accessible on a moment's notice to both
buyer and salesman."
To Cover the Stewart Territory
The Stewart Talking Machine Co., of Indian-
apolis, dealer in Victrolas, has gone out of busi-
ness. The territory, however, has not been al-
lowed to go to seed, and the Ohio Talking Ma-
chine Co.. represented by J. R. Jones, who will
cover southern Indiana, and W. S. Barringer,
northern Indiana, is going into the field. There
will be no branch established in Indianapolis. The
business will be conducted from the Cincinnati
end.
New Victor Accounts Opened
New Victor accounts opened by the Ohio Talk-
ing Machine Co. are: E. L. White, Columbus, O.;
Alfred Wiley Piano Co., Huntington, W. Va. ;
W. F. Bertall Co., Logan, W. Va., and Pearson
Piano Co., Columbus, Ind. The Ohio Talking
Machine Co. also took care of the transfer of the
goods held by the Werner Industries Co. to the
Widener Grafonola Shop, West Fourth street.
Radio Broadcasting by Otto Grau
Trade in' Victrolas and Brunswick products,
both of which are handled, was rather quiet at
the Otto Grau Piano Co. during April. In gen-
eral, however, said J. F. Van Court, business was
fair — satisfactory in view of conditions. A pub-
licity feature which has aroused some interest
for the Otto Grau Co. is a weekly radio concert,
conducted from the company's sending station
on Pleasant Ridge. These concerts consist of
broadcasting Victrola and Brunswick records,
and an announcer broadcasts the fact that- the
records come from "Otto Grau." The announcer
at the same time solicits inquiries and comment,
with surprising numbers of responses by mail or
telephone.
Business of Average Volume
According to Mr. Oelman, of the New Edison
Co., West Fourth street, business with that com-
pany during April was neither much better nor
much worse than in preceding months. Sales both
of machines and records held up well.
April Showed an Increase in Sales
Mr. Craig, who has succeeded Mr. Rowbotham
as permanent manager of the Victrola depart-
ment of the Baldwin Piano Co.', reports a ma-
terial increase — $700, to be exact — over March
business. Mr. Craig is an energetic worker and
probably will do good things for his company.
Handsome Steinway Department
While the talking machine department of Stein-
way & Sons, which recently took over Bruns-
wick products for trade in its seven stores in
this district, is not yet completed, enough is fin-
ished to give an impression that all equipment is
to be the last word in equipment — in convenience,
in artistic appearance, and all other attributes of
a thoroughly up-to-date talking machine busi-
ness. Mr. Browning, former manager of the
Victrola department of the H. & S. Pogue Co.,
and now manager of the Steinway Brunswick-
department, said: "It is too -early now to make
any definite statements. We feel, however, that
everything has gone forward encouragingly so
far, and that in the very near future we will be
doing a satisfactory business."
Columbia Gleanings
Exclusive arrangements have been made by
the Crosley Mfg. Co., of this city, for the broad-
casting of Columbia records by radio. D. G.
Israel, the operator of the wireless station,
played a concert of Columbia records that were
released on April 20, and the following day re-
ceived a letter from Ann Arbor, Mich., stating
that the reproduction was perfect, and in this
connection the names- of the artists and the rec-
ords played were given.
R. H. Woodford, Columbia branch manager,
recently made a trip to Ohio with C. E. Kraner,
the salesman, stopping off at Springfield to look
over the Grafonola advertising campaign.
W. S. Samuels, of the Samuels Bittel Co.,
Owensboro, Ky., was given a heartv welcome on
I
ECLIPSE
M USICAL C?
VICTOR WHOLESALE' ONLY
CLEVELAND
OHIO
Have You
Sales Foresight ?
Have you the ability to determine
coming successes? Can you foresee
the popular? Can you pick them
out from the vast flow of new
things which issue from the man-
ufacturing plants of this country?
What do you think of the new
horizontal-type Victrolas?
Do you know where and how to
sell them?
If you don't know — call on us.
We can help you.
May 15. 1922
THE TALKING MACHINE WORLD
111
his recent visit to the Columbia branch in this
city. He had been seriously ill with influenza
for two weeks, but is now rapidly gaining the
fullest measure of health.
L. J. Cox has succeeded H. P. Williams as
manager of the Pearson Piano Co., Columbia
City, Ind. The former comes from Muncie, Ind.,
where his record for progressiveness is one to be
proud of. Mr. Williams, by the way, has be-
come manager of the Baldwin Piano Co.'s store
in Muncie, Ind.
In the Music Memory Contest conducted by
the various city organizations in Vincennes,
Ind., twenty-one of the twenty-four records se-
lected by a committee composed of music
teachers and professors of the local schools. were
those of the Columbia Co.
Miss Yates Succeeds Browning
Mr. Browning has been succeeded at the H. &
S. Pogue Co. by Miss Yates, who has had long
experience in this department.
Starr Record Plant Working Overtime
"Sales both in records and machines fell off
somewhat during April," said E. I. Pauling, of
the Starr Piano Co. "Last month — -March — we
were working overtime at our factory at Rich-
mond, Ind., to turn out records. There has not
been such a great demand during April."
Business Somewhat Slow
The same condition is in evidence in the Vic-
trola department of the John Shillito Co., accord-
ing to F. X. Donovan, manager. Mr. Donovan
said: "Sales of radio equipment also figured
in this slump. Just now it is bound to affect
record sales, though we believe there will be
little interference between the two departments.
Radio is the thing just now, and for a time will
hold the spotlight. But no matter how it may
be developed, talking machines and records will
continue to sell. In view of this belief we are
working hard to boost both departments."
Columbia Publicity Campaign
The local branch office of the Columbia inter-
ests expects to see increased sales following
the announcement of additional features of a pub-
licity campaign backing up the Columbia Graf-
onolas. Details of this campaign have just been
received at the Cincinnati office. In the publicity
drive being put on by the Columbia people the
local branch stands second in points earned in
the national campaign. New York is first with
sixty-two, Cincinnati second with thirty-seven,
Chicago third with thirty-three, Kansas City
fourth with thirty-two.
R. H. Woodford, Cincinnati branch manager of
the Columbia Co., went last week to New York.
Harry Weil, representative of the Baer Manu-
facturing Co., Chicago, cabinet maker, and E.
L. Deming, of the Lyradion Sales & Manufac-
turing Co, Mishawaka, Ind., called on the Cin-
cinnati trade last week.
S. Reis, Cincinnati district manager for Bruns-
wick products, is making a trip through cities
in the district for the purpose of. pushing Bruns-
wick products. Communications from him re-
veal considerable success.
A Novel Window Display
A combination window display including a
radio set and a "Victor dog" boosted the sales of
a dance record, "Bow Wow Blues," for the
Chubb-Steinberg Music Shop. This record went
big. Business generally has been slow.
RADIO TO BE DISCUSSED
BY THE MUSIC INDUSTRY
.This Will Constitute One of Many Important
Subjects to Be Taken Up at the Coming Con-
vention of Music Industries Chamber of Com-
merce to Be Held in New York in June
In view of the interest that is being shown in
wireless telephony at the present time, particu-
larly on the part of music merchants, a number
of whom have installed radio departments, the
Music Industries Chamber of Commerce has
taken up an investigation of the marketing possi-
bilities of radio, toward the end of giving it a
prominent place in the convention programs of
the National Association of Music Merchants
and the National Piano Manufacturers' Associa-
tion beginning June 5, so that every branch of
the industry will have an opportunity to judge
of its importance to each individual business. In
a statement issued this week the Chamber says:
"The connection between radio development
and the music industry is becoming more and
more evident as the newer science becomes an
important factor in home entertainment. With-
out music the wireless programs are very limited
in their appeal.
"The distribution of music by radio, therefore,
becomes a vital consideration for the music
trade. So far the distribution of radio equip-
ment has developed along haphazard lines, with
the demand far exceeding the supply, and sev-
eral lines of distribution competing for the lim-
ited production. The electric supply houses, de-
partment stores, sporting goods dealers, drug
and hardware stores and a number of other re-
tail sales outlets are competing for the equip-
ment as it is manufactured. The radio manu-
facturers do not seem to be giving music mer-
chants as much consideration as important
factors in their plans for distribution as they
should, although a number of music merchants
have taken it up.
"The permanency of the business and the de-
pendability of sources of supply must be con-
sidered by the music trade. The patent situation
is so chaotic as to make it impossible to say now
which manufacturers will survive.
"The question of improvements which might
make current equipment obsolete and various
problems of merchandising service and policies
will arise.
"The Music Industries Chamber of Commerce
expects to bring the facts before the national
convention in June, and will endeavor to bring
about a solution of many of the problems now
confronting the trade."
More Radio Sales
REMOVES PLANT TO JERSEY CITY
The DeForest Radio Telephone & Telegraph
Co. has moved its plant from 1391 Sedgwick-
avenue, New York City, to a much larger fac-
tory in Jersey City, N. J.
and an Added Profit
on the Cabinet Sale
We have anticipated developments in the radio field by bringing
out a modern, flat-top, Queen Anne Period cabinet designed to con-
tain wireless receiving equipment, batteries, etc., and with all-wood
amplifying horn. This new cabinet makes the radio as attractive as
it is useful.
We carry in stock cabinets for
the Westinghouse R. C. Sets fin-
ished in brown mahogany and
American walnut. The capacity of
our factory — the third largest case
factory in the world — assures
quick delivery. On account of
certain ingenious features of in-
stallation in this style of cabinet
there is great convenience in in-
spection and attention to batteries;
and a compact, short "hook-up."
This cabinet can be adapted to any apparatus
you sell. Can be sold with or without a radio out-
fit. Our price to dealers — $50 — allows a satisfac-
tory profit.
For complete details address
MANUFACTURERS
PHONOGRAPH COMPANY, Inc.
95 Madison Avenue New York
GEO. W. LYLE, President
112
THE TALKING MACHINE WORLD
May 15, 1922
Van Veen Equipment for Phonograph Dealers and
the Musical Merchandise Trade
For those who cannot afford to experiment. Efficiency assured at the
lowest consistent cost. Hearing Rooms, Record Racks, Dealers'
Service Counters and general equipment for the sale of musical
merchandise.
VAN VEEN & COMPANY, Inc.
Office, Factory and Warerooms
413-417 East 109th Street
New York City
SOUTHERN VICTOR DEALERS TO MEET AN EDISON RECORD COLLECTOR
Annual Convention to Be Held in Mobile, Ala.,
May 17 and 18 — Constructive Program Planned
— Some Notable Speakers to Be Heard
O. R. Hunter, of San Francisco, Proud Possessor
of 2,200 Edison Re-creations — Some Record
EDWARD F. CARSON'S NEW POST
Resigns from Granby Co. to Become Adver-
tising Manager of Randall-Faichney Co., Inc.
Mobile, Ala., May 7. — Plans are under way here
for the annual convention of the Southern Vic-
tor Dealers' Association, which is scheduled for
the 17th and 18th of May. The plans are wide
in scope and a special endeavor is being made to
arrange a program that will be of a constructive
and beneficial character.
Among the speakers who have been secured to
date is M. L. Pierce, manager of the Hoover
Suction Sweeper Co., Canton, O., who will make
an address on "Outside Selling." Also, it is very
probable that James J. Davin, secretary of the
Reincke-Ellis Co., will be present, as well as a
representative from the Victor Talking Machine
Co. Papers will be prepared and read by talk-
ing machine men of wide experience covering
the important subjects of "Advertising," "Win-
dow Displays," "Competition," "Interest
Charges," "Victor Service," "Record Stocks,"
"The Problem of Trade-ins," "The New Horizon-
tal Types of Victrolas as a Stimulant to Victrola
Sales," etc. In addition to this, French Nestor,
of the French Nestor Co., Jacksonville, Fla.;
W. R. Lewis, of the Elyea Talking Machine Co.,
Atlanta, Ga.; A. R. Boone, of the Talking Ma-
chine Co., Birmingham, Ala; Jessie Houck, of the
O. K. Houck Co., Memphis, Tenn.; J. A. Ho-
feinz, of the Philip Werlein Co., New Orleans,
and W. H. Reynalds, all Victor distributors, will
make addresses.
In view of the program, and the well-known
members of the trade who will attend, this
meeting promises to be one of great moment
for better merchandising in the Southern States.
Orange, N. J., May 6. — Thomas A. Edison, Inc.,
recently received a letter from W. J. Carson,
manager of' the Edison Shop, in San Francisco,
which conveyed some very interesting informa-
tion pertaining to the re-creation collection of
a resident of that city. The letter read:
"Like other Edison dealers, I have always
been very interested in 'Diamond Points,' and
I recall that occasionally in the past some
dealer has called attention to a particularly
enthusiastic Edison re-creation collector. We
have a customer whose ledger account would
indicate that he is a headliner, so I asked our
service man, when he called to give service
on the instrument the other day, to get a report
on Mr. O. R. Hunter's re-creation collection.
He reports that he has on hand 1,251 Edison
discs (so-called records), which would make
him the proud possessor of something like 2,200
separate Edison re-creations. I submit the fig-
ures to see if any other dealer has a more
enthusiastic collector.
"On the theory that we are enabled to catch
more flies with honey than vinegar, might I
suggest that an acknowledgment to Mr. O. R.
Hunter, 2927 Laguna street, San Francisco, on
Edison stationery, would not be amiss, for I
believe that he would prize this communication
possibly higher than any one re-creation itself."
Edward F. Carson, formerly assistant general
manager of the Granby Phonograph Corp., has
resigned his position with that company to
become advertising manager of the Randall-
Faichney Co., Inc., of Boston, which is a manu-
facturer of products outside of the talking ma-
chine industry. His reasons for making the
change were solely personal.
Mr. Carson stated: "My relations with the
Granby Phonograph Corp. were most cordial.
The future plans of the Granby Phonograph
Corp. contemplate bigger things than the past
and a determined sales campaign is to be under-
taken. It is with real regret that I am severing
my connection with the phonograph industry,
in which I have made many friends. I am
very enthusiastic over the Granby product, and
the improvements that have been made in it
during the last year have, I firmly believe,
made it a far better talking machine than ever
before. The firm is determined that it shall
succeed and it has the ability to do so."
Some fellows are like a postage stamp, they
never need more than one good licking — after
that they deliver the goods.
NEW EDISON CHIPPENDALE MODEL
Orange, N. J., May 10. — The new Chippendale
console model of the New Edison has met with
a very enthusiastic reception on the part of the
trade and the public. This model, which retails
at $295.00 and is an official laboratory model, is
made in brown mahogany and is designed in
strict accordance with the Chippendale school.
TONE TEST IN FULL SWING
Orange, N. J., May 9.— The Spring season of
Edison tone tests is now in full swing and
operating on an extensive and successful sched-
ule. Several hundred dealers gave, or will give,
tone test concerts in .the first half of the year,
and a large number of bookings have already
been made for the Fall season.
LIBERTY MOTOR COMPLETE
Price $6.oo
Double Spring Motor Complete
Suitable for Portable Machines
Price $3. 25
Write for Repair Part Catalog
Jobbing Territories Open
Pleasing Sound Phonograph Co.
Manufacturers — Jobbers
204 East 113th Street New York City
LARGER QUARTERS FOR SCHWARZ
Louis A. Schwarz, well known throughout
the talking machine trade as manufacturers'
agent and resident buyer for distributors, has
taken larger quarters in the Herald Building,
to take care of constantly increasing business.
pii.«^i)fmi«»(i.am-ii<a»-i).wiK)<«».,i.M>|
j RECORDING}
FOR THE TRADE
I
i
I
Manhattan Recording Laboratories
! 48 West 39th St. New York
We have a modern well-equipped
laboratory with facilities for pro-
ducing the highest grade record-
ings. We Solicit Your Business
I
(
j
May 15, 1922
THE TALKING MACHINE WORLD
113
E are glad to give our
hearty endorsement
to the use of the two
selling -helps pictured below
—in the interest of bigger rec-
ord business for our dealers*
NEW YORK
TALKING MACHINE C?
521 West 57 th Street
CHICAGO
TALKING MACHINE Q
12 North Michigan Ave
TJictorWholesalers
Exclusively
114
THE TALKING MACHINE WORLD
May 15. 1922
t Point
View
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jl
Western Division of The World, Chicago, III., May 10, 1922.
No wise man, of course, will overrate the importance of casual signs;
but, on the other hand, no wise man will underrate them. In the
course of a walk through the "Loop" of Chicago
this week an observer was suddenly struck, more
forcibly than he has been for many weeks, with the
signs of sudden resumption of building. The great
Some
Significant
Signs
building of the First Methodist Church, which for so many years
has occupied the block between Washington, Randolph, Clark and
Dearborn streets, is in process of demolition, and upon its site is to
rise a much greater building combining church, offices, stores and a
thousand and one new accommodations for the business and religious
worlds. The old Stratford Hotel, at Michigan and Jackson, is closed,
and demolition is beginning. In place of the ramshackle hostelry so
dear to the hearts of music trade men is to rise a lofty modern
office building. The old offices of the American Express Co. on
Monroe street, together with the obsolete buildings which occupy
the State street corner, are already in the hands of the wreckers,
and great signs at the corner windows tell how the famous Song
Shop has already moved a few doors west. A great addition is being
made to the building of the Chicago Musical College next to the
Blackstone Hotel. The buildings next door to the Fair department
store are being razed to afford room for further expansion of that
great retail institution. A great new office building is coming to
completion on Clark street near Washington. And so on. For five
years these sights have been unknown in- Chicago's business center.
The resumption of building downtown comes as a literal surprise.
Then as one leaves the Loop and travels north, south or west into the
residential districts, the impression of activity is confirmed. Apart-
ments and bungalows are beginning to raise their heads wherever
one goes. It is an inspiring sight. It is particularly inspiring to the
talking machine trade. For this trade is a home trade. New office
buildings, for instance, mean to our trade that general business is
becoming busier. When to this we add the cheering sight of new
apartments and bungalows it simply means that more homes for those
who spend their working hours in the office buildings are beginning
to spring up, and'that therefore there will be more weddings this
Summer and more taking up of housekeeping by wedded folks who
have had to board or live with their parents. All this means more
talking machines, does it not? If not, why not?
The Illinois Music Merchants' Association has organized itself in
Springfield and has decided, as a starter, to admit to membership
dealers in talking machines and records. The move
is not only wise but significant. By this time,
indeed, every talking machine man ought to know,
even if he does not vet know, that he is in the music
The I.M.M.A.
and Our
Trade
business. The talking machine business is a music business and the
talking machine store is a music store. There is no getting away
from this fact. But the need for emphasizing it is none the
less immediate and important. The piano store of to-day is usually
a talking machine store too, and piano merchants naturally think of
themselves as music men first and foremost. On the other hand,
the man who simply runs a talking machine store and nothing else
is likely to forget that he is a music man first and a machine man
second. It is a way of looking at things rather than anything else.
Even' merchant who sells talking machines ought constantly to key
all his merchandising ideas by the "note" of music. That is to say,
in all his advertising, in all his salesmanship of any kind, he ought
to keep in mind always the idea that the machines and discs he sells
are not more than media towards the expression of music, towards
providing music for the masses in their homes. The talking machine
merchant is a music merchant, a dealer in music-means. The Illinois
Music Merchants' Association begins its career in the recognition
of this fact. It is the duty — as it will be to the advantage — of every
talking machine man in the State of Illinois to join the I. M. M. A.
at once. The secretary is J. F. McDermott. Get in touch- with him,
gentlemen !
He Who
Snaps His
Fingers
We are never, we hope, too grouchy to appreciate and applaud when
good things are being done, good ideas embodied in good selling
talks, good advertising worked out into good sales
results. Therefore, readers will take us seriously
when we ask them to study carefully the advertis-
ing which the Cheney Talking Machine Co: has been
doing lately, some of the best of which has appeared, and is appearing,
in The Talking Machine World. We were particularly intrigued
with the idea of giving publicity to the "man with a flashlight," who
goes around the factory looking at the finished machines and who
has the power summarily to reject any one and send it back to the
finishing department for further attention. The whole idea of
"super-efficiency" in the process of inspection is most cleverly worked
out, not only cleverly but truthfully, as any one knows who has
ever visited the great Cheney factories. The identical "man with
the flashlight," the man who "snaps his fingers at the whole Cheney
factory," may there be seen, examining every machine that is due to
leave the factory, and assuring himself that it is beyond criticism.
To tie up the activities of this so important department with the inter-
ests of the merchants who sell Cheney machines at retail is to display
admirable good advertising sense. We congratulate the Cheney Co.
on its excellent publicity.
Window
Displays
Interest
The inquiring visitor to Chicago always finds much to wonder at in
the behavior of the crowds, who seem to have plenty of time always
to mess around in front of every store-window
demonstration that sets up in the Loop. Well,
during the last week or so there has really been some
good excuse for lounging in front of some windows
at least. That excuse has been the real originality of certain dis-
plays, namely, the demonstrations of gym-suit-clothed feminine per-
sons of the Wallace "get-thin-to-music" exercises and records.
Crowds have blocked the sidewalks wherever these unique demon-
strations have been put on, and both men and women have taken the
utmost interest in the novel idea. By this time every reader of this
paper ought to know the basic principle of the Wallace reducing sys-
tem. It is embodied in a set of records, each containing a full lesson,
by W'allace himself, in the motions, exercises and drill devised for the
man or woman who wishes to reduce weight and improve strength.
The exercises are explained and counted through by the voice of Wal-
lace on the record, and the music is given by orchestra throughout.
The combination is irresistible, and wherever the window demonstra-
tions have been made the sales results have been immediate and grati-
fying. There is a big future for this general idea, it should seem,
and all goes to show how many hitherto unsuspected possibilities the
talking machine game is likely to develop as time goes on.
Your
Friend
Radio
"Dear Friend Talking Machine Dealer: Do not be scared of Radio.
Radio is so far one of the best friends you ever had for your busi-
ness. Here in Chicago Morgan Eastman is broad-
casting programs which are stirring up more interest
in good music than anything short of our own great
Symphony Orchestra ever could do. Samuel Insull
is heading our opera, and that means, we guess, that opera will be
broadcasted this Winter. And that means still more interest in talk-
ing machines and records. The more music is heard, the more
records will be sold. It is a perfect logical circle, and there is no get-
ting away from the conclusion. Radio helps. It does not hinder.
Make use of it and advertise harder than ever all the records you
hear of as being broadcasted. Then watch for results."
MANY record salesmen fail to appreciate the fact that a violin
record or similar number which is soft in tone volume cannot be
heard to advantage when in the next booth some loud popular or
band records are being played. When your store is crowded this
cannot be avoided — but if there are plenty of booths never take your
customer into the next adjoining booth to the "popular" music fiend;
leave a vacant booth between them.
May 15, 1922
THE TALKING MACHINE WORLD
115
O O 111 \M ^^^^S REPUBLIC BLDG., 209 SOUTH STATE ST TELEPHONE WAEW 1 5242
EDWARD VAN HARLINGEN'
WILLIAM BRAID WHITE
EUGENE F. CAREY
ARTHUR E. NEALY
A. SNYDER
Chicago, III., May 9. — Chicago dealers who
looked through the Sunday papers recently were
given something to think about in the matter
of the housing situation in Chicago. For over a
year a Sunday paper advertisement announcing
a flat for rent has been a very rare sight, but, be-
ginning with Sunday, April 23, the rarity ceased.
In one Chicago paper alone on this date were
printed seventeen full agate column advertise-
ments advertising flats for rent. Now, what does
this mean? It merely means that building has
at last begun in Chicago. This, of course, is
giving employment to thousands of workers
about Chicago, which fact, when coupled up
with the activities in the steel districts, means
that industry on the South Side is going along at
a fairly normal rate. On the West Side the big
factories are rehiring help. Many'of these insti-
tutions are spinning the wheels of their machinery
once again after a rest period of several months.
Chicago's building activity is even more in evi-
dence on the North Side. The realty men on
the North Shore are all wearing big smiles.
There are more home sites being sold in that dis-
trict than has been the case for a number of
years.
Now, to get back to the dealers. We find that
great numbers of them are doing an exceptionally
good business in small portable machines, and it
looks as though the people of Chicago are surely
going to enjoy themselves during the coming
vacation season.
But the activities of the dealers are not con-
fined solely to small portable machines. Lots of
them are reporting the sale of high-priced period
consoles. One dealer that we know of recently
sold two period type instruments in the space
of a half-hour, and the total amount of these was
nearly $800. The surprising part about this was
that the man is in an ordinary manufacturing
district, which is the first one to be hit by in-
dustrial depression. The general business situa-
tion in Chicago was, up to about the middle of
April, what might be considered "spotty"; that
is to say, some dealers reported business was
going fine one day and not so good the next; but
the last two weeks of April and the first week of
May brought out the report that business, as a
whole, was fairly satisfactory and that the buy-
ing public was beginning to erase this spotti-
ness from the map. This spottiness was confined
mainly to machines. The record situation was
very good and all dealers were reporting good
sales in this commodity. Not only are the talk-
ing machine dealers reporting an increase in
business, but merchants handling pianos are
unanimous in their assertion that high-grade
pianos are moving at a good rate.
Talking machine merchants handling small
goods, such as band instruments, are doing very
well. The number of dance orchestras that have
sprung up in Chicago in the last few months is
surprising. It seems that nearly every second
fellow or girl in Chicago is, or contemplates be-
ing, the owner of a saxophone. Just why they
picked on this instrument was more or less
puzzling until the real reason was discovered,
namely, that the dealers began letting the public
know they had saxophones for sale. Some very
elaborate windows were decorated with these in-
struments and this, in all probability, is the real
reason for the outbreak of popularity. The rec-
ord companies putting out saxophone records
must be very busy nowadays supplying the Chi-
cago trade. The dealers are reporting that these
records are going very fast.
Another interesting condition around Chicago
is found in the banks, both national and- State,
which are reporting that their deposits are keep-
ing them busy. However, the noticeable thing
about it is that the depositors are not salting their
money as heretofore, but are keeping it circulated.
The money dealers, who make a practice of
doing a loan business on salaries, etc., are re-
porting that their clients have met all obliga-
tions and have cleared up their accounts and that
the number of new accounts coming in is very
small, indeed.
So, taking the business situation of Chicago
as a whole into consideration, it is plain to see
that the music industry is up against nothing at
present that should worry it.
Gets Vocalion Agency
William H. Grosvenor, who conducts the Gros-
venor Music House at Wilson and Montrose,
has secured the representation for the Aeolian
Co.'s well-known line of Vocalion talking ma-
chines and records. This shop was opened up
a few months ago by Mr. Grosvenor, who was
formerly in charge of the Chicago sales for
Kranich & Bach's Loop store.
W. H. Wade Moves
The first of May brought about quite a bit
of moving this year, and among those who spent
some busy moments doing this kind of work
was the Wade Talking Machine Co., 14 North
Michigan avenue. As announced in these col-
umns in March of this year, the Wade Co. pur-
chased the interests of the J. O. Twichell Piano
Co., at which time announcement was also made
(Continued on page 117)
JUSTOUT
STERLING
BULLETIN
No. 1 O
GET IT BY ALL MEANS
It tells the complete STERLING story and illustrates and de-
scribes the entire STERLING Line of Talking Machine Equip-
ment— with prices, etc.
The Sterling Reproducer with Edi-
son Attachment is designed for
giving perfect rendition of both hill
and dale and lateral cut records.
Famous for its clear, flexible, non-
metallic tone. Supplied also with
The Sterling Reproducer with Ed i- Victor or Columbia attachments.
son Attachment plays any and all
records. It is different from other
Edison attachments. It is the only
attachment that can be successfully
operated by the lever the same as
the Edison Reproducer.
Ask for prices and information on the new
No. 82 Sterling Throw-Rack Tone Arm.
Ready for delivery about June 1st.
Sterling Devices Company
Manufacturers of the No. 11 Sterling Non-infringing Tone Arm, the Sterling No. 31 Tone
Arm with Non-set Automatic Stop and the Sterling No. 41 Non-tapering Tone Arm
534 Lake Shore Drive
Chicago, Illinois
116
THE TALKING MACHINE WORLD
May 15, 1922
WALLACE
REDUCING
RECORDS
They Sell All Summer Long
' Get Thin to Music knows no dull season. Reduction
by this delightful melody method is easiest in hot
weather. These records in demand the year ''round.
The character of stores selling
Wallace reducing records is signifi-
cant. Music dealers like Lyon &
Healy; department stores like
Marshall Field's, and Lord &
Taylor's; it's the leaders who are
featuring this famous reduction
course — in towns and cities of
every size.
Nationally advertised by pages
in the largest magazines; com-
pelling window and store material;
printed matter for your monthly
mailings. Write us today.
Set of five io-in. reducing records,
chart for each, complete and inter-
esting instruction all in compact,
attractive box. Sells at $15; nets
you $6.00 to $7.50 each unit sale.
Good summer business!
List price $15 with discounts to
dealers as follows:
6 sets
1 2 sets
25 sets
100 sets
- - 40% - - $9.00
- - 40%-5% - 8.55
- - 4.0%- 10% - 8.10
- - 5°% - - 7-5°
Less TWO percent 10 days,
net JO, FOB Chicago
Complete sales helps shipped
gratis with first order to —
Wallace Institute
©30 S. Wabash Ave., Dept. 2, Chicago, 111., U. S. A.
May 15, 1922
THE TALKING MACHINE WORLD
117
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 115)
that there would be a consolidation of both com-
panies. The stocks of both were brought to-
gether in the new place of business, which is
the entire building formerly occupied by the
Smith Piano Co., located on the east side of
Wabash avenue, near Jackson Boulevard. Not
all the alterations have been completed at this
writing, but from present indications it is safe
to assume that when the carpenters and deco-
rators finish their jobs the new store will be one
of the most elaborate to be found on Chicago's
famous Piano Row.
Waterson, Berlin & Snyder in New Quarters
Waterson, Berlin & Snyder, who have for
years conducted the famous Ted Snyder Song-
Shop on the second floor of the building on
the northwest corner of State and Monroe
streets, are now located in their new and elab-
orate store next to the Majestic Theatre, which
is just across the street from the old site. The
move was made necessary by the fact that the
Fair Department Store has acquired the prop-
erty rights for the entire building bounded by
Adams and State streets, Monroe and Dearborn,
and before the first of June rolls around all the
property in this block other than the present
Fair Building will be torn down for the pur-
pose of erecting an addition to the department
store.
Snyder's Song Shop now occupies a main floor
store which measures approximately 100 feet in
width and ISO feet in depth. It is elaborately
fitted out with Unico equipment, and its talk-
ing machine department, which is exclusively
Columbia, boasts of twenty hearing rooms of
regulation size, with one big soundproof recep-
tion room some thirty by thirty feet square.
On the opening day Frank Clark, Western
manager for both the wholesale and retail in-
terests of Waterson, Berlin & Snyder, put on
a series of jolly entertainments which lasted an
entire week and were the talk of the town. Ted
Snyder himself and other officials of the organi-
zation, together with their whole staff of song-
writers, were on hand for the big event.
Walter Magill Returns
Walter Magill, Western representative of the
Silent Motor Corp., of Brooklyn, has returned to
his Chicago headquarters from an extensive visit
throughout the West. He reports that through-
out the section he visited the Silent motor is
doing very nicely, far better than he had antici-
pated. While in the West Mr. Magill succeeded
in making quite a number of important con-
nections with manufacturers to whom he had
previously sent samples of the Silent motor.
Roy Bargy Kept Busy
The management of the Tivoli Theatre, at
Sixty-third street and Cottage Grove avenue, re-
cently secured the services of Benson's Orches-
tra, Roy Bargy, director, to appear as a special
number on the weekly program. Announcements
to the public were that Mr. Bargy would only
appear for one week. However, theatregoers
who attend the beautiful Tivoli evidently do not
believe in signs and simply compelled the man-
agement of the theatre, as well as Messrs. Ben-
son and Bargy, to give them a week more of
that famous Victor organization's melody. Di-
rector Roy Bargy, who had been planning to
take the organization on a tour of the Central
West, complied with the request of the South
Side movie fans and for the past six weeks has
been jazzing it up to the queen[s taste at the
Tivoli.
Another Victor artist who is proving quite an
attraction on the South Side is Mario Carboni,
the celebrated baritone, who at one time sang
with the late Enrico Caruso.
Chicago's First Radio Show
Announcement has been given out that Chi-
cago's first big annual international radio show
will be held at the Coliseum, October 14 to 22.
It will be an exhibition of everything connected
with wireless, a get-together show for buyer,
seller, novice and expert. The Coliseum is the
largest exposition building in Chicago, with a
floor space of over 70,000 square feet. Details for
the show are now being perfected and a floor plan
will soon be ready. The advertising campa:gn for
this show has already started and will be con-
tinued consistently right up to the time of the
show, thereby assuring a large attendance. Spe-
cial representatives of the Annual Chicago Radio
Show, whose headquarters are at 126 North
Dearborn street, are already on their way to
Europe to investigate international developments
and to bring the latest developments in radio
from all parts of the world.
New Columbia Iowa Traveler
Chas. Beisel has taken over the Iowa terri-
tory for the Columbia Graphophone Co. He
has had many years' experience in selling mer-
chandise on the road, and his connection with
the Columbia Co. will be welcomed by his many
friends throughout the Middle West.
Goes After Foreign Trade Right
The most recent addition to the Columbia list
of representatives is J. K. Foder, 24 Island ave-
nue, Aurora, 111. There is a very heavy foreign
population throughout the Aurora and Elgin dis-
tricts, including 8,000 to 10,000 Roumanians. Up
until the present time no effort was made by
any one music dealer to play directly to these
nationalities for their record business and it has
been necessary for them to make their pur-
chases in Chicago.
Mr. Foder is now putting in a complete line
of Columbia Grafonolas and foreign records. He
is Hungarian by birth and speaks the Rouma-
nian, Russian, Polish, Slovak and Bohemian lan-
guages, as well as his mother tongue. He is a
good American, was wounded in the World War
and is now pensioned by the Government.
The location in Aurora is very desirable. The
store is 90 feet deep, one-half of which will be
devoted to the Columbia line. Four modern
hearing rooms will be installed to handle the
record business.
Opening New Shop
The Armitage Music Shop, of 4148 Armitage
avenue, is opening a new talking machine shop
(Continued on page 118)
THE GEER REPEATER
Patented November 10, 1914 — 'September 29, 1916 — Infringements will be vigorously prosecuted.
Everything Musical
Chicago. III.
March 28, U22.
Walbort i&rj i _ t a I . Company,
925 frlghlwood Avenue,
Chicago, Illinois.
Gentlemen:
JU3& a word regarding our success la
Tlepe ater.
illlng the Geer
'A'e nave found it an aooeeaory la exceptional demand,
as you Icnow from the large reorder that we have Just
given you. The public seems to have been wilting for
a successful, simple repeating device, after the many
failures, that have been on the market in the last
few years, *e find that purchasers of the Bepeater
are very v.ell satisfied and are buying them for their
friends and for gifts,
i'/e have found that a very suocessful meun3 of introducing
the Bepeater is the wi.idow display, with one or nor«
Kepoaters In operation, and our dealers report that they
have used the window method to good adv;anta£,e. we have
small Viotrolas on oar record counter and hive our sales-
woman In demonstrating reoords for purchasers, use a
Repeater, causing an Inquiry from every oustomer, and
leading up to i great .many sales.
You ars assured of success with the Geer Kepeater and
we wish to complement you for bringing out one of the
few articles accessory to the Talking ^aohi^e business
that are worth while.
lours very truly,
THE BUDOnTH^JjJTlLlTZaR 00^
per
LEUiliAH mnager Ylotrol3 Department.
Our Unique Window Display Will Help You
to Build Business
"CALES tripled immediately upon installation of a Geer
CRepeater Window Display," writes the Brunswick Phono-
graph Shop, Chicago. "It is keeping large crowds of people
before our show windows continuously," says the Wade Talk-
ing Machine Co., Chicago. The above Wurlitzer letter is
further proof of the unusually rapid turnover in Geer Repeaters
secured by means of our new window display record which
plays through in eighteen seconds. With this record in your
window turnovers will run from 12 to 52 times a year. Sales
of records and machines will also be considerably stimulated.
Send for Our Demonstrating Record —
NOW READY
To dealers wishing to install a Geer Repeater Window Dis-
play and share in the large number of sales now being realized
all over the country, we will supply our Special Window Demon-
strating Record — FREE. We also supply sales helps and beauti-
fully colored window cards.
WALBERT MANUFACTURING COMPANY, New York Office,
925-41 Wrightwood Avenue, Chicago, 111. 200 Fifth Avenue.
Please send by return mail your "Demonstration Package"
containing twelve Geer Repeaters — price to be 40% off list — ■
retail price to be $2.50 each.
| | Check here if you want Free Window Demonstrating
Record and sales helps.
Name . .
Address
Jobber
Terms : C. O. D. to firms not rated.
Our Guarantee
to Dealers
HpHE Geer Record
Repeater is a proved
product. It is as near
perfect and fool-proof as
mechanical ingenuity
and long experimentation
can make it. There is
nothing to break or get
out of order. It will fit
any phonograph with
free-swinging tone arm.
We guarantee these
claims and will immedi-
ately accept the return
of any repeaters that
prove defective. In ad-
dition we co-operate with
you in every way pos-
sible— furnishing without
charge sales helps and
our special demonstrat-
ing record.
Walbert Manufacturing
Company
Reasons Why Geer
Repeaters Sell
Quickly
1. They are as easy to put
on and take off as a rec-
ord. You simply lay the
repeater on the record.
They can even be put on
or taken off while the
record is playing.
2. They will repeat instantly
and as often as desired
and are adjustable for
records of varying
lengths.
3. They cannot possibly
break or get out of order.
4. They fit any phonograph
with free-swinging tone
arm.
5. They come packed in a
beautiful, durable box and
can be laid away with the
records when not in use.
6. When dancing, entertain-
ing, dining or when
music is wanted while
working or resting, the
Geer Record Repeater
will prove its remark-
able usefulness. A child
can put it on or take it
off.
7. There is a big demand
for repeaters during the
summer months. Ideal
for use while camping or
at summer resort.
8. The Geer Repeater will
last a lifetime. It needs
no attention and no re-
pairs.
9. Full directions for use
are given with each re-
peater. Read directions
carefully.
^DOUBLES THE JOY OF OWNING A PHONOGRAPH
118
THE TALKING MACHINE WORLD
May 15, 1922
FROM OUR CHICAGO HEADQUARTERS— (Continued from page 117)
further up on the same street, near Crawford
avenue. At its present shop it is handling both
the Edison and Brunswick lines, but the plans
are to separate these two lines. The present
place will devote its activities to Edisons exclu-
sively and the new shop will be exclusively
Brunswick.
Good Musical Merchandise Business
The Dixie Melody Shop, at 5314 Broadway,
reports an exceptionally good business on har-
monicas and ukuleles. R. M. Nail, proprietor
of this shop, cannot account for the increased
demand in this type of small goods, but neverthe-
less he is keeping the supply men busy shipping
him goods of this sort. The shop handles a full
line of Kimball instruments and Okeh and Gen-
nett records.
Full Speed Ahead for Torek
S. K. Turek, of 2313 West Twenty-second
street, recently decided to go out and do some
business. By this is not meant that Mr. Turek
had not been doing business. He actually was.
but he just wanted to show a few brothers of
his in the trade who had been complaining of
bad business what real salesmanship was like.
He got out his prospect list, selected a few names
and then went out and spent a half-day calling
on these prospects. He called on quite a num-
ber and made appointments for the next morn-
ing. The next morning three prospects showed
up and in less than an hour it was all over,
the results being one Pathe Actuelle, retail value
$450, and one Starr, retail value $250, sold for
cash. The third customer was not sold at the
time, but Mr. Turek went back the next day and
effected the sale. Mr. Turek is planning at pres-
ent to open two other stores around Chicago
and is looking for some good locations.
They "Liked" the Line
The show window of the Oriole Phonograph
Shop, 2204 South Kedzie avenue, was recently
smashed with a padded brick. When William
Cepak, the owner, came in next morning he
found that the large number of Aeolian records,
as well as a small-size Aeolian machine, were
missing from the show window. When the work
of cleaning up the broken glass was completed a
small piece of newspaper was found, whereon
was scribbled in pencil, "We like the line."
New Fair Manager
Miss Gertrude Matlack, formerly in charge of
the record department at the Song and Gift Shop,
is now in charge of the record department at
the Fair, succeeding former Manager Irvine.
Opens in Rogers Park
Z. Ganis, who for the past fifteen years has
conducted a retail Columbia establishment at 326
South State street, has sold out his interests in
this location and on May 1 opened a new store
in Rogers Park. The new shop is located on
Howard avenue, near the "1" and is fortunate
in being situated in one of the busiest localities
in Chicago's far north side.
Rialto Music Shop Opens
Rudolph Fractman, who formerly managed the
Columbia store for Z. Ganis, at 326 S. State
street, has purchased the entire good-will and
stock of that business. The deal was consum-
mated on May 1st. Workmen were immediate-
ly put on the job of remodeling the store, which
will be closed for some six weeks, and when
opened again it will be known as the Rialto
Music Shop, and will carry a complete line of
small goods, sheet music, rolls and records.
Emerald Shop Opens
The Brady Drug Co., at Forty-seventh and
Emerald avenue, has just opened up a new
store, which will be known as the Emerald
Music Shop. The new shop will carry the Co-
lumbia line exclusively and will be managed by
Miss Marie Collier, who was formerly cashier
of the Chicago branch of the Columbia Co.
Take on Banner Record
The Song and Gift Shop, one of the biggest
music shops in the loop on State street, has
just taken on the Banner record line and is
reporting excellent sales. Another line that this
company has taken on recently is small crystal
radio sets. The first week that they had these
sets on sale was set off by a window display
wherein a beautiful young lady was in the show
window demonstrating the simplicity of the
sets. She attracted much attention.
Dolling Up
The Lincoln Talking Machine Shop, at 3100
Lincoln avenue, is being completely redecorated.
The plans call for some very elaborate fittings
for this store and the proprietors are of the
opinion that when the work of redecorating is
completed they will have one of the handsome-
est little shops on that avenue.
Adding New Booths
The Greenstone Furniture Co., at 1315 Mil-
waukee avenue, has enlarged its talking ma-
chine department and opened what is known
as "The Subway." It has equipped this new
department with many booths and has also in-
stalled a complete set of the most up-to-date
record racks as well as island counters.
Columbia Recorders in Chicago
L. Hausman and R. F. Bolton, of the New
York Recording Laboratory of the Columbia
Co., visited the Chicago branch recently, and
during their stay there recorded Paul Biese's
Orchestra and Frank WestphaFs Rainbo Or-
chestra. Several personal records were also
made at this time.
H. L. Pratt and Seymour Soule of the New
York executive offices of the Columbia Graph-
ophone Co., visited the Chicago branch re-
cently.
Specializes in Italian Records
Jos. Cardinal has opened a new Columbia
shop at 254 Howland avenue, Kenosha, Wis.
A complete stock of Italian records will be
carried and a special effort will be directed to-
wards the portable model Grafonola business.
Considerable business in Lithuanian records is
expected because of the large colony located
near his store.
Sonora Activities
L. Golder, sales manager of the Sonora de-
partment of Van Houten & Zoon, in discussing
general business conditions, said:
"The latter part of February and the first of
The Best Motor
Money Can Buy
1 . The wick lubricating system, an exclusive feature of our motor, keeps
every part in the gear box running in a film of oil. Not a mere smear of grease
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For at least two years after our motors are installed the wick will circulate
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priced motor cars have recently adopted wick lubrication — because it is right
continuous, automatic, certain.
2. The enclosed construction makes this lubricating system possible and
also keeps dirt, bits of excelsior, lint and phonograph needles, etc., from get-
ting into the works. This prevents those trouble cases that cost the dealer
money and cause his customers annoyance.
3. The design of our motor lends itself to accurate alignment of bearing
and springs. When our box-like casting is clamped into the holding tools to
be machined it does not distort with pressure as open castings do. The reason
we have almost no spring breakage is that perfect alignment does away with
the side strain which causes crystallization and breakage of springs.
REAL PRICES
1 . We have a modern, complete, specially designed equipment solely
devoted to the production of this motor.
2. Our plant is spacious, light, modern in every feature and our organi-
zation is seasoned and imbued with spirit of quality.
We have the necessary volume of output and can produce efficiently.
Because of these facts we are furnishing a motor of positively unequaled merit,
at unmatched prices.
Let Us Furnish You Samples
United Manufacturing and Distributing Company
536 Lake Shore Drive CHICAGO
May 15, 1922
THE TALKING MACHINE WORLD
119
FROM OUR CHICAGO HEADQUARTERS — (Continued from page 118)
March showed somewhat of a depression in bus-
iness, which for a while looked as though the
trade were sliding down-hill, but towards the
latter part of March and the first of April and
up until May the talking machine business came
back considerably. The Sonora dealers have
been reporting progress for the past six weeks,
and from present indications we are inclined to
believe that the balance of the year is going
to show the Chicago trade some very good busi-
ness.
"A couple of weeks ago we received from the
Sonora Co. the first lot of Lafayette models
listed at $165. These instruments have met with
much favor by the Sonora dealers throughout
our territory. Another little Sonora instrument
that has proven extremely popular is the new
leather covered portable. This is something the
like of which has never been offered to the
public before, and is so constructed that it
readily appeals to the public."
J. J. Davin Returns from Interesting Trip
J. J. Davin, secretary of the Reincke-Ellis
Co., of this city, just returned from a trip
which included a visit to Toledo, Cleveland,
Buffalo, New York, Baltimore, Washington and
Pittsburgh, where he not only called on the
Victor jobbers but the dealers as well. In many
of these cities Mr. Davin spoke at informal meet-
ings, where he urged the Victor dealers to cash
in on the tremendous advertising now being done
by the Victor Co., stating that if they tied
up with this publicity their dollar would be
worth a third again as much, on account of the
increased appropriation and activity now mani-
fested in Victor advertising.
Mr. Davin also pointed out that there should
be increased activity on the part of Victor job-
bers and Victor dealers on sales promotion work,
especially in view of the fact that the complete
line of horizontal types is now available. Many
of the Victor dealers are planning Victrola
shows in their own stores and others are plan-
ning to display the Victor line at Spring exhibi-
tions and county fairs.
New Assistant Manager
R. J. Mueller, Columbia salesman covering
Iowa territory out of the Chicago branch, has
just been appointed assistant manager of the
Omaha branch. Mr. Mueller will be missed by
many Columbia dealers throughout the Chi-
cago branch territory.
Ed. H. Uhl Resigns From R. Wurlitzer Co.
Chicago and the music trade in general has
lest one of its most aggressive and successful
men. Ed. H. Uhl, head of the Chicago office
and vice-president of the Rudolph Wurlitzer Co.,
has resigned his position. It is rumored that
he intends going in the real estate and banking
business. His business associates held a meet-
ing on Saturday afternoon, April 29, at which
time they expressed their deep regret at losing
so capable and well loved an executive. But
it is not only his business associates who regret
the resignation of Mr. Uhl, for his many friends
in the trade deplore the loss of a personality
who has done much to boost the music business
in Chicago and, for that matter, throughout the
country.
The Chicago Piano Club has adopted a reso-
lution regarding the resignation of Mr. Uhl
which reads as follows: "Resolved, that the
Piano Club of Chicago in session at a regular
meeting on May 1, 1922, extends to Ed. H. Uhl
the following resolution as our mark of friend-
ship: As you leave us in your capacity as vice-
president o 
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